Westcoast is welcoming back Andy Dow to his spiritual home, where he will take up the post of business development director 15 months after leaving the Reading-based distributor to lead Dell UK's channel revolution.
In January, industry veteran Dow left Dell as part of a cost cutting drive across EMEA, a move which unsettled partners who had seen him as an ally while the traditionally direct selling vendor integrates resellers into its model.
Talking to MicroScope, Dow agreed these were tough times for the industry but insisted downturns often highlight the critical roles that wholesalers play in the supply chain.
"Vendors are looking for growth and reach, resellers are looking for stability and to generate sales, distribution provides the efficient infrastructure in between including programmes, tools and credit," he said.
He will be responsible for the integration of vendors including Garmin and BT - following the acquisition of IDS last year - and will also focus on Clarity in Ireland, the distribution business Westcoast bought in the summer of 2006.
Duncan Forsyth, Westcoast managing director, welcomed Dow back to the business and said his experience and knowledge would help to drive the business forward.