Dell has taken further steps to expand its distribution network and has signed with Tech Data in France, which will offer Dell’s full line of products to SMEs. Dell is increasingly moving away from its direct-selling model, with the agreement with Tech Data coming one week after the Texan company signed a similar deal with Ingram Micro in the UK (Display Monitor Vol 21 No 38). In addition to selling ready-made Dell products, Tech Data will take orders for custom-assembled devices.
Dell said that it had chosen Tech Data because of the strength of the distributor’s client portfolio. Tech Data works with 13,000 retailers in France, as well as the quality of Tech Data’s service and experience in logistics processing through its website. Dell’s partners in France contribute around 40% to the company’s total turnover, which Dell is hoping to increase to 50% and eventually to 70%.
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Seeing numbers like 13,000 resellers in France reminds me of the jokes we used to make in the ’80s that certain distributors had a “reseller qualification” question which was “Do you seriously want to place an order?”. (BR)
