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THE ACCESS GRAPHICS Inc. TRADEMARK remains synonymous with Sun Microsystems Inc., although the distributor no longer qualifies as a one-horse town.
In the last eight months, Sun rival Silicon Graphics Inc., Mountain View, Calif., has become Access Graphics' second largest vendor. Nearly 400 resellers that did business directly with Silicon Graphics switched their purchasing to Access, based here, placing orders that average $12,000 to $15,000, said Michael Minard, vice president of the distributor's Silicon Graphics business group.
The $820 million Unix distributor completed a deal with Silicon Graphics in August that pulled the workstation vendor into the two-tier channel. Resellers that buy less than $1 million in product from Silicon Graphics yearly had to make the switch, but the manufacturer's customers with...