A chastened IBM is having to admit to an awful lot of mistakes these days, and the latest is its US dealer incentive plan for the Personal System/2 that was introduced on January 1 and should have run the full year: it offered dealers credits and bonuses for meeting stringent sales targets, but some dealers […]
A chastened IBM is having to admit to an awful lot of mistakes these days, and the latest is its US dealer incentive plan for the Personal System/2 that was introduced on January 1 and should have run the full year: it offered dealers credits and bonuses for meeting stringent sales targets, but some dealers used the credits to discount their inventory, driving down street prices of the PS/2s and enraging other dealers who wanted to use the credits to bolster wafer-thin profit margins; the programme will now terminate on September 30.
