Sharp to tighten links with resellers

Electronics vendor Sharp has launched a scheme called Intero aimed at recruiting new resellers and selling directly to some of them.

Electronics vendor Sharp has launched a scheme called Intero aimed at recruiting new resellers and selling directly to some of them.

The initiative offers resellers an increased product range, individual job analysis, delivery and technical support. Sharp has also agreed outsourcing deals with software and support companies including Computer Sciences Corporation, Croft, SkillsCenter, Computer Associates and Hi Tech Group.

David Coverdale, executive director at Sharp, said: "There is a convergence of products and a convergence of skills in the IT industry and we aim to help the reseller keep up. Our role is to be more than a vendor, and the partnerships we've formed mean we can go a long way towards providing complete solutions."

"We have been inconsistent with our distribution patterns, but with the introduction of Intero we hope to make sure our resellers know where they stand," he added.

Firms no longer stocking Sharp products include Ideal, Ingram, Datrontech and Northamber. Coverdale said Sharp will launch an accreditation scheme and hopes to appoint up to 50 additional resellers nationwide.

Ian Hickson, managing director of channel partner RPL, said it was important for Sharp to realise there are as many dangers in diversifying knowledge away from key competencies as staying with a specialist skill set.

"This scheme will be beneficial to our company. However, RPL is a specialist with a strong skill set and I would look carefully at any plan that would dilute our core activities," he said.