BUD (ASX) target price 42.5 cents

Originally posted by techfacts ↑

This is not how Ingram work. Ingram do not necessarily push product directly. They are like a giant wharehouse with 100 of 000s of Value added Resellers (VARs) around the world. It is the vendors job to get these VARs signed up and selling the product. In this instance is is BUD. BUD sales team have to do the hard yards to get VARs signed and selling the product, they have to offer the sales reps at these VARs incentives to sell OHMs. Once a VAR sells a product, they get it from the Ingram wharehouse.

Dont be under any illusion that Ingram actively push every product they have, which is 1000s. Ingram do a lot of work to keep this system running and they run conferences to help Vendors meet VARs, they are not a sales organisation, they are a logistics company.

Ingram have not gone quiet on BUD nor are they losing enthusiasm, Ingram are not waiting for new software upgrades, they don't care. BUD needs to sign up more VARs and get them selling. Like they are doing in South America. Remember there are 1000s of vendors trying to sign up VARs and have their sales people sell their product, it is a very tough road and challenging. This is why BUD need to do more direct sales, which they seem to be doing. DYOR

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I don't think your characterisation of Ingram is correct:
1) Ingram obviously have longstanding relationships with resellers - so of course they have a key role to mobilise the reseller network (especially for new products) - Ingram have a division dedicated to IoT - they make it their business to know what's out there, what's likely to sell, how to sell it - from there Ingram will push on its reseller network to get out into the market and drive sales
2) BUD have told us - multiple times - that Ingram have yet to complete their own on-boarding process of Ohm - that there have been significant delays by Ingram in certain markets - therefore if Ingram delay then the push to resellers is delayed - hence why BUD is desperately trying to gee up direct sales - because network sales are stalled
3) BUD cannot attempt to have direct relationships with thousands of resellers - they are not set up to manage that - and never will be - so BUD is not about to 'sign up more VARS' to any significant extent - that would defeat the purpose of working with Ingram