What specifically is Lan 1 doing to build business?
DL: We actually put on more people during the GFC, which is a testimony to us wanting to grow. And we told the staff that unless they weren’t performing, there was no reason to cut them back. At the start of the GFC, you saw a lot of the bigger disties cutting employees and their vendor headcount. The next thing is infrastructure and that’s why you see us building the Perth warehouse. Also, we’re looking at how we make staff healthier and happier. We are still learning and growing, and if anyone asked us about where our investment is, it’s the human beings first.
How about vendor relationships?
DL: In IP security, we’re very happy with the vendors we have because they cover the spectrum. If anything, we would like a vendor in the SIEM space, but it has to be relevant. With CCTV, we are going to focus more on analytics vendors. In IP networking, we have a strong stable of products, but we would like to have a true enterprise switch vendor in there. With wireless, we believe that regardless of the opportunity a reseller brings in, we will have the best solution.
Are more acquisitions on the cards as well?
DL: Last year’s acquisition of TR Telecom was good and is slowly paying off. We are also learning acquisitions take time to integrate into the business as people are a challenge. As an organisation, we are very passionate, but we have to be like-minded about where we do our acquisitions and whether we will be acquired. We think we are a prime target to be acquired, but we are very cognisant that staff are looked after with whatever comes along, and that we are relevant to the buyer. We have been approached a couple of times. But definitely, we’ll look at acquiring smaller companies that are about $4m-$5m revenue, in a space relevant to us who can’t scale.