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Distributors sold fewer scanners in September than they did in the year-ago month, but demand for higher-end products and a 41.9 percent increase in average selling price led to a […]

In a changing landscape, distributors are moving beyond stocking inventory and extending credit by adding services that redefine their value-add to the channel. It is noted that distributors have been investing millions of dollars in bringing additional services to the table to bolster their relationship with solution providers and build customer loyalty. Yet distribution executives say most solution providers are still not aware of the hidden value they have to offer. Hence, this article highlights five areas where distributors have been redefining their value-add and examines how some solution providers are taking advantage of these services to reduce costs or expand sales opportunities. The services range from developing ISV partnership opportunities to offering programs that help solution providers move into new markets. INSET: TEN SPECIALTY DISTRIBUTORS.

Ingram Micro, the Santa Ana, California-based distributor, is rolling out a sweeping new channel model that unbundles almost all of its offerings pertaining to solution providers, including product pricing, shipping fees, technical support and pre- and post-sales support. Under the company's Choice Advantage program, solution providers will choose their own level of participation with the distributor, from a bare-bones relationship that offers the lowest possible product price with little support, to a high-touch model that includes higher price but more services.

This article presents how executives from information technology specialty distributors discuss their roles as intermediaries between vendors and solution providers, how they plan to differentiate themselves from broadline distributors that are selling more complex solutions and how they develop the programs to make everybody happy. The executives who participated in this roundtable discussion were Bob Bailey of the Agilysys company, Tim Tonges of the Bell Microproducts company, Alan Marc Smith of the Westcon Group, Anna McDermott of the GE Access, Bill Botti of the Alternative Technology company, and Mike Long of the North American Computer Products group of the Arrow Electronics company. INSET: ROUNDTABLE ATTENDEED SEE MORE---AND BIGGER---DEALS IN THE....

Reports that distribution executives at 'CRN' magazine's 2003 annual Distribution Roundtable criticized computer manufacturers for hindering the channel with last-minute, one-off deals that hurt distributors, solution providers and even the manufacturers themselves. Need for the suppliers to stop taking the resellers directly as agents for spot transactions; Disadvantages of the agent model favored by vendors.

Focuses on the role of broadline distributors in providing vendor-sponsored product training and marketing initiatives in the U.S. Decline of aggregates sales on desktop; Provision of technical training to diagnose problems on information technology products; Reliance of distributors on marketing funds from the vendors.

Reports on the concern of distributors and manufacturers for an improved visibility in the channel area. Focus of developers in developing portals and other information systems; Benefits of a move to implement better systems for channel visibility; Role of distributors in information management. INSETS: GTDC Supplies Performance Meter;Channel Intelligence Helps Deliver Sales Leads To Solution....

Focuses on the importance of distributors to the computer industry. Capabilities of distributors; Influence of distributors on the performance of computer companies; Efforts of suppliers to form relationships with distributors; Impact of Internet marketing on customers' purchasing behavior.

Reports on the issues discussed at the annual CRN Distribution Roundtable. Complaints of distributors on the direct-sale strategy of vendors; Remarks of distributors on special pricing offered on products; Reasons for using special pricing. INSET: REPORT CARD: WHICH VENDORS MAKE THE GRADE, by Stephen Burke.

Discusses whether two-tier distributors in computer industry will eventually break their long-term model and sell directly to the end user. Percentage of a survey respondents that think two-tier distributors would sell direct to the end user in some form within a year; Direct marketers that are partnering with solution providers on services in exchange for product business; What is fueling direct-sales concerns.

Deals with the plan of Cisco Systems Inc. to launch major changes on its channel program that will eliminate discounts and reward solution providers. Goal of Cisco; Implication of the changes on channel partners; Details on the program of Cisco. INSET: CISCO'S MANTRA: KEEP CLIENTS HAPPY.

Focuses on the effort of distributors to help application service providers (ASP) and solution providers to work together. Challenges faced by ASP model; Predicted growth of the ASP market; Distributors planning to employ the ASP model. INSET: ASPs, DISTRIBUTORS LOOK FOR THE RIGHT DEALS.

Cites the decision of the United Parcel Service to compete with distributors and integrators by launching its UPS e-Logistics division. Market targeted by the division; How distribution executives consider the division. INSET: UPS BANKS ON FAST TURNAROUND.

On Nov. 28, a talkback from reader Long Timer decried the actions of manufacturers and distributors. "The majority [of them] no longer want resellers," he wrote. "They are utterly out […]

Presents a directory of distributors of the computer industry in the United States. E-mail address; 1998 revenue; Top vendors.

Deals with the future faced by distributors of the computer industry. Strong sales anticipated by distributors; Industries that offer opportunities for distributors; Trends in vendors and distributors that will affect weaker competitors; Factors that will affect the future of distributors.

Reports on the growth of the goods sold by distributors of the computer industry. Opportunities that are explored by distributors to help their sales growth; Factors that affect the sales growth of distributors; Opportunities offered by electronic commerce on distributors.

Presents the lists of distributors of the computer industry. Focus of business; Specialty areas of the distributors.

Lists several computer distributors in the United States. A&N Laboratories Inc.; Bass Computers Inc.; Cables Unlimited; Business focus.

Presents an alphabetical listing of distributors in the United States computer industry in 1998. AB Distributing company; Aberdeen LLC; Academic Distributing Incorporated.

Lists several distributor companies in the computer industry. Companies' location and contact numbers; Their business focus and specialty areas.

Presents list of distributors in the computer industry.

Presents a directory of computer distributors in the United States. Company name; Fax number; Telephone number; Internet home page; Value-added reseller programs.

Presents a list of computer distributors in the United States. Company name; Location; Telephone number; Top business focuses in 1996; Value-added reseller offerings.

Features information on distributors in the computer industry. Company name; Location; Telephone number; Online address; Distributor type; Software products contact person; 1994 software revenue; Projected 1995 software revenue; Total 1994 sales; Projected 1995 sales; Best-selling operating system; Best-selling application; AAM Tech; Aberdeen; Access Graphics; Ace Computers; Advanced Micro Distribution; Agama Computers; Computer 2000; D&H Distributing; More.

Features a list of distributors in the computer industry. Company name; Location; Telephone number; Targeted emerging markets; Top software verticals/products; Whether or not they offer electronic/online software or software on CD-ROM; AAM Tech through Xecute.

Presents directories of various distributors dealing in computer products in the United States. Company name; Contact information; Number of employees; Number of warehouses; Number of value added resellers (VARs); Best selling laser printer; Best selling modem; Best selling scanner; Best selling monitor.

Provides information on various distributors in the computer industry in the United States for the period ending February 27, 1995. Company name; Contact information; Best-selling peripheral group; Peripheral sales; Projected 1995.

Presents the directory of distributors in the computer industry and the services it offer. A&N Labs Inc.; Aberdeen LLC; Advanced Computer Systems LLC.

Santa Ana, Calif. Thanks to the boom in networking, Ingram Micro Inc.'s Technical Product Division has grown to one-fourth of the distributor's overall domestic sales. Ingram's Technical Products Division topped […]

Inside the building, once a quarter, everyone in the sales department jumps on top of their desks, peering over cubicles for a motivational "desktop conference." On the outside, headlines read: […]