I agree it makes sense for dick to get the tender in Aust and NZ but just as an example, HP might have a good relationship with Ingram micro in 50 odd other countries that Ingram operate in. If the HP rep chosen to write the tender is the same person that deals with Ingram in the other 50 countries and they chose to make the tender criteria reflect what Ingram do in the other 50 countries then dick would be pushed down the list. Don't forget that most distribution is from companies other than dick despite dick winning distributor of the year so most companies aren't choosing dicker data to distribute their products.
I'd say odds are over 30% but less than say 75% which despite not guaranteeing them the win, still places their odds well above the remaining 4 tenderers.
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