Tech Pacific has pulled off a major coup in securing distribution rights for the IBM PC Company product range. As of October 1, Tech Pacific is able to distribute all IBM PC options, desktop and notebook models, with the server products entering the fold next year.
Tech Pacific managing director David Cullen says the relationship further legitimises Tech Pacific as a PC distributor, and added that his company already has arrangements in place with IBM in other areas. "IBM's obviously a market leader on PCs. We see growth in the multinational brands, and we feel we need to be part of that."
Cullen says he does not expect the arrangement to conflict greatly with that of IBM's existing distributor, ITG. "Our customer base is a lot different to what theirs is at the end of the day. There will be some crossover but we're essentially looking at a marketplace that's a little bit different from what they service at the moment."
IBM PC Company general manager Bronwyn Guthrie says the arrangement will give IBM greater scope to reach new markets, in support of aggressive growth targets. "We are needing to rapidly increase our coverage, so that more people and more resellers have the ability to buy IBM products."
Guthrie says IBM is only interested in winning new business through Tech Pacific, not in cannibalising it from ITG. "We're not going into this arrangement with the notion of saying that we want to take business that we already get with ITG and transfer it to Tech Pacific."