PSA PARTS
Picking up the spare With more companies concerned about sustainability, and keeping devices in the field for longer, it means demand for replacement parts is growing, and PSA Parts is well placed to help resellers to capitalise on these opportunities.
With sustainability on the mind of many companies today, there is a drive among some to extend the life of their devices in the field to save on waste and the amount sent to landfill. While resellers may be wary of this trend as it could impact sales of new devices, it does also present opportunities to sell spare parts or upgrade existing devices – and this is something that PSA Parts can help resellers with. “Life cycles on hardware are generally increasing,” says Nik Hilliard, commercial director of PSA Parts. “As PSA Parts is a spares-focused niche and value add distributor, the extending of life cycles creates opportunities because those products need more parts, whether that be break-fix, planned maintenance or upgrades.” Nik adds that one of PSA Parts’ current focuses is on educating resellers about this opportunity. “Spares has been something that historically quite a lot of resellers have shied away from because it can be complicated, and they don’t necessarily see it as a big margin opportunity,” he says. “But we take that pain away and can guide resellers through the process. We’re on site with our resellers every week, rather than just chasing them up for an order. It’s about us educating them on the opportunities in the
spares, maintenance and upgrades market and how to help their customers on that.” With the increasing focus on sustainability, this is a market that Nik expects to grow quickly in the coming years. “It’s driven by the desire to increase the lifecycle of devices, which has been driven by sustainability and also the current economic situation – everybody’s looking to sweat those assets for longer and are looking to repair and reuse rather than get rid of a device.” Different approach Nik adds that PSA Parts takes a different approach to some other distributors, whose first question will be about the part number. “That’s not our approach,” he says. “We don’t expect the reseller to know the part number. They come to us with a with a model and a need for a solution. We have the experience to know exactly what ]solution is required. And, crucially, we also know how to turn that into a margin opportunity for the reseller. For instance, somebody might come in for a particular memory upgrade, but are they aware that they could double that memory upgrade?” Nik conceded that selling spare parts can be more complex that other products because there are more considerations, such as compatibility and understanding models, especially as more computers are built to bespoke requirements today. “It’s no longer quite as simple as looking up a part number and a guide and off you go,” he says. “The specification of a laptop is almost now unique to the user, so resellers need that knowledge and understanding to help people to select the best upgrade path for that particular device.”
Nik Hilliard commercial director
psaparts.co.uk
Constant changing This is indicative of how the market is
constantly changing, and this is something that PSA Parts has done ever since the company was founded in 1988. Back then, PSA Parts supplied semiconductors and real-
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