Westcoast captures HP PCWB deal from C2000
Distributor believed to have secured sizeable share of contract to supply retail behemoth
Westcoast is believed to have seized a major slice of the business to supply Hewlett-Packard (HP) kit to PC World Business (PCWB) from rival distributor Computer 2000 (C2000).
However, Westcoast’s victory could have been slightly tarnished by HP’s decision to axe the distributor from its volume storage distribution line-up.
Dave Poskett, director of HP’s solutions partners organisation UK and Ireland, was tight-lipped about the PCWB move. “I don’t think it’s right that we comment on who buys what from whom,” he said.
However, regarding HP’s storage contract with Westcoast, Poskett said: “Every six months we look at our contracts with distributors across all product sets as part of our right-sizing exercise. This time around everything was renewed apart from the volume storage contract with Westcoast because it didn’t meet the threshold.”
HP introduced its right-sizing distribution strategy about 18 months ago to reduce distribution partner numbers across all product areas.
Alex Tatham, director of commercial products at Bell Micro, said: “We knew it was in the pipeline because we’d heard Westcoast hadn’t hit its targets. It is fair to say that storage isn’t a key focus for Westcoast.
“Westcoast is a class act for PCs and printers. If it has indeed won the PCWB contract then I hope it’s making some money.”
One source said: “Westcoast’s growth now sees it as one of the big players so it is not surprising that it is winning big contracts.”
Another source said: “It is highly likely that PCWB would swap its business because all distributors are fighting for back end HP rebates.”
David Gould, commercial director at PCWB, refused to confirm the move, but said: “HP is a very important part of our business and we want to ensure we have the best terms and services for our customers.”
However, Gould stressed that PCWB would always work through multiple distributors.
Neither Westcoast nor C2000 were available for comment as CRN went to press.