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£Worldwide Storage Equipment Marketing

High Hopes for HDPby Gary Kolesiak

The light at the end of the tunnelshould be blinding you! By year-endnearly 80 strings of HDP had beeninstalled or shipped to ourworld-wide customers... 30 in the

U.S. Because of these '85

accomplishments, our hopes are ashigh as the HDP for very goodbusiness in 1986.

As our competitors flood themarketplace with information abouttheir double-capacity units, carefulanalysis of those products indicatesthat HDP is much more than just analternative... it's a strong competitor.

Let's assimilate the above data into

competitive selling information.

MRX/HDP

IBM

"E"

STORTEK

"E"

AMDAHL

"E"

NAS

"E"

Spindles/20GB 16 8 8 16 16

Actuators/HDA 2 2 2 1 1

Capacity/Actuators

630 MB 1260 MB 1260 MB 1260 MB 1260 MB

Capacity/HDA 1260 MB 2520 MB 2520 MB 1260 MB 1260 MB

HDAs/Module 8 2 2 4 4

Addressable Units

(UCB)/20GB32 16 16 16 16

Physical FieldUpgradabilityFrom singlecapacity

Unspecified No "A/0"Yes "D"

Specified;But possibly

not

Unspecifiedpossibly

Unspecifiedprobably not

Data Availability: HDP offers thebest data availability characteristicsat the actuator and HDA levels. Withonly 630 MB of data per actuation,

HDP offers lower data contention and

decreased impact of data availabilityconcerns at an actuator, than anydouble-capacity device. At 1260 MB

1 027 4557 1

Volume 4 Issue 1 January 1986

of data per HDA, the Memorex HDPequals or betters all double-capacitydevices.

Performance: Its lower contention

for data at the actuator level makes

only HDP perform to single-capacitythroughput expectations. Except forthe IBM "E" which offers improveddata pathing via device level selection (DLS), all other double-capacitydevices are devoid of new performance features. Memorex's own

plans for double-capacity include significant performance enhancements.

While the preceding information ifbased on published data from thecompetitors, some very important information is unpublished... whichproducts are or are not field-upgradable, remains unknown.

There are many good marketingreasons to claim that the A/O units

continued on page 2

High Hopes for HDPcontinued from page 1

are not upgradable. However, afterseeing the difference between the"old" and "new" 3380s, maybe it ispossible that the "old" units are notreally upgradable to higher capacity.Regardless of the "D"s upgradability,the vast majority of installed single-capacity 3380s are A/O units and notupgradable.

Of the other double-capacityvendors, only Storage Tek announcedupgradability of their "original" 8380products. While rumors of early 8380E Beta sites are prevalent, you coulddoubt whether Storage Tek can successfully upgrade their originaldevice, an accomplishment IBMdidn't (or couldn't) do.

Hitachi published that their double-capacity HDA has fewer surfaces(platters) than their single-capacityHDA. In one module of the 7380 E

four of the smaller HDA's are not

contained. Their single-capacitymodule contained two HDA's of

larger size. Based on the significantdifference in the physical size of theHDA, could field upgrade bepossible?

Fujitsu's implementation of double-capacity is unpublished andunknown.

Even many users are recognizingthat field upgrades are not whatthey're cracked up to be. Device fieldupgrades are of longer duration andcause greater service disruption thancapacity upgrades via assetswapping. The demand for field upgradability is softer than originallyanticipated. But the demand for contractual upgradability remains strong.Memorex and MFC are able to offer

creative financing for HDP to meetthis demand.

HDP is performing very reliablytoo! Installed for more than sixmonths, one account—our oldest installed device —has not had any hardfailure throughout its installed life.

November R+ results show HDP at21 million seeks and zero hard

failures. HDP's early performance isbetter than the early performance of3380 D units. Not only is our actualreliability good, but HDP users have agood perception of our commitmentto quality too.

Early in '86 HDP will be included ina campaign promoting Memorex'sfamily of "High Performance"devices. At that time its name will,

change to the Memorex 6240 HDP.

With its new name and its image asa reliable high performance device,HDP could be the "winner" you've allbeen waiting for.

The blinding light keepsapproaching. We're back on trackagain, so join us for the ride!

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3480 Updateby Hank Czeranko

When the IBM 3480 was firstintroduced there were a largenumber of potential benefits this newproduct promised to provide. A few ofthem were:

• Higher performance due to3mb/sec data transfer.

• Smaller footprint—up to 69% lessthan 3420.

• Lower power consumption —up to50% less than 3420.

• The latest technology.

• High reliability of the system upto 1 terabyte of data transferredbetween hard failures.

• Lower maintenance costs.

However, as systems are beinginstalled and more information is

becoming available, there are manydoubts concerning the realperformance advantage of this newproduct.

Information week has reported oneuser found considerable

performance degradation when morethan five drives were attached to a

controller. Another user with 1,800

tape mounts per day found that hisold 3420 tape drives wereout-performing equivalent 3480configurations.

This information suggests thatwhen the 3480 cannot be operated ina high-density work load—such asdedicated tape-to-disk backup —thesystem falls back into a start/stopmode and could potentially produceperformance inferior to 3420's. Thelarge buffer built into the 3480controller is there to mask the slow

start/stop action of the drives (up to300 ms per occurrence) from thehost. In order for the system to stay inthe 3 mb/sec streaming mode, thebuffer must be kept full of data toprevent the drive from stopping.DASD backup on a 1-to-1 ratio ofdisk to tape is an acceptable activity.Multiple volume backup to a singletape or batch processing can forcethe 3480 into start/stop action andseverely impact performance.

IBM representatives, recognizingthe potential performance weakness,are concentrating on reliability, costof ownership, and floor space issuesas reasons to market the system,rather than performance.

continued on page 3

continued from page 2

If reliability is the main reason topurchase 3480, let's take a look atthe results. The 3480, whenannounced, was targeted to becapable of transferring 1,000gigabytes of data per hard fail. TheSeptember Reliability Plus resultsshow 149.2 GB per failure. This is thehighest report so far, with Julyshowing 127.56 B per failure. Whileon the surface this appears to be animpressive number, the 3480 is onlyoperating at 15% of its target.Remember also that where the 3480

is installed, new hardware and newmedia both contribute to higherreliability numbers. How much betterthan average would a new Memorextape system with 100% new mediarun than a 5-year-old installation?

IBM is using data transferredbetween hard fails rather than l/Os

per hard fail to measure the 3480 forR+. While this new measurement

makes the reliability seemoutstanding, we must be able tocompare it to the 3420. The 3480 isaveraging 20 KB block sizes for themachines reporting in R+. To convert3420 USE/HF into 3480 R+ terms,divide l/Os per hard fail by 50 tocalculate data/hard fail. To compare3480's to 3420*s multiply thedata/hard fail by 50 to calculate l/Osper hard fail. Take September R+numbers as an example.

MRX 3228 6 mos. rolling average is3.192 million I/O per hard fail.

3192 -s- 50 = 63.8 GB per hard fail.

IBM 3480 6 mos. rolling average is149.26 GB per hard fail.

149.2 x 50 = 7.460 million I/O perhard fail.

The result is that the 3480 is only2.34 times more reliable than the

Memorex 3228.

You must ask your customers thatif reliability is a major purchasecriteria, is this small gain worth theMajor Conversion Expense? Somecustomers may be persuaded toconsider other alternatives such as

the 3520 tape cache as a (bridgeproduct) to Memorex 3480.

In the meantime, the 3480 does notappear to be delivering its promisedperformance or reliability. Theproduct is not for all customers, andthere is still opportunity to marketcurrent Memorex tape products.

Large System User Survey: IBM vs. PCMThe Gartner Group recentlyconducted their second annual largesystems user survey. Roughly 70respondents representing largeorganizations in the United Statesand Canada provided information onthe directions of their corporations'large systems. Although the sampleis small, it does serve as a barometerfor trends among the leading-edgeusers.

The survey looks at how usersdecide whether to buy from IBM orplug-compatible manufacturers(PCM), and at the implications ofsuch a decision. The responsesprovide valuable insight into thisdecision process since more than65 percent of respondents have bothIBM and PCM equipment (CPUsand/or disk drives) in their shops.

Table 1 presents the categorizedresponses from users who wereasked to rank in importance on ascale of one to five (five being leastimportant) the factors considered bytheir organizations in decidingwhether to buy IBMor PCM. it isnotable that ail seven categoriesreceived an average score belowthree—indicating that all the criterialisted play important roles inacquisition decisions.

As indicated in the past, the surveyconfirms that the major concernamong users is reliability. Users don'tconsider only the financial benefits ofchoosing a PCM product, they areconcerned too about quality, the lackof which they apparently feel couldjeopardize their relationship withusers, and ultimately cost them more.Service—more accurately describedas vendor support—is not only a highpriority, but a key factor inmaintaining a mixed-vendorenvironment.

Separating the responses fromshops that had no PCM equipmentinstalled, we saw reliabilityincreasing slightly in importance andprice decreasing. To market to suchusers, the PCMs must stressreliability and service. On the otherhand, for users who had PCM gear,both price and availability wereslightly more important.

Price was revealed as one of the

two least important factors indeciding between IBM and the PCMs,which should be an eye-opener forvendors who believe they mustdiscount substantially below IBM.Price does play a role but it is only apart of the decision-making process.Obviously, users are not going to dobusiness with the PCMs just for thepleasure of their company—after all,dealing with more than one vendoradds complications.

Interestingly, technology is theother of the two least importantfactors. Users are more than satisfiedif the PCM offers the same level oftechnology as IBM—provided thePCM can beat IBM in other importantcategories. Even if the PCM usesolder technology, as the Japanesemanufacturers do with their

continued use of ferrite heads in diskdrives, users will readily accept thatproduct if it meets their reliability andperformance needs.

In conclusion, this survey providesa confirmation of the results of lastyear's survey. Results wereconsistent from year to year, so theChapter 121 filing by STC in theweeks preceding this survey createdno artificial bias. We believe the

PCMs should realize from this data

that they must change from thetraditional marketing tactics of priceemphasis to a strategy thatincorporates all their criteria better.

TABLE1

Gartner Group Survey of FactorsInfluencing Purchase (12/84)

Reliability 1.3Service 1.6

Performance 1.8

Availability 1.9Software Support 2.0Technology 2.3Price 2.3

Reprinted with permissionfrom Gartner Group, Inc. ©1985.

Squeezing Out The Competition By Saving Space

Saving computer room floorspacecan mean a lot to our customers.

Therefore, we should be selling themaximum floorspace savings,provided by our printers. This willinclude floorspace requirements plusservice clearances.

The following chart shows thefloorspace requirements andcorresponding Memorex savingsover our major competitors. Use thisas a quick reference to identify thetotal floorspace required forinstallation and to show the customer

how much floorspace you provide.

For customers with limited

floorspace and additional printingrequirements, use this chart todemonstrate additional printingcapability. For example, since eachMemorex printer requires 28 sq. ft.less than an IBM 4245-12/20, andsince each 4304 requires only 47 sq.ft., in many situations you will be ableto place three (3) Memorex printersin the same space as two from IBM.This means you can offer 3 x 1500

LPM or 4500 LPM in the same spaceas IBM offers 4000 LPM. You also

improve the customer's back-upand allow him to print more jobssimultaneously. This additionalcapability will cost the customer

about $1 OK more than the IBM VPA,when using the best Memorex price;not a bad price to pay for a long-termsolution to a customer's printingrequirements.

4304Impact Printer Floorspace Comparisons

FLOOR SPACE INCLUDING SERVICE CLEARANCES

MRX IBM IBM

4304 1403N1 3203-5

IBM IBM IBM

3211 4245-12/20 4248

MRX Savings

1 MRX4304 Sq.FtJ IBM 1403N1 50 52

I I IBM 3203-5 38 45V/A IBM 3211 108 70t'Sxl IBM 4245-12/20 28 37

1 1 IBM 4248 57 55IBfcpl STC 1200/1500 39 45Bffl STC 2250/3000 56 54

Teamwork, Patience Crack $1.5 MillionState of Wisconsin Account

Being there first and working hardestpaid big dividends for Madison,Wisconsin Sales Rep Dave Bruns. Ittook a full year of patience,persistence, and calling up everyresource he had, but in the end, Brunswon the State of Wisconsin account.

The initial sales was at least $1.5

million; it could easily amount to asmuch as $5 million over the nextthree years.

Bruns was able to swing the sale toMemorex by getting in early, makingthe right contacts, and working onthem —as part of a team. The salescycle began in June '84 with afull-scale product presentation to agroup of representatives of the stategovernment. Bruns, along withProduct Driver Gary Kolesiak andSystems Engineer Teri Millen, talkedabout both storage and communications products in that firstpresentation; later, as they felt theirway through the maze of state

bureaucracy, their emphasis shiftedto communications products.

Over the next few months theytoiled patiently, giving presentationsand demos to departments from oneend of the state government to theother: Transportation, Industry, Labor,Human Resources. As they madepresentations, they also madecontacts and friends. According toBruns, these contacts are what reallyhelped move the sales strategyalong. What was the strategy? Tojump in early and carefully build ahigh profile for Memorex that wouldautomatically put us ahead of thecompetition.

It worked well. Finally, when theState put out its official bid, Brunswas ready. He called in all hisresources for the last big push —thecritical, time consuming process ofputting together the winning bidresponse. Besides Kolesiak and

Millen, key team members includedJim Timmons, Jeff Shamus, JohnDanno, Dave Donaldson, and FrankMuniz. The watchword for the

response team really was"response." They routinely gotinformation, materials, and productsout to Bruns on a moment's notice.

The competition for the Wisconsinaward was particularly stiff: Harris,Courier. AT&T, Telex, and Big Blueitself. But when the State of

Wisconsin published its award list,the persistence and teamwork and allthose demos had paid off. Memorexwas at the top. We had the soleaward for 3180-type displays (the2080) and seven-color graphicsterminals (the 2079) and shared theaward for compact terminals (the2178) and screen printers (the 2173).A victory for Bruns. of course ... butan even bigger victory for the entireMemorex team.

Memorex Expands Its Remote Cluster Controller LineWith Two New SNA/SDLC Products

Santa Clara, C A-Sept. 24,1985-Memorex has broadened its line

of communications controllers

with two new IBM plug-compatibleremote cluster controllers that

operate within either the IBM BSC(Binary Synchronous) or SNA/SDLC(Systems Network Architecture/Synchronous Data Link Control)communications protocols.

The new controllers, first in thefamily of 2274 controllers, are the2274-1C, available with 8 or 16 ports,and the 2274-2C, available with 16 or32 ports. Memorex now offers one ofthe largest selections of IBMplug-compatible remote clustercontrollers. In addition to these two

new controllers, Memorex announced

the 8-port SMA/SDLC 21 74-8 in Apriland also offers the 2076, an 8-portBSC protocol controller.

"Memorex offers users a choice,so they can select the equipment thatspecifically meets their needs," saidJack Scott, vice president ofDomestic Operations. "Forcompanies that have small regional

offices 32-port controllers may beoverkill and 8 ports just the ticket.Larger offices may need to hook upmore terminals and printers, so a32-port device is needed."

"The two new controllers allow the

number of users on a system to growwithout outgrowing the equipment,"said Scott. "The ability to offercustomers controllers they canconvert from BSC to SNA/SDLC is

especially important because,according to International DataCorporation. 48 percent of IBMmainframes now use SNA/SDLC as

the primary communicationsprotocol, and the number is growingat a rate of five percent each year.When it's time to switch to

SNA/SDLC, our new 2274 controllersgive BSC users an easy path forupgrading."

Both of the new models can beupgraded from BSC to SNA/SDLC atcustomer sites, the 2274-1C and

2274-2C communicate with IBM

System 370, 303X, 308X, 43XX andcompatible processors at speeds ofup to 19,200 bits per second. The

controllers are plug-compatible withall Memorex and most IBM

3270-type Category A displaystations and printers. Both controllerssupport 17 keyboard configurationsin 15 different languages.

Using the unique Local ControlPoint (LCP) Software, a series ofmenus provide simplifiedconfiguration and performancemonitoring. Any attached 3270-typedisplay station can provide access tothe LCP menus. Other standard

features include support for an IBM3299 Coax Multiplexer; graphics,APL/Text and seven-color displaysupport; and extensiveself-diagnostics at power-on.

The compact Memorex 2274-1Cis 19.25 inches by 12.6 inches by 4.2inches high and weighs 18 pounds.Single quantity, list price is $8,500 forthe 16-port version.

The Memorex 2274-2C is 9.75

inches by 16 inches by 15.25 inchestall, and weighs 35 pounds. Singlequantity list price is $13,000 for the32-port version.

Quantity discounts up to 40 percent and maintenance terms are

available. Shipments of the newSNA/SDLC and BSC controllers

begin in October.

Memorex, a subsidiary ofBurroughs Corporation, is aninternational company that offers abroad range of computer peripherals,from magnetic disk and tapesubsystems to video display stations,for the IBM plug-compatible market,as well as storage devices forBurroughs.

Editor's Note: Controllers channel

data from mainframe to peripheraldevices such as display stations orprinters.

Why Memorex?: A User's Perspectiveby AlSontag

At a Memorex Galaxy Sales Reptraining session in Lisle, Illinois, Mr.Art Kowitz, a director of SimpsonElectric Company spoke to the classon why he buys Memorex peripheralsand what he looks for in the selection

of a vendor to meet his requirements.

Simpson Electric, a manufacturerof electrical meters and test

equipment had been satisfying theirneeds for data processing by usingan IBM 370/158 mainframe for a

number of years. Due to rapid growthand an ever increasing applicationswork load, their internal userresponse times were suffering. Tosolve this problem and to allow forfuture growth, Simpson decided toupgrade to a 4381 CPU. This willserve the needs of not only theheadquarters facility in northernIllinois, but also service the onlineusers at their other manufacturingoperation in northern Wisconsin. Tomatch the performance of the PCU, itbecomes necessary to upgrade notonly their data communicationsnetwork, but the DASD in the centralfacility as well.

In discussing what he looks forin a vendor, Mr Kowitz repeatedlystressed the word quality. In order ofimportance, following are the reasonswhy he selected Memorex:

1. Quality of the company:Memorex size, reputation in theindustry, longevity in thebusiness, financial stability, andcompleteness of product linewere all important factors in Mr.Kowitz willingness to pursuefurther specific productdiscussions with the sales rep.

2. Quality of the products:Simpson Electric had been aMemorex 1270 TCU user for a

number of years and wasimpressed with its performance."I was also impressed with theMemorex product usefulness inhow they tie in well with the otherequipment in the computerroom". He specifically cited theMemorex 2173 screen printer asan example.

3. Quality of the sales rep:Mr. Kowitz praised the persistent,straight-forward, and consistenteffort of his Memorex sales rep.Bill Morrison. Mr. Kowitz advised

the Memorex sales reps in the

audience by saying. "Yourpersonal integrity is importantand on the line. It's easy to tellwhen a sales rep is "bulling" hisway through a sales call. Knowyour products. Don't be afraid tosay "I don't know" and then getthe answer. But, be sure you getthe answer in the time-frame youcommit to".

4. Quality of technical support:Mr. Kowitz cited the good work ofMemorex Systems EngineerLarry Korbus who providedvaluable consultant type servicesin helping them to make anintelligent DASD decision.

5. Quality of maintenance support:Local Memorex Customer

Engineers had proven that theirability, responsiveness, andsupport justified his decision toorder more Memorex equipment.

6. Price: Art said, "You sales repsmay be surprised, but price is lowon the priority list, but it doeshave to be justified." .

7. Delivery: "Improving upon IBM'sdelivery period for products isalways desirable, but meetingyour stated commitment todeliver at a specific time is moreimportant," stated Mr. Kowitz.

8. "What education can youprovide me and my people?"In stating his need to bewell-informed not only aboutMemorex products but aboutother vendor's products andservices, Mr. Kowitz said, "When I

pick a product, my name andreputation are also on thatproduct and the decision."Enough said!

9. Have references for yourproducts: Mr. Kowitz, as do manyother Memorex users, rely on the"old boy" network as the bestsource of nonvendor-suppliedinformation on equipment.

10. Research and Development:What resources a companyinvests toward development offollow-on products is also animportant consideration in theselection process to Mr. Kowitz.

While Mr. Kowitz said it was a

combination of all the items he listed

that caused him to select Memorex

as his primary vendor, he stressedthe importance of properlydemonstrating our products. Whenthe decision was being made atSimpson as to whether to buy 50 ofIBM's 31 78 CRT's or Memorex

2178's, a good demo of the 2178 andallowing his users to try it "blew thesocks off the 3178."

Oh yes, Simpson Electric now hasinstalled a Memorex 1270, 50 2178's.

and has ordered a 4303 printer, 3695disc, and 328T tape drives. Galaxywins again and is a marketingprogram that works for the 4300market! Congratulations to BillMorrison and the entire Memorex

team on the Simpson Electricaccount for a job well done!

Don't Keep The6880 A Secret

by Chuck Standerfer

The 6880 and solid state disk in

general is the best kept secret in thedata processing industry.

Since IBM does not market an SSD.many customers are not aware thatsuch a device exists, much less its

benefits. Informal surveys indicatethat as many as 50% of all medium tolarge scale installations fall into thiscategory.

Don't exclude anyone as aprospect. Introduce the 6880 to allof your customers because everyoneneeds a 6880. The only question is"How Big and How Many?".

Remember, you only havecompetition when you're in the race.Good luck and good selling.

Ignoring The Obvious Pays Off Big With Amdahl

Consider the situation. Three yearsago a competitor beat us out of one ofour major Communications accounts.The customer said we were using"yesterday's technology." And he wasperfectly satisfied with his newvendor's price, performance, andservice. What would you do?

If you were George Szymkiewicz,you would ignore the obvious, walkthrough the front door and take backthe account... by selling theadvantages we did have. That'sexactly what Szymkiewicz. salesconsultant for the Western Area, didwhen he won back Amdahl

Corporation's business from Telex,which had taken it over in 1982.

Three years ago, Memorex, with500 terminals, was Amdahl's majorsupplier of CRTs. Telex entered thepicture with a contract for 1,300CRTs, effectively knocking us out ofthe game. It looked hopeless forMemorex... Amdahl was satisfiedwith Telex's products, service, andpricing.

With the current Memorex productline, Szymkiewicz knew he couldn'tconvert a satisfied Telex customer.

So he sold Amdahl on Memorex's

advantages over the long run... our

history of bringing innovative featuresto the marketplace and our commitment to continually expanding andimproving our product line.

The first step, he decided, was tocreate a positive impression for thecurrent Memorex communications

products. It wasn't easy, sinceAmdahl's technical staff perceivedthe 2078 as "yesterday's technology," and when Szymkiewiczstarted working the account, the2080 wasn't yet announced.Memorex really didn't have a fullcommunications product line yet...especially in the area of controllers.

Even so, Szymkiewicz scheduleda couple of guest relations visits andtechnical presentations that talkedabout our future as well as our

present. One product demonstrationin particular, by Jim Peck, LeeGomez, Dan Bezzant, Jack Tucker,and Karyn Plank, impressed thetechnical staff and went a long waytoward gaining Amdahl's confidence.Another big plus was the detailedsupport program Rick Melanesedeveloped with the Amdahl NetworkControl staff.

With help from Dennis Flanaganand Jim Peck, Szymkiewicz put

together an attractive andcompetitive pricing package for2078s and the now-ready 2080s,with high growth potential becauseof our expanding product line.

To complete the deal, he used themajor accounts program to set up acontract maintenance agreement tobe extended over three years. Themaintenance agreement, along withthe new technology of the 2080s.made it a deal Telex could not match.

Even though both Telex and IBM hadthe current price/performanceadvantage, Szymkiewicz proved thatthe Memorex program wouldpromote technological growth andcut costs in the long run.

The final agreement with Amdahlstipulates that Memorex is theexclusive display vendor at Amdahlin Sunnyvale for the next two years,with a minimum delivery of 400terminals.

It all goes to show that withteamwork and persistence, anythingis possible. And that our commitmentto our customers and to expandingand improving our product line overthe long run is just as important asthe products we offer today.

Bulldog Award Honors Top Sales RepsDoug Brigance,San Francisco, California

With sheer tenacity andperseverance, Doug Brigancebulldogged a bullheaded customerand won a $300,000 VPA fromCarpenter's Trust.

Doug knew that Carpenter's Trustwould save money and upgrade itsperformance level with Memorex.He painstakingly created a comprehensive proposal that outlined thebenefits and savings.

The person who influenced thedecision agreed that the benefits andcost savings were real. Yet herefused to recommend Memorex to

his superiors. He also made it plainthat any attempt to circumvent himwould result in no business withMemorex —ever.

Doug puzzled over this illogicalreaction, but continued to meet withthe influencer and push for the close.Time and time again he asked for theorder. Time and time again he wasrebuffed.

To complicate matters even more,the prospect refused to reveal why hewould not recommend Memorex.

Still, Doug did not give up.

MEMOREX TIMES

This edition of the Memorex Timeswas published by WorldwideStorage Equipment Marketing,Mail Stop 10-05.San Tomas at Central Expressway,Santa Clara, CA 95052, Telephone(408) 987-9877, Telex: MKTG.

Publisher, Bill Etheredge

Editor, Julie Ross

Contributing Editor. Liz Billings

Graphic Designer, April Bishop

Typesetter, Publication Services

One particularly ugly episodecapped this strange situation. Afteryet another frustrating luncheonmeeting, the prospect jumped frombranch manager Dave Mare's movingcar, screamed scores of profanitiesat Doug and Dave, and swore that hewould never do business with

Memorex.

It would have been enough tomake a weaker soul quit—but Doughas the spirit of a Bulldog. Hedecided to try going over theinfluencer's head to his boss. After all.what did he have to lose?

The strategy worked. The decisionmaker chose Memorex, and awardedDoug an order for more than 150units, a full-product-line mix ofdisplays, controllers, and printers.

The first units are now beinginstalled, and Doug is back at theaccount courting an order for StorageEquipment products. Hats off to you,Doug, for a super selling effort!

Bill Duckett,Federal—McLean, Virginia

Bill Duckett is more than a Bulldog.He showed that he is part Greyhoundtoo, by racing around finding units tomeet a critical deadline at the U.S.

Department of Transportation.

The government's fiscal year wasapproaching its end on September30. The D.O.T. told Bill that theywanted to buy Memorex units, butonly if we could make delivery in oneweek.

Impossible? Not for the fleet-footed Bill. He took the order for one2274, twelve 2078's. nine 2173's. andthree 2068's. and spirited off to roundup the units.

Headquarters wanted to help, buthad difficulties meeting the stringentdelivery requirements. So Bill turnedto other avenues. He found three

2068 printers at Federal's partscenter. He dug up twelve displaysthat were earmarked for another

customer. And he took a demonstra

tion 2274 that was in the branchoffice.

He made the delivery himself,supervised the installation and evenacquired software and made the2274 operational. And this was all inthe space of one week!

As a result of his speediness,tenacity, and willingness to help, Billhas become somewhat of a

communications guru for D.O.T. Thiswill very likely lead to an order fromthe U.S. Coast Guard (part of D.O.T.)for 70 terminals. In addition, he hasan excellent reference account in a

highly visible government agency.

Congratulations for such a quickreaction and a job well done!

Bulldog Roll of Honor

Jim Barlow-Salt Lake City. Utah

Bill Morrison —Chicago. Illinois

Jim Neagle—Chicago, Illinois

MemorexA Burroughs Company