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Non-Tech : Ingram Micro

IM 38.89

0.0%

Dec 13 4:00 PM EST

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To: Tim Karpinski who wrote (137)	4/30/1997 9:30:00 PM
From: Scott Patrick Adams	of 576

Tim, The Compaq thing may not be so out of proportion. Remember that perception is everything and I can tell you right now that the preception with the resellers is that Compaq isn't fooling anyone with the execption of IM. Compaq's Eric Pfeiffer (CEO) has done a miserable job of comminucating (not our stategy) if that is the case. I feel sure Compaq will in fact purchase one of the two direct marketers taking into account this weeks PC Desktop Market Share reports which shows DELL knocked IBM out of third place and is picking up steam on Compaq. However this may not be such a bad thing for IM. HP and IBM increased their channel rebates to 6% for reaching revenue goals. Compaq's rebates are typically around 2 to 4 %. Compaq is the most heavely discounted product lines in the channel. Margins are much better with IBM HP and NEC so long term if Compaq moves towards the Direct model, resellers (who have the end user relationships now) will simply move their customers to HP IBM and NEC and contiune to buy those products from IM. Go ahead Compaq make my day. Nobody has ever won trying to play both sides against the middel. Lastly, why is Compaq even interested in looking under the Hood? Is this a make or buy analysis?

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