Paul Anderson discusses running a trans-Tasman business in the internet age

Despite some small differences in consumer behaviour, Paul Anderson, director and CEO of Computer Solutions , believes the internet age has facilitated the smooth running of a Trans-Tasman business, which can be as easy as running one that solely serves New Zealand.

Computer Solutions, based at the seaside resort of Papamoa in the Bay of Plenty is a consulting, sales and repair franchise with ten locations across Australia and New Zealand. Anderson bought the fledgling IT franchise in 2008 and set about reformatting and expanding its operation.

Computer Solutions IT franchises provide back-up and recovery, security, IT consulting, VoIP and other services to SMBs and end-users and best-of-breed solutions such as Microsoft server software and hardware from HP to 70% business customers and 30% consumer.

Anderson said customers in both countries have similar needs but the Australians tended to be “more professional in their approach to business” and the Kiwis are more innovative and less averse to risk.

“We spend a lot of time to get to understand our customers’ needs, looking at their current IT investment and proposing a solution ... to get them to where they want to be,” Anderson said, adding that knowing a customers’ ‘pain points’ is essential to his businesses success.

“[That] can only come about once you have a foot in the door, so it is key that your marketing is such that it generates foot-in-the-door opportunities,” he said.

Computer Solutions IT franchises have achieved this by leveraging testimonials in marketing material and offering free introductory services, fixed-fees and ‘Rest Easy’ managed services plans that include IT ‘medical’ exams for new prospects and technical training.

Computer Solutions customers are looking for ways to cut costs and improve productivity, increasingly through cloud solutions, Anderson said so the IT franchise works to keep up productivity and keep the cost of doing business predictable.

After the cloud, Andersen believes the next big change to ‘filter through’ will be the utilisation of smart devices in his target market.

“The interest is there, but I don’t think anyone has really thought through how best these can be used in this market,” he said.

“They will present a challenge for [Computer Solutions] and a real opportunity as well.”

This article appears courtesy of Reseller News.