Brainstorm: A Different Take

The distribution business is tough one at the best of times. Margins are tight, vendors stray over the line and compete with their partners, and the resellers one step down the chain have a whole other set of challenges to overcome. Itec COO Ryan Miles says the company realised about five years ago that the products it was selling were becoming commoditised, that resellers had become very brand focused and that, coupled with vendors in directly, meant bad news for the long term.

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