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Dealers & Resellers View the Channel
By Dennis Mason
In early 1997, NAGASA surveyed its dealer and VAR members to determine their views of the channel. Some 76 resellers responded to the survey. Of these, 23 had 1996 sales consisting primarily of equipment; the 53 remaining had 1996 sales consisting primarily of consumable items. Of the 53 consumables dealers, 31 had 1996 sales in excess of $10 million, while the remaining 22 had 1996 sales of less than $10 million. The responding dealers and VARs represented some 48 percent of the NAGASA reseller membership at the time the survey was conducted.
The statistical data and comments made by the dealers are compiled in a 64-page NAGASA study report entitled Distribution Practices: Assessment & Direction by Dealers and Resellers. A key portion of the report consists of comments made by the dealer respondents. Typical of the more than 350 individual comments documented in the report are the following:
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