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Missed opportunities in mobility

Missed opportunities in mobility

Resellers are missing out on extra revenue by not taking the McDonald's approach to marketing, according to the owner of Sydney-based Correct Solutions, Wayne Small.

But rather than asking if customers also want fries, the HP and Microsoft reseller said his peers should be touting mobility devices.

Small is currently touring Australia with HP, giving presentations on mobility at the vendor's Partner Focus Events.

They began in Perth this month and have already visited Adelaide, Melbourne and Sydney. More dates are scheduled for Brisbane, Darwin and Canberra.

"Mobility is an area which resellers think is too hard so they are not making money out of it,” Small said. “It is something they need to be aware of and take advantage of. They are missing out on additional product and service sales as well as potential opportunities to upgrade networks and enhance their relationships with customers. They are not giving as good a deal as they could.”

He has been selling HP since launching his business eight years ago but only started pushing mobility in the past few months. His six staff had already sold 30 iPaqs since Small made a flippant enquiry to a customer that had just bought a Microsoft Small Business Server. This customer bought 10 iPaqs, which turned a $30,000 sale to a $40,000 order, he said.

"There's potential for everybody to do this,” Small said. “I'd keep the secret to myself but I am not that big."

Small said the mobility market was booming, with firms wanting to constantly be in touch with their mobile workforce.

"A lot of resellers now fully understand the opportunity but many have told me they hadn't thought of it," he said.

Small is also appearing at Microsoft road shows. While HP's events talk about the opportunity presented by mobility, Microsoft's events show them how to do it.

“Most [dealers] are both HP and Microsoft resellers," Small said. "It gives them both answers at once.”

HP Australia’s channel and customer marketing manager, Paul Robson, said HP was one of the few vendors to tour the country and had met with 1200 resellers, including 500 at the Sydney event, in a programme costing $250,000.

He said the latest round in its Partner Focus series had also uncovered much interest in colour office printers and small business solutions.


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