Field Service: The Next Opportunity for Resellers


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While many AIDC resellers are accomplished at selling barcode, RFID and mobility solutions inside the four walls of the warehouse, there is also a vast opportunity to sell solutions in the growing field service market. Markets and Markets projects the global field service management market will grow from $2.56 billion in 2018 to $5.08 billion by 2023, a CAGR of 14.7 percent. Analysts predict North America will be the largest market, driven by adoption of mobile applications and wearable devices. The research also shows businesses are demonstrating a willingness to adopt new and emerging technologies to benefit from real-time collaboration, predictive maintenance, efficient billing, and faster service. The small to medium-sized business (SMB) market for field service management technologies is expected to grow at an even higher CAGR, driven by flexible, budget-friendly cloud solutions.

A prime opportunity for resellers in the field service market is providing direct store delivery (DSD) solutions. DSD operations deliver goods directly from production to a retail location, eliminating the need for a distribution center. For decades, a variety of brands including carbonated beverages, beer, milk, snack foods, bread, and baked goods, have provided DSD to provide consumers with the freshest products. DSD operations also provided added value to retailers including inventory management, merchandising, pricing, promotions, ordering, and forecasting.

Today, DSD is becoming a choice for a wider variety of businesses transitioning to money-saving, lean practices. The ability to stock shelves with more items via DSD also appeals to retailers that are looking for more control of the supply chain to help them compete with big box retailers. The latest Grocery Manufacturers Association (GMA) research found DSD enables 3x faster shelf sensing of what customers are buying and 5x faster replenishment than traditional delivery methods.2

You may find that some of your long-time data collection and mobility clients are changing operations to provide DSD, which will give you the opportunity to sell deeper into those accounts. Your customers with van sales, delivery, or on-site service operations may also be ready to upgrade to more efficient route accounting systems. With advancements in wireless technology, wireless wide area networks (WWAN) are now more cost effective and reliable—making return on investment (ROI) quicker and easier for your clients.


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