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Controversy surrounds Acer channel changes

Controversy surrounds Acer channel changes

A reshaping of Acer’s channel has led to a war of words between the PC vendor and some of its partners.

As a result of the shakeup, Alloys International no longer distributes Acer products and eXeed has been downgraded to a gold reseller partner.

The vendor’s national channels manager, Greg Mikaelian, said it reviewed channel partner performance every three months and dropped distributors for various reasons. These included lack of commitment, failure to meet targets and changed business models.

But the CEO of Melbourne-based Alloys, Mike Goodman, said his company had terminated the agreement because Acer was over-distributed and offered insufficient margins.

This followed a conscious decision six months ago to take resources away from selling Acer, he said, because the vendor had set targets he was not willing to meet considering the investment needed to achieve them.

Goodman also claimed Acer no longer fitted in with Alloys’ core business of printing solutions, digital convergence [photography] and security.

eXeed managing director, Michael Bosnar, said the decision to move from distribution to gold partner status had been reached amicably and through mutual consent with Acer.

“The volumes they wanted were quite significant,” he said. “Our strategy is as a niche player around mobility and we won’t spend mega dollars to invest in people to sell PCs.

We approached Acer and they agreed.”

Mikaelian also said Acer had terminated gold partner agreements with BCA IT and Fed IT.

Nobody at Fed IT was available for comment but marketing manager at BCA, Simon Uzunovski, claimed it had never been an Acer partner.

“We undertook a [two- or three-month] trial but decided it wasn’t worth continuing,” he said.

The shakeout leaves Acer with Ingram Micro and Express Online as national distributors, Cellnet and Bluechip IT serving the eastern seaboard, Hitech Distribution serving South Australia and Compu Wholesale covering West Australia.


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