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10 Jun 2009
Distributor Westcoast has commenced a vendor rationalisation process and is looking to throw more weight behind its top five partners.
Andy Dow, who returned to Westcoast in March as a director following a 16-month stint at Dell, said trimming the distributor’s vendor line-up has been a priority since his return.
“I have cleared out a lot of wastage,” he said. “We are rationalising our vendors and focusing on those that can bring incremental growth to us and them.”
Dow said the distributor would devote more focus to its five biggest vendors – HP, Microsoft, Toshiba, Samsung and Apple. “They are at the forefront of our mind,” he said.
Dow also urged Westcoast’s resellers to be forthcoming with financial information to help solve their credit woes.
“Distributors are working hard to build credit for the channel, which is very difficult in a market where credit insurers are running scared,” he said.
“We are evaluating every reseller out there in its own right. If they are open and communicate well, that is the most important thing they can do.”
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