*NEWS*DELL TIGHT-LIPPED OVER INK DIST.

[Anonymous]

Dell tight-lipped over distribution
PC giant targets channel growth
Dell
has started shipping substantial volumes of PCs through distribution as
it steps up its low-key channel assault.Analyst firm Context has
flagged up a sudden spike in Dell shipments in the sales figures of
distributors in Europe’s six leading economies, with the sharpest
increase in the UK.Jeremy Davies, senior partner at Context, said:
“We’re used to seeing Dell coming in at between 2,000 and 4,000 units a
quarter [through UK distributors], but in the third quarter it hit four
or five times that figure.“At the moment it’s difficult to say whether
this is an isolated spike or the beginning of a long-term trend. It’s
not official that Dell works with any distributor, but it is common
knowledge that the vendor is in talks with potential partners.”

Channel
sources remain stumped as to the identity of Dell’s allies, with none
of the leading distributors listing Dell kit on their web sites.Dell,
which recently admitted its direct selling model was no longer “a
religion”, said it “does not comment on third-party research”.Warren
Hudson, commercial director at IBM distributor Interface, said: “We
have not been approached by Dell. We’re aware that Dell is keen to
approach the channel and fully expect it to talk to us when it
does.”Stuart Hayward, commercial director at online VAR WStore, said:
“Nobody has approached us about buying Dell [products] from
distribution and I would have thought we would be high on the hit list.”

Dell poised to deal with channel
Direct
selling giant admits it is contemplating going ‘beyond’ its traditional
business modelResellers are optimistic that Dell may start forging
formal ties with the channel after the PC giant admitted its direct
sales model would no longer be “a religion”.Following a prolonged
period of market share decline, a leaked memo from chief executive
Michael Dell to staff stated that Dell was looking to “go beyond” the
business model that had catapulted the firm to success.Shaun Parsons,
managing director of IBM VAR Computer World Wales, said: “For some
years we’ve been approaching Dell, but each time it’s not returned our
calls. That might now change.”Jonathan Wall, marketing director at
e-tailer dabs.com, a division of BT, said: “I would welcome it if Dell
wanted to open its doors up to the channel. I could certainly see us
getting involved at the high end with its blade servers.”Paul Blundell,
managing director at VAR iQual, said: “I would be keen for Dell to
pursue an official reseller model, even if that means going through an
accreditation process.”Dell refused to comment.

[Author]

October 16, 2007 at 11:11 AM