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NEW PS/2 AND PS/1 DISTRIBUTION PROGRAMS FOR VARS PROVIDE GREATER FLEXIBILITY AND PRODUCT AVAILABILITY (Product Announcement)

       NEW PS/2 AND PS/1 DISTRIBUTION PROGRAMS FOR VARS PROVIDE
             GREATER FLEXIBILITY AND PRODUCT AVAILABILITY
    WHITE PLAINS, N.Y., Feb. 5 /PRNewswire/ -- IBM today introduced two new programs to broaden distribution and give Value Added Remarketers (VARs) more flexibility in marketing Personal System/2(A) (PS/2(A)) or Personal System/1(A) (PS/1(A)) personal computers.
    "These new programs provide greater ease and flexibility for VARs to remarket IBM personal computer products," said David R. Carlucci, vice president, marketing and channel management for IBM's National Distribution Division.  "By implementing these new distribution programs we're pursuing more ways to market IBM products and we're reaching customers looking for integrated product offerings."
    IBM Associated Remarketer Program
    The IBM Associated Remarketer (AR) program enables qualified Value Added Remarketers (VARs) to become IBM ARs and allows them to purchase PS/2 products directly from IBM approved aggregators.  VARs now can combine their value-added offering with a PS/2 and remarket it anywhere in the U.S. and Puerto Rico.
    IBM aggregators are contracted through IBM as remarketers of IBM products to resellers such as PC dealers, Industry Remarketers (IRs) and now to ARs.  ARs remarket PC products to target markets with their own hardware or software applications to form an integrated product offering.
    The objective of the new program is to increase the number of VARs that sell IBM products.  VARs in the AR program will be IBM approved, have an approved value-added offering and sign a document of understanding with IBM.  However, they will not have IBM-assigned minimum sales or renewal criteria.
    ARs will acquire PS/2s and related products from the following IBM authorized aggregators: Compucom Systems(B); ComputerLand(B); Inacom(B); Intelligent Electronics(B); MicroAge Computer; and Rosas/Nasco(B).
    Recruitment of VARs for this program will begin immediately.
    IBM Authorized Distributor:  VAR Program
    The Authorized Distributor:  VAR program enables qualified VARs to remarket new, specially configured PS/1s.  The new PS/1 Pro models feature a 20 megahertz (MHz), 80386 SX microprocessor and will be sold in combination with a VAR's value-added enhancement.
    VARs will remarket an integrated PS/1 Pro solution for small businesses.  Under this program, VARs will be recruited, qualified and approved directly by two IBM authorized Distributor: VARs, Gates/FA(B) and Ingram Micro(B).
    "This program builds on our successful experience with both Gates/FA and Ingram Micro in reselling our connectivity products to the large and growing VAR community," said Carlucci.  "Both distributors provide the sales and technical support required to remarket the PS/1 Pro effectively."
    "This partnership represents a powerful endorsement of our ability to deliver incremental revenue opportunity through access to our VAR customer segment," said David R. Dukes, president, Ingram Micro.  "With this step, IBM and Ingram Micro will have a significant impact on the VAR market. It's also a powerful business tandem that is making available to VARs an outstanding sales and profit opportunity."
    "This announcement enables IBM to increase its VAR participation while also providing us with a product ideally suited to our customer base," said Philip D. Ellett, president and chief executive officer, Gates/FA Distributing.  "We believe it's a solid endorsement of our distribution strategy."
    Recruitment of VARs for this program will begin immediately. Distributors will begin shipping the new PS/1 Pro models within the next 60 days.
    NOTE:
    (A) Indicates trademark or registered trademark of International
        Business Machines Corporation.
    (B) Indicates trademark, registered trademark or registered service mark of Ingram Micro, Inc.; Gates/FA Distributing, Inc.; CompuCom Systems, Inc.; ComputerLand Corporation; Inacom, Inc.; Intelligent Electronics, Inc.; MicroAge Computer Center, Inc.; or Rosas Computer Company, Inc./Nasco Data Systems.
    -0-                    2/5/92
    /CONTACT:  Sheila Shanahan of IBM, 914-642-5407/
    (IBM) CO:  International Business Machines Corporation ST:  New York IN:  CPR SU: SM -- NY050 -- 7211 02/05/92 13:00 EST
COPYRIGHT 1992 PR Newswire Association LLC
No portion of this article can be reproduced without the express written permission from the copyright holder.
Copyright 1992 Gale, Cengage Learning. All rights reserved.

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Publication:PR Newswire
Article Type:Product Announcement
Date:Feb 5, 1992
Words:638
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