Vendors that are not prepared to invest in growth programmes or rationalise a crowded distribution network will not be a priority for Computer 2000 in the coming year and may even be dumped.
The broadline giant made the warning at its vendor summit in London yesterday with more than forty partners in attendance.
“We are looking for investments in acceleration activities, things we can use to grow the market together,” Andy Gass, managing director at C2000 told MicroScope.
In the past year Acer had made more working capital available and in return C2000 allocated it more sales resource, while McAfee had agreed to consolidate its distribution channel.
The market had dropped 20% in the last twelve months, though Gass reckoned C2000 had only declined in the UK by low single digits which, he claimed meant it had grown share with some vendors.
“If a vendor wants to play with every distributor in the market place then it could be that we won’t be playing with that vendor. There is a finite marketing and business development budget, and if we get better ROI with others we’ll invest elsewhere.”