A representative from IBM UK said today that the company had revised its terms and conditions for its business partners (BPs), with a trade-off between price protection and margins.
He said: "Some partners are being offered a trade-off between price protection and margin, depending on the run rates."
That, he said, meant potentially more margins for IBM's PC dealers, if they sold more IBM PCs than the competition's.
He refused to put figures to the numbers, instead explaining that the dealers would use companies like Computacenter and Northamber to source product to them.
Most of IBM's dealers could not be contacted, as they are away on a jamboree in the US, intended to convince them that the small to medium sized market is lucrative.
But sources close to IBM suggested the trade-off was likely to be 16 days price protection, giving the dealers a potential four per cent extra margin.
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