For some companies – like CentricsIT - success comes quickly. Founded in 2007, the Norcross, GA-based IT equipment and services company created a niche for itself almost immediately. In just two years, CentricsIT achieved a VAR 500 ranking, grew from nine employees to over fifty, and generated just under $50 million in sales revenue.
CentricsIT quickly attracted customers both locally and internationally with a three-pronged business strategy that offers used IT equipment, IT support, and technical staffing services. The company works extensively with wholesale marketers, corporate customers, and governmental institutions.
Even as the global economic crisis has slowed the sales cycle, it has opened up new opportunities for the company, as CentricsIT's president, Derek Odegard observed. "There has never been a better time to tell our story. We help organizations save money, and that message is resonating with customers worldwide."
Each product group at the company has its own dedicated national and international component that works with both suppliers and customers, Odegard noted. "Our experts know the market and scour the distribution channels to find the best product." In a volatile international market, good sources of information are vital to success, and CentricsIT staffers rely on Tradeloop to enhance their understanding of market trends.
"All our market makers actively use Tradeloop for timely and credible market information. We're making multimillion-dollar bets on inventory, so timely and accurate market information is vital. We also monitor ethics complaints. In this business, you have to know who you're dealing with."
Price is important, but customers need more from a supplier than the lowest price on networking or other equipment, Odegard explained. CentricsIT sales and support staffers work with customers to offer solutions to their business problems, not just hardware.
"We're selling products, expertise, and knowledge. It's really a different business model. We have staff members who specialize in enterprise systems, storage, networking and service. They're experts in what they're selling and supporting."
The business model works because most CentricsIT customers are looking for "some combination of hardware and technical or engineering support," he said. "We use our wide network of industry contacts to locate the best product at the best prices, and customers tell us that they value the expertise we bring to the table."
Odegard believes that the high quality IT equipment that CentricsIT offers for sale is just one component of the company's success.
"We don't just pack a box of equipment and toss in an invoice. We sell solutions to our customers' problems and emphasize relationships. Our strengths are our commitment to engineering and the overall customer experience."