TallyGenicom's new office gives greater control over product representation and customer experience, says the company's management.
The South African office was established late last year in what John Spreadborough, VP and MD for the Middle East, Africa and India region, says was a strategic drive to grow market share and standardise service levels in the region.
Prior to entry, TallyGenicom had been represented by a variety of distributors and resellers.
"The move was not made to sideline resellers or distributors. Instead we are looking at providing our current partners with the service and support that enables them to sell more of our products. I doubt we will even add to our current distribution partners - there is more than enough growth to be had from improving our prices and support in the region," says Spreadborough.
Local TallyGenicom director David Terry adds that providing a single point of purchase from the company's international distribution offices has already enabled it to lower the cost of products.
"By consolidating the orders from our partners, we have been able to reduce the administration and logistical costs. Additionally, we have looked at the prices on some of our products and sought ways to reduce their prices; which when added to the savings from the streamlined ordering and logistical changes, has resulted in price reductions of between 10% and 30% on the company's offerings," explains Terry.
Although the local office only has a small workforce made up of five people, Spreadborough says the predominant focus will be on providing free training to partners and customers alike. It is also investigating the requirements of the local channel in order to set up a channel programme.
As a private company, TallyGenicom does not reveal turnover or profit figures outside the company. However, Spreadborough says he is confident the local region will deliver its 20% growth target by the end of the year.
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