IT Europa report reveals eight out of ten of Europe’s largest IT distributors have increased volume shipments

  • Turnover of top ten distributors increased to more than $39bn in 2004
  • Distributors explore new revenue streams to combat difficult trading conditions

Eight out of the ten of Europe’s largest IT distributors have increased volume shipments over the last year despite difficult trading conditions. A new report from IT Europa entitled, Distributors in Europe, The Top 1200, reveals that the combined turnover of the European market’s top ten distributors increased by 7.8 per cent year-on-year to more than 39bn in pure dollar terms.

The report also reveals that in response to difficult trading conditions created by the commoditisation of traditional product categories and market over-capacity, distributors have begun to explore new revenue streams. This has increased volume shipment allowing distributors to successfully offset rapid price erosion in the market.

While pan-European broadliners, such as Ingram Micro and Tech Data, extended their share of continental sales, the European landscape continues to be characterised by a plethora of in-country pioneers. Esprinet in Italy, Scribona in Sweden and MERLION in Russia have all proved that single market coverage is no barrier to achieving scale. Thriving national distributors with strong value-propositions or vertical expertise, such as security specialist Afina in Spain or enterprise server specialist Logix in France, also remain highly efficient and profitable routes-to-market for global IT vendors.

IT Europa’s data indicates that emerging technology areas, such as VoIP, security software and converged mobility devices, have become popular choices for wholesalers in an attempt to administer a solutions-driven approach to market. IT Europa’s fully re-researched report contains profiles of every leading distributor in Europe, detailing their niche expertise and vendor coverage.

Report editor Christine Bardwell comments: “The European distribution market is still in a vital stage of its recovery, but the challenging conditions have motivated distributors to evaluate their cost model and focus on core competencies. Innovation remains a key business driver and distributors that can offer genuine value to their vendor partners and clients – be it through product availability or specialist services – will win out.”

New-look EU inspires pan-regional approach
Europe’s IT distribution arena is becoming increasingly cosmopolitan following the extension of the European Union to include 25 countries last year. The relaxation of border controls is accelerating the rate at which distributors are executing geographic expansion, whether it is organically or through acquisition. In parallel with this trend, distributors are now exploring the feasibility of establishing pan-regional hubs. This pattern will continue to intensify as leading ICT suppliers encourage the operation of these territorial stocking points – such as in the Nordics or Iberian Peninsula – to manage ‘vanilla’ products.

Andrew Seymour, editor of pan-European IT channel newsletter IT Europa, says: “Vendors are set to invest heavily in empowering channel partners to reach the SMB market in 2005, but they will also pay attention to driving down costs in the supply chain. Effective logistics and channel development partnerships remain integral and the dynamics of the distribution model will evolve to reflect this.”

Now in its 12th edition, Distributors in Europe, the Top 1200, covers more European countries than ever before. The distribution markets in 40 countries are profiled in detail.
Distributors in Europe, the Top 1200, is an indispensable research and marketing tool for anyone touching the European distribution channel.

The report provides in-depth profiles of 1200 individual distributors operating across 40 countries. Each profile includes information on the hardware and software products they shift; breakdown of company activities; sales by country, and the sales and marketing strategies they employ. Full contact details for all 1200 distributors make this report the essential tool for planning a successful marketing or telesales campaign.

The report, Distributors in Europe, The Top 1200, is available, priced at £2250 from IT Europa. To order your copy call now on +44 (0) 1895 454590.

Distributors in Europe, The Top 1200, is one of a range of nine database reports, and six regional services covering IT channels to market produced by IT Europa. These include reports on PC assemblers, corporate resellers, network & telco convergence specialists, IT retailers, solution VARs, Tier 2 ISVs and systems integrators.

Ends: For more information on IT Europa’s products and services, please contact: Mary Johnson at or call +44 (0) 1895 454590.

Top 10 European Distributors by 2004 sales ($m)

RegionNameTotal sales 2004 ($m)
Europe Tech Data Europe 11300
Europe Ingram Micro Europe 9840
Europe Actebis Holding GmbH 5778
Europe Arrow Electronics Europe 3408
Nordics Scribona 1681
UK ETC 1675
Swiss/Ger ALSO 1557
Europe Bell Microproducts 1471
Europe Avnet Technology Solutions 1350
UK SerCom Distribution 1201