In the year WhiteGold Solutions celebrates ten years in Australia, the company has set up shop on this side of the Tasman, with a new office in Auckland. The distributor has appointed industry veteran Richard Crabb, who does not hide the enthusiasm about the new venture, to lead the Kiwi side of the business.
Up until now, only a small percentage of the company's business is New Zealand-based, driven from Australia. Crabb, who is now country manager, says the company is still on the look out for the right person to join the Auckland office as sales engineer.
"From now until Christmas, it will be all about getting out and introducing the business to people," says Crabb. He says that recruiting new resellers will keep him busy until well after the holiday season.
"People who know me are happy to be able to do business with me again," he says, adding that feedback has been very positive. "There is also pedigree behind WhiteGold Solutions, the company is celebrating ten years in Australia this month," he adds.
Fortinet, Barracuda, Allied Telesis, Kaspersky, FireEye, Solera, nCircle, Meraki, Zscaleras, and Digifort are the vendors currently represented by WhiteGold in New Zealand but Crabb says the plan is to add more in the new year. "It's an exciting time," he says.
Crabb says he leverages his local expertise and ten years of unified value distribution experience in his relationships with new and existing resellers. On top of that, he says, onboarding resellers can make use of local stock holding. "Our warehouse is ours, this is not outsourced. I have 100 percent control of our stock holding which is based in Auckland and is continuing to grow as our resellers demands grow," he says.
He says WhiteGold can also offer "agility, speed and support for quoting".
"We are turning quotes around in less than two hours as a rule, even after 5pm NZ time, with the support of our branches across Australia".
Crabb adds that the company has a full managed spares programme across all hardware vendors, a programme designed to suit reseller requirements on a case-by-case scenario. Additionally, he guarantees that "local vendor expertise is provided even if our vendors are not NZ based".
He also promises that resellers partnering with WhiteGold will get loyalty, "something in my experience many NZ disties have forgotten".
"If a reseller does business with us they have our full support and undivided attention throughout the quoting/ order process," explains Crabb. "I simply make sure our trusted resellers are not in a position to have another reseller do a drive by to steal a deal. If you are a WhiteGold Solutions reseller in the deal at the beginning, I will make sure you are there at the end, and then we all win together which is the whole point of a business relationship in my experience." Crabb says an important differentiator for WhiteGold is being a "unified value distribution business".
"We don’t sell direct, while some well-known distributors are set up to sell directly to end users, we are what we call a unified value distribution business, which basically means we are 100 percent channel focused, supporting the vendor all the way through to our resellers."