We are organized into three business units--Comstor, Westcon Security and Westcon Convergence--which are focused on providing unique benefits to our manufacturer partners as well as our reseller, systems integrator and service provider customers.
For manufacturers, we act as an indirect sales channel, allowing use of its sales force, technical capabilities, logistics services and breadth of customer relationships to cost-effectively distribute manufacturers’ networking and communications products across six continents: North and South America, Europe, Middle East, Africa, Asia, and Australia. For our customers, we provide technical expertise, sales support and services, training, marketing programs, logistics services and a conduit to leading technology manufacturers.
To understand the role of a distributor, it is worth spending a minute on the "channel"--this is industry speak for the route to market of a product or service. In many cases, a manufacturer of a product cannot build relationships directly with the end-user that needs a certain product to address a business challenge. Therefore they choose to work with a "channel" to bring their product as quickly and efficiently as possible to the person that needs it. A channel can work in many ways but simply put, here is a basic structure:
This structure is regulated by the manufacturer using pricing models and contractual agreements to ensure that the channel works to maximum effect. For instance, a distributor can only sell to a reseller and must not sell to an end user. This is because they receive specific pricing to allow them to provide services such as credit and financing to the reseller, which in turn allows them to propose solutions to the end user
There are many different types of distributors. We are a specialized technology distributor with a specific focus and expertise in computer networking, security, mobility and convergence (voice) products and solutions. Our team has developed a very comprehensive methodology for helping our customers be more efficient and successful. We frame these programs in our award winning solutions programs, which are listed on the right side of this page.
