{short description of image}


{short description of image}
Digital Directory
{short description of image}

MAY 2014

HOME
MONTHLY COLUMNS
Personally Speaking
Dear Editor
Dealer Help Line
Bill Farquharson's
Audio Tip
Upcoming Events
Sales Corner

Akiles

OUR PARTNERS
Advertising Partners



Zapco



Reprographic


Pro-Bind


Burnishine



Primir



Trade_Show_Times



GOA



Primir


{short description of image}

How Does A Channel Manufacturer Build The Perfect Channel?

Not too long ago, CRN organized a conference titled The Channel Company's Best of Breed. In attendance were Meg Whitman, Michael Dell and other industry elite channel vendors. They met to talk about what's important and necessary to drive the market forward over the next 12 months. Dell said he's set a company goal that would have, at their next conference, that Dell is the best partner in the business. Meg Whitman, in a satellite address to the crowd, committed to the importance of the channel for HP and told partners HP is returning to its roots as a product-driven company with a focus on customers and partners.

So…to answer the headline question…One person's perfect plan is another's abomination. One thing is certain, partners and suppliers need to talk more and three more things as it relates to our industry: (1) Be willing to bend past business practices. (2) Bring distributor-supplier discussions above the salespeople in the street. (3) Advertise Products directly to the channel with message that relate to dealers.

In the April/May edition of "NPES News", Chairman Michael Ring wrote what I consider worth your reading. Ralph Waldo Emerson said, "Build a better mousetrap, and the world will beat a path to your door." Translation: innovate, and the customers will follow. Many business owners today would add, If the mousetrap breaks, help your customer fix it. Thriving in today's competitive marketplace requires companies to understand their customers' needs more thoroughly, and deliver higher levels of service than ever before."

Is CTP in your product portfolio? If YES, I urge you to read the editorial beginning on page 2. AND, as you dig further read the BindRite Dealer News on page 3. And, notice that more dealers/distributors are beginning to see the PR value of showing up as Dealers Of Action in Dealer Communicator. You're making news-send it to us to print!

In the WideFormat Section, Tim Greene, InfoTrends does it again with another informative article on Wide Format and how dangerous it is to be stagnant. He urges distributors with this statement: "Equipment and technology dealers would be wise to look for emerging technologies such as wide format single-pass inkjet, which clearly creates a new selling proposition based on its extreme productivity.

-------------------thanks for allowing me to share with you

YOUR THOUGHTS: Share them with our publisher by writing to omike@dealercommunicator.com.

NEWS
Dealer News
News To Help Dealers
People in the News

New_Force

VISIT US
Graphics of the Americas
Graph Expo 14
SGIA 14

PVC



Master



Kustom



MDI



PDS



Independent



Fichera Publications · 1919 N. State Rd. 7, Suite 202· Margate, FL 33063 · 800-327-8999· 954-971-4360· Fax: 954-971-4362 · email us


Site designed and maintained by DBS Marketing Services