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ScanSource CEO Mike Baur: Intelisys Could One Day Exceed Product Business

While ScanSource saw overall net sales for its second fiscal quarter 2021 fall 2 percent over last year, its Intelisys master agent business grew 15 percent, leading to the possibility that the Intelisys business could one day exceed ScanSource’s product distribution business, Baur tells CRN.

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Big Changes Set For ScanSource

ScanSource is showing a growing area of strength around its Intelisys master agent business.

The Greenville, S.C.-based distributor and master agent in mid-2016 acquired Intelisys as a way to expand into the fast-growing telecom business and give its channel partners a way to expand their offerings, and that part of the business saw a 15 percent jump in revenue during its second fiscal quarter 2021, which ended Dec. 31.

In fact, Intelisys now has a real possibility of growing to the point where its revenue exceeds revenue of ScanSource’s products distribution business, ScanSource CEO Mike Baur told CRN in an exclusive interview. Baur said that while his company ended its products distribution efforts in Europe and Latin America, the growth of Intelisys, and the hardware pull that sales of Intelisys services creates, bodes well for the company’s future.

“Will the Intelisys business, if it was billed out like the product business, be comparable?” he said. “Yeah, it will over time, absolutely. Growing at 15 percent, it’s going to grow faster than our products business. So, one day, Intelisys business, depending on how you measure it, absolutely could be as big as or bigger than our products business.”

The company this week reported second fiscal quarter 2021 finances, with total revenue for the quarter reaching $810.9 million, down about 2 percent over the same period as last year. GAAP net income for the quarter fell 5 percent, while non-GAAP net income fell 15 percent year-over-year.

For a look at how the distributor is transforming itself with the help of the industry’s largest master agent business, click through the slideshow.

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