Specialism: AV, components, mobile, print and IT solutions
Key vendors: Microsoft, Samsung, Vestel, Asus, Western Digital, Epsom, Poly, Honor, Motorola, Hive, Google, Sonos, Ring, TP-Link, MSI.
UK revenue: £1.65bn (-8%)
UK headcount: 1,300 (UK)
Exertis may be one of the UK’s (and world’s) largest distributors, but don’t call it a broadliner!
The DCC-owned outfit recently provided one of the biggest distribution stories of the year when it announced it had reinvented itself as a specialist distributor in the B2B space.
It will now focus on AV, components, mobile, print and IT solutions, following the loss of big (and arguably ‘empty revenue’) PC deals with Dell and Lenovo.
“Being open, we probably fell in the middle between a TD Synnex, Ingram and Westcoast, and a specialist. And, actually, the areas where we’ve been winning are specialist,” Exertis Business MD Jamie Brothwell told IT Channel Oxygen.
All in, Exertis – or DCC Technology as it is more formally known – saw UK revenues shrink 8.4% to £1.65bn in the year to 31 March 2024 (following a 9% decline in fiscal 2023).
DCC Technology’s total revenues declined 9.3% to £4.77bn, with North America, Ireland, France and Rest of World chipping in £1.72bn, £372m, £275m and £754m to the total, respectively.
The distribution goliath is part of FTSE 100 giant DCC, whose interests span not only tech but also energy and healthcare. As this feature was going to press, DCC announced that it has begun preparations for the sale of its healthcare arm, and will review strategic options for DCC Technology “within the next 24 months” as it focuses on its energy business.
“Some of our specialisms are already [growing]. Others will follow.”
Quickfire Q&A with Tim Griffin, CEO Exertis IT
What is Exertis’ sweet spot?
We’re committed to maintaining our leadership in the retail and consumer market. In our reseller business we are made up of five retail and consumer specialists, where we excel – IT solutions, AV, components, print, and mobile. This approach allows us to provide tailored, high-growth solutions for both our customers and vendor, driving mutual success. Through our business and consumer pillars we create deeper market expertise, more targeted go-to-market strategies, and integrated support for our vendor partners, leading to better coordination and execution.
Which product, service or vendor has stood out for you in 2024?
The benefits and clout of AI is undeniable; however, companies must distinguish how AI will fit into their individual environments. Everyone is probably overestimating the impact that AI will have in the short-term, but underestimating its impact in the long-term.
If you could change one thing about your business at the stroke of a wand, what would it be?
The weather – 365 days of sunshine or even 265, or 165 … even 65 days would be welcome!
When will the UK distribution market return to growth?
Revenue growth can be obtained by either taking share or the market growing. Some of our specialisms are already there. Others will follow. I think though the market analysts’ general views are optimistic.
Name one area of your business where you are expecting to add staff in 2025.
Data science.
At its Channel Forums EMEA in October, Canalys characterised AWS Marketplace as one of the world’s largest distributors, owing to its growing third-party software business. On balance, do you agree?
Yes, and we love supporting Amazon in their journey. Their business is making ours stronger.
If you could undertake a secret, two-week apprenticeship at another distributor to see how they roll, which would you choose?
Exertis; AKA “Undercover Boss”.
See who made the wider Oxygen 50 Must-Know IT Distributors 2024 here.
