Ignite Concept V1

Get the credit you deserve
So you’ve spent hours on the
phone, chasing down every lead
you have. You’ve found that
perfect client, you know - the
one that needs a complete
overhaul of their entire
infrastructure as well as on-going
support for the next 5 years.
You’ve been on-site, done the graft
and found the right products to give
them exactly what they need.
They’re poised, pen in hand ready to
sign and then…….Bang! The deal
comes crashing down because your
credit limit isn’t high enough with your
chosen Distributor.
It sounds like the nightmare scenario
doesn’t it. You do all the groundwork
only to see a larger competitor with
stronger credit ratings take the
business you have spent weeks or even
months preparing.
According to a recent survey that we
at Westcoast carried out this is a
situation that quite a lot you have
faced on more than one occasion.
So whose fault is it?
Is it us?
Well I suppose Distribution needs to take
our share of the blame…Our job after all is
to make sure that the Channel has access
to the products you need.
That having been said though let’s not
forget the huge financial risk that we
take, buying in hundreds of thousands, if
not millions of pounds worth of product
and storing it in very expensive
warehouses that employ hundreds of
people to manage and ship it.
I know, I know… it’s not your problem I
hear you say, and you’re right of course
it’s not. But the fact of the matter is that
every penny spent on stock and the
infrastructure to control and ship it is a risk,
and that risk has an effect of what credit
terms are available to our clients.
Is it the Vendors?
The constant pressure to deliver Qtr. on
Qtr. growth sometimes leads to a drive to
overstock the Channel, draining the
financial resources of Distributors and
reducing their ability to offer credit terms
to those that need it due to the afore
mentioned need to mitigate risk.