CHANNEL CHIEF
JOHN RICHARD MARTIN , Manager of Wiring Solutions for the Andean , Central American and the Caribbean , Furukawa Solutions , explains how his brand helps the channel adapt to the current technological trends .
cCan you describe your current role and the somewhat challenging parts ?
My role is Head of Cabling for the Andean , Central American and Caribbean regions , and I am responsible for sales of structured cabling solutions for internal or enterprise networks . One of the most challenging aspects is cultural diversity because , despite all of us being Latinos , each country has specific characteristics that must be understood and addressed when interacting with each customer .
How do you ensure that channel partners thrive in a highly competitive market ?
I do it by working together , understanding the market , seeking synergies to adapt to a world that changes at an increasingly rapid pace and generating value through our products and solutions and throughout the value chain .
We focus on providing training and services to keep our channels up-to-date and ready to serve and innovate solutions for their customers .
John Richard Martin , Manager of Wiring Solutions for the Andean , Central American and the Caribbean , Furukawa Solutions
Can you explain how your company works with channel partners ?
The channels are our extended arms and our eyes . We seek to understand and serve the market through them , providing innovative solutions that generate value and building trusted , long-term relationships . We highly value our channels and have policies to ensure they receive benefits based on their commitment and growth .
We highly value our channels and have policies to ensure they receive benefits based on their commitment and growth .
What are the latest trends you see emerging in the channel ?
The strengthening of digital sales and omnichannel approach is a trend that is gaining momentum . Channels that cling to traditional models and do not transition to multiple sales channels face a challenging future .
It is also crucial for them to align with the increasing relevance of Environmental , Social and Governance ( ESG ) factors , which encompass social responsibility , environmental care , sustainability and good governance practices .
What is your management philosophy ?
Teamwork , adaptability to change , empowerment of the team and recognition are essential elements for success in any organization .
I also believe that by fostering a collaborative environment , embracing flexibility in the face of evolving circumstances , empowering team members to have initiative and make decisions and acknowledging their contributions , a
INTELLIGENT TECH CHANNELS LATAM 49