Compaq directs attention to Tplc

Vendor signs up first of two resellers to act as fulfilment partners for its direct sales operation

Compaq has appointed Tplc to act as one of its two fulfilment partners for its Home and Office direct sales operation.

In a letter to the Warrington-based hybrid distributor/reseller, Compaq confirmed that another reseller would also appointed. The manufacturer said it had drawn up a short list of three companies ? Computacenter, P&P and Tplc ? from which to make its choice.

Martin Smith, general manager of Tplc?s volume products division, said: ?We trade in that market already and understand many of its issues. I think the project will be a success ? Compaq?s the number one PC brand. Make the brand more widely available and it?ll become even more successful.?

Peter Blampied, Compaq commercial marketing manager, said following a stringent selection process, all of the unsuccessful applicants had been given explanations as to why they did not meet the criteria.

?Having two resellers working with us on the project will act as insurance. If one had a fire, for example, we wouldn?t want to be in a situation where we wouldn?t be able to make deliveries. Obviously, we?re hoping the scheme will be so successful that we?ll need two firms handling the fulfilment.?

But sources have speculated that the contract was expected to go to ETC, Compaq?s largest UK distributor. One source claimed ETC was rejected because its configuration facilities and electronic data interchange links were deemed by Compaq to be unsatisfactory. ETC also does not have Compaq?s systems service provider accreditation, which was cited by another source as a reason why no distribution companies made it past the initial weeding-out process.

The Compaq source commented that while some in the channel were surprised that ETC had been left out of the equation, ETC was most surprised of all.

He added that it was possible Compaq will be looking for a mix of one southern-based and one northern-based reseller to work on Home and Office, hinting that Computacenter would be the other choice.