A new deal

Apple?s reseller accreditations have become a very complex affair over the years, often based on with many strange rules and regulations.
Author:
Publish date:

For most of the decade before Apple realised the power of having a major retail presence, pretty well any computer reseller could be an ‘Apple Dealer’ simply by keeping an up-to-date demo Mac in their showroom. Apple gave their dealers a lovely logo to use on stationery and advertising along with signs and window stickers to promote this title, and boxes of leaflets and POS materials.

If a reseller was a specialist in a vertical market like photography – as I was – Apple then granted ‘Channel Partner’ status. But best of all, for larger resellers who only sold Apple computers and had a demo showroom full of Macs, Apple would award the lofty accolade of Apple Centre.

But since the Apple Store arrived to start building a direct-sales dominated Apple channel, resellers have had to work much harder to get accredited. Now they can set-up their own high profile Apple Store look-a-like retail premises, and they will be called an Apple Premium Reseller (APR). Apple Channel Partners have become Apple Solutions Experts (ASE), and Apple Centres? Well, they’ve disappeared completely.

As for the many hundreds of Apple dealers, many disappeared when Apple introduced Authorised Reseller status and raised the qualifying bar considerably, but even this title was quietly killed off by Apple last year. This now means that if you’re a company selling Apple systems without a suitable retail premises to be an APR store, you’re selling only Macintosh solutions but without the vertical-market focus to qualify as an ASE, and you have demo room with plenty of up-to-date machines, then you no longer fit any of Apple’s reseller accreditations.

And now there’s a new title just getting off the ground in the UK and throughout Europe – the Apple Consultants Network (ACN). ACN has been running in the USA and Canada for the past 15 years, so it’s been a long time arriving here.

Apple wants to build a dedicated network of individuals and small support companies who have achieved the highest qualifications in training and technical knowledge of the Mac, managing Apple systems and networks, and who want to support Apple users from major corporates right down to home users.

On the face of it, this scheme is a winner. It will allow an army of independent Apple experts with little chance of otherwise achieving recognition from Apple for their professional services, to finally receive an accreditation which fits their abilities, market position and dedication to the Mac platform. Plus, Apple itself says it will be calling on this network to assist with the field support of all those people buying direct from Apple or through APR stores.

This could be just what the channel needs.

Related

A lost App-ortunity for resellers

Robert Peckham speculates about the new technology that?s around the corner and bemoans Apple?s attempts to drive users to buy direct through the App Store, rather than through dealers and resellers...

9_peckham.jpg

A letter to Apple UK

Dear Apple, Firstly, I really, really want to say thanks for reading my column, because it was only recently that I had it confirmed. I know not everyone at Apple UK reads me, but some of you do. I wish I?d heard this directly from the source, but ? and I?ll sing this in my best Cliff Richard falsetto voice ? I guess ?we don?t talk anymore...?

Keep on dealing

A look back through Keith Warburton?s not-so rose-tinted memories of the marketplace reveals that while big brands may come and go, good resellers tend to stick around...

Deal or ideal - you decide

A little while ago, one of the highlights of the independent's year was SCoRE, NASCR?s own trade show. Many people have expressed a wish to bring it back again ? but it isn?t practical, as we have moved away from member benefits that are seen as more suited to buying groups.

A breath of fresh air

It?s so nice to have confidence in the products you sell. A prime example is Windows 7. It?s a dream to install, set up, use and sell. So far it looks like the best OS from Microsoft. A lot of hard lessons have been learnt in the last few years, so let?s hope it can keep up with the good work. However, a problem still exists with the lack of repair options and product keys wearing out, so there is still a bit to do to make everyone happy.

Apple's new direction

We all know the current situation. Mac computers continue to gain market share against Windows PCs, the iPod has no serious rivals in the MP3 market, the iPhone is dominating the smart phone sector and now the iPad is devastating sales of high-end netbooks. So the question keeps being asked what will Apple focus on next?

A peripheral concern?

We all know the PC market has been showing excellent growth over the last couple of years. Despite a decline in desktop PC sales (down 9.7 per cent this February against February 2009) the total PC market has continued to see good growth, with notebooks and, more recently, netbooks driving sales forward (up 5.1 per cent over the same period).