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Distie review to improve business sales

Distie review to improve business sales

D-Link's local management team will review its distributor line-up to help drive business and commercial product sales. The news follows a similar decision made by its US parent.

Last month, D-Link appointed Westcon Group as a US distributor to help it target enterprise customers. Under the new arrangement, Westcon's Comstor division will carry D-Link's networking and convergence product line, xStack. Westcon owns local networking, storage and security distribution company, LAN Systems.

General manager, Domenic Torre, said its Australian supplier line-up would not be directly affected, as each region had jurisdiction over how they managed their channel. However, he said local business product take-up to date wasn't sufficient. About 60-70 per cent of the vendor's total sales were currently consumer-based.

"Our distribution model today doesn't provide us with the type of reach we require to address the business sector as broadly as we would like," he said.

D-Link's distributor line-up includes Ingram Micro, Synnex, Bluechip Infotech and Express Online.

"Our disties are broad-based, which suits us very well in the consumer space, but in business, we haven't grown as well. The growth has come more from D-Link's own involvement and push into that space," Torre said.

"Towards the end of the year, there'll be some tough decisions that need to be made. All I can say in relation to our existing distributors is that we have strong relationships, so we will try to mould them into selling the business grade products and offer rewards for going in that direction.

"There may be some rationalisation." Torre said it also hadn't ruled out bringing on value-added distributors.


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