As IT distributors get bigger, so do the deals for supplying IT solutions to customers. There are more offices to be served in more places, and projects start to straddle national boundaries. COMPUTERLINKS is a distributor that sees its capability for managing the global ordering, deployment, and support services for such projects as a differentiator for its resellers and customers. It offers a number of facilities, such as individual or global invoicing, and local management of product returns.
Different Jurisdictions, Different Rules
Handling cross-border distribution means more than having just a collection of contacts in different countries; a cohesive and collaborative network of local offices is essential.
The challenge can be significant. In an area like the European Union, for example, multiple jurisdictions are involved.
Questions such as resale price maintenance, bundling, payment, and online marketing and sales all increase in complexity when the number of different legal systems involved goes up.
Unique in the Market or Just Smarter at Marketing?
COMPUTERLINKS positions itself on its website as “the only truly integrated global value added distributor with linked systems…(for) seamless ordering, deployment and support services.”
While other larger IT distributors may offer at least some services for managing cross-border projects, COMPUTERLINKS appears to be the one getting the most marketing mileage out of such capability. The company also offers to work to reduce taxes and charges for such projects, where appropriate.
Do cross-border aspects affect your business as a reseller? If you are located close to a national boundary with another country or state, how advantageous is it for you to seek business on the other side of the border? Share your thoughts and experiences in the Comments section below.
And to follow-through on the ideas introduced in this short post, be sure to download your free copy of the quick reference guide to the Top 6 Computer Distributors that Help Small Business VARs, Network Integrators, MSPs, and PC Repair Businesses Cost-Effectively Deliver High-Margin, End-to-End Solutions.
Image Source: COMPUTERLINKS North America Facebook Page