By Paolo Del Nibletto
For Bill Brandel, the country chief executive of Ingram Micro Canada, acting fast to help the many thousands of channel partners that rely on Ingram Micro Canada for its supply of IT solutions became the priority for the long-time distribution executive.
Brandel has been the Ingram Micro Canada leader for just over four years. In that time, he has gained a great perspective in the marketplace because he deals with hundreds of vendor partners and thousands of channel partners. As Canadian business and society were heading into an unknown lockdown because of the massive spread of the Novel Coronavirus, Brandel understood that financing was going to be crucial if any of these businesses Ingram serves were going to survive.
He decided to explore corporate financing programs and found a U.S.-based plan called KickStart. Ingram’s normal course of action is to launch programs in the US and then bring them into other geographies such as Canada. Since Ingram Micro Canada is run autonomously, Brandel decided to take KickStart and Canadianize it immediately. Called Future Funds, it extends roughly $110 Million in additional credit to channel partners, while also waiving significant financial service fees. Future Funds also offers exclusive payment terms to solution providers who are members of Trust X Alliance and SMB Alliance communities.
“It was always important for us to get out of the gate with the COVID-19 lockdown. We could see right away that this was not going to be a quick thing that was going to pass through the market. We knew this was going to leave a long-lasting impact. The biggest challenge is managing working capital. Even without the pandemic, many companies were transitioning from a project-based business, which is a buy/sell relationship to an as-a-service or consumption-based model. Those models put a lot of strain on working capital as many companies have to purchase the hardware upfront to develop customer annuity buying programs,” Brandel said during the Jolera Interview Series program.
Brandel does see the light at the end of the COVID-19 tunnel. “I am the eternal optimist, and I do see the light at the end of the tunnel as things are getting better in Quebec, for example. BC is getting back to normal, and in Ontario, while we are more conservative, I am encouraged that we’ll get back to normal based on the good feedback I received from Quebec,” he said.
In this unprecedented time, the Buffalo-native has been amazed at the resilience of the entire Canadian IT community and how quickly they have responded to the pandemic and subsequent lockdown. “When you look at the impact this could have brought to channel partners, vendors and the supply chain… at one point it looked overwhelming, but this group has done an amazing job, and it speaks to the ingenuity of the customer base,” he said.