Close working relationships

Unitech is a specialist designer, manufacturer and supplier of innovative automatic data collection and mobile computing  technologies. The companys product range includes portable hand held- and palm terminals (batch and wireless), fixed position terminals for shopfloor data capture and time and attendance applications, various laser and CCD bar code and 2D scanners, integrated magnetic stripe/barcode readers and other ADC devices to meet the needs of todays applications. IT Reseller had the opportunity to discuss the companys channel strategy with Jeffrey Huang, managing director for Unitech Europe.

 What is Unitech's route to market?

 Unitech believes in partnership and a carefully selected partner network in parallel with an understanding of the differences in culture and channel structure in each country. We only do business indirectly though our partners and we respect and value the position of distributor in each country.

It is essential for us to work with partners who can and will provide good value and prompt service to the local resellers including pre- and post-sales service. We also recognize that many of our distributors are promoting their own service programmes including Synergix in the UK, Paresa in Spain and Delfi* in Denmark. These companies have successfully distinguished themselves from just order fulfilment companies and we at Unitech have found that these partners provide great value and their activity has stimulated interest throughout the complete supply chain.

In parallel with our distribution partners, we also collaborate with renowned system integrators and VARs who specialize in specific vertical marketsuch as TIS GmbH, a company with great expertise in transportation systems in Germany and many others. Unitech does take pre-sales, or socalled corporate account development, as its responsibility. We believe as being a manufacturer, it is our contribution and job to pursue longterm account development to support and help our partners to succeed.

 Why do you think partners and customers choose Unitech?

 Briefly speaking there are several reasons for choosing to work with us:

Our product range strength. Not only do we provide cutting-edge products but we also offer a high cost-effective ratio in terms of cost of ownership

We appreciate long-term partnerships. Most of our top 10 partners have been doing business with Unitech for over 10 years.

Unitech is committed to continuous product development

We believe in and promote honesty and integrity

Our overall service promise and quality, especially from our technical support team

We listen to our customers and are open minded

Unitech ensures that the end-user ROI time is as short and beneficial as possible.

 How do you support your channel?

 Apart from providing what the majority of vendors are doing, we specially believe in the principle of close working relationships. Hence, we emphasize a do-it-together model, such as exhibitions, advertisements, seminars, Unitech days and any others. It once again confirms why we need to select our partners carefully basing our relationships on a high degree of mutual commitment.

 What benefits and incentives do you offer to your existing partners/new partners?

 As our new partner, Delfi says: "provide the user with everything he needs and at a fair price." However, importantly we do not compromise our partners incentives.

 At what times of the year do you recruit new partners?

 By carefully examining our capacity and focus each year, we can maintain high levels of service and quality, which enables is to deliver on our promises. We do this because it enables us to keep our promises inline with our market and channel development strategy.

 Do you want new partners now?

 The market in EMEA is such a big market to embrace. Though we are happy with our partner network as it is, there are  till many places we have not yet addressed. We always push ourselves to extremes in a good way but we never forget the value and importance of our partners who we work with now.