Slideshow

Memorable channel quotes from 2008

We take a look at some of the insightful and interesting comments made by leading Australian industry figures in 2008

  • "IT is a lot different from telco in terms of the people who work in the industry, how rebates are structured and how business is conducted. On the surface, it seems similar but when you dig down it's not. That really started to change Cellnet as a business and divided us in some ways because there were now two very different sides to the business. In retrospect, we should have pulled that together a lot quicker than we did." - Cellnet managing director, Stephen Harrison, reflects on Cellnet's decision to branch into IT after experiencing success in the telco accessories space.
  • “Retail is booming for us at the moment and we're putting a lot of focus on this space as it is part of our growth strategy." - Synnex CEO, Kee Ong, on its expansion plans for 2008.
  • “We won’t look at segmenting the market between direct business and indirect business – we are looking at a customer choice model and where partners can add value. This could be a multitude of engagements, whether that’s a greenfield site or where a partner has more capability, such as geographical coverage and scope of opportunity." - Dell channel strategy and acquisition manager, Rob Makin, on the launch of its first Australian partner program.
  • “While Optima was busy telling everybody they were the largest Australian PC manufacturer, they failed to listen. Australia might not be that well known for technology but the public is willing to support the local underdog because Australians value personal relationships and buy from people, not companies.” - Former Optima channel manager, Michael Calculli, blasts the company's market strategy after it closed its doors.
  • “My father always told me to treat everybody the same, whether it’s somebody on a shop floor or the managing director of an organisation, because they all have the same emotions.” - Lenovo managing director, Phil Cameron, shares his business philosophy after being inducted into ARN's Hall of Fame.
  • “It [the ComputerCorp merger] didn’t happen and that’s life. Our objective was never to become a listed company – we still want to be a truly national player, and this was one mechanism by which we could get there, but this doesn’t change our strategy." - Leading Solutions managing director, Frank Colli, on the collapse of its merger with ASX-listed ComputerCorp.
  • "I think stronger partnerships will stand the turbulent challenges, rather than smaller and weaker partnerships. Whether you’re a reseller, distributor or vendor, you need to focus on partnerships that are working well." - Express Data managing director, Ross Cochrane, on the effects of the economic market and increasing consolidation in the channel.
  • "Volante had high-end services; Commander was very strong at project and commodity-type services. There was a clash where we were playing at the low-to mid-end while Volante was playing at the higher end and I think we lost focus on that lower-end business... I certainly think there were other areas where there were key turning points, but $350 million worth of debt was always going to be hard to service." - Former Commander enterprise general manager, Steve Evans, reflects on his time with the company and the reasons for its demise.
  • “I like going to work. I’m 55 years old so it’s pretty hard to get much enjoyment from sport when you can’t compete at a decent level, and even sex isn’t the same as when you’re in your twenties, so the only real advantage you have left is business. I’m not a fun person and I want to get something right or I just don’t want to do it. I have 30 years of experience in business and that’s where I get my satisfaction from life.” - Dicker Data managing director, David Dicker, talking to ARN on the distributor's 30th anniversary in the market.
  • "Everybody talks about consolidation because there are a lot of companies in our space and this is a way of addressing that. If you’re to survive, there’s going to have to be consolidation." - ComputerCorp's Robin Rindel on the company's turnaround plan and state of the market
  • "We have tried to be sensitive to the concerns of our customers about freight cost increases, while being honest that we think that it is fair for us to seek some recovery." - Outgoing Ingram Micro managing director, Guy Freeland, on the distributor's decision to increase freight charges by 9 per cent.
  • “It’s a market that is tough to read; our own books remain quite strong. But we are a bit fearful those orders won’t materialise and come to market.” - UXC finance director, Mark Hubbard, after the listed integrator cut headcount because of the tightening economy.
  • “Commander’s problems have brought into question the stability of the industry. Customers are asking that if someone as huge as Commander can suffer so badly, how can the littler guys survive?” - Former 3D Networks CEO, Chris Luxford, on the industry fallout from Commander's demise.
  • "Some ISPs will be happy to do nothing but retailing, others will want total unbundled to build their own VoIP and video or whatever, but you should have that openness and opportunity to do what you want and not be forced as all 700 ISPs are to follow one road, which is the case under the current wholesale regime.” - Analyst, Paul Budde, on the government's national broadband network tender.
  • "In a tight market, you have to find another business that can give that significant step up, and that is why we’ve changed from organic to acquisitive growth." - Data#3 CEO, John Grant, on its acquisition of Fingerprint Consulting Services
Show Comments