John Carter, Managing Director at distributor DMSL has spoken to Comms Business Magazine about the need for differentiation in the Channel.
“DMSL is a real specialist when it comes to broadband ICT and all related services. We are very focused entirely on the SME market and on helping resellers to, first of all develop new and profitable sales and secondly, to helping them develop a new and sustainable business model – one that is based on services and the generating recurring revenues.
There are four key areas in which we believe DMSL is different in terms of the value we deliver to comms and data resellers.
Driving customer-base growth – DMSL has consistently and persistently brought new customers to resellers’ doors, helping them to broaden and strengthen their customer base. More customers means more security for resellers in a hardening market. And we are now working with more than 2000 resellers in every part of the UK.
Sanity not vanity – our focus is on profit not turnover. DMSL has moved on from the tired business model based on maintaining a gross-margin on as high a turnover as possible, to one that is based on rewarding resellers who develop business with additional profits.
Making it easy to do business – we ask nothing more of resellers than they look after the customer. Working with DMSL requires no up-front investment and no additional resource or commitment – we bring new customers to their door, make it easy to place and manage the order (even with BT) and provide them with repeating and recurring revenues.
Resellers really like what we do for them – we have great relationships with our reseller customers. We are straight-forward and honest with them and we keep it simple. They know where they are with DMSL and they can do good business by working with us.