Stories by John Lavett

  • Letters to the editor: Vendors lack resellers' bread and butter

    Your front-page article "Deal direct or you're out" (ARN, April 7), regarding Harvey Norman's decision to boycott suppliers that are moving towards a direct-selling model, raises some interesting points. The decision by large vendors such as HP, Compaq and IBM to embrace a direct model is in response to the success achieved by Dell. What these vendors do not understand is that it would actually cost them more to establish and maintain the direct-selling model than it does to continue to use large retailers such as Harvey Norman and system integrators such as Select Approach.