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Why didn't we think of that earlier
The logistics outsourcing model, he said, lowers the
cost and risk for Ingram Micro of picking up and managing
emerging technology manufacturers while giving the distributor
the ability to respond swiftly to customer requests
to add lines.
"It's one of those 'Why didn't we think of that
earlier' type of things," said Justin Crotty, vice
president of channel marketing at Ingram Micro. "They
came up with a pretty creative and very efficient solution."
Here's how it works:
A small vendor looking for a distribution partner signs
a contract with AccessChannel, which handles product
storage and shipping.
AccessChannel charges the vendor a setup fee and takes
a commission for each transaction.
Through a third-party provider, AccessChannel also
offers fee-based accounting for vendors that need it.Simultaneously,
the vendor gains direct contact with Ingram Micro, whose
involvement focuses on VAR, integrator and retail customers,
not providers.The arrangement gives little-known vendors
with few resources gains the potential to reach 50,000
resellers.
AccessChannel is using space at Ingram Micro's Chicago-area
warehouse for the pick-pack-and-ship part of the arrangement.The
distributor takes ownership of product only once an
order is placed, which minimizes Ingram Micro's inventory
risk. The distributor also benefits by expanding its
catalog, Mann said.
"For a distributor to grow there's really one
way, and that's selling more stuff to more people."
Lisa MacKenzie, founder and president of technology
marketing services company LD/MacKenzie, said AccessChannel
solves a vexing problem for small vendors with great
products.
"Without distribution they could not achieve revenue
and without revenue they could not get distribution,"
she said.
Crotty said that although a vendor seeking market penetration
could sign a deal with a smaller distributor, the appeal
of doing so is limited.
"They're interested in Ingram Micro because of
our market reach and our market breadth," he said.
Mann said AccessChannel has already signed one manufacturer,
Ultimate Ears LLC, of Las Vegas, a maker of in-ear audio
monitors trying to corner the market of portable music
players such as the popular iPod. Other vendors in the
AccessChannel pipeline include wireless and notebook
accessories companies and peer-to-peer software makers,
he said.
"I expect to have another three manufacturers
closed an in the Ingram system by the end of this month."
About Ingram Micro
As a vital link in the technology value chain, Ingram
Micro creates sales and profitability opportunities
for vendors and resellers through unique marketing programs,
outsourced logistics services, technical support, financial
services, and product aggregation and distribution.
The company serves 100 countries and is the only global
IT distributor with operations in Asia. Visit www.ingrammicro.com.
About AccessChannel
AccessChannel was founded by two veterans of the distribution
industry. Al Mann, AccessChannel’s CEO, and Mike
Terrell, COO, together they have over 50 years experience
and both held executive positions at Ingram Micro in
addition to other achievements. AccessChannel is a subsidiary
of the Proficio Group - a global management execution
company. For more details see www.accesschannel.net.
Contacts:
Al Mann
CEO
AccessChannel
949-433-7632
amann@accesschannel.net
Chris Kelly
Ingram Micro
714-382-3355
chris.kelly@ingrammicro.com
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