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Q&A: Rich Hume On The Integration Challenges And Opportunities Of Tech Data's Avnet Buy

Tech Data EVP and COO Rich Hume tells CRN about the plans and programs established to drive cross-sell activity following the distributor's acquisition of Avnet.

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What's the easiest entry point for Tech Data resellers into the TS line card, and vice versa?

It really is a vendor expansion opportunity as opposed to a particular product. You might have a legacy TS customer who buys in the data center. The traditional value distributors in the U.S. market are pretty close to inventory-less models. That being said, our vendors service more than just the inventory-less piece. Now, within a given vendor line, the reseller can have one relationship and get all of their needs met. And then, similarly, when you take a look at the volume guys, our expanded line card within the data center allows them now to sell entry and midrange things of vendors that they didn't have access to before.

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