Digital returns to PC wars; Intel and Microsoft are partners; the clone makers are role models

Article Abstract:

Digital Equipment Corp (DEC), known for its success marketing its midrange computer systems, is making a major effort to move into the market for microcomputers. DEC failed in its earlier effort to market the DEC Rainbow, which was meant to compete with the IBM PC. DEC now has combined with Intel Corp and Tandy Corp to produce DECpc microcomputers, which will be manufactured by Intel and Tandy. DEC is also aligned with Microsoft Corp, favoring Microsoft's Windows graphical user interface. DEC brings formidable skills and support services to these alliances. DECpcs, which will be 'competitively' priced and will be offered in various configurations, will be sold directly to customers. DEC reportedly intends to copy the successful marketing methods of such mail-order companies as Dell Computer Corp. According to one observer, coming late to the microcomputer market could turn out to be an advantage for DEC.

Product information, Marketing, Distribution channels, Digital Equipment Corp., DEC, Outlook, Competition, Marketing Strategy, Direct Market Channel

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Shopping lessons from (gasp!) the Air Force

Article Abstract:

The Air Force's Desktop IV microcomputer-procurement contract, at a cost of $724 million, allows the military to acquire commercial systems of top quality at bargain prices. The long-winded procurement process which was oftentimes hampered by bureaucratic red tape and contract protests offers some lessons for private businesses. Desktop IV asked for open specifications, best value over low price and utilized computer bulletin boards for bidding. The contract was awarded to Zenith Data Systems Corp and Government Technology Services Inc; both companies can sell microcomputers and peripherals to various civilian and Defense Department agencies for three years. Zenith is offering hefty volume discounts for its machines that cost more than those proposed by the other contract bidders but which offer better value because of more power, a longer life span, extra software and support.

Computers, peripherals & software, Purchasing, Column, Contracts, United States. Air Force, System Selection, Equipment Acquisition, Guidelines, Military, Zenith Data Systems Corp., GTSI Corp.

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