Personal Computers
Two of the major players are Dell and Hewlett Packard. HP bought Compaq.
Dell Computer
- Famous for direct sales model
- Started using value added resellers more in 2006
- Entered the blogosphere to counter criticisms.
- IT buyers are heavy users of the internet and blogs for information.
HP
- HP has struggled with channel conflict
- Instituted a system of named accounts to reduce conflict
- Resellers are developing private labels to compete with direct sales
- Working with channel partners in mid-market accounts
Resellers
- CompUSA and Circuit City struggling to compete with online resellers such as CDW
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