The overall European IT market has improved slightly, but this may not continue until the end of the quarter, according to the latest Channel Tracker report from Global Touch.
The report, compiled half way through the second quarter of the year, found that the proportion of resellers expecting sales to meet or exceed expectations increased to 53 per cent from 49 per cent at the same point in the previous quarter.
But Denise Sangster, chief executive at Global Touch, warned that the results have a lot to do with the end of hostilities in Iraq, and that the quarter is likely to end weakly.
"There has been a slight recovery in sales but I do not think it will continue in Europe because the French and German economies are not strong enough," she said.
"Additionally the UK has just come off its strongest period and is going into its weakest."
One in five European resellers believe that the second quarter of this year will finish ahead of the same period last year, with 19 per cent expecting a drop. The majority (61 per cent) expected no change.
Sangster suggested that resellers are changing how they go to market and that many have evolved to meet new challenges.
"There is no question that resellers are working better and that those which have integrated products, services and financing packages will win in the corporate space," she said.
Des Lekerman, managing director at reseller Eurodata Systems, added that resellers which concentrate on specific market areas are prospering.
"Resellers that are focused on core areas are winning business, and those trying to be everything to everybody are not because customers can see through it," he explained.
Gordon Davies, commercial director at reseller Compusys, boasted that his company has increased end user sales by 30 per cent this year.
He cited focus as one reason, but indicated that investment in people had been a major contributor.
"We have invested heavily in staff and it has had an enormous positive impact on us," he said. "There are a lot of skills available due to industry rationalisation."
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