Expand Your Wireless Mobility Expertise

By Business Solutions magazine

AbeTech discovered the retailer was interested in finding/developing a solution to automate inventory management and label printing on the store floor. Over the next two months, the VAR maintained regular contact and spent time learning about the customer's business needs as well as its existing IT infrastructure. The VAR then presented its customer with a proof of concept based on what a large, do-it-yourself retail store had implemented. "The solution included a Zebra Technologies Stripe S4M printer, a Hand Held Products (now Honeywell) 3800G handheld scanner, a Dell laptop with a built-in 802.11 a/b/g wireless radio, and a heavy gauge steel mobile cart," says Schmidt. "The cart also was equipped with a large marine-like battery that could power the mobile cart for up to 14 hours of continuous use."

One example that highlights AbeTech's customer retention strategy is with a large retailer of hunting, fishing, and camping gear and apparel, which AbeTech has worked with since the late 1990s. "We participate in technology roundtables with our partner three to four times per year," says Schmidt. "This entails meeting with their IT group, project managers, and networking managers and asking about their existing hardware and software solutions as well as upcoming technology plans."

Even though it can be more dramatic reading about a VAR that stole a customer from a competitor, the truth of the matter is that it's sometimes just as difficult to keep an existing customer. Bill Schmidt, senior account executive at AbeTech, knows this as well as anyone. What this VAR does to maintain relationships with its key customers is a good example of what other VARs should do with their customers.

Used with permission from Business Solutions magazine

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