automatic
point of
data capture
sale
Ingram Micro Data
Capture/POS Division
– a global enterprise
ANY PROFILE
built on local strengths
COMP
IM’s DC in Straubing, Germany.
ngram Micro (‘IM’) – the worldwide appropriate to the end-users’ needs. scheme in the UK is designed to take
I
technology distributor, has been a What resellers working in the DC/POS a reseller from zero to a six-figure
major player in the auto ID, data space need is first-class knowledge, line of credit both quickly and easily.
mobility and electronic point of sale not just at the other end of the telephone, Throughout Europe, IM is using its
sectors in its native USA for several but in the field too, working as an financial muscle to create conditions
years. It acquired one of the leading extension of their own organisation.” in which its customers can maintain
domestic specialists in order to a competitive advantage.
establish itself in a prominent position
from the start; IM DC/POS was born. Direct shipping throughout Of course vendors are no less
With this successful diversification Europe demanding than resellers. The DC/
under its belt, the company applied Referring to the logistics end of the POS portfolio has a number of best-
the same strategy to its expansion operation, Gulbrandsen explained that of-breed brands within its portfolio,
of the DC/POS division into Europe. the division has the benefit of both including Motorola, Zebra, Intermec
By acquiring SymTech, Paradigm, local and central distribution centres. and Datalogic. IM comments that
Intertrade and Eurequat, it now has “We have highly efficient DCs in each these vendors recognise that in every
a network of offices in 10 European of our territories, working around the territory they can reach a wide pool
countries, staffed by specialist sales clock. Additionally, DC/POS customers of potential resellers due to the
and support staff who possess an can use our website to see the mainstream IM customer-base.
in-depth understanding of the availability of stock both locally and IM adds that the attraction is clear:
technologies and their applications. centrally.” A further service improvement resellers with a healthy business in
will be introduced over the next two servers and networks, an existing
For Jan Gulbrandsen, IM DC/POS months, allowing centrally held stock credit account and relationships with
senior director EMEA, this local specialist to be shipped direct, without it having well-funded end-users are potential
presence and IM’s internationally to go through the reseller’s local DC. resellers of DC/POS products. For
proven logistics expertise make a these resellers, the larger margins
winning and unique combination. Another area in which the company available with these adjacent
“Ours are not all commodity products,” believes it differs from its competitors technologies could well repay their
he said. “Our DC/POS teams locally is in its relationship with its broadliner investment in diversification.
work closely with resellers to ensure parent. It points out that the ‘classic’
that the right questions are asked and Ingram Micro business distributes Gulbrandsen has seen the growth in
that the proposed solutions are everything from PCs and printers to Europe of ‘super-resellers’; consult -
software licences and consumer ancies that provide comprehensive
Jan
electronics. DC/POS customers have IT and other services throughout
Gulbrandse:
access to the mainstream IM portfolio end-user organisations. “The strong
“The strong
specialist
and vice versa, enabling all resellers to specialist auto ID and mobility resellers
auto ID and source truly end-to-end solutions from will always have a place, but the
mobility
resellers will
one supplier. IM has responded to the landscape is definitely changing,”
always have challenging economic conditions of the he said. “IM DC/POS is abreast of
a place,
past two years by developing a range these developments and has the
but the
landscape
of financial tools to enable cash-starved knowledge and skills to be at the
is definitely
resellers to participate in closely-fought forefront as European enterprises
changing.”
deals. For example, its Credit Builder invest for their future.” a71
www.itrportal.com
IT RESELLER – NOVEMBER 2009 25
Page 1  |  Page 2  |  Page 3  |  Page 4  |  Page 5  |  Page 6  |  Page 7  |  Page 8  |  Page 9  |  Page 10  |  Page 11  |  Page 12  |  Page 13  |  Page 14  |  Page 15  |  Page 16  |  Page 17  |  Page 18  |  Page 19  |  Page 20  |  Page 21  |  Page 22  |  Page 23  |  Page 24  |  Page 25  |  Page 26  |  Page 27  |  Page 28  |  Page 29  |  Page 30  |  Page 31  |  Page 32  |  Page 33  |  Page 34  |  Page 35  |  Page 36  |  Page 37  |  Page 38  |  Page 39  |  Page 40  |  Page 41  |  Page 42  |  Page 43  |  Page 44  |  Page 45  |  Page 46  |  Page 47  |  Page 48  |  Page 49  |  Page 50  |  Page 51  |  Page 52