Specialist-monitor vendor Eizo is to call time on a 20-year relationship with Avnet in the new year to set up its own distribution operation, and is on the hunt for new partners to expand its channel proposition.
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Eizo sells high-spec display equipment into verticals that demand clear, high-definition systems, such as medical, financial trading, design, publishing and video-editing, and also produces volume lines, but now believes that in order to target new verticals and maintain its volume production operation in Japan it will be better off without a distributor partner.
Overseas sales and marketing manager Minoru Kontani explained: "Both of us have different goals. As a manufacturer it is in our interest to have a constant, large volume, but Avnet, being a distributor, must be more focused on profit levels, so we see some differences that have been exacerbated in recent years."
Eizo claims that very lengthy sales cycles and niche markets for its specialist equipment means it cannot provide Avnet with short-term profits any more.
A 15-strong team from Avnet, including product marketing manager Colin Woodley, will be moving across to the new firm under TUPE regulations in early January, although it did not disclose financial terms of this deal.
At the same time its own distribution warehousing operation is to move out of its current home at a former Bell Micro base in the Midlands to a managed facility.
It has also elevated medical vertical specialist Matthew Treumann to the post of business development director to explore in depth the current nature of its channel - Eizo has 179 partners but only about 20 of those are transacting substantial amounts of business - and in time, add to that number.
"Resellers largely do fulfilment for us at the minute, so we want to expand that to get them selling more product," said Woodley.