Compaq Message Board - Msg: 4578434

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Technology Stocks : Compaq

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To: ed who wrote (26531)	5/24/1998 1:08:00 PM
From: Harry Landsiedel	Read Replies (1) of 97611

ed. Re: "CPQ is very seriously clearing its inventory, and the BTO model is on its way, and the effect will be seen in the next couple of quarters." I agree. The key ingredients were laid out in EP's speech at the s'holders meeting. The one that sticks out in my mind is sales compensation change from sales "in" (to the channel) to sales "out" of the channel. He seemed to be genuinely changing the culture. We'll see in the next few months. Since IBM and HP also have BTO, it will be interesting where CPQ gets share from (and I believe they are aggressively going for share). Maybe the small guys or maybe IBM, Dell, or HP will "blink" on cutting prices and give up share. Should be interesting. HL

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