Fujitsu UK calls time on Entatech distie deal

Gives Arrow and Ingram stay of execution to brush up on vital stats

Fujitsu has given Entatech their marching orders following a review of the UK line-up designed to tackle over-distribution, but it has granted a reprieve to Ingram Micro and Arrow ECS to get their act together.

Kevin Matthews, UK sales director for Fujitsu’s Technology Products Group, said the review criteria involved sales, finance, product management, and EMEAIA personnel and used this for the “final decision making process”.

“Enta were unsuccessful due to two main areas. Firstly they are a UK only organisation and secondly the other selected partners offered a more mature Enterprise capability as well as trading relationship in other verticals sectors that Fujitsu has no presence,” he said.

Fujitsu confirmed Exertis and Tech Data were assured of a place in the distie line-up locally, but had allowed its other two distributors more time to brush up on their vital stats.

“Arrow and Ingram Micro have been given an extension due to the change of UK leadership during the selection process. A subsequent review will take place to assess their progress,” he said.

As El Chan recently revealed, Ingram Micro boss Brent McCarthy is heading back to the UK and similarly at Arrow, UK chief Nick Thurlow is exiting at the end of this month.

Dave Stevinson, MD at Entatech, confirmed he was making plans for a life post-Fujitsu. “We developed and created a lot of business with Fujitsu, built a loyal partner base and had a great deal of fun.

“Now we need to move forwards and channel our efforts and energies into our other vendors in line with our revised product focus,” he added.

Five distributors were undoubtedly too many for Fujitsu’s product business, given that its PC revenues in distribution declined in 2015, according to numbers from Context. Server and storage grew but overall, Fujitsu ranked as the 21st biggest vendor for UK distributor sales.

The company may still be over-distributed, if after the extended review it maintains trading agreements with Ingram and Arrow.

Sources questioned if Fujitsu's decision was made by European management that were keen to the keep the pan-regional base in place. ®

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