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February 2, 1988

ICL AIMS AT INDIRECT SALE CHANNELS

By CBR Staff Writer

As unit hardware prices continue to erode, all large manufacturers are pulling out all the stops to increase the volume of business that they do through indirect channels and ICL is no exception – the Putney Bridger wants to quadruple its third party sales and has revamped its various programmes to create three agreements: the Marketing Agent will complement and work closely with the ICL sales force; the Territory Agent will have autonomy in a particular region, and the Distributor will have autonomy by product line; to make signing up with ICL more attractive, the company will allow third parties into its major accounts, and has set aside UKP250,000 for consultancy and training of third party resellers.

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