Ingram Micro has written to more than 3000 customers with a view to closing inactive accounts. The correspondence follows a review conducted in conjunction with an independent agency.
The distributor's commercial and solutions director, John Walters, said the vast majority of these accounts were either no longer trading or could not be considered bona fide resellers.
"Many of these account holders shouldn't have a relationship with a wholesaler like Ingram Micro because they are only buying bits and pieces," he said. "Others just want to leverage our pricing against somebody else.
"If a customer doesn't buy anything in a 90-day period you have to seriously question whether they are interested in trading with you." Walters was keen to stress that the review would not see Ingram abandon the large number of regional SMB resellers it had acquired via the Tech Pacific merger.
He said the accounts included in the review had been spending less than $1000 per month for the past three quarters. Ingram will now review low-spending accounts every three months.
On a more positive note, the research had identified about 200 resellers that were taking the majority of their business to other suppliers. Ingram would now work on reengaging those dealers rather than throwing the baby out with the bath water.
"There are some accounts we haven't been giving enough love and attention," Walters said. "Our account teams will be having a chat with those dealers to find out what we need to do to win their business."