TUDLA .:. Press Releases .:.

Direct Sales Model in Latin America

February 21, 2003 - El Cajon, CA.- Technology User Database, Latin America announces the introduction of their new Case Study Releases, which focus on the IT and Telecommunications Industry in the Latin American Region. In their first case study TUDLA highlights Dell’s Direct Marketing Approach in Latin America based on the fact that the Direct Sales model has changed the way technology providers do business in Latin America, and has ultimately lead to enhanced service and value for businesses in the region.

An important shift has become evident in the Direct Sales Model and in the attitudes of IT Decision-makers who are now purchasing directly from the manufacturer. It does not mean that the incumbent distribution systems were not working properly, but it means that finally a real opportunity to negotiate solutions directly with the company that makes them has become more attractive. Although most server technology purchases by businesses in Latin America are made from third-party solution providers, many of these same businesses are noting that they prefer dealing directly with the vendor that can provide the best price, value and service. As such, most technology vendors are beginning to re-evaluate their channel strategy, while Cisco, Dell, and other direct marketing suppliers with this strategy are gaining more and more market share.

As noted in a recent article in Latin Trade's special issue, “TUDLA: Providing IT Market Intelligence to Latin America”, TUDLA takes much pride in this development for it is the result of the mission for which the company was founded in 1999. By collecting the technology and communications usage of key businesses in the region, determining their future plans, and sharing that important information with key technology providers, TUDLA continues to provide effective and affordable sales and marketing solutions in the region.

Based on telephone interviews with over 20,000 of the top IT Decision-Makers in the region, TUDLA, notes that the move to dealing direct is becoming more apparent each day. For years vendors like IBM, HP/Compaq, Sun, Unisys, CISCO, 3COM and many others have offered technology products and solutions directly to Large enterprise accounts; leaving Small and Medium size companies in the Latin America Region to fulfill their needs by purchasing from dealers, distributors or value added re-marketers. The transition to direct relationship raises a problem for technology providers who don’t know who their small and medium customers are, or don’t know much about them. The fact that they are the fastest growing segment in Latin America indicates that the need for good market intelligence has become a crucial factor.

TUDLA’s next case study is soon to be released and will be regarding the indirect marketing approach in the Latin American Region. TUDLA will have all releases available online in the TUDLA Press Room, www.tudla.com/press.htm, and will also notify readers on new and upcoming Case Study releases.

TUDLA is the only database management company that specializes in the research of technology and communication usage across Latin America and the Caribbean, and maintains the largest, in depth survey of business use of technology across the region. Our mission is to support the efforts of technology providers to establish and expand their presence in the region, while also serving as the voice of technology users to better serve their needs.

To learn more about TUDLA, and our products and services, please visit our website at www.tudla.com. You may also contact TUDLA via phone, 619.442.4445 ext 106, or via email at info@tudla.com.