🚀 go-pugleaf

ZDS BECOMES FIRST "PAN-CHANNEL" PC SUPPLIER
-------------------------------------------------------
New 1-800 Lines for U.S. Direct Sales, Customer Service

BUFFALO GROVE, Ill., Aug. 10, 1992 -- Zenith Data Systems (ZDS),
a Bull company, today announced a broad new distribution
strategy that makes ZDS the first personal computer manufacturer
to offer its full line of professional products through a "pan-
channel" approach to the U.S. market.
     Under the new strategy, the company will offer a
comprehensive new direct sales and customer service program to
complement the efforts of its resellers and the ZDS field sales
force.
     "No one else in the industry is marketing this broadly.
Our new pan-channel approach is designed to assure that,
wherever a customer wants to buy a ZDS PC, it will be available
-- and fully supported by the company," said Clifford A. Jenks,
ZDS executive vice president, North American sales and
marketing.
     "Our customer-driven systems for sales, support and service
will allow us to address the needs of everyone, from major
accounts to individual end-users," he said.
     "Today's announcement confirms that, as we said in June,
ZDS is indeed a whole new company," Jenks said.  In June, ZDS
disclosed its long-term product strategy and introduced more
than 40 new models in a new Advanced Professional Products line.
     "We have received an exceptionally strong market response
to our new line, and we expect that our new pan-channel strategy
will help us increase our direct commercial sales by more than
30 percent in the final five months of this year," Jenks said.
     "In fact, we believe that our direct-sales program will
increase demand for our products in all of our channels," Jenks
said.  "The effect should be synergistic for our resellers, our
distributor-supplied dealers, and our own field sales
organization."

DIRECT SALES:

The components of ZDS' new direct-sales program include:
     o  Toll-free phone lines for customers to order products,
request product literature, and locate resellers.  Initially,
hours are 8 a.m. to 8 p.m. (EDT).
     o  Delivery within 48 hours on most in-stock products, with
a full 30-day money-back guarantee.
     o  A new 32-page, full-color "Z-DIRECT" catalog that
features ZDS' Advanced Professional Products, plus a wide range
of popular peripherals from third-party suppliers such as Micro-
soft, Intel, Novell, Lotus and Panasonic.  The first catalog
will be mailed to more than one million readers beginning the
week of Aug. 17.
     o  A team of telemarketers at the company's headquarters in
Buffalo Grove, Ill., to maintain corporate contact with medium-
sized accounts.
     o  Plans for on-line access to the company's catalog
through the Prodigy and CompuServe electronic services, as well
as regular information postings on the Internet and Bitnet
bulletin boards.
     o  Z-DIRECT FAX, which will automatically fax customized
product information to a customer site upon a toll-free request.
     o  A broad print-advertising campaign that includes Byte,
Computer Shopper, Infoworld, PC Magazine, PC Sources, PC Week,
PC World and PC/Computing.

     "We have put together an experienced team to manage our
direct-marketing programs," Jenks said.  (See related release.)
"Our primary goals are to expose more customers to the benefits
of our new Advanced Professional Products line and the
innovative product strategy on which it is based, and -- more
important -- to assure that every customer is totally satisfied
with every ZDS purchase."

CUSTOMER SERVICE:

To further increase customer satisfaction, ZDS has established a
toll-free Customer Assistance Center (CAC) at its Buffalo Grove
headquarters.  Initially, hours are 8 a.m. to 8 p.m. (EDT).
     Staffed by highly trained customer-service representatives
and technical consultants, the CAC opened in April and already
is receiving more than 1,000 calls per day for product
information and technical asssistance.
     "More than 95 percent of the callers' requests are
fulfilled on their first contact with the company," Jenks said.

STRATEGY:

The company's Advanced Professional Products line, introduced in
June, is based on the four guiding principles of ZDS' long-term
product strategy: Investment Protection, Integrated
Connectivity, Ease of Use, and Design & Ergonomics.
     "Just as our product strategy was developed in response to
customer requirements and designed to distinguish our products
in the marketplace, so too have we developed a U.S. channel
approach that is distinctive and customer-driven," Jenks said.
     "The PC industry today is characterized by a highly
knowledgeable customer, intense competition, and a great demand
for end-user support," Jenks said.
     "To succeed, a manufacturer must offer a distinctive
product line that's priced aggressively, and superior service
and support," Jenks said.
     "With the rapid expansion of many new channels of
distribution, it also is essential for a company to assure that
its products are broadly available," Jenks said.
     "Our Advanced Professional Products line will now be
available directly from ZDS, as well as through our resellers,
distributor-supplied dealers, superstores, and other channels
that may be emerging," he said.
     For its Advanced Professional Products line, ZDS has a
network of more than 200 North American authorized resellers.
The company also has distribution arrangements with five major
distributors (DataGo, Ingram Micro, Merisel, MicroAge and
ROBEC), who in turn supply their dealers with ZDS products.  A
separate line of ZDS consumer-PC products is available through
mass merchandisers and specialty retailers.
     "With our distinctive, competitively priced product
offering, our new pan-channel distribution strategy for the
U.S., our increased marketing efforts, and closer-than-ever
contact with our customers, we are confident that we are
properly positioned for today's market," Jenks said.
     Zenith Data Systems, a Bull company, is a leading supplier
of notebook and desktop PCs, servers, monitors and related
peripherals.  With headquarters in Buffalo Grove, Ill., the
company has engineering facilities in St. Joseph, Mich., Santa
Clara, Calif., and Billerica, Mass.; manufacturing facilities in
St. Joseph, Mich., and Villeneuve d'Ascq, France; and sales
locations in more than 30 countries.

                           *  *  *


CONTACT:  Matt Mirapaul/John Bace, 708.808.4848

EDITOR'S NOTE:  Zenith Data Systems is no longer part of Zenith
Electronics Corporation.  Please refer to Zenith Data Systems on
second reference as either "ZDS" or "Zenith Data."  Please do
not refer to ZDS as "Zenith."

READER REFERRAL:  Please forward inquiries to (800) 553-0331.

Trademarks:  Trademarks and trade names are used to identify the
entities claiming the marks and the names of their products.
Zenith Data Systems disclaims any proprietary interest in
trademarks and trade names other than its own.



                ZDS DIRECT SALES PHONE DIRECTORY

General.................................(800) 582-0524
Educational Sales.......................(800) 582-2044
State/Local Government Sales............(800) 582-2018
Federal Government Sales................(800) 843-4131
National Accounts.......................(800) 582-8179
Z-DIRECT FAX............................(800) 472-7211
Customer Assistance Center..............(800) 227-3360
                                            (CARE-360)
Reader Referral........................ (800) 553-0331

                                       *  *  *



          ZDS NAMES BALDWIN TO LEAD DIRECT ORGANIZATION

BUFFALO GROVE, Ill., Aug. 10, 1992 -- Zenith Data Systems, a Bull
company, has named Jerry Baldwin to lead the company's new direct
sales and marketing program.
     Baldwin, vice president of direct marketing, joined ZDS in
March 1992.  He will lead a comprehensive direct sales program
that will complement the sales efforts of ZDS' resellers and
field sales force.  He reports to Clifford A. Jenks, ZDS
executive vice presi-dent, North American sales and marketing.
     Prior to joining ZDS, Baldwin was director of marketing for
CompuAdd Corporation in Austin, Texas.  In that position, he was
responsible for the company's catalog, retail merchandising and
vendor relationships.  He previously was president of Tech-Needs,
a marketing services firm.
     "We are pleased to have someone of Jerry's caliber leading
this new organization," Jenks said.  "Jerry's vast experience in
direct sales strategies will further ZDS' ability to effectively
address our customers' needs."
     Among those reporting to Baldwin in this new direct-
marketing organization are:

o    Wade Allen, director of product marketing.  Allen joined ZDS
     from Dell Computer Corporation in Austin, Texas.  He will
     develop programs with third-party partners and distributors
     and have responsibility for pricing, forecasting and
     analysis for all products in ZDS' new "Z-DIRECT" catalog.

o    Marty King, director of field communications, who has
     responsibility for ZDS' new Z-DIRECT FAX service and all
     direct-sales electronic communications.  He also will manage
     ZDS' relationships with Prodigy, CompuServe, Internet,
     Bitnet and the Zenith Data Systems Users Group.

o    Steve Riddell, director of sales, who came to ZDS from Blue
     Cross-Blue Shield of Virginia, where he had responsibility
     for all sales and direct marketing response activity for
     insurance programs for individuals.

     Zenith Data Systems, a Bull company, is a leading supplier
of notebook and desktop PCs, servers and related peripherals.
With headquarters in Buffalo Grove, Ill., ZDS has engineering
facilities in St. Joseph, Mich., Santa Clara, Calif., and
Billerica, Mass.; manufacturing facilities in St. Joseph, Mich.,
and Villeneuve d'Ascq, France; and sales locations in more than
30 countries.

                             *  *  *



CONTACT:       Matt Mirapaul/John Bace   708.808.4848

 ***************************************************************************
 Ed Mosher                                                    (616) 982-3198
 Zenith Data Systems                                     fax: (616) 982-3789
 Internet: e.mosher@zds.com                               Airwaves: WA 8 ZVO
 ***************************************************************************
 *  *  *  *  If I had MY way, I'd only drive things with  WINGS!  *  *  *  *
 ***************************************************************************