Adams says the technology is essentially the same but points out that a dealer’s internal sales structure is likely to be one of the biggest stumbling blocks in them making progress.
“For me there is nothing to fear for a dealer in targeting this area of business. There is very little additional investment involved. With a lot of the technology available now, it’s only the licenses that actually expand them,” he explained. “Clearly the largest volume of business can be found in the sub-100 extension space, hence why this is the most popular sector, but there are many lucrative opportunities available higher up. Many dealers will not be geared up to find that larger nugget of business as perhaps they don’t have the contacts. The bigger fish are out there, a dealer’s biggest dilemma is finding them.”
Adams added: “It’s a sales challenge rather than anything technology driven. Today’s systems are ideally suited to sub-100 extensions right through the mid market involving hundreds of users. The issue for a dealer concerns where sales people focus and how they generate business, and where their comfort zone is.
“Every one of our leading brands here will easily scale up which in most cases involves minimal additional training. From a sales perspective there’s nothing we cannot teach our customers in a day or two in workshops which run on a regular basis.”