New Tool from Arrow Electronics and Sun Expected To Cut Booking Times for Sun Services Nearly In Half.

Business Editors/High-Tech Writers

AMELIA ISLAND, Fla.--(BUSINESS WIRE)--Oct. 3, 2002

The MOCA Division of Arrow Electronics, Inc. (NYSE:ARW), a leading Sun Microsystems, Inc. channel development provider, together with Sun Microsystems today announced that the method for processing Sun services contracts is about to get easier, thanks to a collaborative effort between Arrow's MOCA Division and Sun.

The announcement was made from Arrow's top iForce partner event, Net@Work Partner Forum.

Starting in October, the MOCA Division's Enterprise Services representatives will use Sun's web-based Enterprise Service Quoter (ESQ) tool to gain direct access to Sun's database, pricing and serial number information. This is a significant departure from the former process, which was paper-based and took up to 43 percent more time to complete a service contract.

"During our Net@Work Partner Forum last year, our customers told us the processing of Sun Enterprise Services sales was cumbersome to the point that it was discouraging services sales," said Rich Severa, president, MOCA Division. "In response, we've worked with Sun to launch ESQ. This will open the door for many Sun iForce partners who were previously encumbered from the extra time and resources that were required to sell service contracts."

An important improvement in the method for processing Sun services contracts, the use of ESQ is expected to entice iForce partners to attach more Sun Enterprise Services to their hardware sales. "The ESQ tool is a great value add from the MOCA Division to our joint partners," said Gary Grimes, vice president, Partner Management and Sales. "Tools like this are exactly what our partners demand in making them more productive and making it easier to do business with both Sun and Arrow."

The ESQ tool offers multiple advantages:

(1) For iForce partners, ESQ will greatly reduce the method for

securing services sales, reducing individual booking times by

an estimated 43 percent.

(2) Using ESQ, the MOCA Division will be able to provide resellers

with timelier contract renewal quotes and help resellers

consolidate their customers' contracts.

(3) Process redundancies will be virtually eliminated by giving

the MOCA Division direct access to the same tool that Sun uses

to quote and track Enterprise Services sales, and thereby,

direct access to Sun's database, pricing and serial numbers.

"Even with the former system, we grew our Sun Enterprise Services business last year. With ESQ, we expect to cut our iForce partners' front-end booking time on Sun services sales nearly in half, and we anticipate that the MOCA Division will double its Enterprise Services bookings as a result," said Severa.

About the North American Computer Products group of Arrow Electronics

The North American Computer Products group of Arrow Electronics, Inc. (NYSE:ARW) is a leading distributor of enterprise and embedded computing systems to reseller and OEM customers in North America. Based in Englewood, Colo., the group is comprised of four divisions that make up Enterprise Computing Solutions (Support Net, SBM, MOCA, Enterprise Storage Solutions) and the Arrow/Wyle Division, which serves industrial OEM customers. Visit us at www.arrownacp.com.

Arrow Electronics is one of the world's largest distributors of electronic components and computer products and a leading provider of services to the electronics industry.