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Channel programs News

CRN Exclusive: Tech Data CEO Dutkowsky On Key Vendor Program Changes, The Distributor's Response And Apple's Enterprise Push

Alec Shirkey

How will these channel program changes affect Tech Data and its partners?

These types of changes have been a reality for as long as the channel has existed. The vendors bring out programs, and those of us in the channel respond to those programs. We invest in those programs. We divest out of that vendor. We buy more inventory because we think we can sell more. We buy less inventory because we think we're not going to make as much money. We as a company and the channel as a whole have to absorb the realities of what that program is. As many times as programs go down in value, there's another program that will go up in value. This time around, a few of the vendors that change their programs are amongst their largest vendors. It has an over-weighted impact on the profitability of the company.

 
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