Resellers to score with Web sales

Channel chunder

By Robert Blincoe • Get more from this author

Posted in Business, 19th January 2001 12:42 GMT

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IT vendors are going to see more of their online sales going to their resellers according to market analysts IDC.

The average vendor's direct online sales will slide by 34 per cent and be overtaken by its indirect online channel by 2003, reports Computer Reseller News.

In 2001, 1.7 per cent of IT sales, with a value of £3.2 billion, will be conducted online according to IDC. The analysts expect this to grow to 15.9 per cent, or £43.4 billion, in 2004

Ingram Micro is to restructure its UK business and move away from the US vertical market approach according to CRN.

To improve vendor relations the purchasing and business management operations will be bundled into a new Commercial department, headed by former commercial director Nick Gregory.

CRN was told each vendor would have a dedicated consultant, with the big manufacturers having one consultant per business unit.

The Commercial department comprises all the major product sectors: PCs, displays, software, licensing, networking, storage, printers, peripherals and supplies.

The restructure kicks in on 5 February.

Sun has announced Tplc, Clarity and InTechnology will be its channel development providers in the UK. Tplc and InTechnology were already general distributors for Sun but now they get to offer all that value added business. Clarity is a newcomer to Sun's channel. ®

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