ICE says customers want box shifting

With many dealers in the industry getting to grips with the concept of adding value, Independent Computer Exchange is bucking the...

With many dealers in the industry getting to grips with the concept of adding value, Independent Computer Exchange is bucking the trend and promoting itself as a box shifter.

The company, which has been operating for seven years, takes secondhand IT equipment from SME and corporate customers “free of charge” with two provisions; that the products are recyclable and the customers order new equipment through Independent Computer Exchange.

Giles Cole, director at Independent Computer Exchange, argued the tightening of SME and corporate budgets had increased the adoption of in-house IT departments.

As a direct consequence, he suggested, there was a growing number of customers solely interested in box shifting and not the incremental elements of the sale.

“If a company has an in-house IT department which can install and configure equipment, then the value-add element that dealers offer is diluted,” said Cole.

The dealer is going head-to-head with tier two rivals, such as mail order companies, and argued that although it was undercutting value-add resellers, “not everyone wants that type of service”.

Cole pointed out the lack of value add services enabled it to “mark up” the distribution price by only one per cent.

He stressed it was not interested in companies that had no product to dispose of.

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