automatic data capture
point of sale
Wasp flies high
with VAR focus
IT Reseller spoke with Hugh Furness, European sales director of Wasp Barcode Technologies, about the companyʼs wide-ranging solutions set and how its fast- growing VAR network is now a major part of Waspʼs route to market.
A
s its name might suggest, Wasp Barcode Technologies’ first product launch in the mid 1990s was a barcode software
solution. Today the company continues this heritage with a range of barcode software applications, together with printing solutions, stock control & management software, asset management systems, plus Time & Attendance and ePOS solutions. Over the past decade and a half, Wasp has developed a loyal base of 250,000 customers in manufacturing, warehousing & distribution, retail, government, education as well as healthcare services. While 80 per cent of its customers have less then 250 employees, many larger companies also benefit from Wasp’s product portfolio.
Open and frank dialogue
Wasp Barcode’s Hugh Furness explained that over the past couple of years the company has looked very
30 IT RESELLER – MAY 2010
Hugh Furness: Wasp offers all the support VARs need.
focus on its VAR network. In terms of how VARs buy through distribution, Furness has observed that some buy goods once or twice a year and may only source certain types of technology because of a customer enquiry. Then there are VARs that buy maybe over
closely at its customer base with the aim of determining who end users feel most happy buying their systems from. “When we conducted our survey of end-user requirements, we found that they felt more comfortable dealing with local IT suppliers,” said Furness. “They feel that local companies will be more hands-on, will talk openly and frankly to them and won’t bombard them with things they don’t need or understand.” With this in mind, Wasp has decided to concentrate a large part of its market
quarterly periods and are more proactive in making their customers aware of the latest technology and current offerings available on the market. Furness adds that the third category Wasp has been aware of comprises a large number of VARs that purchase solutions more regularly; some on a monthly basis, or even more frequently. “The growth in this third category is very encouraging; indeed, last year we traded with around 850 VARs, which, considering the >>
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INTERVIEW
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