Reviving Desktop Sales

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Once the favourite in the market, selling desktops is a challenge today. Maintain a steady growth; give desktop push a new twist

Once the favourite in the market, selling desktops is a challenge today. Maintain a steady growth; give desktop push a new twist
With notebooks in demand due to its high mobility and personalisation, selling desktops is fast becoming a challenge. In fact the desktop market is growing at a single digit rate, and the margins are tight – you can’t expect to do wonders to your business by pushing vanilla boxes.
Seeing the market response, you as a reseller or a retailer have most probably lost interest in selling desktops. You actually end up showcasing laptops to consumers who walk in looking for a PC solution. But that won’t do. There’s much left in selling desktops.
You might ask how? First of all stop treating the product category as no show. There’s potential in desktop market yet. You just have to realise it.
If you are a channel member in a smaller town selling desktops should come easier to you. The home-buyers are still more prone to buying a deskto

p since IT at home is still a family business.. The concept at small town home is to have one PC shared by all the family members. However to such buyers you will have to push a desktop as a complete home IT solution, which would give you an opportunity to sell other product around the desktop.
Instead of simply showing one machine after another, try to listen to your customers and design the solution around it. For instance if your buyer loves to take pictures and store them in print, sell a photo printer along with the desktop PC, which should be equipped with digital photo editing solutions. So in this way you not only sell a desktop but also a printer and packaged software. So your over all margin increases.
For the resellers in bigger cities where obviously selling notebooks is easiers and gets better margins, don’t give up hope of pushing a desktop. The trick is to make it more niche and exclusive. While notebooks are becoming pervasive, it is time you gave the desktops a f

lavour of exclusivity. For instance, for those who love gaming, a gamer’s desktop offers more power and capability for optimum experience. So sell the experience rather than the box. In fact players like Dell have launched desktops in fashion colours and in slim form factor to attract consumers.
To revive the slow desktop business, get more proactive about showcasing in areas and locations that have more consumer footfall. Also desktops in the bigger cities are in higher demand in the growing corporate segments like BPOs, media; education sector; as well as SOHO. So target that. But as the big vendors advice – sell not just the box - but a complete solution that creates a great PC using experience.