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To: kemble s. matter who wrote (138683)	8/8/1999 6:58:00 PM
From: TechMkt	Respond to of 176387

The bolded parts are very interesting. CPA is alienating itself from SOME resellers. May be a chance dor DELL to align with them for services Fez _____________________________ Pinacor To Remain Independent, Exec Says (08/06/99, 11:56 a.m. ET) By David Jastrow, Computer Reseller News Pinacor plans to remain a MicroAge subsidiary, despite growing speculation that the distributor plans to merge with Merisel. Pinacor offers the most value to VARs and shareholders operating independently, said Pinacor president James Manton in an interview on Wednesday. "We are exploring a number of options, but based on what we see right now, I can tell you I believe Pinacor will stay on its current course," Manton said. "We need to continue to do what caused our partners to align with Pinacor in the first place." Speculation that the Tempe, Ariz.-based company was on the selling block intensified after Pinacor was not included on Compaq's list of authorized Distribution Alliance Partners, which the Houston-based vendor unveiled in May of this year. Manton said Pinacor is currently in discussions with all four alliance partners (Ingram Micro, Merisel, Tech Data, and Inacom) and already has closely aligned with two of them, although he declined to say which. "Over time, I expect us to move to a primary partner, based on the relationships and their skills, competency, and trust," he said. "Pinacor has always has strong sourcing capabilities and this may be an opportunity to supply our customers with a more reliable gateway [to Compaq products]." Pinacor may also "close-locate" by building a site near Compaq's Houston-based facility, Manton said. Despite the changes, Pinacor said expects to see a 10 to 15 percent decline in Compaq-related business. The distributor said it hopes to make up for the drop-off by focusing on new product partnerships in emerging markets such as computer telephony integration, e-business, networking, and SANs. "The Compaq decision really lit a fire under the company and caused us to think about aligning with partners in new markets," Manton said. "The alliances we're talking about are very foreign and unusual because you're collaborating with someone you're slugging it out with on the Street. But I am committed to assuring the outlook for Pinacor is strong."