INDUSTRY
REVERSE ENGINEERING SOLUTIONS
Reverse-Engineering Solutions: JGBM’s Strategy for Staying Ahead
Achieving success in a specialised market like tech distribution demands a clear understanding of challenges, a value-added USP and a finger on the pulse of innovation - something JGBM is delivering by offering reverse-engineered solutions tailored to support dealers
W
hen we sat down with
in sales, marketing and development who are
John George, managing
constantly innovating by reverse engineering
director of JGBM, to
issues at dealer level and brand level.”
discuss strategy and
The concept of reverse engineering solutions
business growth, it was
is central to JGBM’s approach in developing the
evident the business was
support and resources that empower resellers. By
in the middle of a busy week gearing up to launch
focusing on USP, dealers can clearly differentiate
their own brand of ergonomic chairs, along with
themselves and highlight the value-added benefits
several new initiatives aimed at empowering
of purchasing through a specialist reseller. This
resellers to sell office technology with confidence,
strategy ensures that resellers can effectively
including a major project based on ranking
communicate the distinct advantages they offer,
products based on each SKU’s sustainability
such as specialised knowledge, personalised
integrity, due to launch early next year.
service and tailored product recommendations through quality marketing.
REVERSE ENGINEERING SOLUTIONS “2024 has been challenging for sure. Volumes
KEEPING PACE WITH TECHNOLOGY
within traditional categories are down, and this
“The technological aspect of products, and the
is a picture amplified by many businesses across
pace of the market causes a lot of issues for dealers,
the workplace supplies industry. Thankfully, we’ve
because they are changing all the time, as new
managed to buck that trend. The key to this is
products come to market. The challenge is how they
empowering our customers to capitalise on new
get new innovation in front of their customers, as
and emerging categories. We’ve got a great team
well as how to price it. As a business, we’ve always
[16] NOVEMBER/DECEMBER MAY 2022 www.dealersupport.co.uk 2024 www.dealersupport.co.uk