TUDLA: providing IT market intelligence to Latin America. (Special Advertising Feature: Focus On ...).

Although most server technology purchases by businesses in Latin America are made from third-party solution providers, many of these purchasers are noting that they would prefer to deal directly with the vendor who can provide the best price, value and service. As such, most technology vendors are beginning to re-evaluate their channel strategy, as Dell and other direct marketing suppliers are gaining more and more market share.

Based on telephone interviews with more than 20,000 of the top IT decision-makers in the region, TUDLA (Technology User Database, Latin America) notes that the move to dealing direct is becoming more evident each day.

"For years, vendors like IBM, HP/Compaq, Sun, Unisys, CISCO, 3COM and many others have offered technology products and solutions directly to large enterprise accounts," says Gary Gorton, founder and CFO of TUDLA. "Small and medium-size companies with needs in Latin America have been left to purchase from dealers, distributors or value added re-marketers."

Now more than ever, good marketing intelligence is important. Not only is the transition to purchasing direct a major factor, but also small and medium businesses are the fastest-growing segment. TUDLA clients get the benefit of this marketing intelligence so they can build their business and better understand their customers' needs, Gorton says.

TUDLA, based in El Cajon, California, is the only database management company that specializes in research of technology and communication usage in Latin America, Puerto Rico and the Caribbean. Founded in 1999, TUDLA has two main goals:

* To serve as a voice for Latin American IT decision-makers looking for solutions that fulfill their technology and communication needs.

* To serve as a source of information for companies looking to provide solutions in the Latin American market.

At the heart of TUDLA's expertise is its IT Decision-Maker Panel. This panel will eclipse 30,000 businesses before yearend 2002, and the challenge will be to identify at least 20,000 more companies that resemble those already spoken to.

"This is done with the intent on helping you find a better way of 'crossing the chasm' and making your sales and marketing goals a reality in the evolving and growing Latin American market," says Gorton. "The end result will be over 300,000 key contacts with complete details as to their technology and communications needs for you to utilize."

Check out TUDLA at www.tudla.com and call 619-442-4445. Concludes Gorton: "We will be happy to demonstrate how this powerful tool can help your organization better penetrate and maintain market share in this evolving market."

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TUDLA Latin American Sites Planned by 2003 Ranked by Number of Employees

Country              <10  10 to 19  20 to 49  50 to 99  100-399  400-999

Argentina             75       100       200       400      400      150
Belize                10        15        20        10       10        2
Bolivia                5        10        20        20       40       10
Brazil               200       300       600     1,600    2,000    1,000
Chile                 20        50       100       200      200       50
Colombia             100       100       100       200      200       50
Costa Rica            25        20        50        50      100       15
Ecuador               25        30       100       100       80       20
El Salvador           60        62       200       200      100       20
Guatemala             75       100       200       300      200       80
Honduras               5        10        10        20       20        4
Jamaica                5        20        30        30       30       30
Mexico             5,000     5,000     5,000     6,000    5,000    1,200
Nicaragua              5        25        30        30       20        5
Panama               100       100       200       200      100       15
Paraguay               5         5        20        50       20        5
Peru                  20        20       100       100      500       20
Puerto Rico        1,000       750     1,000     1,000       50      200
Rep.Dominicana         5        10        10         5       10       10
Trinidad & Tobago      5         5        10        40       50       10
Uruguay                5        10        10        50       10        5
Venezuela            200       600       500       800      400      200

Totals:            6,950     7,342     8,510    11,405    9,540    3,101

Country            1,000+  Totals:

Argentina             200    1,525
Belize                  1       68
Bolivia                 2      107
Brazil              1,000    6,700
Chile                 100      720
Colombia              100      850
Costa Rica             15      275
Ecuador                15      370
El Salvador             3      645
Guatemala              20      975
Honduras                3       72
Jamaica                10      155
Mexico              1,000   28,200
Nicaragua               4      119
Panama                 15      730
Paraguay                4      109
Peru                   20      780
Puerto Rico           100    4,100
Rep.Dominicana          5       55
Trinidad & Tobago      10      130
Uruguay                 5       95
Venezuela             200    2,900

Totals:             2,832   49,680