C2000 urges VARs to attach

Distributor wants more VARs to back its drive to encourage more add on sales

Computer 2000 (C2000) is urging more VARs to adopt tag-selling habits to drive demand for add-on and repeat sales.

Since the start of the year, the distributor has been running a campaign through its sales and product marketing teams to encourage more resellers to push additional sales such as carry cases with laptops and paper and ink cartridges with printers.

Kevin Wragg, general manager of the peripherals business unit at C2000, said: “It’s really about selling a solution and maximizing your potential sales. It makes sense to offer the extras – it is more convenient for the customer and it boosts the reseller’s sales and profits.”

Wragg claimed add on sales will also strengthen customer loyalty.

“Customers expect you to offer the little extras and when you do, you are adding more value for that customer,” he said. “They might otherwise have not realised they needed or ought to buy a projector, carrying case or physical security device for their new laptop. It also identifies you as a supplier of a much wider variety of products and every day essentials such as printer cartridges and other supplies. Your customers are going to buy these products from somewhere – you should do all you can to encourage them to buy them from you.”