Vendor research questions its partners over the most sensitive issues affecting their business

Resellers still perceive the grey market to be a threat, according to findings from an investigation into the current state of the reseller market by NEC Computers, released today.

Around one third (34 per cent) of respondents disagreed that the grey market had reduced over the past year, while 37 per cent said that they are less engaged and listened to by OEMs now, than they were a year ago when forming channel policies.
Resellers said the most important criteria they wanted from vendors was ‘an honest straightforward approach to informing and working with resellers’. This was identified as a priority by more than half of respondents (58 per cent).

Mike Tonkin, NEC's sales director UK & Nordics, said: “This exercise has provided us with some valuable insights into the opinions and perceptions of the reseller market. It has reaffirmed that our personal approach and open communication is clearly what the market now demands. This puts us in a leading position and will help us raise existing and set new standards of reseller relationships which are grounded in true partnership through added value and communication."

“For some time we have been listening and responding to what resellers are saying and addressing their concerns and I believe this sets us apart from the competition. By understanding market pressures and attitudes more fully, we can continue to enhance mutually beneficial working relationships with partners throughout the Channel," he added.

NEC said that although its research found that there are a number of challenges to be addressed, the general feeling among resellers was one of optimism about the future.