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INGRAM MICRO TO DISTRIBUTE HEWLETT PACKARD'S SERIES 700 WORKSTATIONS AND X STATIONS

 INGRAM MICRO TO DISTRIBUTE HEWLETT PACKARD'S
 SERIES 700 WORKSTATIONS AND X STATIONS
 The Pact Marks the Third Distribution Agreement
 Ingram Micro Has Concluded with Hewlett-Packard
 VARs Recruited by Ingram Qualify
 for Workstation Loan and Software Porting Assistance
 SANTA ANA, Calif., Feb. 18 /PRNewswire/ -- Ingram Micro's Systems Sales Division (SSD) announced it has signed a U.S. distribution agreement with Hewlett-Packard Co. (NYSE: HWP) for its HP Apollo 9000 Series 700 workstations, based on PA-RISC technology.
 The agreement includes HP's entire family of Series 700 workstations and HP 700/RX X stations. The Series 700 workstation family was recently extended with models 705 and 710, the fastest entry-level workstations in the industry. Demand for the entire Series 700 family, which includes workstation and server configurations offering performance in excess of 77 SPECmarks, is strong and continues to grow.
 "With the introduction of the Series 700 workstations," said Chip Lacy, Ingram Micro chairman and chief executive officer, "HP achieved a leadership position in the market for this category of powerful, low- priced workstations. As a result, we're entering the workstation market with a highly competitive range of platforms. And HP, with the Series 700, is entering the commercial distribution channel with a distribution partner who has proven its ability to recruit qualified VARs, with a dedicated infrastructure for this purpose, and with the best value-added reseller support services."
 "Increasing the breadth of HP-qualified VARs reselling Series 700 workstations is part of HP's strategy to increase its presence in the commercial workstation market segments," said Gary B. Eichhorn, general manager of HP's Workstation Business Unit. "By joining with Ingram Micro, one of the largest wholesale distributors of microcomputer products to VARs and one with a particular strength in the UNIX arena, we are enhancing our ability to move HP products into customers' UNIX- system-based environments."
 David R. Dukes, Ingram Micro president, said, "This agreement signifies the value that an indirect channel such as two-tier distribution represents to HP in its efforts to improve operating efficiencies and achieve greater penetration of commercial market segments. We're delighted with HP's decision to expand its relationship with us to include the Series 700 because this product line is the most powerful set of RISC platforms available at the key workstation price points."
 Lacy added that the two companies will expand and accelerate HP's penetration of commercial markets, in particular, with those VARs who market vertical solutions to small- and medium-sized businesses as well as to workgroups. Ingram Micro has developed a range of sales, marketing and vertical markets support programs for VARs recruited to resell HP workstations and X stations. Among these services, for qualifying VARs, is a Series 700 workstation loan and porting assistance program for qualifying VARs to port their vertical applications to the HP platform.
 "The HP Series 700, Series 800 and 700/RX X station lines together make up the industry's broadest RISC-based family of systems," said Dukes, "providing computing solutions from the desktop to the data center and opening a broad new vista of opportunities for selected, qualifying Ingram Micro VARs." He explained that Ingram Micro would soon make further announcements about the range of programs and services available to VARs interested in becoming distributor-authorized value- added resellers for the HP product lines.
 Demand for RISC-based computers has grown quickly since the first commercially available RISC products hit the market in the mid-1980s. Because of the growing importance of RISC-based computing, Ingram Micro considers it an important part of its growth strategy to be able to make RISC-based platforms available to its VAR customers. And the Series 700 product line is of critical importance to HP in its drive into the commercial workstation market segments. Accordingly, the two companies see the distribution agreement as being of long-term strategic importance to both organizations.
 Ingram Micro's focused marketing division for UNIX-system products, the Technical Products Division (TPD), with dedicated staff now exceeding 60 people, is working in tandem with SSD to implement Ingram Micro's VAR recruitment efforts and UNIX-system-market programs to penetrate commercial markets for the Series 700 workstations and the Series 800 business systems and servers and 700/RX X stations.
 The distribution agreement for the HP Series 700 is the third distribution agreement the two companies have concluded. On Jan. 15, 1991, Ingram Micro and HP announced a distribution agreement for HP's NewWave operating environment software; on Sept. 9, 1991, Ingram Micro and HP announced another distribution agreement for HP's Series 800 business systems and servers. The Series 700 workstations are industry performance leaders that act as excellent complements to the Series 800 servers in client/server environments.
 Ingram Micro Inc. is the world's largest wholesale distributor of microcomputer products, with more than 12,000 in stock, from more than 600 of the world's leading hardware and software companies. It sells to 60,000 reseller customers in 65 countries, has distribution operations in seven, including international subsidiaries in Canada, the United Kingdom, Belgium, France, The Netherlands and Italy. The company is headquartered in Santa Ana and achieved worldwide sales of $2 billion in 1991.
 -0- 2/18/92
 /CONTACT: Wayne Stewart of Ingram Micro, 714-540-4781; or Maureen S. Deiana of Hewlett-Packard, 508-256-6600, ext. 7582/
 (HWP) CO: Ingram Micro Inc.; Hewlett-Packard Co. ST: California IN: CPR SU:


KJ-CH -- LA016 -- 9987 02/18/92 13:30 EST
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Date:Feb 18, 1992
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