The Compaq winners and losers have their say.

The Compaq winners and losers have their say.

Not surprisingly the winning Compaq distributors were all "excited" and "delighted" to be one of the chosen six, while those that missed out were "dissapointed" but claimed it would be business as usual. ARN looks at the reactions of some of the winners and losers.

The Winners

Dicker Data - Volume products and servicesFiona Dicker, general manager"We're very excited. We were the largest Compaq distributor last year, but probably just as important to our success is the fact that we specialise in the one's and two's. As such we're pretty unique because that's not a market that most of the others want to play in."

"We plan to double our Compaq sales in the next 12 months and are planning on purchasing facilities next door."

ITG/Ingram Micro - Volume products and servicesBraham Shnider, general manager"Congratulations to Compaq, they've made some good hard decisions. Our plan is to continue the leadership position we've established recently by providing the same focus, marketing logistics and customer service that we have been delivering in the past few months.

We'll be putting additional resources into further support Compaq as part of the ITG/Ingram partnership."

Tech Pacific - Volume products and servicesAnne Mossman, director of sales and marketing"Obviously we're absolutely delighted. We're very pleased with the aggressiveness of Compaq consolidation and we will make every effort to make sure that change is successful.

We've worked very hard to be a successful Compaq distributor on a long terms basis, we weren't in it for the short term, and we've planned our infrastructure and resources along those lines. And that's payed off for us, we've been very successful and will continue to do so."

Express Data - Value Products and servicesRoss Cochrane, general manager"We're very excited to have formed such a significant partnership with Compaq and that we've been recognised for our expertise in network integration and in the future, systems integration.

We're going to be assisting our reseller partners to deliver solutions, that is the direction we're heading. We're going to grow and extend our business."

Daisytek - Consumables

Paul Connelly, managing director

"We feel like a Tooheys or two, it is absolutely fantastic. We had a relationship with Digital prior to this so were a known entity. We are unique in Australia, no one else does what we do, making us very innovative. Distribution is not all broad based, shotgun stuff, it requires a focus on a particular part of the market.

This niche is easily extended, though at the moment this is not going to change our business much. Down the track Compaq want to widen the focus we have."

Simms- Storage

Nikki Dewhurst, national marketing manager"We are absolutely delighted and this demonstrates Compaq's commitment to the storage market. We can offer specialist technical expertise in storage and consultancy services that are value add based.

We will follow Compaq's lead and hopefully gain more scope and meet more business partners. This will open the channel right up and with our business partners we will grow significantly.

The Losers


Roger Bushell, managing director

"I am not surprised, but I am disappointed. I guess we were too small and too late. We weren't geared up to get with the Compaq program quick enough.

We have got some good relationships to carry on with and will be announcing some new ones soon. For us, it is business as usual. I'm feeling a little flat about the whole thing but I don't think there was going to be a lot of bottom line in it anyway."


Michael Bosnar, managing director

"I've gone through three emotions - shock, disappointment, but also relief that the decision has finally been made and we can get on with business now."

"It will be business as usual until the transition period. We're going to pretty aggressively ramp up the Intel whitebox opportunity and build up the HP business as much as we can. We're not going to have a knee-jerk reaction and bring someone else on."

"Short term, it's not going to hurt us that much as the Compaq business had really waned after the acquisition when they had all 15 distributors. I was really looking at this long term, though, so in that respect it's disappointing but with HP and the Intel white boxes we do have a contingency plan in place."

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