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Quick, how many presidents of multihundred-million-dollar companies attend their three-day solution provider conferences while sitting in the audience? In Phoenix. In August. What, too many fingers to count that low?
On that very, very short list, however, is Rance Poehler, who sweats for three days with his partners every year. While Panasonic Computer Solutions Company, Secaucus, N.J., is the fifth-largest notebook PC maker in terms of volume, it is in a tug-of-war with Hewlett-Packard for the No. 2 position of seller of mobile PCs (after No. 1 Lenovo) in revenue, which in 2007 is expected to hit $700 million. That high revenue comes from a high average selling price of more than $2,700 vs. HP's $1,100 or so, Poehler said, which means an average yearly revenue for its 275 solution providers of about $2.5 million.
While PCSC continues to recruit new partners, it is not at the expense of existing ones. In fact, this year it deauthorized at least 75 underperforming partners in order to focus on those dedicated to the company.
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