Can you avoid channel conflict? 'No' is the straight answer according to one dealer. Why not? 'Because some vendors that sell direct as well will just close up the business they want to be involved in.'
This is the view expressed, not by a small dealer with few resources, but by a major reseller dealing with many large companies and with the best product in the business.
Ask any reseller in the UK if it can avoid channel conflict and you are likely to get the same answer. Few vendors operate a totally indirect strategy. Compaq is the most high-profile exception and, while many others may claim to be strictly trade only, few will be believed by dealers and few would be telling the whole truth.
Distributors are accused of the same crime - saying one thing but doing another, either by appointing the user as a reseller or shifting the business through another arm of the group. Distributors deny these charges, saying they cannot afford to take such a risk.
'They would not do it to a vendor, but they would certainly turn around to a distributor and say
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