Mixed route beckons Motorola Mac clones

When the vendor's Mac clones hit the market, they may go direct aswell as through distributors

Hardware giant Motorola will sell its Macintosh clones to resellers through distributors, but it is also considering supplying large Vars directly.

The machines will be launched in December. According to Phil Spivey, UK sales and international distribution manager at Motorola, the company has not ruled out selling them direct to corporates.

But he said he would be surprised if Motorola decided to follow a mixed channel policy. 'We don't really have the infrastructure to do that,' said Spivey. 'We are an indirect company and that is true across many of our businesses - like our mobile phone business.'

Motorola is considering selling directly to corporate Vars, said Spivey.

'There are one or two large players in the channel and we would not rule out using any sales channel.' He admitted that Computacenter is one company that fits Motorola's criteria.

Although other vendors are already shipping Mac clones in the UK, Motorola is confident that its size will help it win market share. Spivey said there would be some 'inevitable rubbing' between Motorola and other clone manufacturers. 'But we are all out there to grow the (Macintosh OS) market,' he said.

One competitor claimed the company will sell through all channels. 'I understand OEMs, distributors, dealers and corporates will get the Motorola clones directly,' he said. 'They will be strong competitors to all Mac and PC hardware companies and they will have products across the board.'

Apple is offering dealers and distributors a u50 rebate on the Performa 6360, which is launched this week. The Power PC-based machine will compete with Motorola clones.