Uncertainty is surrounding Sun’s distribution plans as CRN has learnt it has split from Nexpress Group.
In a statement to CRN Sun confirmed that it had ceased trading with Nexpress, which dealt with remanufactured Sun kit, but declined to give any reasons for the decision.
“Sun UK can confirm that it has terminated its contract with specialist partner Nexpress. There are no further announcements due on any UK partner appointments,” said a representative for Sun UK.
Sun now has four remaining UK Channel Development Partner (CDP) distributors: Clarity Technology, Interface Solutions, Access Distri-bution and InTechnology.
Earlier this year CRN reported how Sun had attempted to counter accusations in the channel of over-distribution. However, later it claimed that it would quadruple turnover during 2005 in order to generate sufficient demand (CRN, 28 February).
Simon Welch, marketing director at Clarity Technology, said: “We delivered about £3,000 worth of kit to Nexpress last week under a CDP arrangement and have been unable to retrieve our kit since.”
Eric Murphy, Sun business manager at Interface Solutions, said: “Sun’s strategy is to reduce its distribution, so Nexpress’ role could be soaked up by other distributors.
“The termination of the contract with Nexpress will help make things clearer for Sun and possibly increase its share in the market for remanufactured kit,” he said.
Martin Vessey, UK country manager for Access Distribution, said: “There’s not much market for second-hand kit and and it was a strange contract from Sun anyway. Possibly it was set up as a way of combating the grey market. We don’t really play in the same space, but it shouldn’t make too much of a difference.”
Steve Cowlin, divisional director at InTechnology, said: “All the Sun distributors do something sightly different and Nexcess specialised in remanufactured kit.
“We would like to see if Sun replaces Nexpress. If they did it would need to be with a distributor that has remanufacturing as its core skill.”
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