Westcoast has told Mobile it will review its supplier’s base to specifically target those that make it easy for dealers to secure a sale.
Head of mobility Darren Seward said that while the IT distributor is looking to ‘fill up gaps in our services portfolio’, it means nothing if dealers do not understand how to sell it.
‘We’ve been reviewing the suppliers we use as part of our value add proposition,’ He said. ‘In order to make these things successful it has to be easy for everyone and we’re looking for people who make the process easy for dealers to understand. They’re the ones in front of the end users and they need to know how to sell a service or product.
‘There’s no point have a 20 point process or a competitive price if no one is going to use it. From a traditional telecoms market and IT reseller base we’re trying to educate customers to sell a solution and give them the tools to be able to do that. It’s a big challenge.’
Westcoast has taken a number of steps to simplify the process for dealers, most recently teaming up with Lease Telecom to offer mobile phone financing; their second leasing partnership in a year.
Lease Telecom founder Simon Fabb previously told Mobile that the option of financing gives dealers the confidence to secure big sales and break away from the traditional revenue-share relationships with networks.