Gateway 2000 chairman Ted Waitt told Vars yesterday that value is the most important benefit to offer government departments.
Waitt ignored Gateway?s reputation as a direct volume PC company and surprised an audience of resellers at the annual Federal Office Supply Exhibition in Washington by saying that value is the most important thing to offer.
"Companies that successfully sell to the government marketplace will be companies that view themselves as an extension of you," he said. "By living a set of values, delivering value and understanding what others values, we can all make a difference."
Vars should be advised not to ignore the PC manufacturer?s view - Gateway has increased its sales into US government departments to $191 million in its fiscal 1996, up by 133 per cent over 1995 and second only to reseller GTSI.
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