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Toshiba shows green light to national distributors

Toshiba shows green light to national distributors

Australian resellers will be able to pick and choose where they buy their Toshiba products from following the notebook giant's announcement of two more national distributors last week.

Computer Hardware of Australia (CHA) and Dicker Data join Tech Pacific and Prion Technology as national distributors from July. Perth-based MicroSL and South Australian BMS will remain regional Toshiba distributors.

Although Toshiba's general manager, information systems, Bruce Lakin, said Tech Pacific and Prion were "comfortable with the decision", Prion's managing director, Michael Bosnar, said margins would suffer the introduction of the two distributors.

"The stability and profitability of margins has been really good," Bosnar said. He noted that the margin on notebooks was currently about 4 per cent, and with CHA and Dicker Data entering the arena, that margin would "probably go down".

Lakin said the distribution market is competitive, and admitted there would probably be some "price jostling" once the new players entered the national area. But he denied the announcement would adversely affect pricing or margins.

According to Lakin the demand for more national distributors was mooted by resellers at the March Toshiba Channel Council and he had been seriously considering the idea for two months.

"More and more resellers want relationships with more than one distributor," he said.


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