Ingram Micro promotes associated services to add value to the channel in a stable framework

Although it has not affected the business, with growth greater than 20%, and with the change of its social and fiscal headquarters to Madrid, during the 16th edition of the Ingram Micro Symposium at the Arenas Dome in Barcelona, in the conversations of your big event with the distribution channel, Along with the generation of business, the complicated political situation in Catalonia was inevitably added..

The Symposium 2017 of Ingram Micro has once again had the support of distributors and manufacturers (con 102 brands displaying their products), a new design of spaces, with more open areas in which the same influx as in other editions was not noticeable, despite the more than 2.400 registered professionals according to the wholesaler's data, and with the business and business situation in the Catalan community at the point of interest of the conversations.

In this sense, Jaime Soler, general director of Ingram Micro for Spain and Portugal, has made it clear in his meeting with the media that the change of tax and social headquarters to Madrid “does not respond so much to business as to a decision, very measured and thought out, to seek a more stable legal framework for our employees, dealers and manufacturers.

Business data in the three quarters of 2017, with growth greater than 20% and with billing from January to September 3.149 million euros, show the good progress of the wholesaler, which has a 8,7% accumulated year-on-year growth, according to Context, has gained three points of market share and foresees a fourth quarter as positive as the previous year and in line with the rest of the year.

“The channel has grown in a healthy and sustained manner in most of the divisions in Spain, above the European average, which is very good and allows us to make investment plans and bet on this business”, Soler points out, while highlighting the growth of the small and medium reseller “who buys the product and service associated with it.” (complete solutions), which is where the wholesaler contributes the most value and our reason for being”.

Channel behavior has changed, since compared to the traditional transactional business model, “now asks for the sale of customized solutions. “It is a more flexible and richer model thanks to marketing more services.”.

Growth in volume and value

Rated “excellent”, The growth of the volume area directed by David Belenguer is marked by the greater sale of the systems environment (laptops and tablets), as well as large format monitors “thanks to the fact that we also rely on the ProAV area to carry out successful projects in the education environment with complete solutions”.

In this last aspect, highlights the double-digit growth of the Advanced Solutions and specialized area, where they already have 64 manufacturers, which has been mainly focused on the SMB segment, as its manager points out, Alberto Pascual.

One of the new developments in this specialized business area is IoT, with the development of a verticalized portfolio in Industry 4.0, with an agreement with the technological engineering specialized in sensors Libelium, based in Zaragoza and important international environmental monitoring projects.

The growth in AV/Pro responds mainly to the technological renewal that is taking place mainly in the retail sector, “where we are combining the professional audiovisual portfolio with third-party solutions”.

News also in the area of ​​Physical Security, “very integrated with DC/POS to go one step further in the use of security systems in terms of collecting data on consumer behavior in an establishment, with analytics and business intelligence solutions”, Pascual points out, who adds the early incorporation of two new cloud video surveillance brands.

The head of the value business also advanced the implementation of a training proposal on digital transformation, in collaboration with Esade, which will begin early next year and will feature 72 hours of face-to-face training and a continuous online channel for groups of thirty people.

Jaime Soler highlighted the good progress of the joint work with the technology company One2One Logistics, company that the wholesaler acquired a year ago and is now fully integrated into its business process, with which they plan to increase turnover this year by one million euros.

“We currently carry out 2.000 shipments per day in the logistics facilities of Barcelona and more than 10.000 in those that One2One has in Azuqueca de Henares, to which we must add the warehouse in Las Palmas de Gran Canaria, to offer direct logistics excellence services to customers”, says Alfonso Cualladó, director of this company.