SMe & CONSUMeR NeWS
ALSO up to #3 in european distributor charts
SWITZeRLAND
only growing 3% to acquiring the distributor.
5% in value terms, “I was asked recently if I would buy [GNT]
BROADLINER ALSO claims it is now the third- but we have gained again - and my answer is yes. The strategic logic
largest distributor in Europe, after hitting the CHF 20% a year. This is is still intact. What people forget is that GNT is
5bn (€3.14bn) mark for annual revenues in 2007 (see not just a case of a profitable company, but the exception is the
financial for more).
26
In reaching this taking what was Swedish and Norwegian businesses it bought from
milestone, ALSO reckons it has leapfrogged Actebis left on the table, SMG in 2006. I said I didn’t expect too much too
and Esprinet in the pecking order, and now lies it didn’t just come soon, and unfortunately I was proved right.”
below only US titans Ingram Micro and Tech Data. out of the blue,” he With business doing well in Poland and the
CEO Thomas Weissmann (right) says the says. Baltic states, is ALSO looking at any of the
distributor has enjoyed surprisingly high growth “Last year remaining emerging markets? “Clearly our focus
in its core Swiss and German markets, while the was supposed has to be getting those parts of the company back
picture at troublesome acquisition GNT Group is to be a year of to profitability, but if an opportunity comes along
beginning to improve. consolidation for sometimes you have you seize it, even if the timing
“We’ve made significant progress. It has always Germany - but I’m not sure you can consider 20% isn’t right,” says Weissmann. www.also.com
been our aspiration to have a footprint across growth as consolidation! I really do hope we can
OUR ANALYSIS
Europe,” says Weissmann. consolidate during 2008.”
The ALSO boss is, however, particularly pleased Weissmann says 2008 will see the company ALSO has benefited from shaky periods at firms
with progress in Germany. The German sub alone focus on returning GNT’s Swedish and Norwegian like Esprinet and Actebis in its rise up the European
now generates sales of €1bn a year, double the units to profitability. But despite the slow progress rankings. But it needs to improve in the Nordics if it
total revenues three years ago. “IT in Germany is in the Nordics, he insists he has no regrets in is to maintain its upward trajectory.
Acer claims notebooks win, blasts Dell
Oracle appoints new
i.e. buy my Acer notebook, my HP printer, my VADs in UK, France
UNITeD KINGDOM
software from Distributor A, again the Dell model
BASED on recent figures, Acer is claiming top slot does not accommodate this.”
UNITeD KINGDOM
FRANCe
across Europe in notebooks: specifically in France, “I think the real question the reseller channel ORACLE’S VAD (value added distribution) strategy
Italy, Spain, Germany, Belgium, Netherlands. Only needs to ask itself is why would I want to work seems to be working; launched last June it aimed
the UK holds out in the major markets as HP and with an organisation that will end up competing to cut through all the complexity of the partner
Dell hold the high ground there. with me? For Acer, we will continue to see growth programme for resellers and allow them to simply
Neil Marshall, Acer’s EMEA channels boss says: overall but with particular focus on growing our buy Oracle SME products. World-wide the number
“Of course we want to improve in UK and we are share in the B2B sector.” www.acer.com of resellers has reached 250 of which 125 are in
making good progress. I think the message is clear, Europe, Judson Althoff, VP world-wide platform
we are very focused, we have an indirect only Other distributors have joined in on the Dell and distribution alliances tells IT Europa. And these
model, we have the lowest OPEX structure in the position but Ingram Micro’s European boss Jay are real, he explains, representing actual sales rather
market and we strongly believe we are the best Forbes
15
was far more circumspect in his than signed-up names.
when it comes to channel management. Remember views on Dell, since the direct vendor is also one More growth is expected in the coming year,
we already occupy number one or number two of his largest customers. “But there is Dell’s bias to and with two new VADs imminent, in the UK and
slots in most markets in western Europe, but unlike retail, and no question of distribution with them.” France, Oracle is gunning for the Microsoft volume
our competitors we also have strong presence in
OUR ANALYSIS
business sector. “I’m very bullish on this,” he says.
the emerging markets in the east of the region and A small number of the remarketer resellers have
we are therefore able to capitalise on the massive It’s all about size, again. Acer has been able to do gone on to join the full partner programme, which
growth in these markets.” so well because of its strong markets elsewhere. In was another aim of the VAD scheme. “While the
He also hits back at Dell’s denunciation of the future, as the notebook displaces the desktop, aim is to provide a zero cost to entry for resellers,
distributors (IT Europa 15 February 2008): “As far is the local systems builders, even in the emerging unlike our competitors, we also want to build their
Dell is concerned I think they have really countries where they are strongest, will lose out long term profitability, again in sharp contrast with
underestimated the value of distribution. Clearly through economies of scale. competitors.”
one thing they don’t understand is how many It will be HP, Acer, perhaps Lenovo, and their There is no cap on the number of VADs
resellers are looking for product immediately, I resellers and retailers challenging Dell and its hybrid – Oracle will expand its numbers to give “proper
don’t think the Dell BTO model is geared to this model. The customer will decide, yes, but on coverage”, and at present is thought to be
and my big question is, ‘Are resellers prepared to what basis when the technology is not longer a looking at eastern Europe and the Nordics for
wait 20 days or so for delivery?’” differentiator? expansion. “We’re always looking for distributors
“Maybe in the project business this is OK, but We won’t know the Dell position for a few with experience, particularly those who can span
for run rate business it certainly is not. Also let’s months yet to see if the numbers continue to geographies,” Judson Althoff says.
not underestimate the ‘one shop stop’ concept match the high level of initial interest it claims. www.oracle.com
8
29 Feb 2008
It0804 - 8-11_SME_news.indd 8 27/02/2008 10:59:58
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