INDUSTRY NEWS COMMENT: THE KEY TO GROWTH Clodagh Murphy
IN AUTUMN 2011 David Cameron said ‘SMEs are the engine of our economy’. With 44 per cent of this market reporting increased revenues during the financial year of 2010/2011, it is very true and something we should all harness. The big squeeze over previous years has forced the SME to innovate, adapt and change, in turn creating an ethos of being open minded and flexible. For suppliers, this means it has become more important than ever to provide useful and insightful solutions while ensuring long lasting customer relationships are nurtured and formed. It’s no secret that
fixed service providers have a challenge to grow their business in a declining market, especially now these products are seen as a commodity. However, that doesn’t mean that it can’t happen. The key to growth for the traditional players is to retain connectivity revenues while developing new, complementary products for its base. It’s not about low cost, it’s about value for money. In today’s crowded marketplace it can no longer be about selling connectivity as a product. It’s about selling what that traditional connectivity can enable, the value it can add and, the efficiency and agility it can deliver. After all, it’s no accident that cloud has been the tech buzzword of the last few years. Providers need to make this switch and by doing so will support the exact things that sit at the heart of a SME. What does this mean to us all? Know your customers,
provide the right solutions, build the trust and in turn the relationships. These are the key elements to building a plan of longevity and strength.
Clodagh Murphy, Director, Eclipse Internet
Comms-care ups support
COMMS-CARE has kicked off the Olympics countdown with extra channel support to ensure that the event has a minimal impact on the level of support available to partners and their customers during the summer. The firm has increased the number of Rapid Response Engineers (who travel by motorbike in the London area) by 50%; and introduced a new fleet of dedicated Olympic foot messengers and engineers to operate in areas where the roads will be completely closed to non-Olympic traffic.
There will be a network
of strategic points around the secure areas where foot mes- sengers can meet with Comms- care’s couriers to take packages to their final delivery points. Comms-care will also imple- ment a vehicle sharing scheme to ensure that traffic is mini- mised in busy areas; and relo- cate its spares holding facili- ties from the Docklands area to three temporary facilities around London. A new Gold Stock of key equipment and spares will be maintained by Comms-care for mission-criti- cal implementations. Ben Davies, MD, said: “Everyone’s getting excited by
Catalogue published by Nimans
THE publication of Nimans’ Spring 2012 trade catalogue was accompanied by an incen- tive for resellers to win a trip for two on the Orient Express after a prize draw in July, travel- ling from London to Paris for a luxury stay with flights home. The 450-page tome includes
details on more than 6,500 prod- ucts from over 250 suppliers in the directory. “The 2012 Nimans Spring
Ben Davies
the summer of sport and cel- ebration that
lies ahead, par-
ticularly now that we’ve passed the 100 day mark before the Olympics begin. “But as well as looking for-
ward to the fantastic experience of hosting the Games in the UK, we also need to be mindful that companies will need to main- tain business as usual during the summer, and this means careful planning ahead.
“The measures we’re taking will help to maintain high levels of support and service to our channel partners, and in turn to their clients.”
Got a news story? email:
sgilroy@bpl-business.com
catalogue is a must-have tool for all voice and data special- ists,”
commented Chairman
and MD Julian Niman. “Even though we live in a web-based world where many people have Internet access, there remains a strong desire for a traditional printed catalogue that can sit on everyone’s desk.”
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6 COMMS DEALER MAY 2012
www.comms-dealer.com
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