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(Nikkei BP Group)

(No.1 High-Tech News Site in Japanese)

New Year Special Features '99

  • Compaq Japan to Sell PC Servers Directly to Customers
  • January 12, 1999 (TOKYO) — Compaq Computer K.K. of Japan announced that it will start selling PC servers directly to customers by setting up a direct marketing system by the middle of this year.
    The sales system is aimed mainly at PC servers and client PCs, the company said.

    While planning to launch a mail order service via the Web and telephone by mid 1999, the company seeks to set up a sales system to allow its direct sales unit dealing with large business users to directly handle PCs. Compaq Japan’s new sales system will enable it to offer discounts when selling packages of PCs and server products for large-scale systems such as the NonStop Himalaya computers as well as the Alpha Server series.

    Also, it will allow Compaq Japan to provide, in cooperation with sales agencies, products that include maintenance services.

    Under the current business strategy, client PCs and PC server products are sold indirectly through agencies. Meanwhile, the NonStop Himalaya, a series of super parallel servers, as well as the Alpha Server 64-bit server series, are sold directly by Compaq’s sales unit.

    The sales unit isn’t authorized to directly sell products to customers. So, even if the sales unit wins a deal of a comprehensive system configuration including replacement of client PCs, the sales unit provides PCs via agencies.

    In addition to the Build to Order (BTO) strategy launched in October 1997 and the Channel Configuration Program (CCP) program launched jointly with Otsuka Shokai Co., Ltd. in March 1998, Compaq Japan will launch the Configure to Order (CTO) program in mid 1999.

    Compaq Japan aims to increase its domestic sales by implementing the new sales system to more flexibly meet the requirements of customers and agencies.

    Related story: Compaq Computer Japan Seeks Double-Digit Profit Growth, Pres. Says

    (BizTech News Dept.)

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