Big players scrambling for distribution channels

Article Abstract:

Computer companies are changing their distribution channels, as alternative distribution channels are becoming more efficient. Microsoft, Redmond, WA, is penetrating the value added retail distribution channel with the introduction of a new family of Microsoft Solution Partner programs. Dell Computer, Austin, TX, is marketing its computers in computer superstores, including CompUSA and Wal-Mart Stores. IBM, New York, NY, has become involved in direct marketing. Microsoft has changed its packaging to suit its penetration of the retail market. Firms are also becoming involved in the direct response channel, working with mail order distributors to design catalogues. Value added resellers (VARs) are playing a greater part in the plans of computer manufacturers.

Prepackaged software, Variety stores, Computer and software stores, Usage, Microsoft Corp., Wal-Mart Stores Inc., International Business Machines Corp., Dell Inc., Distribution, CompUSA Inc., Distribution channels

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Closing the books

Article Abstract:

MCI Communications Corp (MCI), Data General Corp, 3Com Corp and Toshiba Corp discontinued the publication of their customer-targeted magazines amid the launching of new publications by other companies. Data General cited budget limitations as the reason for discontinuing Profiles magazine. 3Com Corp's decision to concentrate on its main businesses prompted it to sell its magazine, 'Connect: The Journal of Computer Networking,' to International Data Group. MCI and Toshiba had both attained their purpose of educating customers about their products through their magazines, so publications were discontinued.

COMMUNICATION, Telephone communications, exc. radio, Periodicals, Publishing industry, Toshiba Corp., Telecommunications services industry, Telecommunications industry, Cover Story, Periodical publishing, 3Com Corp., MCI Communications Corp., Data General, Self-publishing, Self publishing

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Marketing assists product design; HP tries to anticipate customers' demands

Article Abstract:

Hewlett-Packard Co's (HP) innovative practice of incorporating marketing groups into its product development plans has led to considerable success for its products. The future enhancements of a product are given serious consideration during the product's original research and development stages. HP's development concept is based on the belief that each new product is just the first version of a series of new benefits. The advertising of new products has been altered to highlight not only the products specific features but also their enduring image.

Marketing, Hewlett-Packard Co., Product development

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