IBM revamps global units, sets one brand

Article Abstract:

IBM is implementing several changes within its organization to improve global operations while lowering prices and bolstering product distribution. In response to internal feedback, IBM will consolidate all of its computer services operations under the brand name of IBM Global Services. IBM's current marketing goals include increasing sales through distributors and direct marketing from 35% of total current revenue to 60% by the year 1999. IBM is moving Lucio Stanca from his current position as the head of its European, Middle East and Africa sales operations to a position overseeing all catalog and on-line ordering, as well as all distributors of IBM products except personal computers. Stanca's replacement is William A. Etherington, formerly the manager of IBM's industry-specific sales groups. David W. Thomas has been promoted to general manager of global industries. John W. Thompson succeeds Thomas in his former position as sales manager of IBM's North American sales unit.

Management, Computer services industry, Information technology services industry, Distribution, Company Business Management, Company Employee Status Change

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Down on upgrades; PC sales growth slows as corporate ardor for new models cools; some firms start to figure the machines they have are powerful enough; still rising, but not as fast

Article Abstract:

Sales in the PC industry continue to slow as corporate and personal consumers alike attempt to draw as much utility as possible from existing systems and avoid purchasing new models. The PC industry's thin profit margin on numerous PC components and peripherals places many companies in precarious situations, and a continued market decline could ultimately reduce the number of product vendors. Analysts predict that PC sales-growth in 1996 will slow to 12% from 1995's 22% and that earnings will fall to just 9% from 1995's 27%. Some suggest that corporate accounts are largely just pausing to decide between implementing Windows NT or Windows 95, but others suggest that consumers are not as compelled to purchase new technology simply because it exists.

Economic aspects, Microcomputers, Microcomputer industry, Forecasts and trends, Industry trend, Statistics, Market Trend/Market Analysis

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Why Big Blue still sings praises of mainframes

Article Abstract:

The steadily increasing percentage of industry shipments of mainframe computers has both analysts and IBM officials rethinking the accepted notion that the market for new mainframe computing hardware is at an end. IBM continues to develop and market their mainframes with a renewed vigor, boasting that increased mainframe sales represent a significant portion of the company's expected 1st qtr 1996 profits. However, analysts suggest that the revival of the mainframe computer will not provide IBM with enough revenue to compensate for diminishing disk drive, PC and midrange computer sales. Analysts further suggest that IBM would be making a severe management misjudgment by placing too much emphasis on its mainframe products.

Digital Computers, Super, Planning, Product information, Marketing, Supercomputers, Mainframe computers, Mainframe computer, Company analysis, Company product planning

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