Hewlett Packard (HP) has set a June deadline for integrating the terms and conditions for its channel partners.
Speaking exclusively to vnunet.com, HP's UK general manager Stephen Gill insisted that the work to produce a common set of terms and conditions for HP and Compaq resellers is "critically important" for HP.
"Starting on 1 December, there will be a six-month transition phase. By 1 June, we will cement the best sets of terms and conditions for everyone," he said.
HP has already indicated its intention to bring Compaq resellers into line with its current terms, where the vendor operates a 1.5 per cent discount for payments made within 15 days.
Compaq resellers had been used to dealing with a two per cent discount, with a 30-day period.
The move is likely to squeeze cash flow for distributors, according to Greg Carlow, managing director at reseller Repton.
"There's a lot of chitter-chatter going round the volume distributors that it may not be worth doing the business," he said.
He believed that Compaq resellers would be happy with the new Ts&Cs provided HP mapped out a clear reseller strategy and stuck to it.
Despite these concerns, Gill explained that HP remained committed to its channel strategy.
"We're putting a lot of effort into sorting out our organisational structures, but we're still focusing on how to grow our market share," he said. "Our channel is critically important to that."
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