it is alleged that the aggressive dynamics – a new shop could open next door offering to pay a little bit more
pricing and headline-grabbing and you lose your whole workforce!”
union with NT plus is all part of ALSO has made investments in its logistics, boosting the 21,000m² hub
Arques’ efforts to create a “nice in Braunschweig up to 35,000m² - a project which should be completed this
story for the IPO”. Indeed, some summer. But Actebis Peacock’s Bärbel Schmidt says she has no desire to move
estimates claim that over the logistics abroad: “Our logistics set-up is perfect, we get good reviews in all
past few months Actebis has the surveys. For us it is not an option to go abroad, we are active in Germany
upped its marketshare from 15% for Germany and Austria, and France has a new warehouse.” This is something
to 22%, even allegedly usurping ALSO’s Michael Dressen agrees with, describing Actebis’ current set-up as the
Ingram Micro as the leading “most professional” among its competitors.
disti in the country - although The big questions is, can these four distributors continue to co-exist in such
Tech Data’s Els Demeester
Ingram Micro maintains it holds a pressurised environment? The consensus seems to be, for the time being at
a comprehensive lead with a 30% marketshare. And, with the credit situation least, yes. “In my eyes, yes, there can be four main distributors,” says HP’s Dorit
causing uncertainty in stock markets across the globe, now is arguably a bad Bode. “Improvements have been made by all four, especially in logistics, in
time to launch an IPO. partner programmes, in communications, and all have done very well over the
The idea of converged ICT distribution has also provoked a mixed last 12 months to two years. Each has a very good chance.”
reactions. “I don’t see the synergies between Actebis, COS and NT plus, But the race to gain volume will overspill into some serious consolidation
only added volume” says Michael Dressen. “Telecom dealers are so different, sooner or later, claims Dressen. “In the long term there will be M&As. There are
there are different vendors, different logistics and customers. It is difficult to four big distributors, the market is over-distributed. If you look at the US there
understand.” According to Avnet’s Gerd Hundt, the IT/telco discussion is an are two broadliners (Tech Data and Ingram Micro) and niche players, so for
“old” one and Actebis’ acquisition of NT plus is more “tactical” than strategic. Germany to have four is crazy! Somebody has to make a move at some stage,
“They have put two companies under one roof as they want a broader and if not we will see blood in the German market,” he says.
footprint,” he claims. Els Demeester at Tech Data also sees a bout of consolidation on the
And Dorit Bode admits the telco space is far from straightforward: “The horizon: “I think one thing is clear - we are seeing smaller distributors
telecom area is of big interest to us but the go-to-market is so different, so becoming members of bigger
complex. It is more about franchises and the resellers are more complex.” groups. A lot of things are
Actebis is not the only distributor to make sweeping changes to its German happening and we can expect
business. As part of its switch to regional logistics hubs, Tech Data made the big changes over the next
controversial move to close its west German centre in Moers and develop a 12 months.” Given recent
single site for central Europe at Bor, in the Czech Republic. The logistics bug acquisitions in Switzerland
caught Ingram Micro too: the broadliner is to double the size of its 40,000m² (Actebis) and the Nordics
centre in Straubing, Bavaria, and in doing so creating the biggest logistics site of (Scribona), can we expect
its kind in Europe. some M&A activity from Tech
So was Ingram Micro not tempted to follow Tech Data’s lead and utilise Data? “We are definitely in a
the lower-cost resources on offer in the Czech Republic? “If you go to eastern position to look objectively at
Europe, costs go up dramatically. You need qualified personnel, and these the market for opportunities,”
are more accessible in Germany. Absence rates are higher in eastern Europe, says Demeester.
Dorit Bode, head of SpO at Hp Germany
as is the attrition rate,” says Schulz. “East European salary growth enjoys high Gerhard Schulz says he is
24 18 apr 2008
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