Why Kiwi channel partners choose Dynamic Supplies for distribution

Published by Sean Mitchell, Channel Life New Zealand | 20 February 2024

In the competitive world of IT distribution, Dynamic Supplies New Zealand (DSNZ) is carving out a significant niche for itself by expanding its product range beyond its traditional stronghold in printing. Known for distributing high-profile brands such as Brother, Canon, HP, Kyocera, Lexmark, and Epson. DSNZ is now diversifying its offerings to include an array of tech products aimed at broadening its appeal to channel partners. The inclusion of brands like Maxhub, EcoXgear, Max Cases, and D-Link marks a strategic shift designed to cater to the evolving needs of its clientele.

DSNZ’s commitment to growth and innovation is further exemplified by its recent appointment as the sole New Zealand distributor by PC Locs. A move that has been met with enthusiasm by PC Locs ANZ management, applauding the progress DSNZ has made in a relatively short period.

Mark Hotter, Sales Director APAC, PC Locs, says, "As a global technology brand that is almost entirely channel focused, PC Locs has distribution partners across 4 continents. It would have been simple to partner with one of the big incumbents, but DSNZ offers a commitment to excellence and integrity which aligns with the PC Locs brand. Significant logistical capacity coupled with experienced sales and marketing ability is proving to be a strong foundation for our growth in New Zealand."

Central to the company's achievements and culture is Marie Helm, the General Manager of DSNZ (LinkedIn profile link here) and one of the only female leaders of a distribution company in New Zealand. Marie has been in her role for six of the company's 12 years in New Zealand, following a long career at HP in New Zealand and APAC. She took over as GM at DSNZ after the retirement of Allan Currie, a foundational member of the DSAU team. Her leadership style is characterised by hard work and a commitment to the success of both vendors and resellers. Marie is notably hands-on, often working alongside her team in the warehouse during evenings or weekends to ensure the swift dispatch of stock.

"Over the last 6 years, the Company has worked hard on removing barriers or obstacles and focussing on getting orders out; we have achieved this goal with great success," says Marie.

A key focus for DSNZ is operational excellence within its printing and supplies business as well as a steady expansion beyond this. This strategic diversification is not just about adding new products to its portfolio but also about reinforcing its position as a trusted supplier to its channel partners. To celebrate and incentivise this growth, DSNZ has launched a new sales promotion: the $35,000 Luxury Stays on Waiheke Island. This unique initiative offers resellers the chance to win a weekend stay in the lavish Bridge room at The Boatshed boutique hotel in Oneroa, complete with Friday dinner, 2 x breakfasts, and $1,000 to spend on flights and transfers or on activities at Waiheke's renowned vineyards or adventures. Entry into the draw requires a mere $100 spend, making it an attractive proposition for new and existing resellers.

Underpinning DSNZ’s success is its operational ethos dubbed 'Swift Supply.' This philosophy prioritises stocking a wide range of products and ensuring overnight delivery for orders placed by 3:30 pm. It's a service that channel partners all over the country love, even if DSNZ might not always be the absolute cheapest option. This reliability and speed of delivery have become a hallmark of DSNZ’s service, setting it apart from larger competitors in the distribution market.

Simon Scott, Director of Acquire says:  “For our Acquire account managers, the equation of supply must result in the best possible outcome for the customer, and often that does mean quality of supply over price on the day. Marie has years and years of experience, and that experience is what she has used to help build a great company modus operandi.”

“DSNZ always have stock when the others do not. Order turnaround is sharp and DSNZ is my first place to call when I need help. I had a recent Friday afternoon panic order where a customer needed to print legal documents before end of day and their office is in a rural location 40km north of Auckland city that is way outside the urgent courier run. I cheekily placed an order over the phone and asked if the toner cloud be ready within 7 minutes which was when the Uber driver was due to arrive at Dynamic supplies. The order was picked and packed ready for collection by the time the Uber driver pulled up. Outstanding performance indeed”

“My comments apply to Marie at the top and all the way to the despatch personnel. We are very satisfied with our experience and fortunate to have the quality of supply that comes with DSNZ

Peter Elliott, operations and procurement manager for Computer Food, says, “The DSNZ team thinks out of the box. They are not your standard wholesaler – they will always go the extra mile and are always looking for innovative ways to help their clients deliver and to help our business grow. They are great at ‘living customer service’ as opposed to talking about it. Marie and the team are amazing, and I enjoy that I can talk directly to Marie if I need to. There is no hierarchy there – and Marie is very hands-on in her business. She packs stock in the warehouse when she needs to and goes out of her way for you. I have full faith in her. I could not expect more!”

DSNZ’s team in New Zealand, under Maries’ stewardship, has grown to 17 members. Marie puts this success down to the company's foundational ethos of sourcing, stocking, and supplying what resellers need with unparalleled efficiency. "This Swift Supply ethos is at the foundation of DSNZ, my team are aligned to this, and with any decision we make the questions we ask are how will this affect our operation, how will this affect our customer's operation and how will it offer our vendors the competitive advantage they seek”

The introduction of non-printing related products about 12 months ago has been spearheaded by well-known channel leader Roger Bennett (LinkedIn profile here).

As DSNZ looks to the future, the excitement within the organisation is building. Marie is enthusiastic about the role of AI in transforming business and the advancements in eco-friendly printing solutions. The positive trajectory of DS is a source of pride for Marie, who has seen the company achieve its goal of becoming a go-to distribution partner in the print space and is now navigating its expansion into tech products.

"It is exciting for us and quite humbling for me personally; when I started in 2018, I had a clear trajectory or goal, for DSNZ to be seen as a serious player in the print space and to be the go-to distribution partner for drop-ship”, says Marie. “Now we want to do the same for the tech range of products we are taking to market too”.