A new style of distribution company has been formed by three industry players who have spotted a gap in the market.
Better Quality Distribution (BQD) offers local vendor representation, business consulting, marketing and business development.
Former Benq country manager Rick Jansen heads the company as managing director and is joined by Martyn Smith, ex Ingram Micro finance director, and Rachel McBeth, ex Ingram Micro group product manager.
Jansen says first and foremost BQD is a sales and marketing company and isn’t out to steal business from local distributors.
“We use existing distributors to carry out the logistics and account management but BQD becomes the local agency. I think we have the opportunity to enhance the current distribution model,” he says.
And, says Jansen, BQD isn’t taking money away from anywhere else in the channel.
“We take a percentage on growth. Half the time we aren’t worried about who the current distributor is; our focus is on getting a solid product and profile for the brand leaving account managers free to work with resellers.”
Jansen says his company is in the process of contacting overseas agencies but admits the response hasn’t been what he anticipated.
“I thought people would be knocking down our door but the general feeling offshore seems to be quite battle-worn. New Zealand is a hard market to well in from a remote location.”
What has surprised him is the positive response from resellers wanting help from BQD in establishing an identity.
“We can give them some basic advice on improvements they can make that aren’t going to cost a lot of money. These are the sort of resellers who want to stand out from the crowd.”
BQD’s first IT client is Benq but Jansen says he is bringing another three brands on board over the next six months.
Although Jansen gained his experience in the IT arena BQD is applying its business model to other industries, including alcohol and book publishing.