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Business as usual as new-look Dicker Data lays out bold NZ channel plans

Business as usual as new-look Dicker Data lays out bold NZ channel plans

"We’re not coming over here and telling them how to do anything. The guys on the ground in New Zealand already know how to do it."

“The strength of our business evolves around the relationship we have with our customers and we have better relationships that the other guys because we are always there for them.

“If everything is straight forward then fine but nothing ever is in this world and that’s why we are available at the other end of the phone, or at your door, to come fix an issue in minutes rather than days.”

Such is Presnall’s determination to maintain his company’s notable high-levels of customer service, that Dicker revealed no plans to keep vendor product managers offshore in Australia, serving as a regional point of contact rather than in-country.

“That wouldn’t work,” he says. “I’ve had a house in New Zealand since 1999 and I know that approach wouldn’t work. Our operations are on the ground and that’s where our support system will stay.

“Technically, we’re happy to run New Zealand as an independent operation in that respect. We will allow Phil to go to market how he sees fit as we have complete faith in the Kiwi team.

“Of course we could run it out of Australia but it doesn’t make sense too, so we won’t.”

Capturing the mood of the company across Australia and New Zealand, Presnall believes “vendors want a local presence.”

“People in New Zealand like you to turn up on their doorstep and provide the lowdown on latest products and help solve problems, no matter how big or small they are,” Presnall adds.

“The face-to-face element is huge for us in terms of how we engage with our channel and that won’t change.”

Targets

As reported by Reseller News’ sister publication ARN, Dicker Data is on track to crack AU$1 billion in revenue for the financial year, following two strong first quarters that are expected to continue into Q3 and Q4.

Currently targeting AU$30 million profit in sales, Dicker remains confident that collectively speaking, the company is “going to get it.”

“That’s our target across the two entities,” adds Dicker, banishing the notion that when it comes to New Zealand, he is merely cashing a cheque at the end of each month.

“Of course we have certain revenue targets in mind but as I keep repeating, we’re not trying to blend New Zealand into Australia or ask them for monthly reports etc. They know what they need to do so we’re happy to let them get on and do it.”

With the ribbon now cut and business as usual, Dicker Data in New Zealand looks set to banish the stereotype of Australian interference, and given Presnall’s philosophy and go-to-market strategies, it would appear a certain Mr Dicker is right to leave him to it.


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