Distributor ETC is beefing up the value-add side of its operation with additional staff to go after new business.
The company is split into two distinct divisions with 70 per cent of its sales in desktops products through its volume business, and its Enterprise Solutions Group (ESG) adding value to Intel servers, storage and server-based computing products.
The volume business works with vendors such as Hewlett Packard (HP), Fujitsu Siemens Computers (FSC) and Toshiba, while ESG supplies IBM, HP and FSC servers, HP storage and Citrix products.
Lee Perkins, ESG sales director, explained that the company will increase this side of the business to add value for resellers.
"There is a big opportunity in more focused distribution rather than volume products," he said. "We will increase the staff of 30 by 25 per cent over the next 12 months to achieve this."
"We want to develop a business that offers a higher touch with resellers," said Perkins.
"The ESG part of the business has never had an external team dedicated to support resellers, but we put five people in place at the beginning of February."
ESG is hoping to increase its vendor offerings, and is looking for software vendors with which to partner. Perkins confirmed that these "will not be mainstream vendors such as Microsoft".
Ian Snadden, director of channel and SME sales at FSC, said that ETC's 70:30 mix of volume and value-add is healthy and that the server market still offers resellers a value-add opportunity.
He welcomed ETC's decision to increase the resources in its ESG division.
"To have another of our distributors putting more resources and skills into servers will provide resellers with more support and access to more expertise," said Snadden.
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