Monday, 23 April 2007

Manufacturers - Don't bite the hand that feeds you!

I realize that in the grand scheme of things, us smaller resellers may seem like just that: Small, not worthy of consideration when it comes to gross sales numbers.

Or are we? And, I mean we as in the huge number of smaller I.T. shops out there that tend to sell tier 1 for certain products.

So, when a tier 1 competes and undercuts us via their own Web site for product sales that we would also sell, it bites us.

Need an example? I get a call from a client looking for an ultra-light laptop. Nothing in Acer's line, so he is considering a Dell.

I mentioned that Toshiba makes an excellent line of ultra-light products in the Portégé.

So, we settle on the R300 and low and behold we find the following:

Buy from Toshiba's site and receive the approximately $300 product bonus.

I let him know that I will call disti to see if we in VAR channel have an equivalent offer in the works.

None of our suppliers have anything on the books about any type of promo.

So, we loose the sale.

To Toshiba: Are you satisfied? I mean, you cut us out of the loop so you can make a couple of extra bucks. Okay, that works for you, but not for us.

Keep doing things like that, and we will keep selling Acers and others like them that are viable alternatives.

There is always Lenovo (shudder)! 8*O

Thus, in the grand scheme of things, Toshiba you lose.

To our client: Buy the Dell (ick). ;*)

Philip Elder
Microsoft Small Business Specialists

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