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Ever since it acquired Fibail System in France at the start of last year the plan for the Exclusive Group has been to launch a similar credit and finance operation in the UK.
Having searched for options the decision was made by the distributor to bring on the expertise in the form of Chris Armitage and then build the business around him.
Armitage has more than two decades experience in the industry and comes with an impressive CV that includes time as the UK channel sales leader at IBM Finance as well as spells at Shire Leasing and Westwon Leasemaster. He will be spearheading the Exclusive Capital operation in the UK using his contacts to establish links with sources of finance.
The operation will be run as a brokerage with Exclusive Capital seeking out the best option for those looking for financing.
Graham Jones, country manager at Exclusive Networks UK, said that the size of the deals it was landing with its vendors was increasing and also with more resellers moving to a managed services model the need for finance was increasing.
"Overall the vendor deals are getting bigger and we can help the VARs with the finance. In the past we might have worked with finance houses they have been fairly inflexible but we needed a lot more flexibility," he said.
Traditionally those operating in the finance market have bemoaned the lack of understanding about their value from the channel and again with Exclusive there will be a fair bit of an educational effort to make sure that what is on offer is truly understood.
The expectation is that Armitage will grow that side of the business and will recruit more heads to come on board and support his efforts as the finance side of things takes off.
"We have gone with Chris because he has a blend of skills and it will grow. It already has three significant quotes in the first two weeks," added Jones.
The ambition of Exclusive has always been to take out the different parts of the business globally to the countries it operates in and in the long-term that looks like being the plan for the Capital operation, which now adds the UK to France, Belgium and Luxembourg as territories it operates in.
“The UK is important for us, with a reseller base that is very receptive to the opportunities presented by a fast, flexible financing provider specialising in IT. 2016 will be a pivotal year in the life of Exclusive Capital as we invest in widespread expansion into the major European markets and beyond," said Franck Laga, managing director of Exclusive Capital.
The global distribution group recently broke through the £1bn revenue barrier thanks to the acqusition of Singapore-based Transition Systems.
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