TECH DATA UNVEILS 'PROCUREMENT PARTNER PROGRAM' FOR GOVERNMENT AND EDUCATION IT RESELLERS: Program Expands Service And Support For Federal, State And Local Markets.

Big Clearwater, Fla.-based IT product distributor Tech Data Corp. is expanding its 10-year-old government division and increasing its breadth of services for technology resellers targeting government and education markets on federal, state and local levels.

With its new "Procurement Partner Program," Tech Data is offering enhanced warranty upgrades, leasing options, credit services, configuration and assembly, and technical support that the company says can now be incorporated into bids and proposals as easily as product line items.

A new government bid services center has been established at Tech Data's Clearwater headquarters, and a new sales team has been added in the Washington, D.C., area to provide federal market field support. The program will also feature a new government and training services center in D.C. which is scheduled to open next month.

About 200 vendors are participating in the new program, offering special pricing, end-user leads, GSA schedule support, marketing funds and other incentives to government resellers.

"The Procurement Partner Program brings unprecedented focus and service to government resellers and integrators," says Terry Bazzone, Tech Data's general manager of strategic business development. "The organizational structure we now have in place not only ensures the fastest response possible to our government customers, but also delivers the best level of support."

Tech Data's government business has grown by more than 50 percent this year, with revenue to date already exceeding total government market sales in the company's last fiscal year, which ended January 31. This year the US division will surpass the $1 billion mark for the first time in Tech Data's history.

To eliminate the need to bid maintenance services through a third-party resource, Tech Data has adapted its TechniServe warranty and service program to the government bidding model. A joint partnership with ISO- 9000-certified national service providers, TechniServe offers on-site hardware maintenance services. Created and managed by Tech Data, TechniServe includes five service offerings for the basic hardware maintenance market -- warranty upgrades, laptop depot repair, printer warranties, custom bids and installation services. Resellers can now attach hardware maintenance and installation services to their desktop and server sales for the government market.

Tech Data's OneLease leasing program has also been tailored to meet the needs of the government market for flexible financial services. The program includes tax, delivery fees, education, technical services and maintenance contracts within the lease payment. Offered in partnership with Fidelity Leasing Inc., the program provides resellers a choice of nine lease options ranging from standard fixed-price purchase options to pre-installation funding as well as the opportunity to expand technology solutions beyond hardware and software sales.

In addition to financing options through OneLease, Tech Data's credit department has developed some new government purchasing features. "During the government selling season, we increase credit lines and utilize proactive credit evaluations to maximize credit for resellers specializing in the public sector market," says Bazzone. Tech Data is also introducing a 45-day free financing program through FINOVA Capital Corp. on federal government purchases. The program, good through December 31, is subject to credit approval by FINOVA.

To further maximize federal sales Tech Data has named Erich Ohngemach to the newly created position of government services field sales director and expanded its Beltway field sales team. In November, the company will open a 6,500-square-foot government and training services center in downtown Washington, D.C.