Menu
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."

As far as working cliches go Down Under, it’s an all too familiar sight to see those big bad straight-talking Aussies cross the Tasman, march steadfast into the boardroom and attack the jugular of its New Zealand division.

Seen merely as a side-dish amidst an Australian degustation, Kiwis are often considered after thoughts, lost in the bigger picture of business.

But that of course, is a load of baloney, typified by Express Data’s recent rebranding in New Zealand, incorporating all things Dicker Data as the distributor moves onto bigger and brighter days in the Kiwi channel.

“To be honest,” admits David Dicker, CEO, Dicker Data, “we haven’t had to do anything. The guys on the ground in New Zealand already know how to do it.

“We’re not coming over here and telling them how to do anything. In fact, this operation is run much more in line with how we run our operations in Australia.”

Over a year since confirming the completion of its AU$65.5 million purchase of the competing distributor, on both sides of the Tasman, Dicker admits the Kiwi division of the business has been, to a degree, left to its own devices.

“This was already a good company so we didn’t want to come in and make a lot of changes, we didn’t see the need,” he says. “To be honest New Zealand runs so well that we’ve been able to leave it alone for a year so we could focus our efforts on the Australian aspect of the acquisition.

“Express Data in Australia was a heavily process driven organisation with a different structure and philosophy to Dicker Data, we were completely different companies. But in New Zealand that’s not the case. Just look at their philosophy and aims, they’re on the same page as us.”

Echoing Dicker’s observation of the Kiwi arm of the business, Dicker Data New Zealand chief Phil Presnall says the acquisition and subsequent rebranding has had minimal to zero impact on the company, setting the distributor up for further growth across the country in 2015 and beyond.

“It’s been easy,” he adds, “when we got acquired we realised we were more like these guys than our original parent company and this came after only a few conversations.”

Vendors

Having recently brought Toshiba on board in New Zealand, Presnall’s task in the Kiwi market is clear; recruit more vendors and drive greater revenue.

“Without being specific about numbers, we’re looking to bring more vendors across in the volume space so we’re expecting large double-digit top line growth in terms of the next 12 months,” he forecasts.

“Going forward I’d like to think we’d have at least another two or three significant vendors on board by the end of the year.”

Very much on Dicker Data New Zealand’s target list is HP, and despite the tech giant being currently locked in across the ditch, Dicker accepts that when it comes to signing up new vendors, patience is very much a virtue.

“Our main function is to get vendors,” he adds. “That’s how I see it. We don’t have HP here and that isn’t great given HP is our biggest customer in Australia.

“We should have HP in New Zealand but we don’t and that’s the politics of the whole thing. We’ll have to work on that and it’s a long process.

“In Australia it took us nearly 15 years to secure HP printers so it is a difficult and length process. I’ve been in the business for 37 years so I can be patient. Obviously we want to do it as quick as we can but it is difficult to take it away from the other guy.”


Follow Us

Join the newsletter!

Or

Sign up to gain exclusive access to email subscriptions, event invitations, competitions, giveaways, and much more.

Membership is free, and your security and privacy remain protected. View our privacy policy before signing up.

Error: Please check your email address.

Tags CloudHPIngram MicroDicker DataExpress DatatoshibaeXeed

Featured

Slideshows

Leading female front runners of the Kiwi ICT industry honoured at 2019 WIICTA

Leading female front runners of the Kiwi ICT industry honoured at 2019 WIICTA

Reseller News has honoured the leading female front runners of the New Zealand ICT industry at the 2019 Women in ICT Awards (WIICTA) in Auckland. The awards recognised standout individuals across six categories, spanning Entrepreneur, Rising Star, Shining Star, Community, Technical and Achievement. Photos by Gino Demeer.

Leading female front runners of the Kiwi ICT industry honoured at 2019 WIICTA
Reseller News kicks off awards season in 2019 with Judges' Lunch

Reseller News kicks off awards season in 2019 with Judges' Lunch

The 2019 Reseller News Innovation Awards has kicked off with the Judges Lunch in Auckland with 70 judges in the voting panel. The awards will reflect the changing dynamics of the channel, recognising excellence across customer value and innovation - spanning start-ups, partners, distributors and vendors. Photos by Christine Wong.

Reseller News kicks off awards season in 2019 with Judges' Lunch
Reseller News welcomes industry figures for 2019 Hall of Fame lunch

Reseller News welcomes industry figures for 2019 Hall of Fame lunch

Reseller News welcomed 2018 inductees - Chris Simpson, Kendra Ross and Phill Patton - to the third running of the Reseller News Hall of Fame lunch, held at the French Cafe in Auckland. The inductees discussed the changing landscape of the technology industry in New Zealand, while outlining ways to attract a new breed of players to the ecosystem. Photos by Gino Demeer.

Reseller News welcomes industry figures for 2019 Hall of Fame lunch
Show Comments