Acer, ETC to scale back volume PC sales business


Acer, ETC to scale back volume PC sales business

Microscope contributor

Acer and ETC are shifting the nature of their distribution relationship away from volume deals to one that focuses on building "solutions" for B2B resellers.

The tweak to this agreement signals Acer's intent to carve a greater swathe in the small and mid-market commercial segments with a range of new products including servers.

"We've been reducing our volume distribution business with ETC since the start of the year," said Bobby Watkins, Acer country manager for the UK and Ireland, who added much of the inventory held by the distributor had now been cleared.

"We are looking for distributors to reach an ever increasing number of resellers so our focus on distribution probably wasn't the same as ETC's and it made sense to work together in areas that are interesting to the both of us," he added.

ETC, part of SCH Group's portfolio of distribution businesses branded Specialist Distribution Group (SDG), is trying to beef up its solutions and services line-up in the mid-market corporate space.

Paul Ecclestone, head of SDG, said the standard volume distribution agreement did not fit with its strategy, "We have scaled it back to be more value than volume".

"Acer is going to increasingly move into the B2B market and we fell there is a lot of synergy between us there," he said, adding Acer Group will be launching servers along with other new business systems and devices.

Ecclestone said it had already built up high volumes distribution businesses with Acer in the Netherlands and France but these were not subject to change.

Acer said it does not plan to add to the four broad-based UK players that match its volume aspirations including Ingram Micro, Computer 2000, Micro P and newest entrant Northamber.

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