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Effective Distribution Channels are Key to the Success of European Small & Medium UPS Manufacturers - New research from Frost & Sullivan, European Small and Medium UPS Markets, finds that the market earned revenues of €1,102.6 million in 2006 and estimates this to reach €1,749.5 million in 2013
Effective Distribution Channels are Key to the Success of European Small & Medium UPS Manufacturers

 

NewswireToday - /newswire/ - London, United Kingdom, 2007/06/28 - New research from Frost & Sullivan, European Small and Medium UPS Markets, finds that the market earned revenues of €1,102.6 million in 2006 and estimates this to reach €1,749.5 million in 2013.

   
 
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Established and effective distribution channels for small and medium UPS systems across Europe will allow manufacturers to expand their businesses and gain market share. By simplifying logistics and assuming responsibility for support services, distributors will help ensure the availability of products to end users at competitive prices.

New research from Frost & Sullivan (powersupplies.frost.com), European Small and Medium UPS Markets, finds that the market earned revenues of €1,102.6 million in 2006 and estimates this to reach €1,749.5 million in 2013.

“The fact that it is practically impossible for UPS manufacturers to approach each and every end user directly with their product offerings drives the need for distribution channels,’’ explains Frost & Sullivan Industry Analyst Malavika Tohani. “Distribution channels take care of the logistics side of the business, while allowing manufacturers to focus on core competencies.”

Currently, the European distribution network for small and medium UPS systems is expanding due to the strong growth in demand for below 100 kVA systems. UPS systems below 3 kVA are being channeled mainly through IT distributors. As the size of the UPS increases, direct sales from the manufacturer to the customer also rise. For larger UPS systems, the involvement of M&E contractors, consultants and installers as well as partners is higher.

The level of technical knowledge and skill among IT distributors is limited, placing them in a slightly disadvantageous position in terms of selling medium-sized UPS systems. Large IT distributors are box movers, offering small UPS systems usually below 5 kVA to resellers, VARs and retailers. These UPS systems are mostly single-phase and belong to the offline or line interactive topology.

“The level of technical knowledge amongst IT distributors is relatively low,” notes Ms. Tohani. “This is a barrier for them in terms of providing technical support for higher power UPS systems.”

UPS manufacturers must train IT distributors to equip them with the right skills required for providing technical support for higher power ranges.

If you are interested in a virtual brochure, which provides manufacturers, end users and other industry participants with an overview of the latest analysis of the Distribution Channels for European Small and Medium UPS Markets, send an email to Chiara Carella, Corporate Communications, at chiara.carella[.]frost.com. Include your full name, company name, title, telephone number, email address, city, state and country. We will send you the information through email upon receipt of the above information.

European Small and Medium UPS Markets – Distribution Channel Analysis is part of the Power Supplies and Batteries Growth Partnership Services program, which also includes research on the following: European DC Power Systems Markets, European Three-Phase UPS Markets and Chinese UPS Markets. All research included in subscriptions provide detailed market opportunities and industry trends that have been evaluated following extensive interviews with market participants. Interviews with the press are available.

About Frost & Sullivan

Frost & Sullivan, a global growth consulting company, has been partnering with clients to support the development of innovative strategies for more than 40 years. The company's industry expertise integrates growth consulting, growth partnership services and corporate management training to identify and develop opportunities. Frost & Sullivan serves an extensive clientele that includes Global 1000 companies, emerging companies and the investment community by providing comprehensive industry coverage that reflects a unique global perspective and combines ongoing analysis of markets, technologies, econometrics and demographics.

 
 
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Effective Distribution Channels are Key to the Success of European Small & Medium UPS Manufacturers

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Frost & Sullivan |
Publisher Contact: Chiara Carella 
+44 (0) 20 7343 8314 chiara.carella[.]frost.com
 
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