Local distributor World Computer Systems (WCS) has implemented an e-commerce solution to streamline its interaction with its reseller partners.
MD Mohamad Denath says the rationale behind the move was to make it easy for partners to access information such as product availability.
"Our partners spend lengthy periods on the phone with our sales people making simple enquiries; we want to do away with this by enabling them to get that information online. At the same time they can make online purchases and arrange for delivery," says Denath.
He explains that the online route is where the world is headed, adding that he would rather have his sales force developing relationships with current and potential clients rather than them spending time answering simple queries.
Distributors in the UK and Germany already went this route last year and are benefiting from improved logistics and cost-efficiencies.
More than 60% of WCS`s reseller partners have registered to start doing online transactions with the company and Denath is confident they will all soon opt for the electronic transaction option.
Other local distributors are looking to go this direction, but many say they first have to tweak certain functionality in their systems.
Rectron CEO Mark Lu says he has a group of software developers putting final touches to his company`s offering, which will be rolled out at the end of next year.
"I don`t want to rush them so I am letting them work at their own pace, because I have found that some existing e-commerce sites do not have proper security mechanisms in place, such as digital signatures," comments Lu.
He says Rectron is also considering making its e-commerce offering available to its business-to-consumer customers.
Sahara marketing director Gary Naidoo says e-commerce is also in the pipeline at his company, but before that happens, Sahara wants to better structure its channel partner base across the southern African region.
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