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Ingram Micro Taps AccessChannel To Help Land
New Vendors
By Scott Campbell, CRN, 12:13 PM EDT Thu. Jun. 16, 2005
Ingram Micro has signed an outsourcing deal with logistics
firm AccessChannel that should help the distributor
bring the products and technologies of smaller vendors
to solution providers.
AccessChannel will handle the logistics and vendor relationships
on behalf of Ingram Micro, although the Santa Ana, Calif.,
distributor will still hold title to the vendors' products,
said Justin Crotty, senior vice president of business
development at Ingram Micro.
"This is close to what VARs are pursuing in the
market. They're out there selling total solutions using
all types of vendors. This brings us a broader product
portfolio and access to smaller, newer technologies.
It also allows VARs greater selection and choice in
solutions they take to market," Crotty said. "It
allows us to be pretty surgical, be it vertical or with
a specific technology or vendor that holds promise."
Mike Semel, manager of Databranch, an Elmira Heights,
N.Y.-based solution provider, applauded the deal.
"It's a great idea. Ingram has been challenged
because of its size to provide resellers and, ultimately,
our customers with some specific niche products, particularly
vertical-market products," Semel said.
"We've needed to deliver complete solutions, and
Ingram has great relationships with the hardware and
mainstream software manufacturers. But when it gets
down to where we have specific needs for a complete
solution, sometimes they can't do it. Hopefully this
will allow us to buy end-to-end solutions."
Under the arrangement, vendors hire AccessChannel to
handle their logistics through distribution. AccessChannel
will have resources in Ingram Micro facilities and use
Ingram Micro Logistics to handle pick, pack and ship
capabilities, so the products sold through AccessChannel
can be bundled with more traditional products purchased
at the same time, said Al Mann, CEO of AccessChannel,
San Jose, Calif.
"We can negotiate distribution contracts. It takes
away the obligation Ingram usually requires for marketing
funds, rebates or volume of business. That bar has been
eliminated," Mann said.
The first vendor signed under the arrangement is Ultimate
Ears, an Irvine, Calif.-based maker of custom earphones
for mobile devices. About 14 more new vendors are in
the pipeline, Mann said
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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