Pro-face is a recognized leader in Human Machine Interface and Industrial Personal Computers. Based in Ann Arbor, Michigan, and a Schneider Electric company, they maintain a global and local presence to provide world class availability, support, and service. Further, Pro-face uses a network of technology focused knowledge-based distributors to bring their product to customers.
Pro-face partners with distributors in the truest sense of the word; this is not a “toss product over the fence” to the channel arrangement. Working with distributors to develop joint marketing is something the company exceeds the norm. Quoting Janelle Morris, Marketing Communications Manager of Pro-face America:“It is our goal to partner with our distributors to make sure they have everything they need to promote our products and attract new customers. This has included things like social media posts, help with designing LinkedIn and Twitter content, and even the design of special banners for websites and promotions. We like to work closely on co-marketed email campaigns and co-funding special marketing projects.”
It made natural sense to assist distributors in their move toward digitalization. Morris has observed distributors with a web-presence have outperformed traditional brick and mortar only distributors before the COVID crisis. During the Pandemic, those who pushed the envelope by offering digital presence and a webstore accelerated continued to see growth.
Ms. Morris made this poignant statement: “Customers are moving into the age of digital buying. We know that customers often have a surprisingly good idea of what they want even before reaching out to a salesperson. Online research is the first step of the buying process. One of the key differences between consumer and industrial purchases is the final step. After satisfying most of their needs online, industrial customers often have a need to better understand their own application specific needs. This is where one of our technology-based distributors’ team comes in and finishes up the sale.”
As an expert in the field of Distributor Digitalization, KYKLO plays an important role in quickly bringing distributors into full digital engagement. Returning to Janelle’s first comment, Pro-face wants to provide the right tools to make sure distributors have the right tools promote products and attract new customers. KYKLO fits the bill. Existing customers have access to rich product data – the stuff needed to make buying decisions. Conversely, undiscovered customers searching the web for a source of HMI products discover Pro-face and their local distributor – thus opening the door for more sales.
Pro-face becomes KYLO’s first Platinum Partner, by allowing distributors to use up to 50 percent of their Co-op dollars to fund investment in the KYKLO system. Further the agreement calls for close cooperation between Pro-face and KYKLO on new product launches, arming distributor webstores with complete product data on day-one of the product launch. Specialized market creating messages will be embedded into distributor webstores which better brand the product.
Again, quoting Pro-face’s Morris, “KYKLO serves as the one stop shop for distributors. We feel this allows our highly technical, solution-based channel to serve up enhanced product data as well as apply their own brand of technical expertise. For Pro-face the agreement simplifies the job of producing best-in-class content for customers searching the internet.”
Headquartered in Bangkok Thailand and Buffalo, New York, KYKLO provides a state-of-the-technology solution to distributors via a cloud-based eCommerce platform. Unlike traditional suppliers who provide an unpopulated webshop and require the distributor to supply product data, KYKLO provides rich product data for nearly 2 Million SKUs. All a distributor need do is connect their ERP (Business System) to KYKLO’s system.
Every KYKLO client receives in depth guidance and ongoing coaching tied to engaging customers with their ecommerce platform. Additionally, they provide best practices for using the system for generating quotes and assisting inside salespeople in product selection.