BASED: Mulgrave, Victoria
BRANCH OFFICES: NSW, VIC, QLD, WA
REVENUE: $500 million
BRANDS: Intel, Microsoft, HP, IBM, Compaq, Quantum and Seagate.
Ingram Micro makes no secret of its desire to dominate the Australian distribution marketplace, just as it does the US and other international markets.
"We aim to provide our customers with a total solution and be recognised as the supplier of choice in this market," said Ingram Micro's Australian managing director, Michael Shea.
However, far from boasting about global leverage, buying power and size, Shea chose to focus on the touchy-feely aspects of running a business.
"My one goal is to make Ingram Micro the preferred place of employ for anyone wanting to work in the IT industry. If you're anywhere close to achieving that goal it's a pretty good indication that you're doing the right thing by your resellers, your suppliers and your own people.
"I truly believe that people are what differentiates you in the market. We're investing a lot in rolling out training through all levels of our organisation," Shea said.
"The vendors that we carry we really focus on and know them backwards."
While Ingram Micro's goal is to provide a total solution to the Australian marketplace, it recognises it is not there yet, Shea added.
"We're very proactive though. We're not just focusing on making the sale, we want to help resellers piece together a solution. If that means we have to send them to Tech Pacific we'll do that, because even if we can't assist them today it's important we service our reseller as best we can."
Come next year, however, Ingram Micro will aggressively begin to roll out new Ingram Micro programs and initiatives. "Resellers are going to be blown away by what we bring to market in 2000," he said.
In fact, Shea called on resellers to help shape Ingram Micro in Australia. "Any reseller that has an idea for new business opportunities or wants to see us introduce a certain style of program should call me directly. We're really interested in what you have to say and we want to listen."
In terms of its Web strategy, Ingram Micro is preparing to roll out its new Web site next month, which will feature online ordering, the ability to do sophisticated searches, product and pricing information, technical support capabilities, multi-warehouse availability, the ability to choose a courier and back-order reporting capabilities.
"It's going to be the start of a new era for Ingram in Australia as we continue to refine the site and bring in a number of offerings that run parallel with that and that should really excite resellers," Shea said.
Ingram Micro's call centre offers both pre- and post-sales support for resellers from qualified technicians, according to Shea.
The first of Ingram's value-added offerings that will be up and running are its configuration centre in which the distributor will configure to order Compaq, IBM and HP computers and servers.
It has four warehouses, all of which are open from 8am till 7pm.
"We ship all orders officially entered before 5pm the same day, but if a customer calls and needs us to ship something later than that we'll do it. We may be a big business but we're still flexible," Shea added.
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