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Tim Curran, vice president of sales at distributor Tech Data, tells solution providers a parable about the sale of computer supplies and accessories.
Not selling computer supplies to customers is like letting a camel get his nose under the tent. Before long, the camel will have his entire body under the tent, Curran says.
That's why Tech Data is educating solution providers about the incremental sales opportunity with computer supplies and warning them that not offering those supplies leaves an easy opening for competitors to take over accounts.
Bicky Singh, CEO of Future Computing Solutions, Yorba Linda, Calif., said customers don't think of the solution provider for computer supplies, so sales representatives are educating customers.
When Tech Data developed a specialized business unit last year for supplies, Singh switched from Tech Data to Daisytek and Micro United, which merged with Azerty. Future Computing last year sold $4 million of supplies through Tech Data.
"Capital expenses are still tight with many...