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Ingram loses HP Unix contract

Broadliners too general for this sort of thing, says HP

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Hewlett-Packard has dumped Ingram Micro as a Unix distributor in the UK for not supplying high enough levels of sales and support. The PC vendor said in a statement it was ending the Unix contract with Ingram because "our expectations no longer equate". But John Young, HP UK channel and partner manager, said Ingram had failed to deliver the amount of business and level of technical support needed. According to Young, Ingram is too much of a generalist for Unix distribution. "As part of the review process, our Unix resellers have particular requirements in terms of the sales, marketing and technical support needed," he said. "With Ingram, we felt that the business plans we'd put in place hadn't been achieved." Young said the move had been a UK decision, but was in the context of HP's worldwide review of its distribution strategy. "Clearly, there is a move towards rationalising the distribution network," he said. Ingram will still distribute HP's Commercial Channels Organisation in the UK, and keep its other contracts in Europe. This leaves PSL as HP's sole Unix distributor in the UK. "Distribution is changing. Companies need to offer a more specialist service to resellers rather than just products supply and logistics," said Young. ®

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