Aftermarket Batteries Energize VAR Revenue

Solutions providers should investigate battery sales to increase incremental income from existing customers.

Solutions providers searching for ways to enhance their revenue and profit margins have been increasing the number of consumables on their line cards. For example, some VARs have begun offering managed print services, including all the print cartridges, paper, and toner their clients need. With current customers being the best and least costly source of new revenue, it makes sense to offer as many products and services related to your expertise as possible. Selling aftermarket batteries is another example of that strategy.

Replacement (aftermarket) batteries are a viable source of revenue for several technologies, including data collection, communications (two-way radios), and wireless (mobile computing). VARs frequently leave battery replacement decisions to their customers, including at what point to replace them. Those clients typically order directly from the device manufacturer or purchase them online. Educated solutions providers can help manage the purchase process and implementation for their customers, as well as suggest the best timing for replacement.