Print.IT Reseller - issue 73

PRINTITRESELLER.UK 33 DISTRIBUTION screen is fine, then it's fine. If you take a notebook, and there’s a scratch, that might matter more to an end-user, so we operate a grading system – basically the lowest pricing is on products that might not be perfect on the outside, but from a technical point of view have the same functionality,” Timmermans explained. Flex IT recognises it’s a big step to go from brand new to a refurbished product, which is why the company offers a service whereby it will wrap a product in exactly the same colourway as the manufacturer, so on the outside it looks as new. “For a reasonably small cost, you can visualise the product as being completely new. We are very transparent, we lay out all of the options to our resellers, and if the end-user wants it to look new from a visual point of view, we can do that. But, what’s interesting is that in the past couple of months, no one has been asking what the hardware looks like, they just want it to work.” Circular partner programme Flex IT is keen to hear from more resellers that are interested in joining its specialist circular partner programme. “But resellers must want to invest in the circular programme,” Timmermans said. “It is a new concept for many, so they will need to train their sales people and convince their vendor partners that it is not a trap and it will not eat into sales of new products, but instead will work alongside the traditional sales model.” To this end, Flex IT has made it even easier for partners to sell circular products alongside new. “We have created a web shop, where partners can directly look at and compare the hardware they are looking to provide to a customer alongside a circular equivalent with exactly the same specifications. They can then offer customers a choice of both solutions, with the same warranty and the same specs, it’s an opportunity to have a different discussion. “There seems to be an upswing in new sales from our partners as soon as they introduce the circular product line. This is because our partners are able to offer solutions on every price level without neglecting the quality,” Timmermans concluded. www.flexitdistribution.com Timmermans believes that one of the positives to come out of this global pandemic is that people have recognised the quality of products available in the circular market. “They have accepted that products can be re-used and that the quality and function of a product is more important than being the latest, shiniest version. A laptop might be five years old, but you can still use it to do whatever you need to do.” he said. Cost-effective Circular products are more cost-effective than new, which with a recession ahead, could well make this option even more attractive to companies going forward. “In some instances a circular product could be 20, 30 or even up to 40 per cent cheaper, but that depends on a lot of things, for example on the grading that you want as an end-user. Say there is a small scratch on a desktop PC, nobody cares because the desktop often is below the desk, nobody sees it, as long as the What’s interesting is that in the past couple of months, no one has been asking what the hardware looks like, they just want it to work Flex IT has a number of different initiatives that resellers can take advantage of to get involved in the circular economy including: The Flex IT Circular Partner Programme: Split into three different levels: Bronze, Silver and Gold, each level has specified revenue targets and additional benefits such as sales and marketing support, technical services and training, with Gold being achieved by invitation only. ITAD (IT Asset Disposal): This scheme allows firms to dispose of any old or unwanted hardware and use the residual value of the hardware to purchase new equipment at a discount. Flex IT carries out this service on behalf of its reseller partners and brings otherwise discarded devices back into the market and bringing them ‘full circle’. Rental: Aimed at firms looking for a ready supply of temporary IT equipment. Originally popular with trade fairs, exhibitions, workshops, seminars or large and small scale events, COVID-19 has pushed this particular strategy in a different direction – fulfilling the demands of firms whose staff have previously worked on premises using desktops, but who now need to hire large quantities of mobile devices to cater for remote working during the lockdown. The option to buy the kit is also included. Demo: Flex IT has demo facilities in its core countries, which is used to demonstrate the latest vendor solutions to customers and facilitate sales for those vendors’ reseller partners. All the equipment bought and sold through this facility is also integrated back into the circular model once it is no longer required by those customers. Flex IT Circular Partner Programme