Courting the channel: Going native

Westcoast’s David Dunne talks about being local, managing credit and winning awards

It’s eight years since UK distributor Westcoast took a giant leap into the Irish market with the acquisition of Clarity Distribution but the company’s Irish boss David Dunne doesn’t want people to think that what made Clarity successful has been swept away in the intervening years. He describes Clarity as “the DNA of Westcoast Ireland”.

The UK parent reported turnover of £1.3bn last year and employs more than 600 people. It concentrates on five major vendors: HP, Apple, Toshiba, Samsung and Microsoft. The Irish business distributes four of those major brands (not Apple), employs 30 people in Dublin and has a 41,000 square foot warehouse facility. Westcoast Ireland deals with around 270 resellers on a monthly basis, although it has nearly 600 on its books.

Dunne says that bringing together Clarity’s enterprise distribution strengths with Westcoast’s volume “has given us a good story to tell the reseller community”. Along with other distributors, the company offers credit and holds stock, but he argues it is “trying to do a little bit more” with five product specialists that “can add value to our reseller community and help them win more business”.

 

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With margins under fierce pressure and smaller distributors not having the same overhead as Westcoast, the company “has to turn our presence into a value rather than a millstone. One of the key strategies is to push our people out into the field to meet resellers and understand what they need. Some are more technical and want marketing support and some are more marketing based and want technical support”.

Flexibility
He admits that it is “hard to make distribution sound sexy and dynamic when we are servicing so many resellers but the key factor is to become more flexible because a lot of vendors are becoming less flexible in terms of how their processes work, so we’re trying to be the middle person to buffer the reseller”.

Credit is an area where this has become particularly noticeable. Dunne says Westcoast’s Credit Limit Accelerator (CLA) programme, which helps businesses start with a small monthly credit limit of EUR*5,000 paid by direct debit that can increase to as much as €50,000 over an eight-month period, has helped nearly 50 new resellers.

Another example of what he dubs the distributor’s “out of the box thinking” is the way it helps small resellers with large customers (which is fairly common in Ireland) to trade beyond their credit limit for large deals, while keeping the normal limit for other deals in the month. “We ring fence the deal and leave their day-to-day credit limit,” he reveals. This helps smaller partners keep larger resellers out of a relationship that they have already built up. “We’ve done that two or three times now and it’s been very successful. I can’t see any downside to the reseller. The key is the financial stability of the user and if it’s a large multinational, there’s no issue.”

Because the banks “aren’t stepping up to the mark”, it’s up to the likes of Westcoast to plug the gap. The increased awareness of how important credit is in a constrained market also ensures that resellers are more professional. “They can’t afford to burn bridges with the people offering credit,” Dunne observes. “It’s hard to get, so when they do get it, there’s a little bit more willingness to work with the provider.”

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'string') { return '+1 000 000 0000'; // Default US placeholder } var mockPlaceholders = [ { countryCode: 'US', placeholder: '+1 000 000 0000', helpText: 'Include the US country code +1 before the phone number', }, { countryCode: 'GB', placeholder: '+44 0000 000000', helpText: 'Include the GB country code +44 before the phone number', }, { countryCode: 'CA', placeholder: '+1 000 000 0000', helpText: 'Include the CA country code +1 before the phone number', }, { countryCode: 'AU', placeholder: '+61 000 000 000', helpText: 'Include the AU country code +61 before the phone number', }, { countryCode: 'DE', placeholder: '+49 000 0000000', helpText: 'Fügen Sie vor der Telefonnummer die DE-Ländervorwahl +49 ein', }, { countryCode: 'FR', placeholder: '+33 0 00 00 00 00', helpText: 'Incluez le code pays FR +33 avant le numéro de téléphone', }, { countryCode: 'ES', placeholder: '+34 000 000 000', helpText: 'Incluya el código de país ES +34 antes del número de teléfono', }, { countryCode: 'NL', placeholder: '+31 0 00000000', helpText: 'Voeg de NL-landcode +31 toe vóór het telefoonnummer', }, { countryCode: 'BE', placeholder: '+32 000 00 00 00', helpText: 'Incluez le code pays BE +32 avant le numéro de téléphone', }, { countryCode: 'CH', placeholder: '+41 00 000 00 00', helpText: 'Fügen Sie vor der Telefonnummer die CH-Ländervorwahl +41 ein', }, { countryCode: 'AT', placeholder: '+43 000 000 0000', helpText: 'Fügen Sie vor der Telefonnummer die AT-Ländervorwahl +43 ein', }, { countryCode: 'IE', placeholder: '+353 00 000 0000', helpText: 'Include the IE country code +353 before the phone number', }, { countryCode: 'IT', placeholder: '+39 000 000 0000', helpText: 'Includere il prefisso internazionale IT +39 prima del numero di telefono', }, { countryCode: 'NO', placeholder: '+47 000 00 000', helpText: 'Inkluder NO landskode +47 før telefonnummeret', }, { countryCode: 'SE', placeholder: '+46 00 000 00 00', helpText: 'Inkludera SE landskod +46 före telefonnumret', }, { countryCode: 'DK', placeholder: '+45 00 00 00 00', helpText: 'Inkluder DK landekode +45 før telefonnummeret', }, { countryCode: 'FI', placeholder: '+358 00 000 0000', helpText: 'Sisällytä FI-maakoodi +358 ennen puhelinnumeroa', }, { countryCode: 'EE', placeholder: '+372 0000 0000', helpText: 'Lisage EE riigikood +372 telefoninumbri ette', }, { countryCode: 'PL', placeholder: '+48 000 000 000', helpText: 'Podaj numer kierunkowy PL +48 przed numerem telefonu', }, { countryCode: 'SK', placeholder: '+421 000 000 000', helpText: 'Pred telefónne číslo uveďte kód krajiny SK +421', }, { countryCode: 'LV', placeholder: '+371 0000 0000', helpText: 'Iekļaujiet LV valsts kodu +371 pirms tālruņa numura', }, { countryCode: 'LT', placeholder: '+370 0000 0000', helpText: 'Įtraukite LT šalies kodą +370 prieš telefono numerį', }, { countryCode: 'GR', placeholder: '+30 000 000 0000', helpText: 'Συμπεριλάβετε τον κωδικό χώρας GR +30 πριν από τον αριθμό τηλεφώνου', }, { countryCode: 'PT', placeholder: '+351 000 000 000', helpText: 'Inclua o código de país PT +351 antes do número de telefone', }, { countryCode: 'HR', placeholder: '+385 00 000 0000', helpText: 'Uključite HR pozivni broj države +385 prije telefonskog broja', }, { countryCode: 'SI', placeholder: '+386 00 000 000', helpText: 'Vključite SI kodo države +386 pred telefonsko številko', }, { countryCode: 'IS', placeholder: '+354 000 0000', helpText: 'Láttu IS landsnúmer +354 fylgja á undan símanúmerinu', }, { countryCode: 'LU', placeholder: '+352 000 000 000', helpText: 'Incluez le code pays LU +352 avant le numéro de téléphone', }, { countryCode: 'MC', placeholder: '+377 00 00 00 00', helpText: 'Incluez le code pays MC +377 avant le numéro de téléphone', }, { countryCode: 'AD', placeholder: '+376 000 000', helpText: 'Incloeu el codi de país AD +376 abans del número de telèfon', }, { countryCode: 'JE', placeholder: '+44 0000 000000', helpText: 'Include the JE country code +44 before the phone number', }, { countryCode: 'IM', placeholder: '+44 0000 000000', helpText: 'Include the IM country code +44 before the phone number', }, { countryCode: 'GG', placeholder: '+44 0000 000000', helpText: 'Include the GG country code +44 before the phone number', }, { countryCode: 'AL', placeholder: '+355 00 000 0000', helpText: 'Përfshini kodin e vendit AL +355 para numrit të telefonit', }, { countryCode: 'SM', placeholder: '+378 0000 000000', helpText: 'Includere il prefisso internazionale SM +378 prima del numero di telefono', }, { countryCode: 'FO', placeholder: '+298 000000', helpText: 'Inkluder FO landekode +298 før telefonnummeret', }, { countryCode: 'MT', placeholder: '+356 0000 0000', helpText: 'Include the MT country code +356 before the phone number', }, { countryCode: 'LI', placeholder: '+423 000 0000', helpText: 'Fügen Sie vor der Telefonnummer die LI-Ländervorwahl +423 ein', }, { countryCode: 'GI', placeholder: '+350 000 00000', helpText: 'Include the GI country code +350 before the phone number', }, { countryCode: 'MD', placeholder: '+373 00 000 000', helpText: 'Includeți codul de țară MD +373 înaintea numărului de telefon', }, { countryCode: 'HU', placeholder: '+36 00 000 0000', helpText: 'A telefonszám előtt adja meg a HU országkódot +36', }, { countryCode: 'NZ', placeholder: '+64 00 000 0000', helpText: 'Include the NZ country code +64 before the phone number', }, { countryCode: 'ME', placeholder: '+382 00 000 000', helpText: 'Uključite ME pozivni broj države +382 prije telefonskog broja', }, ]; const selectedPlaceholder = mockPlaceholders.find(function(item) { return item && item.countryCode === countryCode; }); return selectedPlaceholder ? selectedPlaceholder.placeholder : mockPlaceholders[0].placeholder; } function updatePlaceholder(countryCode, fieldName) { if (!countryCode || !fieldName) { return; } const phoneInput = document.querySelector('#mce-' + fieldName); if (!phoneInput) { return; } const placeholder = getDefaultPlaceholder(countryCode); if (placeholder) { phoneInput.placeholder = placeholder; } } function updateCountryCodeInstruction(countryCode, fieldName) { updatePlaceholder(countryCode, fieldName); } function getDefaultHelpText(countryCode) { var mockPlaceholders = [ { countryCode: 'US', placeholder: '+1 000 000 0000', helpText: 'Include the US country code +1 before the phone number', }, { countryCode: 'GB', placeholder: '+44 0000 000000', helpText: 'Include the GB country code +44 before the phone number', }, { countryCode: 'CA', placeholder: '+1 000 000 0000', helpText: 'Include the CA country code +1 before the phone number', }, { countryCode: 'AU', placeholder: '+61 000 000 000', helpText: 'Include the AU country code +61 before the phone number', }, { countryCode: 'DE', placeholder: '+49 000 0000000', helpText: 'Fügen Sie vor der Telefonnummer die DE-Ländervorwahl +49 ein', }, { countryCode: 'FR', placeholder: '+33 0 00 00 00 00', helpText: 'Incluez le code pays FR +33 avant le numéro de téléphone', }, { countryCode: 'ES', placeholder: '+34 000 000 000', helpText: 'Incluya el código de país ES +34 antes del número de teléfono', }, { countryCode: 'NL', placeholder: '+31 0 00000000', helpText: 'Voeg de NL-landcode +31 toe vóór het telefoonnummer', }, { countryCode: 'BE', placeholder: '+32 000 00 00 00', helpText: 'Incluez le code pays BE +32 avant le numéro de téléphone', }, { countryCode: 'CH', placeholder: '+41 00 000 00 00', helpText: 'Fügen Sie vor der Telefonnummer die CH-Ländervorwahl +41 ein', }, { countryCode: 'AT', placeholder: '+43 000 000 0000', helpText: 'Fügen Sie vor der Telefonnummer die AT-Ländervorwahl +43 ein', }, { countryCode: 'IE', placeholder: '+353 00 000 0000', helpText: 'Include the IE country code +353 before the phone number', }, { countryCode: 'IT', placeholder: '+39 000 000 0000', helpText: 'Includere il prefisso internazionale IT +39 prima del numero di telefono', }, { countryCode: 'NO', placeholder: '+47 000 00 000', helpText: 'Inkluder NO landskode +47 før telefonnummeret', }, { countryCode: 'SE', placeholder: '+46 00 000 00 00', helpText: 'Inkludera SE landskod +46 före telefonnumret', }, { countryCode: 'DK', placeholder: '+45 00 00 00 00', helpText: 'Inkluder DK landekode +45 før telefonnummeret', }, { countryCode: 'FI', placeholder: '+358 00 000 0000', helpText: 'Sisällytä FI-maakoodi +358 ennen puhelinnumeroa', }, { countryCode: 'EE', placeholder: '+372 0000 0000', helpText: 'Lisage EE riigikood +372 telefoninumbri ette', }, { countryCode: 'PL', placeholder: '+48 000 000 000', helpText: 'Podaj numer kierunkowy PL +48 przed numerem telefonu', }, { countryCode: 'SK', placeholder: '+421 000 000 000', helpText: 'Pred telefónne číslo uveďte kód krajiny SK +421', }, { countryCode: 'LV', placeholder: '+371 0000 0000', helpText: 'Iekļaujiet LV valsts kodu +371 pirms tālruņa numura', }, { countryCode: 'LT', placeholder: '+370 0000 0000', helpText: 'Įtraukite LT šalies kodą +370 prieš telefono numerį', }, { countryCode: 'GR', placeholder: '+30 000 000 0000', helpText: 'Συμπεριλάβετε τον κωδικό χώρας GR +30 πριν από τον αριθμό τηλεφώνου', }, { countryCode: 'PT', placeholder: '+351 000 000 000', helpText: 'Inclua o código de país PT +351 antes do número de telefone', }, { countryCode: 'HR', placeholder: '+385 00 000 0000', helpText: 'Uključite HR pozivni broj države +385 prije telefonskog broja', }, { countryCode: 'SI', placeholder: '+386 00 000 000', helpText: 'Vključite SI kodo države +386 pred telefonsko številko', }, { countryCode: 'IS', placeholder: '+354 000 0000', helpText: 'Láttu IS landsnúmer +354 fylgja á undan símanúmerinu', }, { countryCode: 'LU', placeholder: '+352 000 000 000', helpText: 'Incluez le code pays LU +352 avant le numéro de téléphone', }, { countryCode: 'MC', placeholder: '+377 00 00 00 00', helpText: 'Incluez le code pays MC +377 avant le numéro de téléphone', }, { countryCode: 'AD', placeholder: '+376 000 000', helpText: 'Incloeu el codi de país AD +376 abans del número de telèfon', }, { countryCode: 'JE', placeholder: '+44 0000 000000', helpText: 'Include the JE country code +44 before the phone number', }, { countryCode: 'IM', placeholder: '+44 0000 000000', helpText: 'Include the IM country code +44 before the phone number', }, { countryCode: 'GG', placeholder: '+44 0000 000000', helpText: 'Include the GG country code +44 before the phone number', }, { countryCode: 'AL', placeholder: '+355 00 000 0000', helpText: 'Përfshini kodin e vendit AL +355 para numrit të telefonit', }, { countryCode: 'SM', placeholder: '+378 0000 000000', helpText: 'Includere il prefisso internazionale SM +378 prima del numero di telefono', }, { countryCode: 'FO', placeholder: '+298 000000', helpText: 'Inkluder FO landekode +298 før telefonnummeret', }, { countryCode: 'MT', placeholder: '+356 0000 0000', helpText: 'Include the MT country code +356 before the phone number', }, { countryCode: 'LI', placeholder: '+423 000 0000', helpText: 'Fügen Sie vor der Telefonnummer die LI-Ländervorwahl +423 ein', }, { countryCode: 'GI', placeholder: '+350 000 00000', helpText: 'Include the GI country code +350 before the phone number', }, { countryCode: 'MD', placeholder: '+373 00 000 000', helpText: 'Includeți codul de țară MD +373 înaintea numărului de telefon', }, { countryCode: 'HU', placeholder: '+36 00 000 0000', helpText: 'A telefonszám előtt adja meg a HU országkódot +36', }, { countryCode: 'NZ', placeholder: '+64 00 000 0000', helpText: 'Include the NZ country code +64 before the phone number', }, { countryCode: 'ME', placeholder: '+382 00 000 000', helpText: 'Uključite ME pozivni broj države +382 prije telefonskog broja', }, ]; if (!countryCode || typeof countryCode !== 'string') { return mockPlaceholders[0].helpText; } const selectedHelpText = mockPlaceholders.find(function(item) { return item && item.countryCode === countryCode; }); return selectedHelpText ? selectedHelpText.helpText : mockPlaceholders[0].helpText; } function setDefaultHelpText(countryCode) { const helpTextSpan = document.querySelector('#help-text'); if (!helpTextSpan) { return; } } function updateHelpTextCountryCode(countryCode, fieldName) { if (!countryCode || !fieldName) { return; } setDefaultHelpText(countryCode); } function initializeSmsPhoneDropdown(fieldName) { if (!fieldName || typeof fieldName !== 'string') { return; } const dropdown = document.querySelector('#country-select-' + fieldName); const displayFlag = document.querySelector('#flag-display-' + fieldName); if (!dropdown || !displayFlag) { return; } const smsPhoneData = window.MC?.smsPhoneData; if (smsPhoneData && smsPhoneData.programs && Array.isArray(smsPhoneData.programs)) { dropdown.innerHTML = generateDropdownOptions(smsPhoneData.programs); } const defaultProgram = getDefaultCountryProgram(smsPhoneData?.defaultCountryCode, smsPhoneData?.programs); if (defaultProgram && defaultProgram.countryCode) { dropdown.value = defaultProgram.countryCode; const flagSpan = displayFlag?.querySelector('#flag-emoji-' + fieldName); if (flagSpan) { flagSpan.textContent = getCountryUnicodeFlag(defaultProgram.countryCode); flagSpan.setAttribute('aria-label', sanitizeHtml(defaultProgram.countryCode) + ' flag'); } updateSmsLegalText(defaultProgram.countryCode, fieldName); updatePlaceholder(defaultProgram.countryCode, fieldName); updateCountryCodeInstruction(defaultProgram.countryCode, fieldName); } var smsNotRequiredRemoveCountryCodeEnabled = true; var smsField = Object.values({"EMAIL":{"name":"EMAIL","label":"Email Address","helper_text":"","type":"email","required":true,"audience_field_name":"Email Address","merge_id":0,"help_text_enabled":false,"enabled":true,"order":0,"field_type":"merge"},"FNAME":{"name":"FNAME","label":"First Name","helper_text":"","type":"text","required":false,"audience_field_name":"First Name","enabled":false,"order":null,"field_type":"merge","merge_id":1},"MMERGE2":{"name":"MMERGE2","label":"Second Name","helper_text":"","type":"text","required":false,"audience_field_name":"Second Name","enabled":false,"order":null,"field_type":"merge","merge_id":2},"MMERGE3":{"name":"MMERGE3","label":"Company Name","helper_text":"","type":"text","required":false,"audience_field_name":"Company Name","enabled":false,"order":null,"field_type":"merge","merge_id":3},"MMERGE4":{"name":"MMERGE4","label":"Job Title","helper_text":"","type":"text","required":false,"audience_field_name":"Job Title","enabled":false,"order":null,"field_type":"merge","merge_id":4},"SIGNUP":{"name":"SIGNUP","label":"Signup form location","helper_text":"","type":"text","required":false,"audience_field_name":"Signup form location","enabled":false,"order":null,"field_type":"merge","merge_id":5},"MMERGE6":{"name":"MMERGE6","label":"Image URL","helper_text":"","type":"imageurl","required":false,"audience_field_name":"Image URL","enabled":false,"order":null,"field_type":"merge","merge_id":6}}).find(function(f) { return f.name === fieldName && f.type === 'smsphone'; }); var isRequired = smsField ? smsField.required : false; var shouldAppendCountryCode = smsNotRequiredRemoveCountryCodeEnabled ? isRequired : true; var phoneInput = document.querySelector('#mce-' + fieldName); if (phoneInput && defaultProgram.countryCallingCode && shouldAppendCountryCode) { phoneInput.value = defaultProgram.countryCallingCode; } displayFlag?.addEventListener('click', function(e) { dropdown.focus(); }); dropdown?.addEventListener('change', function() { const selectedCountry = this.value; if (!selectedCountry || typeof selectedCountry !== 'string') { return; } const flagSpan = displayFlag?.querySelector('#flag-emoji-' + fieldName); if (flagSpan) { flagSpan.textContent = getCountryUnicodeFlag(selectedCountry); flagSpan.setAttribute('aria-label', sanitizeHtml(selectedCountry) + ' flag'); } const selectedProgram = window.MC?.smsPhoneData?.programs.find(function(program) { return program && program.countryCode === selectedCountry; }); var smsNotRequiredRemoveCountryCodeEnabled = true; var smsField = Object.values({"EMAIL":{"name":"EMAIL","label":"Email Address","helper_text":"","type":"email","required":true,"audience_field_name":"Email Address","merge_id":0,"help_text_enabled":false,"enabled":true,"order":0,"field_type":"merge"},"FNAME":{"name":"FNAME","label":"First Name","helper_text":"","type":"text","required":false,"audience_field_name":"First Name","enabled":false,"order":null,"field_type":"merge","merge_id":1},"MMERGE2":{"name":"MMERGE2","label":"Second Name","helper_text":"","type":"text","required":false,"audience_field_name":"Second Name","enabled":false,"order":null,"field_type":"merge","merge_id":2},"MMERGE3":{"name":"MMERGE3","label":"Company Name","helper_text":"","type":"text","required":false,"audience_field_name":"Company Name","enabled":false,"order":null,"field_type":"merge","merge_id":3},"MMERGE4":{"name":"MMERGE4","label":"Job Title","helper_text":"","type":"text","required":false,"audience_field_name":"Job Title","enabled":false,"order":null,"field_type":"merge","merge_id":4},"SIGNUP":{"name":"SIGNUP","label":"Signup form location","helper_text":"","type":"text","required":false,"audience_field_name":"Signup form location","enabled":false,"order":null,"field_type":"merge","merge_id":5},"MMERGE6":{"name":"MMERGE6","label":"Image URL","helper_text":"","type":"imageurl","required":false,"audience_field_name":"Image URL","enabled":false,"order":null,"field_type":"merge","merge_id":6}}).find(function(f) { return f.name === fieldName && f.type === 'smsphone'; }); var isRequired = smsField ? smsField.required : false; var shouldAppendCountryCode = smsNotRequiredRemoveCountryCodeEnabled ? isRequired : true; var phoneInput = document.querySelector('#mce-' + fieldName); if (phoneInput && selectedProgram.countryCallingCode && shouldAppendCountryCode) { phoneInput.value = selectedProgram.countryCallingCode; } updateSmsLegalText(selectedCountry, fieldName); updatePlaceholder(selectedCountry, fieldName); updateCountryCodeInstruction(selectedCountry, fieldName); }); } document.addEventListener('DOMContentLoaded', function() { const smsPhoneFields = document.querySelectorAll('[id^="country-select-"]'); smsPhoneFields.forEach(function(dropdown) { const fieldName = dropdown?.id.replace('country-select-', ''); initializeSmsPhoneDropdown(fieldName); }); });

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