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Non-Tech : Ingram Micro

IM 38.89

0.0%

Dec 13 4:00 PM EST

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To: Scott Patrick Adams who wrote (145)	5/3/1997 11:49:00 AM
From: Tim Karpinski	of 576

Woa!!!So what you're saying is that CPX wants their cake and eat it too???? Thanks for the explanation on "what really" is happening in the channel..I guess the challenge is how are the CPX's, Packard-Bell's etc... going to compete against the direct sales model.. Obviously one answer is in the final assembly (build-to-order) , but one question that I think you brought up was the "loyalty" one... How loyal are existing customers to IM, TECD etc...It's hard to say..usually price is the winner, but IM has a good reputation for support...I've heard different stories about Dell/Gateway..some good, some bad... I guess the real reason I'm so bullish on IM is that they are THE #1 distributor in the world..Mass in numbers is what I'm counting on...and now that they have "shifted" their strategy somewhat in response to what their customers are asking for might answer that question about loyalty...IM probably has gotten verbal committments from many of their customers that if "You can build me the system I want", I'll buy from you, as opposed to Dell/Gateway..maybe there's some "support" incentive in the deal, that would sway a customer in their direction..IE Free support for one year...Who knows... But I have to believe that they have done their homework...why else would they be spending all this $$$ if they didn't see a good return in the future... Tim

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