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Dell widens US retail net

Dell widens US retail net

Direct PC vendor says local channel partnerships are still being negotiated

Dell is negotiating with local channel players but has not yet signed official contracts, according to a local spokesperson.

Earlier this week, Dell announced a deal with US office supplies retailer, Staples, to sell its PC equipment from next month. It said in a statement that the new partnership would see selection configurations of Dell desktop PCs, notebooks, laser printers and LCD monitors sold through 1400 Staples stores as well as its website. Staples also sells computing equipment from HP, Acer and Toshiba.

The latest retail deal follows Dell's first indirect channel partnership with US discount chain, Wal-Mart, in May. That deal has already raised questions about whether the PC vendor would look to form similar partnerships with Australian discount stores, such as Big W and Kmart.

Local spokesperson, Paul McKeon, said it had no channel partnerships to announce locally, but was in ongoing discussions with a wide range of industry players. Since Michael Dell's announcement of its plans to introduce an indirect sales strategy in May, the PC vendor had received at least one call per week from interested local channel parties, he said.

"We have been approached by many people, but we have not made any decisions as yet," McKeon said.

Dell had not set any timeframe on launching its Australian indirect sales channel, he said.

In the meantime, US counterparts have told CMP Channel news that Dell will pilot a deal registration program for US VARs selling its gear from next month.

Vice-president for channels Americas, Greg Davis, was also quoted as saying the vendor was weighing up a broader channel program. In response, McKeon said the local team was not yet ready to participate in a similar deal registration program.


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