Channel Vision – Gerry O’Keeffe
1 What was your greatest challenge in 2017?
To maximise the opportunities from our acquisitions of Hammer, Medium and MTR – retaining their specialist knowledge and expertise but building on the opportunities to grow our business in ProAV, server and storage, while adding recycling and refurbishment to our mobile business.
2 What was your greatest achievement in 2017?
Picking just one is difficult, but our Plug In To Exertis event showcasing our technology range, from consumer through to enterprise, was an outstanding success. With 106 vendors exhibiting, 950 visitors and 17 seminars, it enabled customers to identify opportunities in different areas, which has generated business for all of us.
3 What were the key growth areas for you in 2017?
We have established Exertis as the leader in Smart Tech distribution, opening new routes to market in the wholesale trade and DIY sector. Our print division continues signifcantly to outperform the market. We have grown our retail market share in a difficult climate and our investment in our enterprise business has contributed well.
4 Any lessons learned in 2017?
The importance of continuing to invest in people through training and management development.
5 What is your main focus for 2018?
To remain relevant to our customers by ensuring we adopt a customer-led approach to business, oriented around the channels and verticals we serve. To make services a key part of our revenue by adding value to our resellers in areas that support their business. And to meet our objectives through profitable growth.
6 Reasons to be optimistic about 2018?
Our technology portfolio caters for consumers through to enterprise, so we aren’t dependent on any one area. Distribution is increasingly relevant to vendors. The diverse range of services we can provide to our customers is a key part of our offering.