HP has teamed with new retail-specialist distributor Sektor to break into the local point of sale (POS) market.
Sektor’s general manager Rhys Warren is the former head of POS and mobile distributor Vantex, and Sektor is comprised almost entirely of 13 staff who had worked through three iterations of the firm dating back to 1995. It began as Transtech, and was sold to Provenco in 2003, rebranding as Vantex the following year.
HP personal systems group general manager, Brent Kendrick, says Sektor’s experience and the existing channel base was attractive, because of the vendor’s recent arrival in the market globally and in Asia Pacific.
“The retail channel isn’t traditionally our core channel, and we were looking for a distributor with relationships in that space to give us an entry into that market,” Kendrick says.
Ingram Micro is also keen to make a strong entry into POS in New Zealand having agreed to purchase Vantek Distribution in April. At the international level, the company is Ingram Micro’s seventh acquisition of a POS/data capture distributor, taking its coverage in the sector to 20 countries. CEO Greg Spierkel says it wants to be a leader in this area in the Asia Pacific region.
Warren left Vantex last September, while Ingram’s local managing director Gary Bigwood says his company plans to bring all of Vantex’s remaining 27 local staff across to its new division.
Sektor plans to grow by acquisition. It has bought Cashflow Systems, which was established in 1986, and Warren says it will make a “couple more” acquisitions.
HP entered the point of sale market in the early 2000s in the US, and Asia Pacific last September. Its global market share has grown to 1.8 percent, says Kendrick, adding local customers were enquiring about HP point of sale systems promoted on its US website.
Through Sektor, HP will offer two systems: the higher end rp5700 PC-based offering, and the rp3000 POS offering pitched at small to mid-sized, and independent retailers.
Product manager Blair McKenzie says the systems will cover 95 percent of the New Zealand market, but there is scope for customised high-end systems.
Warren says HP’s offer of a completely matched line of peripherals is unique here, as systems are usually made up of components from more than one vendor.
Sektor will load HP’s systems with operating systems and applications required by independent software vendors (ISVs), and ship the systems to either the ISV, the reseller or the customer.
Warren says there are distinct channels for the technology, including the POS market, the PC-based point of sale resellers and larger corporate integrators.
Cash register and POS specialist partners can ‘push up’ into PC-based systems, and PC specialists can ‘push down’ and train in the nuances of retail reselling, Warren says.
Sektor will run roadshows for potential resellers in Auckland, Wellington and Christchurch in July.
Its other brands include Zebra label printers, Epson POS printers and Intermec, which offers mobile data capture products.
Sektor also has a showroom in the Auckland suburb of Penrose, so resellers can demonstrate the technology to customers, and it is offering ISVs free evaluation gear with a view to certification of HP’s POS hardware.