Philips' monitor division has put its business on the line, announcing its intention to form direct relationships with resellers. It's an announcement that is certain to upset a number of systems suppliers.
According to Philips' business unit manager, Jacqui Begbie, internally commissioned research indicates that resellers want a direct relationship with their chosen monitor vendor.
"We're keen to increase our exposure in corporate and government markets," Begbie said. "We are recruiting resellers who will identify and pursue monitor sales opportunities, and who are willing to promote our brand in the closed desktop market," she added.
Brendan Burgess, managing director of Corporate Computer Sales - a Compaq and IBM reseller, said compared with warranty offers on monitors made by system vendors, the Philips three-year, four-hour on-site replacement guarantee presents an attractive option. "With the types of service level agreements we are entering into, we've got to bring in suppliers who can support us," he said.
Harris Technology's managing director, Ron Harris, is very positive about his new arrangement with Philips. Harris Technology had previously stocked Viewsonic and Magtron monitors. Another reseller to confirm it will wave the Philips banner is newly launched Volante.
After cutting its ties with former distributor Clear Computer Corporation, the Philips monitor division has been very active in chasing direct relationships with the channel. It is also believed Philips will soon be announcing a new major distribution arrangement.