Dell maintains place atop list of vendors selling PCs on schedule

companies round out the Top 20?

11. GE Capital IT Solutions $74.3
12. BTG Inc.*  $74.0
13. Edgemark Systems Inc.  $65.0
14. Science Applications International Corp.  $63.3
15. Pulsar Data Systems Inc.  $58.6
16. Telos Corp. $49.1
17. PRC Inc.  $44.1
18. Silicon Graphics Inc.  $42.4
19. Compaq Computer Corp.  $40.8
20. Computer Sciences Corp.  $39.6

(Sales in millions from July 1, 1997, through June 30, 1998)

*BTG’s product sales division, responsible for its GSA schedule contract, is now part
of Government Technology Services Inc.

Federal agencies bought a record $462 million worth of products from Dell Computer
Corp.’s Information Technology Schedule contract between July 1, 1997, and June 30,

The buys let Dell keep its first-place rank among schedule vendors, according to the
General Services Administration’s IT Acquisition Center. Dell booked $270 million in
fiscal 1997 sales [GCN, Oct. 27, 1997, Page 8].

Gateway Inc. came in second for the July 1997 through June 1998 period. at $214
million. Government Technology Services Inc. of Chantilly, Va., was third with $186
million in sales and might have finished second if its sales total counted that of BTG
Inc.’s product sales division, acquired by GTSI in February. IBM Corp. was fourth at
$156 million and Micron Electronics Inc. of Nampa, Idaho, fifth at $137 million.

GTSI, a No. 1 schedule vendor in the past, resells third-party products, whereas the
growth in GSA sales now is going to companies that primarily sell their own brands
directly to agencies.

GSA will not release figures for fiscal 1998’s last quarter until next month,
because vendors have 30 days to report their data after each quarter ends, GSA spokesman
Bill Bearden said. The figures include adjustments from prior fiscal years reported during
fiscal 1998, he said.

Some vendors dispute GSA’s yearly figures, arguing that companies count their
sales differently from one another and from GSA. Some report orders during the quarter
they were placed, others when they ship the products and still others after they receive

The IT Schedule lists mainframe computers, PCs, Unix workstations, peripherals,
software and services.

Digital Equipment Corp., now part of Compaq Computer Corp., reported $116 million in
sales to place sixth on GSA’s list. Electronic Data Systems Corp. was seventh at $105
million, followed by Oracle Corp. at $102 million.

Lucent Technologies Inc. of Murray Hill, N.J., was ninth at $97 million, and Motorola
Inc. was 10th with $90 million in sales. 


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