Accountancy software firm Scala has set up a direct sales team in competition with its dealers after failing to expand its six-strong reseller base.
Last month, Scala UK recruited George White as sales manager to lead its direct sales team, which is expected to generate about 40 per cent of the firm's turnover.
The move is expected to hurt major Scala dealers Accounting Masters and LSI Computer Systems. A source close to Scala said: 'It will affect LSI and Accounting Masters because they are the only two dealers that do any real new business.'
Mike Bowyer, Scala dealer account manager, confirmed the company was going direct. 'Some dealers think it is not a good idea, but others say it doesn't matter as long as they know what is going on.'
Liz Jack, director of Scala dealer Firman Jack, said: 'Scala has never been open about it, but everybody suspected it. It is good news for us because we are consultants as much as dealers.'
The UK operation recently merged with other European franchises to consolidate Scala's position as an international company. John Tate, managing director of Scala dealer Tate Bramald, said: 'We welcome the consolidation of Scala's international business because large companies will want to deal with it.'
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