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Growing presence
In the last few years, Frama has consistently
increased its presence in the partner
channel so that partners’ own salespeople
can help spread the word about our
products and brand directly to their
customer base and prospects. The Frama
Partner Network is a great way to work
together and reach out to a wider audience.
Frama, the fastest growing Royal Mail-
approved franking machine manufacturer
and service provider in the UK, combines
Swiss manufacturing and innovation with
local customer-focused service. It has
found that a partner doing well with office
equipment sales can make the move into
franking machines and related products
with relative ease, growing and adding
value to their sales proposition.
Mark Phillips, Channel Partner Sales
Manager for Frama UK, says: “The aim is to
be seen as a single solutions provider. That
is something Frama can nurture and build
on, offering a different but relevant product
line that they may well be asked for. We
are able to extend our partner’s product
portfolio, helping to diversify and generate
a new stream of income.”
In the UK, only four manufacturers,
including Frama, are authorised by Royal
Mail to supply franking equipment to the
marketplace.
Franking machines need to be
registered and licenced with Royal Mail and
have to be maintained to ensure the most
up-to-date tariff information is available.
This requirement may have deterred some
dealers in the past, but Frama can help
partners navigate this process, which when
you know how, is easy.
Customers like having a recognised
brand, but with the local relationship and
care a partner can provide. This is a true
win-win situation for everyone involved.
Support for partners
Mailroom equipment offers on-going
revenue. In addition to the initial hardware
sale, consumables and service generate a
regular income. For servicing equipment,
partners can either apply to Royal Mail for
independent maintainer status and train
their staff to become approved service
engineers, or they can simply take a
commission payment and let Frama’s team
of mailroom specialists do the servicing
for them. This choice highlights the flexible
approach taken by Frama in its relationship
with partners.
Once a partner is recruited we’ll provide
all the tools and product knowledge they
need to do the job. Further support is
available from the marketing department,
which is always available to answer any
queries that may arise and assist on a daily
basis. They can provide help with sales and
Frama offers new growth opportunities to
partners in the IT reseller community
Grow your
business with Frama
product training for partner staff, site visits,
open days, assistance at exhibitions and
shows, or simply pick up the phone to tell
people they are doing a great job!
Lenny Wood, Marketing Manager
for Frama UK, adds: “We are constantly
looking to improve the marketing support
we offer. We are always revising and
improving our paperwork, including ‘How
To’ and ‘FAQ’ documents to resolve any
questions before they arise. Product videos
are also planned and we are always
happy to work with partners on regular
campaigns and to ensure their website
features the relevant information that will
help them maximise franking machine
sales, all as part of the package.”
Latest products
With Frama, our partners benefit from
the very latest equipment. Earlier this
year, a complete new range of franking
machines was launched – the Matrix F
series – to coincide with the introduction
of a new £70m initiative by Royal Mail, the
Mailmark service.
Mailmark makes it easier for Royal Mail
machines to read the postage marks, with
cost savings passed on to customers who
use Mailmark franking machines. Mailmark
technology future proofs clients enabling
them to take advantage of all future Royal
Mail products.
Frama also invests in software.
FramaOnline2 is a supremely secure
system for financial transactions, providing
secure communication between financial
institutions, postal authorities and the
franking machine. Frama is certified to ISO
27001 and FIPS 140-2 level 3, the highest
possible security level for cryptographic
modules.
With Frama offering Swiss quality,
significant growth potential and a UK
head office and service centre, a move
into franking machines and related office
products should be on the mind of all IT
equipment sales businesses.
Mark Phillips, Channel Sales Manager,
Frama UK
Swiss manufacturer Frama has a fantastic relationship
with its business partners in the channel. These partners,
collectively known as the Frama Partner Network, are
the backbone of a route to market highly valued by the
franking machine experts.
Although traditionally partnered with copier companies, Frama
is now looking towards the IT reseller community for businesses
wanting to make the move into the profitable franking and
mailroom equipment marketplace.
For dealers used to selling business machines, a move into
the postal services arena is a logical and lucrative step. Franking
machines, security scanners, electronic letter openers, folder
inserters and shredders give them a breadth of product to attract
new business and offer something new to loyal customers.
Frama is actively looking to help dealers in the IT marketplace
to make the most of this established market by offering them a
wealth of new growth opportunities.
01992 451 125
Frama Matrix F82
FRAMA Partner Network
