Here's a question for you: what are as easy to use as printers, are becoming very affordable for end-users, have great margin opportunity but are being foolishly overlooked by resellers?
Give up? The answer is audiovisual (AV) equipment.
According to some AV distributors, there is a great opportunity for resellers looking to increase margins and create upsell opportunity by adding AV solutions to their portfolios.
But the perception among resellers is that it is better to stick to their core products rather than take on new areas that are perhaps seen as a difficult sell. This is not so.
Apparently, AV devices such as projectors are becoming a must-have for road warriors in the same way that mobile phones and laptops became standard for sales people in the past few years.
One reason for the increasing focus on AV is that business presentations are evolving away from PowerPoint to more web-enabled and video-enhanced presentations.
These look superb when played from a DVD and pumped through a Dolby 5.1 surround system via a large plasma, LCD or projector.
Bluetooth and 802.11x are also helping adoption because it is easier for people with wireless-enabled PCs to connect to AV equipment that is permanently installed in meeting rooms.
Another driver for AV adoption is the education sector. Increasingly children, who are brought up in the PlayStation world, are expecting the same kind of interactivity from lessons.
Many schools are becoming increasingly AV-aware, using more wireless technology and audio kit to turn lessons into 'edutainment'.
It doesn't have to be a hard sell. Specialist distributors such as Midwich, Maverick, Steljes, CU, Computer 2000 and Ingram have programmes in place to help VARs tune into this market.
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