Struggling resellers seeking credit cover are being advised to talk to credit insurers and distributors rather than financial advisors and accounting firms.
At last week's joint PKF/CRN seminar on trading in tough conditions, Gerling NCM, the UK's second-largest credit insurer, said it is keen to engage with more resellers to dispel the myth that major insurers are pulling out of the IT sector.
Last year CRN reported that the major insurance players were still dedicated to the channel, despite rumours of shrinking exposure and spiralling premiums.
Paula Evans, industry development manager at Gerling NCM, reiterated the company's commitment. "We are definitely supporting the channel, but the problem is that companies just don't talk to us," she said.
"What we are trying to do is get VARs to talk to us more openly. The channel is a key area for us and we want to encourage openness and discussion in the industry."
Nick Tiltman, director of credit services, northern region, at Tech Data Europe, said: "There has been a lot of talk in the past about a credit squeeze and how insurers are not supporting the channel.
"Manufacturers are terrified of the credit risks, and a lot depends on the distributor's credit department. I would encourage resellers to talk to us to help grow their businesses."
Alex Tatham, vice-president, global software, at Bell Microproducts, said: "We are always willing to speak to resellers but would advise them to go to their suppliers first and resolve problems before they get serious."
Sue Saunders, director at The Channel Surgery, which opened in the summer, claimed that organisations such as the Surgery are better at helping VARs with credit issues because they are impartial.
"Distressed resellers shouldn't be afraid to talk," she said. "Financial advisers and accountants often don't know the industry that well."
Struggling security titan makes three board appointments after investor took 5.8 per cent stake last month
Commvault ousted its CEO in May and has since undergone a radical refocus
As employees demand more flexible working environments, CRN asks how the channel is adapting to the changing working landscape
Wall Street less than impressed with Oracle's growth as cloud numbers remain hidden