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Compaq sizes up distributors for channel strategy

Compaq sizes up distributors for channel strategy

Australian distributors vying to keep Compaq products on their stock lists following the recent merger will know their fate by the end of this quarter.

Consolidation is the name of the game as Compaq's newly-appointed general manager of business, Greg Healy and the company's incumbent channel development manager, Rosalie Boyd this week trek coast-to-coast speaking to both Compaq and Digital distributors.

Boyd claims Compaq is yet to decide on its ideal number of local distributors following the Digital integration, but said the 13 it currently has at its disposal is too many.

"Obviously, with that many players we're over-distributed," Boyd told ARN. "We've got to look at our customers and the distribution needs they have then relate that back to the channel."

Boyd said Compaq is "very keen" to get the issue resolved as soon as possible.

"We need to get our distribution model in place so we can focus on delivering the numbers the company requires," she said.

The only hiccup in that plan is that it's not simply a case of just choosing the best box-mover.

"Compaq is a volume organisation but with the specialist areas customers demand these days, we've got to cover all our bases without being over-distributed," Boyd admitted.

Boyd identified Express Data and master distributor Electronic Resources Australia (ERA) as organisations that "fit the profiles" of long term Compaq partners.

While not precluding independent Australian distributors, Compaq will also look favourably on companies with international backing or global partnerships, Boyd said.

Healy is expected to announce Compaq's distributor integration team next week, according to Boyd, with a formal channel strategy to be launched by the end of third quarter.


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