European Rugged PC Market Study Phase 2

Requirement

A leading client in the IT hardware ecosystem engaged The Business Research Company to conduct a market study focused on rugged PC distribution in Europe. The client’s goal was to:

•Understand sales volumes of rugged PCs from Dell and Getac
• Analyze distribution structures, from OEM to resellers to end users
• Identify key distributors, resellers, and direct sales channels
• Investigate partner programs and incentive schemes by each brand
• Map end-user sales by segment and region to guide strategic targeting

Solution

A detailed presentation and analytics dashboard were provided to the client, covering:

•Sales Volume Analysis – For rugged PCs sold by Dell and Getac across Europe
• Sales Destinations – Country-wise breakdown of units shipped and sold
• Distribution Chain Mapping – Identification of top-tier distributors and resellers by volume
• End-user Segmentation – Units sold by industry and enterprise size

Methodology

Primary Research:
• Interviews with distributors, resellers, and regional sales managers from Dell and Getac

Secondary Research:
• Financial reports, channel partner listings, trade publications, and import/export logs

Partner Program Analysis:
• Review of incentive structures, revenue-sharing models, tiered partnerships, and training support

Data Modeling:
• Estimated number of units and revenues per distributor and reseller

Client Benefits And Feedback

•Enabled the client to prioritize high-performing distributors and strategic reseller alliances
• Revealed gaps in Dell and Getac’s regional channel coverage, guiding partnership expansion

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