In an environment characterised by vendor and channel hostilities, the expansion of NEC reseller Commercial Solutions into Melbourne recently, based on the vendor's new channel strategy, is something of an anomaly.
NEC recently announced the completion of the final stage of its channel reorganisation, which according to NEC Platinum Partners included the creation of the PC-focused personal products group (PPG), the streamlining of its dealers, and improved marketing and brand awareness strategies.
With this in mind, and the reassurance that NEC had "a lot of integrity and a 13-year relationship with Commercial Solutions", the reseller opened up a second office in Melbourne last month. "There are a lot of opportunities in Melbourne. We can now offer national clients the same service we offer our Sydney clients rather than relying on a third party to support our customers," said David Cannon, sales and marketing manager for Commercial Solutions.
The first of several state branches to be established in the near future, Commercial Solutions is expecting a significant blip in its revenue line. "We will be opening an office in Brisbane in the next six months. After we make our Sydney, Melbourne and Brisbane offices bigger and better we will move into Perth and Adelaide," Cannon said. "With more offices, a much closer relationship with NEC in these cities and good staff, we are expecting a significant increase in revenue."
To accelerate the national expansion, NEC and Commercial Solutions are undertaking an intense marketing campaign. "We are putting on a significant marketing campaign in conjunction with NEC. Mail drops to 10,000 businesses, radio advertisements and some excellent sales staff who are willing to hit the bitumen will increase our profile," Cannon added.
Targeting large corporates, all the state offices will promote similar products to the current Sydney office, including networking solutions and notebooks and desktop systems and services, with Cannon describing the stores as "one-stop complete solution shops. Customers can get 99 per cent of their IT requirements from Commercial Solutions including installation, services and support".
Commercial Solutions' new Melbourne office can be found at Unit 10, 475 Blackburn Rd, Mt Waverly, Victoria 3194.
(03) 9544 7122