Question

Topic: Other

Activities For It Resellers To Increase Loyalty

Posted by Anonymous on 3/28/2010 at 12:12 PM ET 250 Points
As a IT distributor for both hardwares & softwares, we deal with resellers like systems integrators / IT consultancy companies etc. Competitors are very aggresive, where they throw prices to win the deal from resellers.
1. What example of activities can I have with resellers that will improve the relationship and increase their loyalty?
2. How do I attract new resellers to purchase from us? This is to increase our reseller base.

Your advise will be highly valued :) Do let me know if more info is needed. Thanks.
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RESPONSES

  • Posted by Jay Hamilton-Roth on 3/29/2010 at 9:52 AM Accepted
    You need to compete on something besides price. Can you offer your resellers 24/7 service? Fun workshops? Free remote backups? Sales training seminars? A better proven product than your competition? Allow people to switch from a competitor's product to yours at a deep discount?
  • Posted on 3/29/2010 at 11:16 AM Author
    Hi Jay, we have 24/7, seminars, sales and technical trainings, as well as some social activities like wine tasting, luncheon etc.
    Still, when it comes to awarding the sale to distributors, resellers tend to go to those who give very low discounts, which we know is below cost price.
    Our Principal is unable to control that even when the other distributor will be losing profits.

    That is why I feel it could be the relationship and loyalty problem here. i must admit we lack the networking activity, but I'm running dry on ideas.

    What are your thoughts?

    Note: our products are from Principal companies, we distribute them to resellers to sell to end-users.
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