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TEMPE, Ariz.-- Distributor's Focus on Enabling Partner Success with Financing Pays Off with Increased Revenues and Profitability for its Value-Added Reseller Customers
Avnet Hall-Mark, the leading worldwide value-added distributor of IBM enterprise computing products, storage, software and services, today announced it has won the prestigious Business Partner Trophy Award for 2003 from IBM Global Financing.
The award recognizes those few IBM Business Partners who have not only contributed significant financing volumes, but who have also demonstrated leadership in leveraging IBM Global Financing to deliver value to customers and win in the marketplace.
Avnet Hall-Mark's executive team continues to place a strong focus on IBM Global Financing as a vital component in helping resellers grow their business portfolio. "Including financing with every sale helps our resellers significantly provide additional value to their customers and increase their margins," said Fred J. Cuen, executive vice president and general manager of Avnet Hall-Mark, IBM Division. "Not only does it increase customer satisfaction by providing a more complete solution to the end user, but also positions the reseller as a business technology consultant, which is critical to their ongoing success."
According to Cuen, IBM Global Financing represented a tremendous success story for Avnet and its partners in 2003. Resellers drove significant growth in this area by consistently including a leasing component in their proposals. The success was driven in part by a new online tool launched by Avnet in 2003 to help resellers identify, sell and manage renewal opportunities. Known as "Renewal Portfolio," the tool provides automatic notification about upcoming opportunities for leasing and services renewals.
According to William J. Smith III, general manager, IBM Global Financing - Americas, the financing award recognizes those in the channel who have not only contributed significant financing volumes, but have also demonstrated leadership in leveraging IGF to deliver value to customers and win in the marketplace. In 2003, IGF financed more than $330 million for Avnet Hall-Mark resellers.
"Avnet continues to clearly differentiate itself in the marketplace as a leader in promoting IBM Global Financing and in helping its partners to make the successful transition to investing in and selling IBM financing solutions," said Smith. "Their dedication, commitment, and investment increased year-to-year sales in the marketplace and is a clear reason why their VARs have been so successful."
"Being able to discuss financing options with my customers allows me to address the overall benefit to their businesses and show them how a total solution could save them money in the long run," said David Traxler, president of Venture SystemSource, an IBM premier partner headquartered in Ridgeland, Miss. "The ability to finance the technology they need can be the deciding factor for some businesses and has allowed us to sell total solutions successfully."
About Avnet Hall-Mark, IBM Division
Headquartered in Tempe, Ariz., Avnet Hall-Mark is an industry-leading, value-added distributor of enterprise servers, storage, software and services, marketing exclusively to the reseller channel. Through operations in the United States, Mexico and Canada, Avnet Hall-Mark provides solutions from industry-leading manufacturers including BMC Software, EMC, HP, IBM, Microsoft, Network Appliance, Oracle, StorageTek and VERITAS -- driving growth for partners and manufacturers.
Avnet Hall-Mark, IBM Division, is part of the Avnet Technology Solutions operating group of Avnet Inc. (NYSE:AVT), one of the world's largest technology marketing, distribution and services companies. Avnet's sales for fiscal 2003 (year ended June 27) were $9.05 billion. For more information about Avnet Hall-Mark, visit: www.hallmark.avnet.com/.
CONTACT:
Avnet Hall-Mark, Tempe
Michelle Gorel, 480-794-6943
michelle.gorel@avnet.com
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