EO Expands Distribution; Dell, Merisel, Many Others to Sell AT&T EO Personal Communicators
MOUNTAIN VIEW, Calif. — July 23, 1993 — EO Inc., developer of the world's first Personal Communicator, Friday announced a broad, multi-tiered approach to its global distribution and sales.
Included in this distribution mix are computer superstores, direct marketers, cellular dealers, consumer electronics stores, value added resellers (VARs) and national and regional distributors.
"These multiple channel relationships reflect our commitment to have EO Personal Communicators available where customers prefer to buy," said Alain Rossmann, president and chief executive officer of EO Inc. "We will maintain a balanced channel model built around best of class specialty dealers, VARs, retailers and direct marketers to meet customer expectations and demand."
Dell Computer Corp. will feature AT&T EO Personal Communicators in its new DellWare catalog, which is scheduled for publication today. This is the first non-Dell branded system the Austin, Texas-based pioneer of mail order computer sales has ever included in its catalog. Now the nation's leading direct marketer of high performance personal computers, Dell will market and sell Personal Communicators to corporate, general business, government and education buyers. Dell's direct marketing and sales effort will augment EO's existing toll-free sales number 800/458-0880.
Building on previously announced retail distribution through AT&T Phone Center Stores, EO has signed top computer and high tech specialty stores in major markets. Among the computer stores announced today are Laptop Superstores, with four Boston locations; J&R Computer Superstore, New York City; and Computer Selection, with four San Francisco Bay Area locations. Fry's, the Silicon Valley electronics emporium, and Ballard's of Seattle, will also sell EO Personal Communicators.
At the business-to-business sales level, EO has agreements with leading cellular phone and personal computer dealers in most major U.S. metropolitan areas. Among the cellular companies announced today are ABC Cellular, Miami; Business Products Inc., Denver; and Cellular Connection, Calif. Outside computer sales companies now handling AT&T EO Personal Communicators include Manchester Equipment Company, New York; MicroAge, Scottsdale, Ariz.; Northbrook Computers Inc., Chicago; Wolf Computer, Los Gatos, Calif.; and Forsythe Computers, St. Louis.
To help launch its upcoming VAR program, EO has signed a contract with Merisel Inc., one of the world's largest distributors of computer hardware and software. This industry giant distributes products and provides services to resellers worldwide (VARs) and systems integrators (SIs).
To support EO's distribution channels, EO has signed 13 manufacturer representative firms with more than 100 salespeople. These firms are specialists in personal computers, office equipment and cellular communications products. They will assist EO in developing and supporting the company's reseller channels.
Introduced by EO in November 1992, Personal Communicators provide anywhere/anytime communications by combining a cellular phone, fax, and personal organizer with a powerful pen-based computer in a single integrated package.
EO Inc., headquartered in Mountain View, was founded in 1991 by AT&T; Palo Alto, Calif.-based venture capital firm Kleiner, Perkins, Caufield and Byers; Matsushita and Marubeni. The partners contribute technical and marketing expertise and funding. In addition, EO has announced a strategic partnership with Olivetti, Europe's leading computer manufacturer.
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