More than three-quarters of US resellers are willing to work more closely with direct vendor Dell, but in Europe VARs seem less enthusiastic.
According to analyst Global Touch's Channel Tracker report for the mid-fourth quarter 2002, resellers were asked if they were interested in selling a variety of Dell-branded products. While 79 per cent of US respondents said yes, only 60 per cent of European-based resellers said they would be interested.
Denise Sangster, chief executive of Global Touch, said the contrasting views of the US and European channels are the result of Dell's extra reach in the US and its recent engagement with the white box channel.
"Dell has more users in the US and resellers there want a piece of the action. Also it has already launched its white box channel initiative in the US, but not in Europe," she said.
Sangster said she expected Dell to start offering more of its products through the channel.
"Dell has the problem that it does not visit its customers regularly. The channel can do this. Follow-on sales can be made during these visits," she said.
When asked whether it would consider using the reseller channel, Dell said in a statement: "Dell believes it can best serve its customers through a direct, one-to-one relationship. This allows us to develop and deliver products and services that are a direct result of what our customers have asked us for."
Roland Westlake, managing director of reseller Links Education, said he could compete with Dell, and that if he signed up another range on top of the firm's partner Fujitsu Siemens, he would not choose Dell.
The Global Touch research also revealed sales below expectations in Europe for the mid-point of the fourth quarter of this year. "The final quarter is usually the strongest, but we are seeing soft demand in the US and becoming softer in Europe," said Sangster.
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