Moscow-based distributor IBS has put in place a new two- tier distribution structure for the sale of Dell Computer Corp boxes in Russia and signed a distributor agreement with IBM Corp on the delivery of cash dispensers, sales terminals, scanners, bar code printers, electronic scales and spare parts. Currently, the Russian exclusive distributor sells direct to large, mainly orporate, buyers and has about 80 direct IBS dealers. Under the Dell plans, three new distributors and wholesalers have been appointed that will sell to their own dealers. The distributors are obliged to sell 80% of Dell products through their dealers. The new distributors are Nizhni Novgorod-based Vostock, Fort Dialogue in Naberezhnye Chelny, Siberia and Moscow-based Lanit. IBS will use IBM equipment in complex projects dealing with large companies. Both sides are obliged to unite their efforts in marketing and advertising. Under the leadership of Vyacheslav Serebrovsky, IBS has developed TS-1, Trade System-1, a software program for managing retail companies, which is suitable for a small store as well as a trading or warehouse network. The TS-1 system is oriented to selling products with bar codes and paying with plastic cards. TS-1 includes several main modules for managing a network of stores, for order control, deliveries, reports, and it has a system for accounting control. At present TS-1 is installed in M-Leader, CT-Service, Three Fat Men, Russian Birch Tree and some other Moscow supermarkets. Recently it was installed in the network of Office Club stores in Moscow, St Petersburg and Rostov-on-Don.
