Break-even point: system integrators

The morning call reminded me of the planned meeting with the representative of the system integrator from the regional capital. The company, over the years, the market had a good show, and we have already met in the supply of PC and network equipment. Once upon a time, a serious virtualization project was planned. Communication was open and interesting.

My assumptions have also been confirmed that the supply of equipment, if it does not pass through the line of "import substitution", is now in a protracted price flat near the break-even point. Margin reaches 2-3%, and aggressive new players are ready to supply at a loss, for the sake of taking the tender and getting a good reputation.

The continued decline in the global PC market is not particularly encouraging, although Russia is experiencing unexpected growth.

At the end of the year, the Russian market of personal computers increased by 9.2% compared to the previous year to 4.88 million units.

The world picture looks as follows:

The decline of the world market continues for more than 6 years.

However, the growth is mainly due to the delayed demand of the population, and those working with the corporate sector have to negotiate with vendors to obtain additional discounts for the payback of the project. Sometimes customers have to help future suppliers, confirming interest in a particular brand, or Vice versa to play on the pride of informing about the ongoing choice between the main competitors. In General, of such little tricks everyone wins, except the would wipe the manufacturer's profit, but raised his reputation.

Against the backdrop of price wars, it is no longer enough just to resell the goods if you are not a huge Federal network or a veteran of the market with good discounts. I myself the other day had the pleasure of looking for a replacement for a burned-down power supply unit in a home PC. Since the desire to create a low-noise, but productive configuration has been for a long time, the market prices are more expensive in contrast to the supplied to the factory office PCs, I studied in detail. The cost of a completely new PC from the German online store, came out almost the same as in the store around the corner or to order from Moscow in a large retail network. A couple of items were even cheaper for us. And at work on small purchases there is no special sense to hope for the big price difference, a question more available in warehouses and the offered range. All difference quickly eats delivery or sending of the forwarding agent to the regional center.

Of course you can try to get to the "ball of import substitution", hiding under a beautiful slogan and a Patriotic brand of Chinese components, but something tells me that the number of invitations to this party is extremely limited. Therefore, the only way out is to raise the cost of work by attracting human resources from competent and certified professionals, which allows you to create certain restrictions for the entry of new players in this market. Since almost everyone knows how to resell with cheating today, but to pass a complex turnkey project is already a completely different level.

However, there are a number of specific problems. It is necessary to constantly replenish the base of leaving satisfied customers. The better and more professional the implementation is, the less the customer's needs in support and support contracts. Large enterprises we unfortunately do not grow like mushrooms after rain. The search for new contacts leads further and further into more remote geographical corners of our country. The staff must be provided with permanent work and timely payment. Today, there is no alternative to the continued existence of independent system integrators in the tempting but extremely complex it market.