BBF seeks the sun

BBF seeks the sun

While many distributors look to consolidate their operations, BBF is expanding into Queensland, opening a new office in Brisbane.

Lauren Matlin, who has more than 10 years experience in the channel with the likes of Tech Pacific and Anabelle Bits, will head up the new office in Breakfast Creek.

The idea behind the expansion is to offer increasing levels of customer service. According to marketing manager Bashir Zeitoun, the two concepts go hand in hand.

"We eventually want to move into all States, but Queensland presented itself as an opportunity when Lauren came across," Zeitoun explained. "We have been doing well in Brisbane, but business has been handled out of the Sydney and Melbourne offices. We needed to get closer to the reseller."

A number of distributors have reported increasing interest from smaller resellers since the introduction of a service fee for orders under $1000 by Tech Pacific. BBF has also benefited and is keen to make the most of its advantage.

"When Tech Pacific started dictating terms to resellers, we started seeing a surge of small-to-medium resellers coming back," Zeitoun said. "At the same time, there was a surge in reseller applications. I think it is a reaction to the Tech Pacific fee. It has upset a lot of small and medium resellers."

BBF believes resellers are looking for alternatives to the large, broad-based distributors.

At the time when Tech Pacific introduced its small order fee, managing director David Cullen said all the distributor's customers are a priority.

"I would be surprised if a reseller couldn't pull the orders [to meet the $1000 minimum], given the wide product range we represent," Cullen said.

He accepted that the company was always going to be under scrutiny for introducing the charges, but believes the majority of his customers will actually benefit from consolidating their orders.

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