Volume Discounts For Small Fry Pc Dealers

In the personal-computer distribution business, nothing talks like sales volume. Major PC makers such as IBM and Compaq Computer Corp. like big dealers that can move thousands of units annually, and these distributors get to buy hardware at a deep discount. But that leaves small, independent dealers at a disadvantage: With smaller volumes, they get smaller discounts. Now, independents are finding a way around the rules by banding together to form buying consortiums.

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