Computer 2000 (C2000) intends to bolster its audiovisual (AV) business further this year and drive more sales through specialist AV resellers.
Currently 90 per cent of C2000’s AV sales are through the IT channel and 10 per cent through AV resellers, but the firm wants to change this to 70 per cent and 30 per cent respectively.
Tracy Barrow, C2000’s business development manager for AV, said: “This year we will bring on new products and promote specialised areas to attract traditional AV specialists. We hope to show VARs that the process of buying from us is easier and that we can offer a full portfolio of products.”
Davies told CRN: “C2000 has a broad base of IT resellers, but we now want to work more closely with AV resellers. Large format displays are a key growth area for us this year and we want to strengthen our projector offering, but we will also be developing our specialist product offering.”
Stuart Mizon, business manager at specialist AV distributor Midwich, said: “With broadline distributors trying to grow their AV offering, my view would be how much focus the AV division actually gets within the organisation and the value they can offer the reseller community.”
AV distributor Maverick is doing the opposite to C2000 by increasing its IT VAR base through its recently launched Convergent division (CRN, 18 December). Kris Davies, business manager of Convergent, said: “We’re not ignoring our AV VARs – we’ve just recognised that IT VARs need support. A lot of the products we’re going to offer through Convergent have a large element of IT to them.”
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