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DIGITAL ANNOUNCES DESKTOP DIRECT, BEGINS DRIVE FOR PC MARKET SHARE

 DIGITAL ANNOUNCES DESKTOP DIRECT, BEGINS DRIVE FOR PC MARKET SHARE
 MARLBORO, Mass., Jan. 21 /PRNewswire/ -- Digital Equipment Corporation (NYSE: DEC) today initiated the first wave of a multi- million dollar marketing campaign to become a major force in the PC industry.
 The company today began mailing several hundred thousand catalogs that reflect price reductions of as much as 50 percent on Digital PCs. For example, Digital's high-resolution DECpc 433 Workstation, based on the Intel 80486 33MHz microprocessor, is available at a catalog price of $5,999. Last year, this system was priced at nearly $11,000.
 Digital said it is targeting more than 2 million business PC buyers in a direct mail campaign that begins shortly.
 Digital formally announced its Desktop Direct program today in a three-page advertisement in the national business press. Digital has introduced a new toll-free telephone number -- 1-800-PC-BY-DEC -- that enables customers to buy PCs and related equipment, get quick answers to hardware and software questions, and call for on-site service.
 Digital previewed the Desktop Direct program last week in an 11-page advertising insert published in Computerworld and PC Week. Digital is beginning a massive advertising campaign that will place several hundred Desktop Direct ads in nearly 30 trade publications within the next three months.
 "Digital is the first full-line, full-service company to to sell PC hardware, software, and service through a toll free telephone number. We're going to be as responsive and flexible as the best PC mail order houses, but we're going to deliver a level of technical support and service that only a large computer vendor can provide -- including technical support and service for multivendor hardware and software, end-user training, consulting, Digital's PATHWORKS products for integrating PCs into local, departmental and enterprise-wide environments, and network integration services and support for Novell's NetWare and other PC networks," said Jay Atlas, vice president, U.S. Channels.
 "We've got more than 10,000 service people who can deliver next business day, free warranty service anywhere in the United States. We back up our own PCs with our own service people. That's a statement no one else in the direct mail PC business can make," Atlas said.
 "We can provide one-stop shopping for a complete solution in PCs. We're going to make it hard for the business PC buyer to select a PC that isn't Digital's," Atlas said.
 Digital said it is shipping custom-configured PC systems within 48 hours after the order is received. Digital offers free shipping for normal delivery (three-to-five days), and next-day delivery for a fixed fee. New business conditions include a 30-day money-back guarantee, on-line credit card validation, and a one-year, on-site "no fine print" warranty covering all parts and labor from Digital's own service organization. Other PC direct marketers provide warranty service through contracts with third party service companies.
 Selling, order-taking, and support are all at one number: 1-800-PC-BY-DEC. The direct-selling center is open from 8:30 a.m. to 8:00 p.m., Eastern Time.
 Digital Equipment Corporation, headquartered in Maynard, Mass., is the leading worldwide supplier of networked computer systems, software and services. Digital pioneered and leads the industry in interactive, distributed multivendor computing. Digital and its partners deliver the power to use the best integrated solutions - from desktop to data center - in open information environments.
 ----
 NOTE: PATHWORKS, Digital, DEC and DECpc are trademarks of Digital Equipment Corporation.
 Novell and NetWare are trademarks of Novell, Inc.
 80486 and Intel are registered trademarks of Intel Corporation.
 -0- 1/21/92
 /CONTACT: Bob Schneider of Digital Equipment Corporation, 508-480-4620/
 (DEC) CO: Digital Equipment Corporation ST: Massachusetts IN: CPR SU: PDT


PB -- NE005 -- 1683 01/21/92 09:53 EST
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Copyright 1992 Gale, Cengage Learning. All rights reserved.

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Date:Jan 21, 1992
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