Tag Archives: DISTREE EMEA

Thoughts from DISTREE EMEA

This year there were 500+ participants in the flagship event, and the buzz was back. The focus was on new technology, and everyone attending the conference can feel good about where we are. No, it is no longer the A brands – that has been the case for a number of years. But we have to get over this – HP, Intel, Acer, Microsoft and others no longer support conferences as they did before – they focus more on the big international events.

But in a world where new technology is exploding with fast growth rates and boundless innovation, more than ever there is the need to bring people together so that people can sit down and meet the latest innovative brands. And that is where the DISTREE model works well, because of the scheduling of meetings which means that vendors know that, if they pay to come, they will get a minimum number of meetings. And we had many of the big players here this year – Tech Data, Ingram Micro, Also, Exertis, Cool Blue and Amazon, as well as dozens of other smaller distributors.

DISTREE

But it is not just about meetings, and that is where the interest of the event comes in. As Ilona Weiss, CEO of ABC Data put it in her blog after the event, it is the time to “pick up the rhythm of global markets and predict accurately the direction in which things are changing so that I can buy enough time for ABC Data to adjust its course.” This comes from the informal discussions with other tech leaders, and also the rich thought leadership on offer, with keynotes and workshops which illuminate and stretch people’s imagination.

This year CONTEXT organised an invitation only event for C Suite executives from selected distributors and other invited guests. The content was rich, and the tone was set by Patrice Arzillier, Managing Director of Exertis Continental Europe, and board member of Exertis plc. He opened up to a series of questions about Board investment decisions, their approach to acquisitions and the challenges they face.

The meeting was done under Chatham house rules in order to create the right ambiance for senior executive sharing, but with Patrice there was no need, as he launched into a frank and open dialogue with the other participants in the room. These times of exchange are vital for the health of the industry, and to give each other the chance to “adjust your course if necessary”. This discussion was enriched by the input from Peter Van den Berg, the head of the GTDC in Europe and a presentation from Michael White of Quadmark, showing the new financial drivers of distribution, emphasising the need to have different measures for different types of revenue stream, and to take into account all investments, not just working capital.

The other theme we covered was strategic collaboration, and the level of congruence between the presentations was remarkable – old style confrontational negotiations are out, and the smart money is on those who find strategic ways of collaborating. One of the speakers, Marcos Garcia Esteban, until recently Purchasing Director of Worten (the Portuguese/Spanish tech retailer), spoke of high-level contacts between retailer and brand to find innovative ways of delivering product. Distributors are the “midfield” players, he said, and can bring everyone together in the new technology ecosystem.

Adam Williams, who has spent the last 6 months bringing a smart home product to market, laid out the complexity of the new emerging technology market and echoed Marcos, saying that distributors are the best placed to act as brokers between the various parties. Lastly Alan Clayton, a mentor at the Investment fund SOSV, one of the largest providers of seed capital to technology start-ups, spoke of the role he saw distributors playing in bringing products to market. “I need someone who, as a one-stop shop, can broker space in the top retailers in Europe.” His final call to action was memorable, for distributors to become “Co-creators of global brands.” A great and positive thought to keep distributors going forward in the right direction.

by AS

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Filed under Enterprise IT, IT Distribution, Market Analysis, PCs, Retail, Supply Chain

Reflections on DISTREE EMEA 2017

When the IT channel gathers in Monaco for DISTREE in February it is always good to get some winter sunshine, not just from the balmy Cote d’Azur weather, but also the opportunity to meet up with panellists, clients and new tech companies.

This year there was a strong distributor focus, and the keynote, delivered by Chris Petersen , our strategic partner, was a look at what distributors need to do to benefit from the omnichannel revolution. Chris challenged the audience provocatively with a tombstone showing that on 14th February 2017, traditional retail died. What is the significance of this date? It was on this day that Warren Buffett, the legendary investor, sold almost all of his WalMart stocks. The WalMart stock has been languishing for years now, as the company is incapable of catching up with Amazon on ecommerce. Their total of $13bn online sales is equivalent to the growth which Amazon puts on every year.

Chris elaborated on 5 areas where distributors can contribute. Here are two key ones:

  • The last mile represents 40% of costs – how can distributors help with logistics support such as drop shipment, and inventory management.
  • The long tail is the chosen strategy of ecommerce and particularly online marketplaces, which are big competition for distributors. What can distributors do to help retailers increase the breadth and depth of categories which they hold.

In addition, CONTEXT had a workshop slot, and presented a deep dive on three emerging technology areas – Smart Home, VR and PC Gaming. There is a thirst for understanding all these areas, as evidenced by the full house of those attending the talk. Of all of them, the theme which cropped up throughout the three days was PC Gaming. In the CONTEXT presentation there was a very visual presentation of the need for deep analysis in this area, with a slide showing two Asus models. One was a Republic of Gaming model, evidently a gaming machine.

adamdistree

Adam Simon, Global MD – Retail, CONTEXT

The other was a “business” laptop, but when you dig into the specifications you can see that it is also gaming capable. The channel needs to understand the total market if it is to develop the gaming category, and that is where the CONTEXT categorisation is very useful.

Finally, we were asked to take part in a panel on Brexit. All 4 UK participants had been pro-Remain and are all now pragmatic if concerned about the future. We are delighted to see additional investments recently announced by tech companies in the UK, and look for an interesting competition between the hardware strong France and the software strong UK.

by AS

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Filed under Connectivity, Home automation, omnichannel, Retail, Retail in CONTEXT, Smart Home, Smart Technology

Get Connected for the Smart Channels Summit, DISTREE EMEA, 26 February 2015

We have to win the hearts, the minds and budgets of consumers

Winning the hearts, the minds and budgets of consumers will be key for Retailers looking to succeed in Smart Channels. Currently only 5% of consumers know where to buy a Smart product, according to a study quoted by Hans Carpels at the CEO Retail breakfast in Las Vegas last month. Retailers will need to apply savvy strategies to capture consumers against a backdrop of a number of players looking to gain market share in a market increasingly targeted by home improvement companies, IT vendors, big-data driven insurance companies and smart home technologies.

The opportunities are huge: At the IFA last autumn, Jeremy Rifkin said that we are moving from a world of 13 billion sensors today to one that will use 100 trillion by 2030.

Hosted by CONTEXT, the Smart Channels Summit, held at DISTREE EMEA on 26 February,  will explore six themes to capture Wearables, Connected products and Internet of Things (IoT):

  • Educate the consumer: Stéphane Bohbot shares the role of LICK stores’ associates as coaches, helping consumers understand this new world of Smart possibilities
  • Make the ICT Retail channel attractiveJohn Olsen demonstrates EURONICS approach and Vincent Slevin will show ways that Samsung provides enhanced customer experience through its Retail solutions. After the recent launch of the first private-label 3D printer from Auchan, Flavien Dhellemmes asks if Retailers can go faster by investing in private label
  • Keep hold of your customers: with so many new forms of competition, a Smart hub solution like the Iris adopted by Lowe’s in the US, will be presented by Jean-Claude Kiessling from Qivicon (Deutsche Telekom)
  • Make service a differentiating factor: Join the discussion with three key Retail experts, and other panel speakers 
  • Pick winning products and categories: D-Link’s Smart portfolio from Luigi Salmoiraghi, and the collaborations he needs with Retailers to make Smart Homes a reality. Fred Brown, well-known to attendees of DISTREE conferences as the host of FRESH (an introduction to the latest, most innovative products), will share his expertise on identifying winning new technology products
  • Make it easy for consumers with a long-term and interoperable technology offering: expert guidance given by Benoit Van Den Bulcke, and we will hear about the AllSeen Alliance from EURONICS.

This rich panel of speakers has been brought together by CONTEXT as part of what we call #newretailthinking – the ability to find new models and new formats in the old world of ICT Retail. CONTEXT will provide insight into best practices from across the world, and will chair this summit. We look forward to connecting with you there!

Join us at the Smart Channels Summit DISTREE EMEA, Monaco on 26 February 2015.

Meet with fellow ICT Retail professionals to focus on how the Retail channel will evolve to deliver smart technologies, solutions and services to consumers.

The session, hosted by CONTEXT, is entitled: “Smart Channels: Retailing Connected Devices, Wearables and Internet of Things (IoT).”

To register your interest simply visit: http://www.contextworld.com/en/smart-channels-summit1 or contact me,  Adam Simon, Global Managing Director, Retail Business Development asimon@contextworld.com

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Filed under Retail in CONTEXT, Uncategorized