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30 Oct 2006
Memory vendor Hypertec has urged resellers to bump up their margin by selling non-technical products, such as laptop cases and locks.
Hypertec has agreed a partnership with Dicota, a firm that produces bags, cases and accessories for mobile computing.
Lianne Denness, managing director of Hypertec, said Dicota’s product range will be available to Hypertec’s base of 50 corporate resellers.
“Resellers focus on shifting the boxes, but margins are eroding,” she said. “More margin can be made on non-technical products for laptops and servers.”
Denness said non-technical add-ons include locks and security for desktops, in-vehicle security, laptop stands and luggage, such as carry cases.
“A lot of our resellers are already selling non-technical products and a lot want to as the channel is on single-digit or rebate margins,” she added. “Also new health and safety laws are coming in on IT products. This is mainly because mobile working has clear benefits, but also brings with
it several health and safety concerns. For instance, carrying heavy laptops around can result in back injuries, while expensive PDAs place employees at a greater risk of theft.
“All of these health and safety problems could be stamped out with the right advice and products from channel players.”
Dave Griffiths, managing director of Dicota, said: “The laptop carry-case market alone is a huge market and is continuing to grow as a direct result of the rise of mobile working.
“This is not a trend that is showing any sign of dying down. We have developed our product range to support mobile IT with accessories essential for the health and safety of all remote workers.”
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