Vendor-Distributor Team Pays Off For VARs
The advantages are clear. The ultimate goal in any successful business model is end-user satisfaction. Distributors provide the logistics expertise to deliver products through the supply chain in a timely and cost-effective manner, and also help vendors improve time to market with new product introductions. Today's distributors also offer enhanced services to both vendors and solution providers that surpass warehousing and product fulfillment. Services such as product configuration, technical support, end user billing, accounts receivables management, credit terms and marketing programs are now provided by distributors more cost effectively than vendors or solution providers could create on their own.
To supplement this distribution-centric model, Fujitsu's Imaging Products Group utilizes a field sales team to interface with both distributor sales reps and solution providers. Our primary objective is to provide a link between all players in the supply chain and to ultimately shorten the overall sales cycle. Without our distribution partners, this hands-on approach would be difficult at best.
Rusty James is a national POS sales manager in the Imaging Products Group of Fujitsu Computer Products of America.