Resellers may be in the sights of the Defence Force and the Ministry of Social Development who have teamed up to look for a supplier of personal computers.
The two departments want to buy 6000 desktop computers and 800 laptops between them and are looking for a single supplier to cut costs. Ministry of Defence contracts officer Cynthia Blane says she had received a number of enquiries but could not name the companies due to confidentiality reasons.
Computer Brokers, who has a long standing contract with the navy and other defence forces, is putting in a registration of interest (ROI). General manager Noel Simpson says the Defence Force has been a Dell shop for the last five years and this contract is coming to an end.
“They may be asking themselves if it is time to consider a reseller.”
He does not think two agencies looking for only one supplier is a bad thing for the industry.
“It’s just the direction the market is heading. A reseller can add value, integration and stocking but it depends what the Defence Force is looking for.”
Prior to the Defence Force signing with Dell, Computer Brokers supplied between 35 and 40 percent of its PC needs.
“Sometimes a customer goes to someone like Dell and then decides that the grass looks greener on the other side.”
HP personal systems sales manager Lynn Stephens says agencies tendering for only one supplier is good for the industry. The tender is of interest to HP although Stephens would not say if they were putting in an ROI.
“A focus for any vendor/supplier should be to reduce total cost of operations for its customers freeing up valuable funding for future IT projects that improve customer efficiency and enable them to meet their business goals and objectives through the use of IT.”
She adds that government agencies have been partnering up for some time.
“Larger government departments are requesting pricing on desktop and notebook product to be made available to other government agencies in their RFPs.
“HP offers the power of a leading multinational IT vendor with the speed and agility of the channel which delivers additional value. However this value needs to be clearly articulated and the customer needs to see the benefit to their organisation of the value and be willing to pay for it.”