Enhancement of vendor-partners relationship time to time is really important in IT industry, as partners are the only medium to reach out the general customers.
To have a good partnership, both; the partners and the vendors need to make sure that both the business parties should equally invest into the relationship together and both should be willing to work to make it succeed. Both parties should be willing to communicate, should have proper conversations in order to set expectations, and it is really important that both are getting benefits from the relationship, such a case of partners’ concern has been discovered in Himachal Pradesh.
Talking to The DQ Week, Jayant Kumar, president of Shimla IT Dealers’ Association revealed that, “Now days the association is trying to solve a matter of concerning HP partners in their region, where two HP RDs; Pankaj Industries and Pathania Infotech are told not to handle the notebooks which they were doing from past 10 years for HP. The only concern of the partners is that they need some more time to manage their stocks before the shift.”
When asked, Pankaj Bansal of Pankaj Industries said, “We only had a telephonic conversation with the local team of HP in our region and they said that the shift is done as from this month HP is going to carry single RD mode policy because of GST. Our only concern is that we need time to manage our already existing stocks, also that they should have informed us before April, so that we could have prepared our businesses in accordance to the new policies”.
Pankaj also shared the mails that have been sent to the officials.
The following are the concerns mentioned in the mails sent to the HP official by the partners:
As you told me telephonically on 3 may 2017 that Hp is going to change the billing mode from Distributors to single RD mode For Pan India in every state . so, you appointed other single RD for the HP Consumer Business in Himachal Pradesh as per your communication .
In Himachal Pradesh We already Invested a big amount on dealers in distribution of HP Consumer Business.
If you know that HP is going to change billing mode you should tell us before 6-to 8 month, so that we can collect our payments which we had invested.
Now it is very difficult to collect our payment from market.
We are working with Hp at least from last 10 to 12 years. So our maximum funds are invested in HP Consumer Business.
So we are requesting you that please give us time at least 6 month. So that we collect our funding from market. Otherwise we have to go to Computer Association for the same concern.
We don’t have any issue if HP wants to change billing mode. Our main concern is money which we invested. We don’t want any issue with you and HP.
So once again I am requesting you to do the need full.
On the other hand, Bhupender Pathania of Nextage Computers shared that, ” I always found HP India listening to its partner’s concerns from the very beginning and always found supporting its partners as and when required. There were some stock availibility and MOP issues in our market which were to be addressed. For that reason with prior communication HP india has realigned its distribution business with the same RDs with Laptops given to M/s Nextage computers and Desktops to M/s Pankaj Industry. If one take this realignment in a positive way I think this will certainly bring us growth in sales, better manageability, better reach and hence higher profitability. So I took this a better way of business with both the partners giving their best efforts to justify their respective portfolio”.
Pathania further added, “As far as the concern regarding getting back the payments from the respective channel partners ,I think it will not be a problem as both the partners are still in the same territory working with the same channel. Moreover HP India has assured us all type of possible help for the smooth transaction”.
On consulting HP for the matter, we discovered that they are also trying to work it out in the best possible way and hoping to solve the matter as soon as possible.
Following is the reply from HP’s side:
Hi Pankaj ji,
First of all thanks a lot to giving us time for today’s discussion. Reference to our discussion at your office today I would like to clarify once again that HP has no such policy.
Every time we met in the past, the issue was coming around MOP and profitability and that’s why we have realigned our business. We are very much interested to go for desktop business with you. This alignment will help us to grow business effectively and profitably.
We understand the market OS concern and would suggest to share the T3 details with HP PC business OS for better clarity between us. We would request you to ensure and collect your money in next 30 days.
HP is trying their best to solve the matter soon with the involved partners but may be more relaxation in terms of the time can help the concerned partners so that both parties come out of the situation with more enhanced relationship.