PC vendors get channel sales boost
Vendors with strong indirect channels exceed sales growth trend
PC vendors with strong indirect channels are exceeding the sales growth trend in Europe, the Middle East and Africa (EMEA) as the region recorded modest growth, according to the latest research from IDC.
A combination of notebook demand in the small and medium-sized enterprise (SME) market, good pricing and successful channel initiatives meant that 100 per cent indirect-selling Acer recorded an ample 19 per cent increase in unit sales in the region. With a 4.8 per cent market share it consolidated its number five spot.
"We are seeing a lot of notebook demand in the smaller end of the market and the perception is that the big vendors are too expensive, but Acer gives us a lower priced option," said Tony Kingston, marketing manager at Acer gold partner Deverill.
Fujitsu Siemens Computers also showed healthy growth of 7.2 per cent. IDC said good product positioning, good educational sales and improved channel strategy had contributed to the vendor's success.
Sales in the EMEA PC market grew 3.3 per cent in total for the third quarter of 2002, compared to the same period last year. Total sales reached 8.7 million units compared to 8.4 million last year amid continued corporate caution, with sustained SME demand limiting a drop in volume.
"The corporate demand has grown but it's a trickle not a flood," said Andy Brown, analyst at IDC. "But SMEs have shown consistent demand which has bolstered sales."
Notebooks recorded healthy growth and according to IDC they will be a growth area in 2003, along with wireless developments, a corporate rebound and increased SME take up.
"There is a new impetus in the mobile sector for SMEs and notebook prices have come down to a point that these companies can afford them as well as desktops," said Brown.
On next year's outlook Brown was positive. "The corporate sector is picking up slowly and we expect the next big renewals cycle next year," he said.
But Mark Byatt, marketing director at corporate reseller Morse, warned the channel to be wary of predictions for corporate spending. "Our view is to treat any research with extreme caution because forecasting for the next three months is difficult enough, let alone the next 12 months," he said.