Digital signage solutions distributor, Dynamic Visual Systems, is on the hunt for resellers to join a dealer network implementing and supporting its new CoolSign software solutions.
DVS was formed by parent company, Digistor, earlier this year to take advantage of the growing digital signage market.
DVS business development manager, Darren Coles, said its exclusive distribution agreement with CoolSign followed an extensive trial period with contract negotiations beginning in late October.
“They fitted all our requirements and those of the clients we’re currently dealing with, so we went into negotiations with CoolSign to get the master distributorship,” he said. “Not only are we the training arm here, we’re also their front-line support.”
Although there were minimum sales targets required, Coles wouldn’t specify exact figures. However, he claimed they were “highly achievable” and “in the millions, but not the tens of millions”.
Coles is also on the lookout for five dealers to join its existing channel and form a single DVS-coordinated unit responsible for sales, installation and customer support.
“I’m going to be a central resource for them but because of my history, I’ll be talking to the larger major accounts here in Australia and then bringing in the relevant resellers in time to take over the accounts,” he said. “This model works very well, we’ve done it in other countries.
“For an end-user, it gives them a strong comfort factor and it enables the bigger contracts to be won, whereby these [dealers] wouldn’t have been able to bid for them previously.”
Although Coles expected resellers to go out and find major deals, he said profits and revenue would be distributed according to which dealer performed the installation and support with no higher proportion for the sales winner.
“At the end of the day, you’re building a network where everyone has to work together as a team,” he said. “When you’ve got a team like that, everyone has got to pull their weight… they’re there to actively search for business. I’m not going to be feeding them business every single day.
“If someone can’t pull their weight or step up to the table, then in time we’ll have to look at replacing people. It’s very much like running a company – if it’s not well-oiled, it’s not going to run right.”