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ISM Article

Finding a Niche

11 Jun, 2008 By: Editorial Staff imageSource

Finding a Niche

Niche Equipment, a part of RVB Enterprises, Inc., based in Illinois, was
founded in 1998 to assist BTA channel dealers in meeting the business equipment
and supply needs of their customers. In 2003, now owner Randy Hoyle purchased
Niche Equipment, saying, “I was working as an Operations VP for a Fortune 100
Insurance Company, but I was getting tired of being transferred around the
country. The Chicago area is my home so I finally decided to invest my money and
experience through an acquisition of a unique business.”  States Hoyle, “I also
wanted to have income faster than a startup would entail, so I focused on
finding an ongoing business that had a good upside.”

As most would agree, the ideal business environment for today’s office
equipment dealer requires them to be able to sell more to each client, and
identify a competitive advantage whenever and wherever possible.  With
improvements in digital imaging and lower-cost color equipment, more and more
businesses are taking their finishing work in-house. After these businesses
print, copy, fax and scan, what are most going to do with these documents? 

The answer is, they will likely fold it, insert it into an envelope, make a
booklet for a presentation, tab it for mailing, shred it, or laminate it. That
is where, says Hoyle, many opportunities lie, and where Niche Equipment products
are intended, aiding dealers in expanding their portfolios with an array of
additional selling opportunities, but without any additional inventory costs or
quotas. “A dealership can add these products to help expand its presence as a
total solutions provider,” claims Hoyle.

Niche provides a wide range of office products/supplies (document imaging,
finishing and shredding), along with marketing and technical support for the
dealer. They offer knowledgeable and experienced staff to assist with vital
product selection based on their customer’s needs and applications.

Quick service, parts & technical support are always a top priority for Niche.
In this way they ensure that each dealership is properly prepared to capitalize
on all the business opportunities available to them. From Paper Cutters, Comb,
Wire and Thermal Blenders, Document Creasers, Pressure Seal Folders and Joggers,
Folder Inserters, Binders, Laminators, and Booklet Makers, Niche Equipment has
the product to, yes, fill your "niche."

As a National Distributor, Niche Equipment offers Samsung products to dealers
across the US.  Samsung equipment continues to be a market leader in the
smaller, lower-cost niche of the fax and MFP market. In addition, Niche offers
many products from the top manufacturers in the industry.

The company is also the exclusive Distributor and Importer of ROTO brand
shredders from Hefter Officetech, and additionally distributes parts
internationally for Wilson Jones and Rexel brand shredders.

Hoyle acknowledges that Identity Theft continues to be a very hot topic and
that shredding is still one of the most economical and common methods of
avoiding theft, whereby customers continue to replace older shredders due to
higher security needs or an increased workload.

Hoyle cites he has a GSA contract which dealers can use when selling to the
military or to federal government agencies and offices, which can translate into
highly profitable opportunities for dealers.

In regard to overall product availability, if there is a product or supply a
customer needs, Niche will research the availability, and may even add it to
their regular product line if they feel it’s warranted.

Owner Randy Hoyle believes strongly that, “A large part of our success has
been accomplished by listening to our dealers, and providing them with the
products, training and supplies that they need.  Our primary strategy is to be a
good working partner with our dealers.”


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