Resellers still doubtful of e-commerce

Resellers are still reluctant to order kit from distributors' Websites, almost a year after the first online ordering system was introduced.

PC Dealer contacted 10 resellers, none of which trusted their distributors' e-commerce systems enough to place orders, still preferring to use the phone or fax.

Ian Strackan, sales manager at Reliance Computers, said: 'Distributors are wasting their time and money.' He added that resellers did not use sites because they could not negotiate pricing.'

Sunil Patel, procurements services manager at PNC, believed resellers lacked confidence in using the system: 'Nearly all distributors have the facilities, but don't market them well and there is a definite lack of information.'

But Peter Crane, marketing manager at PSM, said: 'E-commerce could be one of the biggest savings in the channel. We're all IT firms and should be using the technology, but people are reluctant to trust such ways of doing business.'

Fellow resellers Hemini, Chase Technology, Corporate Software and Technology, First Stop Computer Group, Basilica and Alchemy Computers also said they did not use the system, although they did use sites for checking stock.

Distributors admitted the process needed time to take off. Peter Bannon, project manager for electronic services at Ingram Micro, said: 'There is still a lot of trust to earn in the channel.'

See feature on page 26.