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02 Sep 2010
Comments:1
Avnet is to combine its specialist sales model with the more broad-based approach of Bell, in a bid to offer its resellers the best elements of both distributors’ models.
UK managing director John Toal told CRN that the distributor has yet
to finalise its post-acquisition UK management line-up, but said a new structure
has been agreed.
The core of Bell’s customer-centric approach would be retained, he said, but
Avnet’s traditional specialist teams would be overlaid on top to ensure
resellers have specialist resource where necessary.
“The Bell sales teams sold everything,” explained Toal. “This gives us customer breadth but not necessarily the specialisation with which Avnet did things. Bringing the two models together gives us the best of both.
Further reading
“If a customer buys multiple products they will have a single point of contact but can still access the product teams. We can flex the model for what they request.”
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Do you agree?
Avnet/Bell Sales Model
This is an interesting press release as I'd have thought it to be the other way around! Avnet in EMEA is fundamentally a broadline IBM distributor and its main strategy for growth seems to be the acquisition of (predominately) Storage and Server VADs which it tries to alter to suit its broadline model. As anyone in distribution will tell you, broadline and value-add don't work well together.
Bell in Europe has developed a large and successful VAD model and not many distributors,(save for Hammer perhaps), really have the same focus on Storage as they have.
It will be interesting to see how it pans out but readers may want to ask the customers of Magirus, Acal and Clarity if they feel that they are still receiving the same levels of service post acquisition.
Posted by Jon Reeves-Serby | 03 Sep 2010
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