How Mia Distribution is simplifying the supply chain

How Mia Distribution is simplifying the supply chain

Mia Distribution adopted a different approach to servicing partners, and it's paying dividends across the Australian channel

Born out of a need to service a rapidly changing telecommunications space, Mia Distribution found its beginning as PABX Warehouse – Australia.

Operating as a local telco peripheral distributor, the Sydney-based business - founded in 2010 - fast gained market reputation as an effective one-stop-shop across the channel.

Fast forward almost eight years and the organisation is evolving at pace, realising that tradition and heritage must be challenged to ensure ongoing success in the Australian channel.

“We are focusing on making procuring easier for our channel,” Mia Distribution sales director Brad Milne said. “This is through the introduction of APIs, an e-commerce overhaul and the introduction of four new warehouses nationally to hold more stock and for customers to collect stock or have stocked delivered quicker.

“We are also focusing heavily on educating our channel partners next year in solution based selling.

“We believe channel partners who can offer value in their sales process away from simply selling a product will succeed in the current market.”

While the term value-add is forever thrown around the channel, overused and overhyped by distributors of all shapes and sizes, Milne said Mia differentiates through establishing dedicated to customer service and relationships.

“At Mia Distribution relationships are key to us,” he explained. “We work very closely with partners to ensure that the level of service we strive for is being met.

“Our partners always have a direct line to one of our specialist BDM’s and support team, in order for us to work closely with you on your customer development and solution implementation.”

Through leveraging a dedicated to sales through channel, Milne said Mia is “committed” to ensuring partners succeed in the market through pre-and post-sales support, backed up by technical and marketing support to enhance selling capabilities.

“We also support all our products with local manufacture warranties ranging from 12, 18 and 24 month warranties,” Milne added. “We can also offer extended warranties for products if required for our partners.”

In terms of channel engagement, Mia’s secure partner portal allows partners to manage all aspects of their orders.

“Partners can order and pay for stock, view where in the queue their order is, see up to date stock, download MAC and serial numbers of orders get quotes for international freight and more,” Milne added. “We also understand the importance of local warehousing and distribution.

“This is why Mia Distribution has developed a local and international distribution arm to ensure we can deliver our partners products in a timely and efficient manner. Our drop ship, free freight service and warehousing service further enhance our service offerings to partners.”

Given that cash flow is one of the most important components of any business, Mia has also partnered with finance solution providers to offer terms of credit on all orders, subject to credit approval process.

“We are committed to providing market leading vendors to ensure our partners have innovative and sustainable solutions to suit the ever-changing communication market,” added Milne, referring to the distributor’s expanding vendor portfolio.

“Our sales and technical support team are fully qualified and trained on all the products we distribute enabling us to give the best support and guidance on our products and solutions.”

Expanding portfolio

Leveraging an expanding technology portfolio, Mia is continuing to make inroads within the unified communications space, since shifting focus to a more solution selling approach.

“Our products, while complementing each other, also serve different functions in the telecommunication space,” Milne added.

Specific to voice, Mia offers a wide range of professional grade voice products to suit all business environments, alongside video and audio conferencing capabilities.

Delving deeper into the technology stack, the business deploys a wide range of networking solutions designed to complement the distributor’s entire product portfolio.

“With the ever-changing work space the need for employees to stay in communication with colleagues and customers has never been more important,” added Milne, emphasising the distributor’s increased focus on mobility solutions.

“Also, our peripheral solutions are the perfect add-ons to complete our partners offering and give the users the complete communication experience.”

From a vendor perspective, Mia works with a range of global brands to provide offerings capable of addressing changing customer and market demands.

Along an expanding portfolio, the distributor delivers added value through a high level of pre-and post-sales support, ensuring vendor products are matched to the solutions and services required by partners.

Specifically, the distributor represents EnGenius, Epygi Technologies, Yealink, Jabra, Telycam, Gigaset, iServ, Polycom, Plantronics and PSS.

“We have focused heavily in 2017 on improving our distribution infrastructure and on-boarding a range of Vendors that enhance our unified communications product offering,” Milne added.

“We now have a complete unified communications portfolio to offer our channel and 2018 is looking like it will be a very exciting year for Mia and our partners.”

Read more on the next page...

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Tags distributionpolycomjabraplantronicsEnGeniusYealinkMia DistributioniServTelycamPSSGigasetEpygi Technologies


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