Partners Toast ScanSource

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The ScanSource Europe Partner Tour 2011hit London in June when the distributor brought together more than 350 people from their barcode and communications channels at Vinopolis, the noted wine tasting venue.

The event was very well supported by ScanSource vendor partners from each of the sectors who took the opportunity to show off their products and talk to resellers about sales opportunities.

Key vendors included, Avaya, ShoreTel, Panasonic, Nuage, Interquartz, Plantronics, Oak Telecom, IBM, Honeywell, Motorola and Intermec.

In keeping with their bar code heritage all visitors and delegates to the partner tour were emailed a bar code that was scanned on arrival to identify them and produce a name tag.

ScanSource Communications Europe’s UK Sales Manager Kim Jennings said that the objective of the Partner Tour was to update and inform delegates on their initiatives to help channel partners secure more business and she outlined the current structure of the team that would deliver those initiatives.

ScanSource now has nine offices around Europe and an impressive logistics facility in Belgium that ships over 4000 orders a month to the UK alone for both divisions with a shipping accuracy rate of 99.85%.

Kim Jennings, “We can accept orders up until 5.00pm for next day delivery and have increased our communications inventory by more than 50% this year to make sure resellers can get what they want when they need it.

“We believe our channel sales and business development teams are the most experienced within the UK distribution sector and our ScanSource University programme provides resellers with the technology and product training that they need to work effectively in our channel.”

Jennings sees her company’s ability to provide flexible credit terms as a key differentiator in the market.

“We have worked very hard to come up with innovative credit schemes to help our resellers win more business. We are highly proactive in this key area of the supply cycle offering escrow accounts, extended terms and increased limits. We urge our resellers to tell us what they need and our finance team also visits resellers to talk through their growth plans to make sure that credit issues do not stand in the way of their progress.”

Jennings concludes by saying that the ScanSource strategy of providing the right tools for their partners and a unique set of vendor relationships is working as the company is increasing sales and market share both in the SME and Enterprise space.