Distribution changes afoot for HP and Dell


Distribution changes afoot for HP and Dell

Microscope contributor

Magirus has penned a distribution deal with Dell to carry its EqualLogic storage brand in France but the partnership is expected to extend to the UK.

Changes are also afoot elsewhere in distribution amid suggestions that HP will run logistics partners from the US rather than locally, and that its storage contract with Arrow may be wound down in the UK.

Denise Bryant, UK country manager at Magirus, confirmed that Dell will be added to its portfolio in France, "but no signature has been exchanged in the UK".

"In each country within the Magirus Group we work out, in conjunction with board, what is right for that territory, we are still going through that process," she added.

In the UK, Dell currently works with Micro P, Hammer and last year added CMS Peripherals to its stables to carry its storage line card, and Magirus looks certain to join that gradually growing band, sources say.

As for HP, insiders reckon that Arrow does not fit in with HP's Converged Infrastructure strategy that drives the adoption of multiple product lines across ESSN, as the distributor only has the storage exhibit.

Other sources close to HP's logistics channel reckoned HP had too many storage distributors and it was "difficult to make a decent margin". 

However, a number of resellers have come out in favour of Arrow, a highly technical distributor whose services they value.

"I'm very happy with the current list of approved HP distributors and I'd be disappointed if there were any changes," said Stuart Fenton, Insight president of EMEA and Asia Pacific.

Dell and HP refused to comment.

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