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An attempt by Compaq Computer Corp. to begin selling direct to some large accounts is causing an uproar in the channel, with some resellers promising to switch customers to other brands if conflict arises.
The Compaq Corporate Accounts Fulfillment Effort (CAFE) program calls for a direct-sales-force effort on the part of Compaq with a single master reseller or distributor delivering the product. MicroAge Inc. is reportedly close to securing the fulfillment portion while challenges to the vendor's initiative are mounting in the channel.
The move contradicts statements recently made by Compaq executives criticizing a similar IBM Corp. program. "We don't have 65,000 people in the field competing against you, all we have is you," Gary Stimac, a Compaq senior vice president and general manager, told Inacom dealers at their annual conference just last month.
His statement followed a presentation...