Howard Davies, CEO of the channel market research company Context, has been observing the IT industry and, in particular, indirect sales channels in Europe for many years. For him, distribution still plays a crucial role.
In order to position themselves for the future, wholesalers should not rest on their laurels. In order to meet the needs of medium-sized resellers in particular, the distributors should expand their offerings in the areas of cloud and hybrid services, edge computing and sustainability.
Reverse logistics is on the rise. Howard Davies, CEO of Context, sees a stronger role for distribution in the future, especially in the areas of refurbishment, take-back systems and lifecycle management. The channel specialist calls this “reverse logistics”. Smaller wholesalers should also expand their structures in good time.
The importance of refurbishment to distributors is shown by this year's Channel Excellence Awards, which are given by ChannelPartner in cooperation with Context: With BB-Net, a proven specialist was able to put itself at the top of the “Special Distribution” category.
If you want to offer your own services as an IT distributor, system house or e-tailer, then our Niklas Maier and his colleagues are the right people to contact. Marco Kuhn and his team are the right contact for the marketing of refurbished notebooks, PCs, displays, smartphones and tablets.
The entire report can also be read on the channel partner of chief reporter Armin Weiler:
Context boss Howard Davies: "Distribution delivered" - channelpartner.de