Sun distributors face more unrest
Vendor hints at further consolidation in its distributor ranks
Sun expects further shake up in its distribution channel, despite halving its number of distributors over the past 18 months.
The vendor’s distribution partners, called Channel Development Partners (CDPs), are currently Avnet (which acquired GE Access last year), DNS Arrow (which acquired InTechnology), Bell Microproducts and Horizon Clarity.
Charlotte Selby, partner and alliances sales director at Sun, told CRN: “I am very conscious of not being over distributed. Some will say that we are over distributed, but this has come down a lot in the past 18 months. I do expect to see more consolidation, both naturally through market acquisitions and also through the ending of agreements. We will do everything very collaboratively. We want to consolidate our distributors – there is still more honing to do.”
Simon Welch, marketing director at Horizon Clarity, said: “Working for one of the competing Sun CDPs, it’s obviously my opinion that Sun is somewhat over distributed in the UK. The market is open and the last thing anyone needs is large pan-European distributors leading with discounted prices, which inevitably erodes margin.”
Colin Robertson, UK country manager at Avnet Partner Solutions, said: “Since the integration of GE we have a large opportunity in a Sun business that is growing. Our relationship with Sun is very good, although we cannot predict what it will do, as Sun has its own agenda.”