Dove flies to engage resellers

Dove flies to engage resellers

Dove hopes its new office and warehouse in the Auckland suburb of Penrose will help the company build more successful, long-term relationships with partners.

Auckland manager Rick Jansen hopes to encourage resellers to visit the premises, experience products hands-on and make use of staff expertise.

Jansen says he and general manager Chris Rycroft put forward the idea of having a new building when he started in 2007, as part of a bid to raise the company’s’s profile in Auckland.

“I wanted to be a distributor that works on long-term relationships and has a more personable feel,” says Jansen.

He says having resellers visit the premises is a strategy that has worked well in Christchurch.

“Dove is the IT expert down there and we want to continue that philosophy in Auckland.”

Dove previously spent more than a decade in premises in the neighbouring suburb of Onehunga, and now has nearly twice the warehouse space at 1460 square metres. Sixteen staff are currently housed in the new premises, but there is space for further growth, says Jansen. He adds the company has the option to make acquisitions, as it did two years ago with IT Computer Products, but hasn’t currently identified any prospects.

The new premises includes a showroom space the distributor intends to use for displaying products according to various technology themes. Jansen says Dove has spent a lot of time ensuring staff have expert knowledge in particular areas, and wants to help partners offer more complex technologies that can reap higher margins.

The economic climate means the distributor’s approach is to encourage partners and customers to trial products, and for Dove to have in-depth knowledge of their business, rather than force through big sales for the sake of it, says Jansen.

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