NEC puts desktops on direct path in UK

NEC Packard Bell has cast doubt on its support for its channel partners after warning resellers that it plans to start selling its range of desktops and notebooks direct in the UK.

According to several sources in the channel, letters were sent out at the end of last week, while larger dealers were contacted in person by NEC over its plans to sell direct.

NEC has suffered a history of confused channel policy since going direct in the US with its NEC Now venture, whereby PCs are sold direct to users.

The manufacturer chose the direct route for its PCs in France, citing lack of channel conflict in that country. At the time, it strongly denied any plans to do the same in the UK (PC Dealer, 9 July 1997).

But UK dealers are threatening to drop the entire NEC product range because of a lack of confidence in the manufacturer's channel support.

Action Computer Supplies was understood to be in discussions with NEC about its hardware range, including printers, projectors, monitors and CD drives in the light of the announcement.

A source at Computacenter said the reseller would need 'to have a conversation with NEC about its monitors'.

Alex Pidgley, marketing programmes manager at Toshiba, said: 'NEC has no choice - it doesn't have a healthy relationship with the channel.'

He cited the narrow reach and over dependence on Dixons Stores Group and John Lewis Partnership. He claimed NEC had been forced to go direct or find other channels to market.

Pidgley also claimed the range would not be attractive to resellers because of the strength of other more established brands. NEC was unavailable for comment.