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To: jay v. harper who wrote (80874)11/16/1998 9:27:00 PM
From: kemble s. matter  Respond to of 176388
 
jay,
Hi!!!

RE: ( BW)(GLOBAL-TECH-DIST-COUNCL) Direct Sales Strategy Not Likely to be a Winner for Compaq, Predicts Channel Advocate

Thanks for the link....IMO this is nothing new for this thread...but, it is very nice to see someone put this in writing and have it published...
<<"Their new strategy apparently fails to recognize several important factors, including the powerful relationships which resellers have with their customers (the ability to influence brand preference), as well as the importance of third-party products offered by resellers and distributors, which are critical to providing customers a complete solution.>>

Best, Kemble



To: jay v. harper who wrote (80874)11/17/1998 1:15:00 AM
From: Chuzzlewit  Read Replies (1) | Respond to of 176388
 
Jay, a very interesting article. Especially this snippet:

"But, within the year, it [selling direct] could cost [Compaq] significant loss of market share, as they experience the difficulty of competing with their resellers," he said.

Translation: the channels are in business to sell. If they are not selling Compaq products they will sell somebody else's. Or they will become white box makers themselves.

TTFN,
CTC


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