Avnet holds onto Bell sales model

The distributor has agreed on a post-acquisition sales model and will retain elements of Bell's broad-based approach

On track: Avnet claims new model offers resellers best of both worlds

Avnet is to combine its specialist sales model with the more broad-based approach of Bell, in a bid to offer its resellers the best elements of both distributors’ models.

UK managing director John Toal told CRN that the distributor has yet to finalise its post-acquisition UK management line-up, but said a new structure has been agreed.
The core of Bell’s customer-centric approach would be retained, he said, but Avnet’s traditional specialist teams would be overlaid on top to ensure resellers have specialist resource where necessary.

“The Bell sales teams sold everything,” explained Toal. “This gives us customer breadth but not necessarily the specialisation with which Avnet did things. Bringing the two models together gives us the best of both.

“If a customer buys multiple products they will have a single point of contact but can still access the product teams. We can flex the model for what they request.”