Toshiba lines up two-tier model

Dealers claim Toshiba will try to introduce two-tier distribution through the back door following the launch of its latest accreditation scheme.

The channel is concerned that as more resellers join the TQ+ programme, Toshiba will ask large dealers to take on more responsibility for distributing product through the channel - a function which some already perform unofficially.

Alan Kilminster, product manager at Elcom/Lantec, said the plan was a natural evolution for Toshiba.

'They are looking to push the trade business through a handful of resellers. The larger ones already do it anyway,' he said. 'Distribution is becoming an increasingly important part of their business and Toshiba is developing a licensee programme to put the new model in place.'

Another reseller said Toshiba had hoped to set up the new model in October, but was now looking to get it off the ground before the end of November.