IBM Outsells Packard Bell NEC
(04/28/98; 3:28 p.m. ET)
By Roger C. Lanctot, Computer Retail Week
Retail-PC sales auditor Intelect ASW Marketing
Services reported Tuesday that IBM captured the
third-largest share of retail PC sales in March, with
a 222 percent increase in unit sales compared with
March 1997.
That sales gain helped propel the company ahead of
Packard Bell NEC, formerly the retail-market leader,
which fell into fourth place as a result of a 46
percent decline in retail unit volume compared with
last year.
Overall, unit PC sales at retail, including computer
superstores, increased 33 percent in March compared
with March 1997, and added 4 percent compared with
February 1998, Intelect ASW reported. The auditor's
data is based on and projected from audited sales
from chains and computer dealers representing 4,900
locations.
Packard Bell said it was hoping to get a boost this
spring from sales of new low-end and midrange PC
systems introduced in March. While Compaq,
Hewlett-Packard, and IBM waited to refresh their
low-end retail offerings, Packard Bell sought to gain
ground in the run-up to the launch of Microsoft's
Windows 98 operating system upgrade, which is set for
June 25.
But retailers contacted by CRWi said the new systems
have not stimulated Packard Bell's sales, despite
heavy advertising and promotion. "It just didn't
happen," said one merchandising manager, who asked
not to be named.
The Intelect ASW findings corroborated PC Data's
results, released last week, which also ranked IBM in
third place and Packard Bell in fourth. The company's
strong Advanced Micro Devices K6-based E Series PC
sales spurred IBM's advance to third place. Market
leader Compaq has also benefited from strong sales of
non-Intel PCs. Houston-based Compaq nearly doubled
its sales rate in March 1998, with a 94 percent
increase over March of last year.
Palo Alto, Calif.-based Hewlett-Packard achieved the
biggest gain. The company's March sales increased 374
percent compared with March 1997. Toshiba America,
based in New York, was down 26 percent in fifth
place. San Jose, Calif.-based Acer added 73 percent
to finish sixth. Apple, in Cupertino, Calif.,
experienced a 3 percent decline in seventh place.
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