After 16 months looking after Eximo’s technical partners, Steve Jones has made the move across to manage the retail channel for ducting specialist, Eximo .
Time spent with the company’s technical partners has given Mr Jones a better understanding of the opportunities and concerns of the installation side of the business and this can only be good for the relationship between retailers, system designers and installers.
Since Eximo’s change to Channel marketing in 2005 the importance of the retail channel has grown significantly to the organisation.
A key element in the relationship is that Eximo actively promotes its partners in the channel and are careful not to compete against them in supplying top quality goods to the end user.
According to Jones, It is surprising how many suppliers in many industries fail to appreciate this important point.
But there is still much to do in terms of building the fledgling channel such as:
Assisting in building a strong working relationship between technical partners and retailers to provide greater services for end users
Keeping retailers aware of industry trends and shifts in product sales and ensuring their stock on hand covers the customer’s requirements
Steve would like to see an increase in small to medium sized retailers partnering with Eximo throughout the Asia-Pacific region and even further afield.
Companies such as Transpower, Fluid Handling Solutions, H.I.S Hose, Ballarat Industrial, and other regional Victoria retailers have really established a working model that needs to be replicated in other Australian states.
Jones aims to ensure the Eximo retail partners turn over a healthy profit and will help ensure they have the appropriate stock for their business.
Factors such as geographic location and end-user markets play a big part in what each retail partner requires; an aspect of this business which Jones understands in depth.
According to Jones, Eximo is always on the look out for strong reputable retailers who are product specific, industry specific, or region specific.
2007 will be a great year for the channel as Eximo looks towards releasing a new range of products in line with current and future industry demands and that can only be good news for its retail partners.