Business Services Industry
COMPUTER SELLERS PLUG INTO SMALL OFFICE SECTOR: LOCALS SQUARE OFF WITH SUPERSTORES FOR PROFITABLE SERVICING BUSINESS
Crain's New York Business, August, 1998 by LEDER, MICHELLE
Michael Weiss was shopping recently for a computer network to launch the Wall Street office of a Florida-based telecommunications company. He didn't know a lot about technology, and he didn't have a lot to spend. Yet he was amazed to find out how many local computer retailers wanted his business and how hard they were willing to work for it.
Three stores eagerly bid for his account, including one whose representative met with him in person to discuss his networking needs. "All of them definitely wanted to make a deal," says Mr. Weiss, then the director of operations for Long Distance International of Fort Lauderdale. Competition to provide computer equipment and services to the small-office/home-office market is intense. Local merchants that have counted on...
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