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Consolidation makes room for the big players NEW YORK -- CompuCom Systems chairman Ira Lubert makes it clear why chains are grasping for increased size in 1988. "The regional guy […]

Vendors, distributors address problems of off-site training While the majority of sales and technical training remains tied to the off-site classroom, some vendors have modified their programs to shorten the […]

Pcs in bookstores: 'apple pie' or un-American? To Gary Shapiro, providing inexpensive computers to students may not be a matter of truth, justice and the American way. "It's more like […]

EDI clearing new paths for distribution Electronic data interchange (EDI) is about to fundamentally change the way goods and materials move along the distribution chain. And savvy pc resellers, particularly [...]

Successful software marketing requires VAR channel program The use of the VAR channel to distribute product developed by a VAR requires VAR program. An assessment of the competition in the [...]

Closing months of '87 kind to VAR sales NEW YORK -- VAR sales were building nicely in the final months of 1987, but sloughed off substantially in January 1988, according […]

Salaries eat up VAR revenues NEW YORK -- Salaries eat up one-third of VAR revenues, digging deepest into the pockets of VARs who carry pcs, according to VAR Tracking, a […]

Wending through the maze to profitability Sometimes he's called an industry remarketer, sometimes a value-added dealer, and at times he's known as a value-added business. But regardless of how the […]

VARs fared better than dealers in November NEW YORK -- In November, a month after the stock market debacle, the news could have been worse. SRI Research reports that dealer […]

Reseller terms and conditions Data base applications are the third largest segment in pc software, behind spreadsheet and word processing programs. Ashton-Tate is the leader in data base sales through [...]

Implementation of EDI throughout the computer reseller industry is being studied as one of several automation under review by a task force of ABCD: The Microcomputer Industry Association. Use of the Code 39 bar code standard and the Unified Product Code (UPC) standard favored by some software retailers are also being studied. A member poll elicited no opposition to Code 39 and ABCD is expected soon to adopt that standard. ABCD must look at ways to integrate UPC, says Exec Dir John Venator. EDI offers the potential to eliminate paperwork for invoices and other forms while improving processing speed and reducing errors., ABCD to follow EDI's 'paperless trail' SCHAUMBURG, Ill. -- An ABCD task force plans to report early next year how the computer reseller industry can implement Electronic Data Interchange (EDI), [...]

Regionals facing a tough decision: do funds come easier as a franchise? NEW YORK--When it comes to being an independent, even the strong may not survive without help. The problem […]

POS mkt. fragmented by customization The need for extensive customization of POS systems has created a variety of distribution patterns, often with many layers of middlemen. Resellers at the low […]

Going from DOS to OS/2 can be painful transition SAN FRANCISCO -- Resellers report that sales of OS/2 software are on the rise, but finding an OS/2 end user remains […]

M-A-I-L is a four-letter word NEW YORK -- Mail order is a dirty word for many resellers and and most agree there's little or no chance of joining in partnership […]

Losing sales on price is a reseller's dilemma NEW YORK -- A customer with a wrinkled section of The New York Times stuffed in his overcoat walks into your store, […]

Major changes coming to AT&T dealer strategy MORRISTOWN, N.J. -- AT&T is formulating a sweeping change of its pricing and distribution system, including a program under which its direct sales [...]

Technologies emerge, translate into products NEW YORK -- The lead New Product feature has been a C&SN fixture for nearly two years. During that time, many then-emerging technologies were written […]

S'ware Etc. restructuring MINNEAPOLIS -- Software Etc., in a step deemed critical to its ongoing plans to grow new business, has restructured its buying organization into three distinct groups. By […]

Toshiba pushes into channel with disk drive product family IRVINE, Calif. -- Toshiba America's Disk Product Division (DPD) is making a big push to gets its Toshiba brand drive products […]

Lotus Alters discount structure CAMBRIDGE, Mass. -- Lotus may be the first name in pc spreadsheets, but it is not the first name in spreadsheet reseller discounts. Just the latest. […]

SQL Server base developing TORRANCE, Calif. -- Aston-Tate has planned a comprehensive authorization program to launch its SQL Server products through what it pictures as initial limited distribution of the […]

Consolidation: The latest chapter OAKLAND, Calif. -- ComputerLand may finally be getting serious about taking on the major markets. The recent recruitment of Clinton computer could indicate a new phase […]

Unisys shifts sales strategy for pc-based bar code unit CHICAGO -- Unisys Corp. will deviate from its direct sales policy to sell its newly released pc-based bar code data collection […]

Survey gives the lowdown on compensation policies A survey examining the sales compensation policies of 14 VARs shows that fifty percent of VARs pay a base salary plus commission and […]

Industry reacts to first VARDEX show DALLAS -- As the first VARDEX got under way last week, attendees, many enthusiastic about the program, expressed disappointment at the amount of VAR […]

Ingram eyes the 'little guy' BUFFALO, N.Y. -- Ingram Computer has redefined its business plan, setting its sights on smaller independent resellers and VARs. The distributor's new focus is scheduled […]

Amstrad to ink dealers for high-end products DALLAS -- Armed with an aggressive new recruitment policy Amstrad plans to sign on 300 new dealers to sell its soon-to-be-released high end […]

Channel debate is no lovefest DALLAS -- The 'Great Debate' at last week's ABCD Breakaway conference provided an opportunity for a frank exchange of ideas and opinions between dealers and […]

Selling price or selling value: which is the better solution? There's a story taught in business school about the difference between selling a drill bit and selling the drill hole. [...]

Indys banding together to push cause to Apple DALLAS -- Amid renewed uncertainty about Apple's long-term plans, more than 60 independent dealers are banding together to advance their interests with […]

VARs see Soviet market as place to seek growth WASHINGTON D.C. -- VARs that are interested in expanding may be able to go further than they imagined if the Soviet […]

Agreements with Tandy may pave way for DEC to re-enter reseller mkt. MAYNARD, Mass. -- A series of agreements between Digital Equipment and Tandy may pave the way for DEC […]

IBM to decentralize channel support MONTVALE, N.J. -- IBM is decentralizing its coverage of the reseller channel, providing greater field support to its authorized outlets. Beginning Jan. 1, the vendor […]

SUCCESS! Becoming a successful VAR is much like putting together a baseball team. It requires careful selection of skilled players, a detailed strategy, and a manager to catapult the team […]

Strategic partnerships: trade-offs in the legal structure, risk liability The purpose of this article is to examine the key trade-offs in the legal structure and risk/liability in strategic partnerships. It [...]

Tandem connectivity push aided by Apple VAR status CUPERTINO, Calif. -- Tandem last week picked up rights to sell, service and support Macintosh products, a deal which essentially makes the [...]

Fine tune your staff if you want to strike right chord Have you ever tried tuning a piano? It is an amazing process, one that requires a precise ear and [...]

Many options for resellers WALNUT CREEK, Calif. -- It frustrated Charlie Jackson to no end. After delivering a sophisticated computing system to a local corporate account, the Connecting Point franchisee […]

Apple to change discount program CUPERTINO, Calif. -- Apple Computer will unveil today sweeping reforms in its reseller strategy which the company believes will enhance its image as a more […]

Planning, execution and control key to effective mgmt. of partnerships The effective management of partnerships is no different than the effective management of any other organization. Planning, execution and control […]

Borland revamps for stronger reseller focus SCOTS VALLEY, Calif. -- Borland last week restructured its organization in a move designed to make the firm more competitive in the channel. Coincidental […]

IBM resellers to get 'direct' help; joint calls OK'd MONTVALE, N.J. -- IBM's direct sales force will be allowed to make joint calls with dealers and VARs under a revamped […]