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Dec Will A Wooing Go For Fresh Outlets


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DEC WILL A-WOOING GO--FOR FRESH OUTLETS

With the launch now behind it of PCs based on its new Alpha chip, Digital Equipment Corp. is pushing to sign up new PC sales outlets, in an effort to lessen its reliance on costly direct sales and telemarketing. Shortages of Intel-based PCs at Compaq Computer Corp. and DEC's strong reputation for PC service are helping the company win a hearing among resellers such as Intelligent Electronics Inc. that had spurned DEC machines in the past.

DEC Vice-President Enrico Pesatori predicts that new reseller agreements will be in place by July. Still, the effort faces stiff competition from expanding PC makers Hewlett-Packard Co. and Dell Computer Corp., which are courting the same dealers. One major PC reseller that won't be picking up the line: ComputerLand Corp. After testing customer reaction to the DEC PC line, the Pleasanton (Calif.) PC reseller decided instead to fill out its shelves with more of HP's Intel-based PCs instead.EDITED BY BART ZIEGLER


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