Component Peripherals News
Shane Snyder
Parent company Foxconn will offer its new production facility in Taiwan online to meet Dynabook’s need to create federally compliant machines for government jobs, the CEO said.
Dynabook, formerly Toshiba PC Company, signs government contracts for channel partners with Trade Agreements Act (TAA) compliant products from October as parent company Foxconn launches new dedicated manufacturing facility in Taiwan plays a major role in providing online
Dynabook CEO James Robbins told CRN: “This will be a big game changer for us to get back into the federal contracting space. There is no bigger customer than the U.S. federal government.”
Robbins said he hopes government contracts through channel partners will eventually account for up to 25% of the company’s overall revenue. Dynabook has already increased its revenue by 40% in the last year, Robbins said. Despite impressive growth, Robbins said macroeconomic headwinds are hampering the company’s true potential. Now, his parent company, Foxconn, a Taiwan-based tech giant, is boosting Dynabook’s federal prospects by introducing production exclusively for TAA-compliant machines. (TAA compliant products meet production origin standards required for certain government contracts).
“The US federal government will be a huge growth engine for us and our expansion into channels,” he said. Dynabook has done well in the education and office markets as Foxconn has been able to maintain a steady supply of its products despite problems with his chain of supplies in China. “Our supply chain capabilities continue to be a plus for us.”
Consistent availability will also be an attractive selling point for channel partners like Sean Salins, Vice President of Sales and Operations for COLAMCO, based in Altamonte Springs, Florida. His company uses multiple vendors for government contracting work, and supply constraints are a major issue. “Product availability is a priority because it is very difficult to get a product right now,” he says Salins. “Dynabook has a real opportunity to offer a great product that is affordable.”
Having a fluid source of TAA compliant products is Robbins’ strategy to take Dynabook to the next level of growth. He wants to add to continue healthy growth without worrying about becoming another computer giant. said. “We are trying to be the best Dynabook we can be. I think we get there as a result of being good at being.”
Robbins said he hopes to continue leveraging Toshiba’s brand recognition, at least in the short term. “One of the great things about his job is that the products we offer are really good,” he says Robbins. “If you put a great product in the hands of your users and focus on how to deliver great results, the results will work themselves out.”
Dynabook has increased its investment in its channel program by 100% over the past year, according to Robbins. “This year we plan to add 10 to 15 more heads specifically for this channel,” he said. “We are really focused on how we appear meaningfully on our channel.
Robbins said partners are looking forward to the changes to Dynabook’s deal registration program. “There is room for improvement in this, so what others are doing in the market and how they encourage their channel partners to grow and ultimately compensate them for doing the right thing. I’m looking to see if you want one.”
COLAMCO’s Salins said Dynabook’s move into federal territory was a smart move as federal dollars continue to flow despite the economic downturn.
“Governments tend to spend money to prevent economic downturns,” he said. “So the current situation presents an opportunity to reinvest in infrastructure. Dynabook was a natural choice due to the fact that Dynabook has a product available even when the supply chain is in short supply. , availability is critical.”
Shane Snyder
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