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Channelware reaches out to SMB resellers

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Channelware is to be redeployed as a countrywide network of cash-and-carry distribution centres – almost stores – for resellers in remote parts of the country. 


The distributor's product lines have either been redeployed elsewhere within the MB Technologies group – for instance, 3Com and LG are going into Ingram Micro and Brocade to Tarsus – or have been relinquished where there could be group conflicts – which has happened with Fujitsu Siemens and Lexmark.
The first distribution centre will open in Nelspruit in June, to be followed by Durban and Pretoria.
ACT MD Anton Herbst is the director in charge of the new-look Channelware and a new general manager will be appointed shortly.
Previous MD Tony Galvao has moved to a senior sales position within Tarsus Technologies.
Herbst explains that SMB resellers are the primary target market for the new distribution centres as they are often overlooked by distributors focused on high-value customers.
"The new centres are about improving service levels for these resellers," says Herbst.
Channelware will carry products from all the group distributors – ACT, Tarsus and Ingram Micro – and has adopted a flexiible model that will let each centre determine its own needs.
Fujitsu Siemens Computers will still be distributed by Annex, Comztek and IT4Africa.
" At this stage, we do not intend appointing another partner to replace Channelware, as we believe that it would be more appropriate to concentrate our energy and efforts on supporting and developing our existing partners," says Fred Saayman, channel director at Fujitsu Siemens Computers.