NRF 2010 - Promising Good Things to Come
By Jeff Yelton, president, POS & Barcoding Division, ScanSource
This past Sunday through Wednesday I was in New York attending the 99th annual National Retail Federation (NRF) show. The show was well attended with a 30-34% increase over last year. The number of retailers was up and the mood was very positive.
How VARs Can Boost Sales With A Winning Sales Force Culture
IT salespeople have reason to be frustrated: They have been charged with selling to customers who have either cut or postponed all non-essential technology spending. While disappointment with an unsuccessful sale is normal, the risk in today’s economy is that these lost sales will pile up and create a defeatist sales culture that saps morale and revenues. By Andris A. Zoltners, Prabhakant Sinha and Sally E. Lorimer
Schijns' Advice To VARs: Protect Your Time!
I recently had a call with Janet Schijns, VP of worldwide channels, distribution, and alliances for Motorola's Enterprise Mobility division. While the majority of the information from the call will have to wait until an upcoming issue of the Business Solutions magazine, Schijns and I had an interesting off-topic...
PCnomics: How VARs Can Thrive In Tough Economic Times
It is evident that customers across most market segments are cutting back their IT spending. With the increased competition for shrinking opportunities, it is a critical time for technology VARs to focus on their core competencies. Many VARs traditionally specializing in hardware sales, including PCs, have diversified ...
GS1 DataBar Sunrise Plans
In the coming years a new bar code, GS1 DataBar, with new functionality will join EAN/UPC at retail point-of-sale (POS). This new bar code offers the automatic identification industry new challenges and opportunities. This article will help readers understand how GS1 is attempting to manage the adoption of the...
Successful VARs Stay Close To Partners In Tough Times
"These are the times that try men's souls." That famous quote has never been truer than now, and certainly seems as applicable to the hardware B2B market as any other. While many mobility VARs and hardware manufacturers are finding it difficult to navigate in these rough economic waters, some tried and...
Q&A: Motorola's Janet Schijns Points VARs To The Money
Is there a vertical market that VARs should be targeting in 2009?
Motorola predicts tremendous opportunity in field mobility solutions that run across the majority of the enterprise industry segments including manufacturing, transportation and logistics, and healthcare. Top applications for these industries include...
"Why Should I Buy From You?"
Here's one of the great truths of selling - if prospects can't tell the difference between your product or service and your competitor's product or service, they'll make their buying decision on price.
Now, this isn't the only reason for the price objection coming up but it's a major one. It's absolutely amazing...
SMB Resellers Reach Tipping Point, Embrace New Business Model
“The times they are a changing” for the SMB reseller and their suppliers. Vendors want their SMB channel partners to become a bigger part of their reseller mix. SMB resellers are moving beyond their traditional role of serving chiefly as hardware sellers, now becoming the trusted IT providers for their...
Don't Talk Turkey With Turkeys
We've all had them - the prospect that isn't going to buy from you no matter what. It might be because he doesn't need or want whatever it is you're selling or perhaps you've rubbed him the wrong way and he simply doesn't want to buy from you. The only problem is, he won't tell you that.
The prospect generally...