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Microcap & Penny Stocks : BANY: Core business growth, exciting affiliations! -- Ignore unavailable to you. Want to Upgrade?

To: kemosabe who wrote (2688)	8/14/1998 10:07:00 AM
From: DealMaker	Read Replies (1) \| Respond to of 5847

David, Good thoughts.......however you need to keep in mind that the govt. is not buying directly from the distributor....they can only purchase from a vendor or directly from the manufacturer, such as Dell. Ingram, Merisel, etc. are merely the people who make the product widely available to the reselling vendors and/or manufacturers; they do not sell directly to customers. All the top distributors like Ingram have govt. programs that help to assist the vendors in dealing with govt. sales as it is a completely different animal than commercial sales......but in no way do they sell to the govt. directly. Ingram has a very strong and well established govt. sales team that is very beneficial for those (such as Dell) who sell to the government. Though additional distributors like Merisel and Tech Data would probably be good for BANY to be involved with later on down the, jumping on board with them now would be spreading it too thin as the demand and volumes are not there yet. In my opinion, for successful sales growth in the Federal Govt. arena, BANY needs to eventually get the notebook products out to the sales force of other Federal Vendors like EDS, Lockheed, IBM, Compaq, Micron, etc. and make sure all their reps are trained on features & benefits and pricing of the BANY product(s). BANY should also attend govt. computer trade shows, and maybe setup a Road Show for demos/presentations of the product line, and do some give-aways to govt. IT decision-makers and purchasing agents...this method is usually very effective as it will plant the seed to make sure that the BANY product is specified in upcoming bid requirements...it also serves as a forced introduction of the product to new vendors who weren't aware of the BANY product since they are required to quote on it. JMHO. DM