Vertical Boost For Partners: Tech Data Distribution Inks Exclusive Distribution Deal With Reticare

Tech Data signed an exclusive distribution agreement for Reticare's screen protectors, which prevent scratches and reduce eyestrain.

Researchers at Reticare spent a dozen years at the University of Complutense of Madrid developing a screen protector that absorbs part of the radiation emitted from electronic device screens. Unprotected screens can lead to sleep disorders, headaches, blurry vision or dry eyes, according to Reticare.

"It's a differentiated play in what can be a fairly crowded marketplace," Tech Data Mobile Solutions Vice President Patrick Stokes told CRN.

[Related: Q&A: Tech Data CEO Talks PCs, Tablets, Smartphones, Servers and More]

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Reticare's screen protectors for laptops, monitors, smartphones, tablets and video game consoles will hit the marketplace in 30 to 60 days, Stokes said. Reticare has intellectual property rights around the technology and is the only vendor in this space, Stokes said.

It will be offered primarily through Tech Data and the indirect sales channel, Stokes said, though Reticare plans to sell some of the screen protectors directly to hospitals and doctors.

Tech Data is finalizing reseller agreements with channel partners and taking advanced orders, he said. The Clearwater, Fla.-based distributor is looking at partners with a specific vertical focus, Stokes said, and might provide some solution providers with exclusive offerings.

Tech Data intends to primarily use Reticare to deepen its relationship with existing channel partners, Stokes said, but might also bring some new solution providers onboard if there's demand from certain market segments that can't be met by Tech Data's current solution provider footprint.

Stokes expects Reticare's offering to be equally popular in the consumer and enterprise markets, with the health-care and education verticals acting as early adopters due to their focus on patient or student wellness.

For instance, Stokes said elementary schools purchasing tablets from a Tech Data partner would likely be receptive to adding on ocular shields from Reticare.

"The younger you start using these devices, the greater the likelihood there is for damage to occur," Stokes said.

Reticare users can select between four different protection levels -- intensive, high, medium and low -- based on factors such as age and device exposure time.

He hopes Reticare's offering will drive enterprise adoption of accessories, which are still more prevalent for consumers than businesses. Overall, Stokes expects to see fairly rapid adoption of Reticare products in 2015.

Reticare's offering will be priced similar to high-end screen protectors that don't offer medical or health safeguards, Stokes said. Solution providers are well-positioned to bundle Reticare products with router or monitor sales, Stokes said, boosting margins in the process.

JDL Technologies, No. 407 on the CRN Solution Provider 500, said the agreement should help Tech Data increase its value to solution providers and keep its portfolio fresh. The Fort Lauderdale, Fla.-based solution provider plans to offer Reticare products to its clients.

"We like the idea of a screen protector that, more importantly, also protects the human eye," Gail Blount, JDL marketing manager, said in an email. "Our clients live on their computers, as we all do, so the market for the Reticare products should be a solid one."

PUBLISHED JAN. 6, 2015