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Ingram Micro Launches Small-Midsize Business Strategy for Reseller Channel

Initiative Includes VentureTech Network(TM), Increased Product Allocation, Expanded Sales Staff, Tailored Services and Special Finance Options

NEW ORLEANS, Jan. 9 /PRNewswire/ -- Ingram Micro Inc.(NYSE:IM) , the world's leading wholesale distributor of technology products and services, today announced a tailored, complete business solution for value-added resellers (VARs) that sell to the small to midsize business (SMB) market. The offering includes special financing and credit options, increased product allocation, training and seminars, certification assistance, discounted business services, marketing tools, bundled supplier solutions, and value- added services that are designed to meet the unique needs of the SMB market. Also this month, Ingram Micro is reallocating internal resources to increase sales coverage by 40 percent and specifically focus on the SMB market.

"The small to midsize business market represents an incredible opportunity for resellers and manufacturers alike," said Doug Antone, president, Ingram Alliance, senior vice president, Ingram Micro.

Antone added, "We've been actively listening to our reseller customers and have identified opportunities to leverage the SMB market. That's why we've built the most comprehensive SMB strategy in the channel. We've taken our standard business model and customized it for the SMB VAR. We're providing them with the sales support and options they need to grow their sales, and increase their revenue."

For the initiative, Ingram Micro will offer special benefits to resellers with more than 50 percent of their business in SMB.

As part of that strategy, Ingram Micro also premiered today, VentureTech Network(TM), a national network of technology resellers designed to service the SMB market (see separate press announcement: Ingram Micro Launches VentureTech Network(TM) for Technology Resellers Targeting the Small-Midsize Business Market). The primary manufacturer partners are 3COM Corporation, Compaq Computer Corporation, Hewlett-Packard Company, IBM Corporation, Intel Corporation and Microsoft Corporation. Reseller members offer premium computing products, high-technology expertise, and value-added services.

A Comprehensive Line-Up of Small to Midsize Business Reseller Benefits

Resellers around the world can take advantage of Ingram Micro's line-up of SMB services, including:

  -- Increased and broadened Ingram Micro sales resources in Santa Ana,
     Calif. and Buffalo, NY.
  -- Ingram Micro will provide dedicated sales resources to SMB resellers
     who do not currently have them.
  -- Increased product allocation.  Ingram Micro has launched a new
     organization dedicated to allocation of constrained products for
     specialized customer segments, including SMB.
  -- Credit and financing options designed exclusively for SMB resellers,
     including preferential consideration for credit line increases and
     emergency credit lines; financial services help desk and training; free
     flooring; financing for inventory purchases; accounts receivable
     financing; purchase order financing; and automatic approvals on
     government and school district business.
  -- Training and marketing benefits from Ingram Micro, including: a
     dedicated SMB Web site with electronic communication tools; web-based
     sales training tools; Ingram Micro training seminars on sales and
     product solutions, such as computer telephony integration (CTI),
     networking and the Internet; and marketing tools, such as template
     advertisements, radio spots and marketing plans.
  -- Assistance with manufacturer certification, including co-sponsored
     training classes from Ingram Micro and leading manufacturers.  Product
     training classes, such as networking, hardware and software will assist
     resellers in training toward certification.
  -- Premier VAR Plus membership.  Program benefits include personalized
     pricing based on sales volume; discounts on vendor training; a
     dedicated telesales representative; free technical support; and access
     to the following: business and health insurance; car rentals; Reseller
     Central, which provides resellers access to vendor logos and art for
     personal marketing use; third-party professional legal services; Sprint
     and MCI long distance telephone service, a First USA credit card and
     On-Site Information Systems, an enhanced fax and telecommunication
  -- Services and programs for SMB, including access to Ingram Micro's
     National Service Network (NSN); custom configuration, unbranded systems
     and OEM components through Ingram Micro Frameworks Total Integration
     Services(TM); Internet-based electronic tools like
     to research products, pricing, availability, order status and shipment
     tracking; and specialized technical support and help desk for SMB
  -- New vendors and products that target SMB.  Ingram Micro is currently
     targeting a number of key vendor partners focusing on wide area network
     (WAN), CTI and Internet vendors.  Will also include bundled supplier
     solutions for products dedicated to SMB.
  -- Access to complete manufacturer SMB solutions.  Ingram Micro's
     purchasing department will monitor stock to ensure availability of
     complete solutions, not just individual SKUs.

Ted Warner, president of Connecting Point said, "In today's competitive industry, it is important for resellers to create a niche to service their customers and Ingram Micro's SMB strategy allows us to do that. The division plan is tailored to meet the needs of our company and we are excited to be involved in its launch."

Increased Sales Resources for SMB Resellers

In addition to providing resellers new options and benefits for their business, Ingram Micro is providing new tools to its sales staff to increase their awareness about SMB products. The company is putting intranet tools in place for field and inside sales, including up-to-the-minute information on products and pricing, lead times by product or manufacturer part number, ship out reports and order tracking.

Ingram Micro is also adding a new sales division with account managers focused exclusively on the SMB market. These managers will team together with telesales representatives to provide service and support to targeted SMB resellers. This will include tactical visits with resellers and coordination with manufacturers and the field sales organization.

Antone added, "Most of our SMB VARs are small to midsize companies themselves, and therefore have a unique understanding of the specific challenges their end-user customers face. But many of these VARs face challenges from a resource standpoint -- they may not have the infrastructure needed to provide a complete solution for their customer."

About Ingram Micro Inc.

Ingram Micro Inc., headquartered in Santa Ana, Calif., is the world's leading wholesale distributor of technology products and services, and a leading provider of assembly services, with 1996 sales of $12 billion. The company and its affiliates operate in 32 countries and distribute more than 145,000 products to more than 100,000 resellers in 120 countries. Ingram Micro can be found at

Source: Ingram Micro Inc.

Contact: Cindy Ragland of Ingram Micro, 714-566-1000, ext. 23364, or


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