Franchise in Focus- Nashua Zululand

| 19 September 2013

Nashua Zululand finished its financial year with record breaking sales figures.

Silo departmental structures were broken apart, and new teams were built around the customer experience earlier in the year.

Amplified Team Collaboration is the evolution of sales into an all-inclusive approach, where technical, sales and admin resources make up a single team.


The teams now become the engines for engaging with customers, improving the transfer of idea, to sale, to delivery as each resource required in the process sit together in a team environment.

We now engaged with our customers differently, have different kinds of conversation and present value to the customer right from the beginning of the sales process.

We continue to grow our HP portfolio dramatically by leveraging our gold partner status, focussing on areas of the market where we’ve never played before in the desktop printer arena. We sold our first high volume production colour device recently, while our unique value proposition in the communication market, gives our teams the edge when talking about convergence and single vendor opportunities.

In short our sales process has evolved and the measurement of our success is a close rate improvement from 4-1 to 2-1, with margin improvements.

Looking forward, we can now focus on offering customers a full professional service portfolio, whereby we’ll manage all their output devices and document processes.

  • Malcolm Mersham

    Proudly associated