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Technology Stocks : Compaq -- Ignore unavailable to you. Want to Upgrade?

To: Jason W. France who wrote (22116)	3/16/1998 7:08:00 PM
From: Roads End	Read Replies (1) \| Respond to of 97611

Jason...Ok I'll bite. Who cares, with respect to the business customer small or big? Do they care if they buy direct or from a middle man? Providing service will no longer be an issue. So why care? Business doesn't seem to mind buying from Dell direct. Steve

To: Jason W. France who wrote (22116)	3/16/1998 9:30:00 PM
From: Night Writer	Read Replies (1) \| Respond to of 97611

Jason, CTO to go direct to small business. Hmmm, doesn't sound bad to me. Incidentally I read about this channel stuff (Oops, there I go with the new technology language again!) some time ago. It didn't stick too well, so this is like a discussion course to me. It will enable me to remember because of interactive computer based training. Correct me if I am wrong. It seems that the VAR's (Value Added Resellers?) go for the large companies. Small companies that order maybe 4 or 5 computers are not good economics for them. The small company seems to need more service, and tends to keep the computers longer. I'm talking small business like law, accounting, real estate, insurance agent (my bill is due), and service companies where the prime function is accounting and some word processing. Heck, some of those small guys just went to win 95 from DOS with a good shell program. They don't care about the latest and greatest, just the familiar and dependable. They look at the computer as a tool, not a system. Don't VARs want the system people? Seems that is where the money is, not in the golf pros shop, where he has a computer for handicaps, and a different one for sales and inventory. How far off base am I? NW