Packard Bell alters strategy

Two direct manufacturers are embracing resellers into their fold as Packard Bell and Gateway 2000 set up similar channel initiatives last week.

Packard Bell/NEC US made a sudden return to distribution by securing a deal with Tech Data to carry its notebook products. Packard Bell's stock is sold through retail and the NEC range direct.

Chris Davies, UK general manager of NEC, commented: 'We have had a dip in sales in the UK, but that is normal. We have no plans to change strategy.

When we said goodbye, the channel said goodbye just as quickly. We did maintain a relationship with Vars though.'

A Packard Bell/NEC representative said: 'Although we primarily sell direct, we can still use the distribution and reseller channel if that's how a customer wants to buy. It depends on how the customer wants to buy.'

Meanwhile, Gateway 2000 is building a division dedicated to channel partners.

The unit, to be called Gateway Partners, will combine the reseller channel of ALR, which Gateway acquired last year, with its own small dealer group.

The entity will be expanded to gain footholds in the business market, particularly servers, where rival Dell has been making rapid progress.

Michael Willcocks, hired from AST to head up Gateway Partners, informed dealers they would receive a percentage of the revenue from sales they made or leveraged, but would not be allowed to build up inventory of finished PCs and servers.