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Strategies & Market Trends : Stock Attack -- A Complete Analysis
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To: Chris who wrote (2490)7/14/1997 6:06:00 PM
From: Sonki   of 42787
 
IBM: Another company that will see greater profits this quarter is
IBM (IBM), which offered generous rebates to distributors to
take inventory off its hands. Analysts are expecting IBM to
later this month report profits of $1.42 a share, up from $1.26
recorded a year ago, according to First Call.

IBM gave distributors and large computer dealers--who buy
directly from Big Blue--up to 6 percent in soft dollar rebates
to boost quarter-end sales. To qualify, distributors had to
take shipment of large number of computers and then resell
them to other parties.

"They definitely made an attempt in this quarter to throw
money at the channel to excite some sales," said one
distribution executive about the IBM incentives. "It was
pretty rich. It made us work overtime."

But this could hurt IBM later in the year, analysts said. Next
quarter IBM could ship fewer products thanks to softer
demand from its channel partners.

The lower price tags on this quarter's PCs could also impact
some companies.
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