The Global Technology Distribution Council’s white papers are an invaluable tool for describing and defining the “channel in action.” They are available to interested parties here at no charge. We encourage anyone that wants to know about or better understand the information technology channel or the role distributors play in that channel to read these papers.
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UNDERSTANDING THE CHANNEL |
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(CLICK HERE TO READ MORE) |
| Perhaps the most daunting myth about "the channel" is the idea that the addition of "middlemen" adds cost. As surprising as it may sound, quite the opposite is true. The value that the channel, and specifically, distributors within the channel, brings to the table is an end cost that is less than or equal to buying computer wares directly with an increase in efficiency, expertise and peace of mind. To understand how this works, you've got to understand what distributors, and their reselling partners, do and how they do it. This paper will serve as your map to the channel landscape. READ MORE |
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THE ROLE OF TWO-TIERED DISTRIBUTION IN IT |
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(CLICK HERE TO READ MORE) |
| Over the past several decades, distributors have played a variety of different roles in the IT supply chain, but one function has been central from the beginning: the ability to get the right product to the right place at the right time. IT distributors have become logistics geniuses, handling the diverse product set of contemporary technology, storing, picking, packing, and shipping everything from disposable supplies like printer ink cartridges to high-end servers requiring careful configuration and testing. Find out more about the important role distributors play, the important services they provide, and the relationships they cultivate in this compelling paper. READ MORE |
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HOW CHANNEL SALES COMPARE TO MANUFACTURER DIRECT |
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(CLICK HERE TO READ MORE) |
| A straight line, conventional wisdom says, is the shortest distance between two points. As a result, conventional wisdom also suggests that the most efficient way to deliver products to customers is to cut out the middleman. But conventional wisdom isn’t always right. A direct path from information technology (IT) vendors to end users, for example, is not necessarily the most efficient or effective way to reach customers, something scores of vendors have already discovered. In this paper, you’ll discover the pros and cons of a direct vs. indirect sales strategy. READ MORE |
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FUTURE GTDC WHITE PAPERS
- What is a reseller and why do I need one?
- Why manufacturers partner with distributors
- How distributors work with ebusinesses
- Today’s Distributor: Full-service business versus pick-pack-ship
- The depth of today’s supply chain
- Distributors as financiers
- Distributors versus retail product clearinghouses
Additional sources of information are available for you on this Web site as well, including industry facts and figures, commentary written by GTDC member company executives, and access to real sales-out data provided by the GTDC’s member distributors in key product categories on a weekly and monthly basis. |
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