The price is right

In a bearish global market, resellers are still looking for the fundamentals well positioned products with competitive pricing, matched by superb service and support.   When faced with the worse global recession in living memory, our resellers are seeing in some sectors (such as manufacturing) capital freezes, and in others, increased focus on price.

Datalogic Mobile UK is responding to this by reacting very quickly to help our resellers.  Already, as a manufacturer we have shouldered completely the burden of adverse GBP exchange rate movements and have worked with stable GBP prices over the last year.  Recently, we announced a special promotion aimed at our  resellers  which offers an instant rebate on all our handheld terminals which are purchased between now and the end of February.  There are no minimum order quantities, so resellers ordering just one Datalogic Skorpio or Kyman will immediately benefit.  This followed hot on the heels of our successful buy 5 get 1 free promotion which ran throughout the last quarter of 2008.

Moreover, we are working harder to improve the value add to our resellers in several ways.  We are offering free presales technical support, mostly onsite, to assist in the configuration of our devices.  Resellers find this invaluable as it is often not practical for a reseller to have detailed technical knowledge on multiple brands.  Having the full back up of the manufacturer with them on site visits normally results in an order for our resellers.

We are continuing to hold a series of forums and seminars for end users.  As our channel policy is to fulfil all demand via our channel, some of our partners have already experienced some good bottom line revenue from opportunities we developed on their behalf in 2008.  Whether it was 1 or a 1,000+ devices everything went via our channel.

Lastly, we have dramatically improved our  Ease of Care service program, providing full cover including accidental damage and free two way shipping by next day courier.  Whilst Datalogic Mobile takes care of the service, the reseller earns good margin levels from selling on our SLAs.  Online RMAs make the whole process fast and easy to administer.

These measures resulted in great success for Datalogic Mobile  in the UK and Ireland last year.  Our business was substantially up on the previous year all delivered via our channel.  In Q4 we experienced our best ever quarter ever which was a great testimony to the success of these initiatives which we started to make at the beginning of the year.  Our channel partners are the most important resource we have as a business and, at this time of economic uncertainty, it is more important than ever to support our resellers and their activities in any way possible.  We hope to continue to rise to this challenge throughout 2009 and beyond.

Comments (0)

Add a Comment

This thread has been closed from taking new comments.

Editorial: +44 (0)1892 536363
Publisher: +44 (0)208 440 0372
Subscribe FREE to the weekly E-newsletter