automatic data capture
point of sale
“ We can help by advising
on the right hardware and service offerings for the project, submitting project pricing requests to the vendor and negotiating special pricing for the reseller.”
– Maurice van Rijn, ScanSource Europe.
payment requirements. On the logistics side, we can test and configure the products according to the customer’s specifications, drop ship the products directly to the end user and automatically inform the reseller that the goods have left our warehouse, providing tracking information and serial numbers.”
Partnership criteria In terms of the types of companies Fearn encourages within this type of collaborative services partnership, he
stresses he is a big believer in people buying from people. “No matter how good your product is if you’re a manufacturer, and no matter how good your stock availability and delivery service is if you’re a distributor, it's really about the quality of the people coming into my premises and working with my staff,” he said. “It’s about being committed to delivering all the things we’ve spoken about; the right products and services at the right price at the right time. You could manufacture the best mobile computer in the world but it’s about more than this, it’s about the quality of the account managers that visit us everyday and their relationship, drive, hunger and enthusiasm to work with me and my team. This is what really sets people within a collaborative partnership apart. For Nick Lane, the collaborative services participation criteria would include things such as the desire to develop a long-term relationship and the preparedness to give up some aspects of a project in the knowledge that the relationship could spawn more business and opportunities in future.
Maurice van Rijn: The right source of advice. 16 IT RESELLER – SEPTEMBER 2010
Lane also maintains that as mobile technology enters new markets and solves business problems in non- traditional auto ID markets there will
be more of a necessity for partnerships between technology specialists and market specialists. “For example, a company that provides access to the
Nick Lane: Benefits for the end customer in dealing with a collaborative consortium.
healthcare market and understands the clinical requirements for a health - care system may have no mobile expertise; and so will be need to work with a company providing mobile technology integration skills – for patient tracking, for example,” he said. There can be little doubt that the collaborative services model appears sound, both from a channel and end user perspective.
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INTERVIEW
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