Toshiba has announced national reseller Applied Micro Systems (AMS) has won its Five-Star Reseller award in recognition of AMS' strong sales and customer satisfaction performance over the past year.
Shayne Taylor, AMS' general manager, attributed the accolade - a win for two consecutive years - to a company culture steeped in pre-sales training, and "improved responsiveness" in its repair division over the past year.
"The strong areas where we knew we had to put more focus on were on the repair side of the business. We rated very average last year in responsiveness," Taylor conceded. "The fact that we've won this award shows we've improved in that area," he claimed.
AMS signed as a Toshiba reseller in 1990, targeting the corporate and government sectors with Toshiba's Satellite, Tecra and Portege notebook range. Taylor said Toshiba sales volume had been "consistently high" over the last financial year, defying growing corporate and end-user interest in direct-to-customer offerings from Dell and Gateway.
"There's always that speculation that indirect resellers don't do as well as direct-selling (vendors)," he said. "But AMS has been able to easily articulate its reseller business model, and reads its direct customer base well. Customer satisfaction has been reasonably high over the last two years, and we've tried to put increasing emphasis on our relationships with manufacturers."
A "flexible" sales strategy also figured highly in AMS' success on the Toshiba account, Taylor added. "We can match what the direct sellers offer for less and with better service," he asserted.
"At the end of the day it's your staff that do it all. How we grow in managing and developing those staff in the next few years is a crystal ball (scenario). Some years are good, some are bad, but I'm not prepared to make any predictions about how we'll do in the next few years," he mused.
Other Toshiba Reseller of the Year award-winners were Portable Computer Systems Company (NSW), Powerlan (QLD), ComputerQuest (ACT), Mercury IT, PT Computer Professionals (WA) and Portable Plus (NZ).
Tech Pacific was named Toshiba's distributor of the year for the third time.
All awards were judged on sales volume and growth, business focus and customer service.
Citing IDC figures from this year, Bruce Lakin, general manager of Toshiba Australia Information Systems, said the vendor had captured 32 per cent of the mobile computing market through channel partnerships.