April 19, 2018

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INTERVIEW: Matthias Dolejschi, Nuki Home Solutions

by Stuart Wilson, Thursday 25 January 2018

Matthias Dolejschi, business development manager at Nuki
Matthias Dolejschi, business development manager at Nuki

Smart homes need smart locks and Nuki is making a strong name for itself in this fast-growing product category. The team from Nuki Home Solutions will attend next month’s DISTREE EMEA to meet face-to-face with top distributors and retailers from across the region. Channel EMEA caught up with Matthias Dolejschi, business development manager at Nuki, to find out more about the company’s channel plans for 2018 and beyond.

Channel EMEA: What does Nuki want to achieve at DISTREE EMEA 2018? What are your key goals for the event?

Matthias Dolejschi (MD): We are really looking forward to the event as we want to meet and talk business with European distribution executives. It is our clear goal to become market leader for retrofit smart access solutions in Europe – to achieve this goal, we need to partner with the best distributors on the market.

CE: What products and solutions will you be showcasing at DISTREE EMEA 2018? What do you want distributors to know about your portfolio?

MD: Nuki Home Solutions is a leading provider of retrofit, smart access solutions in Europe. We have set ourselves the goal of making existing door locks intelligent and thereby replacing the physical key. Nuki Home Solutions was founded in Graz in 2014 by Up to Eleven.

The Nuki Smart Lock is the first retrofit Smart Lock with permanent internet connection and turns your smartphone into a smart key. It opens your door when you come home and locks it when you leave. Nuki is compatible with the Europrofile cylinder and the Swiss round cylinder. The Nuki Bridge brings your Nuki Smart Lock online, so you can manage and control it remotely with the Nuki app anytime and anywhere. The latest addition to the product family is the Nuki Box. It turns existing entry intercoms of apartment buildings into smart door locks.

CE: Describe how Nuki’s channel business has developed in the past 12 months?

MD: As we are a rather young company, our focus in the last year has largely been on our direct channel – our web shop. However, we also started sales on Amazon and started working together with distributors and retailers in some markets. After our initial experiences, we know that our goal of penetrating the market can only be achieved with strong partners.

CE: Which geographic areas and channels represent the greatest opportunity for growth for Nuki in EMEA?

MD: Our strategic focus markets are the DACH region, the Benelux countries, the UK and France. Market analysis showed strongest compatibility of our product in these markets. Furthermore, research indicates high levels of interest in the smart home area in these markets as well.

CE: Why should distributors focus on your products? What makes your channel proposition better than competitors in the market?

MD: With our product portfolio we offer a unique solution for our customers: the product is a pure retrofit solution that does not require any alterations at the existing door or lock – this is what really differentiates us from competitors. Furthermore, our app store ratings indicate the high performance of our smartphone apps as well – they are totally reliable and secure.

CE: Do you have a structured channel programme? Do you offer a strong margin proposition to your partners?

MD: We do have a structured channel programme – details can be discussed during one-on-one meetings at our booth at DISTREE EMEA. We offer various levels of support depending on the requirements of the distributor.

CE: How quickly is your business growing in the EMEA region? What market trends has Nuki identified that are impacting your business segment?

MD: Since our launch back in 2014, smart home business is growing at a triple-digit rate. We have experienced an impressive increase in revenue with our products over the last three years. So, we are trying to enter new markets and channels such as consumer electronics, DIY and telco retail to build up a good brand positioning all over Europe.

CE: Is your company channel friendly? What are your overall channel goals and aims for 2018 in EMEA?

MD: We can say that our company is channel friendly. Due to our flat company structure, we are quite flexible in fulfilling all kinds of requests. In general, we are doing our utmost to assist all partners as much as possible to drive Nuki’s success in every market. As all sales channels are showing growth, our aim is to increase our volumes to become the leading smart door lock brand in Europe over the next couple of years. Our goal is to have an established network of distributors and resellers in all core markets by the end of 2018.

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