| Workgroup Strategic Services, Inc.
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| 75 Congress Street
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| Portsmouth, New Hampshire 03801 U.S.A.
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| Telephone: 603 - 431 - 4409
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| Facsimile: 603 - 431 - 4507
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| e-mail: wgss@wgss.com
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| Workgroup Strategic Services, Inc.
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| United States Market Model |
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| Database FN:Placements By Channel
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| 12/05/1995 - CLIENT CONFIDENTIAL
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| © 1995 - Workgroup Strategic Services, Inc.
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| Personal Computer Placements By Channel
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| United States
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| Desktops, Portables and Servers (000)
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|
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| | Year
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| CAGR
| CAGR
|
| | 1993
| 1994
| 1995
| 1996
| 1997
| 1998
| 93 - 95
| 95 - 98
|
| |
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| Direct Sales Force
| | 1,680
| 1,980
| 2,155
| 2,195
| 2,325
| 2,330
| 13%
| 3%
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| % of Sales From Channel
| | 11.6%
| 10.8%
| 10.3%
| 9.1%
| 8.5%
| 8.0%
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| Direct Marketing/Mail Order
| | 2,230
| 2,715
| 3,095
| 3,515
| 3,935
| 4,125
| 18%
| 10%
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| % of Sales From Channel
| | 15.4%
| 14.8%
| 14.7%
| 14.5%
| 14.4%
| 14.2%
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| VARs/Assemblers/Systems Integrators
| | 3,020
| 3,695
| 3,905
| 4,235
| 4,410
| 4,350
| 14%
| 4%
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| % of Sales From Channel
| | 20.8%
| 20.2%
| 18.6%
| 17.5%
| 16.1%
| 14.9%
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| Computer Stores w/Outbound Sales
| | 3,200
| 3,735
| 4,030
| 4,640
| 5,190
| 5,440
| 12%
| 11%
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| % of Sales From Channel
| | 22.1%
| 20.4%
| 19.2%
| 19.2%
| 18.9%
| 18.7%
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| Computer Superstores
| | 930
| 1,460
| 1,965
| 2,650
| 3,440
| 3,900
| 45%
| 26%
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| % of Sales From Channel
| | 6.4%
| 8.0%
| 9.4%
| 11.0%
| 12.6%
| 13.4%
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| Consumer Electronics Stores
| | 980
| 1,275
| 1,470
| 1,740
| 1,930
| 2,105
| 22%
| 13%
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| % of Sales From Channel
| | 6.8%
| 7.0%
| 7.0%
| 7.2%
| 7.0%
| 7.2%
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| Consumer Electronics Superstores
| | 595
| 960
| 1,410
| 1,760
| 2,115
| 2,355
| 54%
| 19%
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| % of Sales From Channel
| | 4.1%
| 5.2%
| 6.7%
| 7.3%
| 7.7%
| 8.1%
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| Office Product Superstores
| | 375
| 590
| 815
| 1,050
| 1,430
| 1,770
| 47%
| 30%
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| % of Sales From Channel
| | 2.6%
| 3.2%
| 3.9%
| 4.3%
| 5.2%
| 6.1%
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| Warehouse Clubs
| | 330
| 435
| 565
| 720
| 830
| 900
| 31%
| 17%
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| % of Sales From Channel
| | 2.3%
| 2.4%
| 2.7%
| 3.0%
| 3.0%
| 3.1%
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| Other Mass Merchants
| | 695
| 885
| 975
| 1,005
| 1,045
| 1,060
| 18%
| 3%
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| % of Sales From Channel
| | 4.8%
| 4.8%
| 4.6%
| 4.2%
| 3.8%
| 3.6%
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| Other Distribution Channels
| | 465
| 570
| 615
| 690
| 750
| 765
| 15%
| 8%
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| % of Sales From Channel
| | 3.2%
| 3.1%
| 2.9%
| 2.9%
| 2.7%
| 2.6%
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| Total US PC Unit Sales
| | 14,500
| 18,300
| 21,000
| 24,200
| 27,400
| 29,100
| 20%
| 11%
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| | 100.0%
| 100.0%
| 100.0%
| 100.0%
| 100.0%
| 100.0%
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| U.S. Personal Computer Placements By Vertical Segment
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| All U.S. Segments
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| Desktops, Portables and Servers (000)
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| | Year
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| CAGR
| CAGR
|
| | 1993
| 1994
| 1995
| 1996
| 1997
| 1998
| 93 - 95
| 95 - 98
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| Fortune 1000 | Fortune 500
| 3,660
| 4,535
| 4,855
| 5,320
| 5,675
| 5,845
| 15%
| 6%
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| % of Sales From Segment
| 25.2%
| 24.8%
| 23.1%
| 22.0%
| 20.7%
| 20.1%
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| Fortune 501 - 1000
| 2,310
| 2,770
| 2,975
| 3,350
| 3,710
| 3,835
| 13%
| 9%
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| % of Sales From Segment
| 15.9%
| 15.1%
| 14.2%
| 13.8%
| 13.5%
| 13.2%
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| Total Fortune 1000 |
| 5,970
| 7,305
| 7,830
| 8,670
| 9,385
| 9,680
| 15%
| 7%
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| % of Sales From Segment
| | 41.2%
| 39.9%
| 37.3%
| 35.8%
| 34.3%
| 33.3%
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| Medium Business
| | 2,315
| 2,625
| 2,960
| 3,255
| 3,430
| 3,415
| 13%
| 5%
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| % of Sales From Segment
| | 16.0%
| 14.3%
| 14.1%
| 13.5%
| 12.5%
| 11.7%
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| Small Business
| | 1,715
| 2,285
| 2,635
| 3,045
| 3,520
| 3,665
| 24%
| 12%
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| % of Sales From Segment
| | 11.8%
| 12.5%
| 12.5%
| 12.6%
| 12.8%
| 12.6%
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| Home Segment | SOHO
| 1,795
| 2,495
| 3,320
| 4,145
| 4,985
| 5,425
| 36%
| 18%
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| % of Sales From Segment
| 12.4%
| 13.6%
| 15.8%
| 17.1%
| 18.2%
| 18.6%
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| Home
| 1,675
| 2,375
| 2,995
| 3,705
| 4,595
| 5,370
| 34%
| 21%
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| % of Sales From Segment
| 11.6%
| 13.0%
| 14.3%
| 15.3%
| 16.8%
| 18.5%
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| Total Home Segment |
| 3,470
| 4,870
| 6,315
| 7,850
| 9,580
| 10,795
| 35%
| 20%
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| % of Sales From Segment
| | 23.9%
| 26.6%
| 30.1%
| 32.4%
| 35.0%
| 37.1%
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| Education
| | 850
| 985
| 985
| 1,065
| 1,115
| 1,170
| 8%
| 6%
|
| % of Sales From Segment
| | 5.9%
| 5.4%
| 4.7%
| 4.4%
| 4.1%
| 4.0%
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| Other
| | 180
| 230
| 275
| 315
| 370
| 375
| 24%
| 11%
|
| % of Sales From Segment
| | 1.2%
| 1.3%
| 1.3%
| 1.3%
| 1.4%
| 1.3%
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| Total Vertical Segment Shipments
| | 14,500
| 18,300
| 21,000
| 24,200
| 27,400
| 29,100
| 20%
| 11%
|
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| U.S. Personal Computer Placements By Channel
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| Fortune 500 Companies
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| Desktops, Portables and Servers (000)
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| | Year
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| CAGR
| CAGR
|
| | 1993
| 1994
| 1995
| 1996
| 1997
| 1998
| 93 - 95
| 95 - 98
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| Computer Stores w/Outbound Sales
| | 480
| 565
| 620
| 795
| 870
| 945
| 14%
| 15%
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| % of Fortune 500 Total
| | 13.1%
| 12.5%
| 12.8%
| 14.9%
| 15.3%
| 16.2%
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| VARs/Assemblers/Systems Integrators
| | 1,550
| 2,040
| 2,105
| 2,240
| 2,310
| 2,210
| 17%
| 2%
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| % of Fortune 500 Total
| | 42.3%
| 45.0%
| 43.4%
| 42.1%
| 40.7%
| 37.8%
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| Direct Marketing/Mail Order
| | 365
| 455
| 515
| 595
| 670
| 745
| 19%
| 13%
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| % of Fortune 500 Total
| | 10.0%
| 10.0%
| 10.6%
| 11.2%
| 11.8%
| 12.7%
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| Direct Sales Force
| | 1,105
| 1,305
| 1,440
| 1,510
| 1,640
| 1,750
| 14%
| 7%
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| % of Fortune 500 Total
| | 30.2%
| 28.8%
| 29.7%
| 28.4%
| 28.9%
| 29.9%
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| Other Distribution Channels
| | 160
| 170
| 175
| 180
| 185
| 195
| 5%
| 4%
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| % of Fortune 500 Total
| | 4.4%
| 3.7%
| 3.6%
| 3.4%
| 3.3%
| 3.3%
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| Total Fortune 500 Total
| | 3,660
| 4,535
| 4,855
| 5,320
| 5,675
| 5,845
| 15%
| 6%
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| % of Market
| | 25.24%
| 24.78%
| 23.12%
| 21.98%
| 20.71%
| 20.09%
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| U.S. Personal Computer Placements By Channel
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| Fortune 501 - 1000 Companies
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| Desktops, Portables and Servers (000)
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| | Year
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| CAGR
| CAGR
|
| | 1993
| 1994
| 1995
| 1996
| 1997
| 1998
| 93 - 95
| 95 - 98
|
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| Computer Stores w/Outbound Sales
| | 750
| 955
| 1,040
| 1,205
| 1,325
| 1,400
| 18%
| 10%
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| % of Fortune 501 - 1000 Total
| | 32.5%
| 34.5%
| 35.0%
| 36.0%
| 35.7%
| 36.5%
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| VARs/Assemblers/Systems Integrators
| | 895
| 985
| 1,000
| 1,070
| 1,210
| 1,270
| 6%
| 8%
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| % of Fortune 501 - 1000 Total
| | 38.7%
| 35.6%
| 33.6%
| 31.9%
| 32.6%
| 33.1%
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| Direct Marketing/Mail Order
| | 365
| 455
| 515
| 595
| 695
| 725
| 19%
| 12%
|
| % of Fortune 501 - 1000 Total
| | 15.8%
| 16.4%
| 17.3%
| 17.8%
| 18.7%
| 18.9%
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| Direct Sales Force
| | 190
| 255
| 290
| 345
| 330
| 285
| 24%
| -1%
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| % of Fortune 501 - 1000 Total
| | 8.2%
| 9.2%
| 9.7%
| 10.3%
| 8.9%
| 7.4%
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| Other Distribution Channels
| | 110
| 120
| 130
| 135
| 150
| 155
| 9%
| 6%
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| % of Fortune 501 - 1000 Total
| | 4.8%
| 4.3%
| 4.4%
| 4.0%
| 4.0%
| 4.0%
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| Total Fortune 501 - 1000
| | 2,310
| 2,770
| 2,975
| 3,350
| 3,710
| 3,835
| 13%
| 9%
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| % of Market
| | 15.93%
| 15.14%
| 14.17%
| 13.84%
| 13.54%
| 13.18%
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| U.S. Personal Computer Placements By Channel
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| Medium Sized Businesses Companies
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|
| Desktops, Portables and Servers (000)
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|
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| | Year
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| CAGR
| CAGR
|
| | 1993
| 1994
| 1995
| 1996
| 1997
| 1998
| 93 - 95
| 95 - 98
|
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| Computer Stores w/Outbound Sales
| | 685
| 760
| 850
| 990
| 1,065
| 1,075
| 11%
| 8%
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| % of Medium Sized Total
| | 29.6%
| 29.0%
| 28.7%
| 30.4%
| 31.0%
| 31.5%
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| VARs/Assemblers/Systems Integrators
| | 275
| 360
| 510
| 640
| 630
| 605
| 36%
| 6%
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| % of Medium Sized Total
| | 11.9%
| 13.7%
| 17.2%
| 19.7%
| 18.4%
| 17.7%
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| Office Product Superstores
| | 40
| 45
| 55
| 60
| 70
| 80
| 17%
| 13%
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| % of Medium Sized Total
| | 1.7%
| 1.7%
| 1.9%
| 1.8%
| 2.0%
| 2.3%
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| Consumer Electronics Stores
| | 75
| 150
| 160
| 180
| 190
| 190
| 46%
| 6%
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| % of Medium Sized Total
| | 3.2%
| 5.7%
| 5.4%
| 5.5%
| 5.5%
| 5.6%
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| Consumer Electronics Superstores
| | 70
| 95
| 135
| 165
| 200
| 230
| 39%
| 19%
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| % of Medium Sized Total
| | 3.0%
| 3.6%
| 4.6%
| 5.1%
| 5.8%
| 6.7%
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| Warehouse Clubs
| | 20
| 25
| 30
| 35
| 40
| 45
| 22%
| 14%
|
| % of Medium Sized Total
| | 0.9%
| 1.0%
| 1.0%
| 1.1%
| 1.2%
| 1.3%
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| Direct Marketing/Mail Order
| | 745
| 780
| 815
| 875
| 930
| 945
| 5%
| 5%
|
| % of Medium Sized Total
| | 32.2%
| 29.7%
| 27.5%
| 26.9%
| 27.1%
| 27.7%
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| Direct Sales Force
| | 320
| 315
| 305
| 200
| 190
| 125
| -2%
| -26%
|
| % of Medium Sized Total
| | 13.8%
| 12.0%
| 10.3%
| 6.1%
| 5.5%
| 3.7%
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| Other Distribution Channels
| | 85
| 95
| 100
| 110
| 115
| 120
| 8%
| 6%
|
| % of Medium Sized Total
| | 3.7%
| 3.6%
| 3.4%
| 3.4%
| 3.4%
| 3.5%
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| |
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| Total Medium Business
| | 2,315
| 2,625
| 2,960
| 3,255
| 3,430
| 3,415
| 13%
| 5%
|
| % of Market
| | 15.97%
| 14.34%
| 14.10%
| 13.45%
| 12.52%
| 11.74%
| | |
| |
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| |
| |
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| U.S. Personal Computer Placements By Channel
| | |
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|
| Small Businesses
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|
| Desktops, Portables and Servers (000)
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|
| |
| | Year
| | |
| CAGR
| CAGR
|
| | 1993
| 1994
| 1995
| 1996
| 1997
| 1998
| 93 - 95
| 95 - 98
|
| |
| | |
| | |
| |
| Computer Stores w/Outbound Sales
| | 430
| 520
| 600
| 690
| 910
| 950
| 18%
| 17%
|
| % of Small Business Total
| | 25.1%
| 22.8%
| 22.8%
| 22.7%
| 25.9%
| 25.9%
| | |
| |
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| Computer Superstores
| | 270
| 450
| 540
| 650
| 795
| 860
| 41%
| 17%
|
| % of Small Business Total
| | 15.7%
| 19.7%
| 20.5%
| 21.3%
| 22.6%
| 23.5%
| | |
| |
| | |
| | |
| |
| Office Product Superstores
| | 45
| 75
| 90
| 120
| 130
| 145
| 41%
| 17%
|
| % of Medium Sized Total
| | 1.9%
| 2.9%
| 3.0%
| 3.7%
| 3.8%
| 4.2%
| | |
| |
| | |
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| |
| Consumer Electronics Stores
| | 220
| 250
| 260
| 275
| 280
| 285
| 9%
| 3%
|
| % of Small Business Total
| | 12.8%
| 10.9%
| 9.9%
| 9.0%
| 8.0%
| 7.8%
| | |
| |
| | |
| | |
| |
| Consumer Electronics Superstores
| | 135
| 195
| 230
| 280
| 290
| 300
| 31%
| 9%
|
| % of Small Business Total
| | 7.9%
| 8.5%
| 8.7%
| 9.2%
| 8.2%
| 8.2%
| | |
| |
| | |
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| |
| Warehouse Clubs
| | 145
| 180
| 215
| 250
| 255
| 260
| 22%
| 7%
|
| % of Small Business Total
| | 8.5%
| 7.9%
| 8.2%
| 8.2%
| 7.2%
| 7.1%
| | |
| |
| | |
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| |
| Other Mass Merchants
| | 85
| 90
| 130
| 140
| 150
| 155
| 24%
| 6%
|
| % of Small Business Total
| | 5.0%
| 3.9%
| 4.9%
| 4.6%
| 4.3%
| 4.2%
| | |
| |
| | |
| | |
| |
| Direct Marketing/Mail Order
| | 350
| 480
| 530
| 585
| 650
| 660
| 23%
| 8%
|
| % of Small Business Total
| | 20.4%
| 21.0%
| 20.1%
| 19.2%
| 18.5%
| 18.0%
| | |
| |
| | |
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| |
| Other Distribution Channels
| | 35
| 45
| 40
| 55
| 60
| 50
| 7%
| 8%
|
| % of Small Business Total
| | 2.0%
| 2.0%
| 1.5%
| 1.8%
| 1.7%
| 1.4%
| | |
| |
| | |
| | |
| |
| Total Small Business
| | 1,715
| 2,285
| 2,635
| 3,045
| 3,520
| 3,665
| 24%
| 12%
|
| % of Market
| | 11.83%
| 12.49%
| 12.55%
| 12.58%
| 12.85%
| 12.59%
| | |
| |
| | |
| | |
| |
| |
| | |
| | |
| |
| |
| | |
| | |
| |
| U.S. Personal Computer Placements By Channel
| | |
| | |
| | |
|
| Small Office / Home Office
| | |
| | |
| | |
|
| Desktops, Portables and Servers (000)
| | |
| | |
| | |
|
| |
| | Year
| | |
| CAGR
| CAGR
|
| | 1993
| 1994
| 1995
| 1996
| 1997
| 1998
| 93 - 95
| 95 - 98
|
| |
| | |
| | |
| |
| Computer Stores w/Outbound Sales
| | 320
| 340
| 325
| 310
| 325
| 335
| 1%
| 1%
|
| % of SOHO Total
| | 17.8%
| 13.6%
| 9.8%
| 7.5%
| 6.5%
| 6.2%
| | |
| |
| | |
| | |
| |
| Computer Superstores
| | 330
| 570
| 865
| 1,285
| 1,610
| 1,750
| 62%
| 26%
|
| % of SOHO Total
| | 18.4%
| 22.8%
| 26.1%
| 31.0%
| 32.3%
| 32.3%
| | |
| |
| | |
| | |
| |
| Office Product Superstores
| | 170
| 260
| 390
| 500
| 705
| 850
| 51%
| 30%
|
| % of SOHO Total
| | 9.5%
| 10.4%
| 11.7%
| 12.1%
| 14.1%
| 15.7%
| | |
| |
| | |
| | |
| |
| Consumer Electronics Stores
| | 340
| 450
| 565
| 690
| 755
| 830
| 29%
| 14%
|
| % of SOHO Total
| | 18.9%
| 18.0%
| 17.0%
| 16.6%
| 15.1%
| 15.3%
| | |
| |
| | |
| | |
| |
| Consumer Electronics Superstores
| | 185
| 350
| 500
| 625
| 760
| 790
| 64%
|
