From MicroScope May 1992

From MicroScope May 1992

"We've just simplified it"

"Yes, it's simply less money for us"

"While it's clear that a large number of dealers would be too eager to acquire the [P&P] dealer operation, it is really difficult to think of a buyer for distribution"

"They must move up and add value or become a well-oiled distributor"

"He was mad at his computer so he shot it. He couldn't understand why he couldn't shoot his own computer in his own home"
Roy Gentry, IBM's Personal Systems product manager on the latest changes to its marketing plans. One dealer's response. Microscope's city expert, Max Hotopf. A year later, the volume distribution business was offloaded to Merisel. Martin Slagter, head of Dell's European marketing operations, outlines the type of VARs the company was looking for. Lt Donald Van Tassel on the arrest of Michael Case for shooting his IBM PC.
This was last published in May 2001

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