Building a Global Distribution Network

An interesting interview with Adam Birch, Channel Sales Manager, on his plan for building an international distributor network to support PMW Dynamics customers globally

Traditionally, PMW Dynamics have sold across the globe directly from the UK HQ. This has worked successfully but lacks some key engagement touch points

The intention of building a channel sales network is to be totally complementary with our existing direct sales efforts but importantly adds ...

Selling complex motor solutions requires a partner who really understands the market and the needs of the customers. We are working with some fantastic local systems integrators who have a great understanding not only of their market but their customers’ requirements

They usually are integrators who represent other manufacturers as well but we are not looking to compete here. We should be able to offer a complementary solutions for them. Due to the complex nature of their projects, our bespoke design and manufacturing services can add real value

No engineering project exists in isolation and while PMW Dynamics may be able to design and build the perfect tailor made motor for them, they will need other parts such as a drive, encoder or controller. A local distributor can help sources these components and more so can work with the customer to build the solution. Having a partner close by will also mean they have localised support when they need it and the partner has direct access to the team here at PMW in case they need us. It allows the reseller to offer a complex service by leveraging out engineering experience

All of our Distributors have a dedicated Channel Management team to look after their requirements. We help them with all aspects of the sales process and allow them to confidently engage with complex engineering challenges without having their own engineering teams. We assist them through the scoping and design of a motor and support them through the sales process. The team also provide sales and marketing collateral and access to some of PMW Dynamics internal systems so they can get information quickly at any time of the day. We also run a Channel Marketing system to generate leads in local markets and produce case studies and use cases so customers can see what PMW are capable of.

We are constantly growing the distributor network. Currently we have resellers in the UK, Germany, The Netherlands, Belgium, Turkey, Sweden and the USA

Click HERE to view current network

If you're interested in becoming a valued part of our global reseller network, contact Adam

Email: ab@pmwdynamics.com

Mobile: +44 (0)  7471 213 013