IN THIS ISSUE:
NCR Buys IBM
John Frieberg Accepts Position as Systems Engineer
Skip McCusker Installs First Computerized Pig Farm
You're in luck! This month you get a taste of what a blithering romantic I am. I had the good fortune to attend DPI's first Sales Training seminar. One of the many high points was George Ream of Mack Trucks. His opinion of the basic requirements for a good salesman is summarized in an article on page 3. I hope you can get at least a glimpse of George's colorful character and dedication to his business.
Technical Writer Charlene Kutz has just released a new training brochure for AIDE classes. This slick little pamphlet (M-8801) contains basic curriculum information and inserts pertaining to 1978 classes. Copies of the brochure may be obtained from the regional offices or Marketing Publications & Training.
Congratulations Rich Richardson! Marketing's top-notch instructor has just completed ten years, two months and two weeks of service to DPI.
Another set of data sheets is being printed. They include "INTERFACES", "7500 SERIES COMMUNICATIONS", "BASIC DATA MANAGEMENT (BDM)", "RELATIONAL DATA MANAGEMENT (RDM)", "154 DISK PROCESSOR", and "AIDE/DCOS". I think you will be pleased with this new batch. The really fine graphics work was done by Marketing's illustrious illustrator, John McLaughlin and his sidekick, Brent Anderson. The data sheets will be sent to regional offices hot off the press.
By the way, I'm tired of having a good time, so I've decided to stop publishing IMAGE.
User wants no "mickey-mouse"
There are salesmen and there are salesmen. George Ream, Division Manager, Systems and Information Services for Mack Trucks in Allentown, PA, has seen them all. In 1952, he ventured into the world of data processing. He has seen Mack Trucks grow from using a single computer vendor, a single punched card vendor and a single business forms vendor to a corporate data processing function with a total of 33 vendors supplying hardware, software and supplies.
With 26 years of data processing experience under his belt (the last 19 years with Mack Trucks), George Ream has acquired a very distinct opinion of salesmen. He has watched the role of computer salesmen gradually change from total account dominance to the bland definition given by Webster, "one who sells either in a given territory or in a store."
George Ream recently spent the morning addressing DPI's first Sales Training seminar. Subject: What does a user expect from a salesman? And, equally important to Mr. Ream: What should a salesman exPect from a user?
Mack Trucks' philosophy is simple. Mack wants the equipment that will best solve their problem at the lowest price they can possibly get. To that end, in 1967, Mack decided to look at a little factory data collection company. They expected to find DPI manufacturing terminals in a garage somewhere in California. What they found was a group of dedicated, honest people with good ideas and a lot of enthusiasm. "It was a risk for Mack," said George, "but we came away feeling certain that DPI could do the job."
Ten years later, with a smooth running, highly successful Material Tracking and Labor Reporting system installed at Mack Trucks, George Ream highlights the dualities he demands in a good user/vendor relationship. These are the qualities he has found and admired dealing with DPI "super salesmen." (Bob Shrader, Gene Mascoli, Dave Hurd and Stan Bielak have all worked with George Ream at one time or another).
Honesty and integrity" are the key factors in a salesman/user association. And, according to George, that had better be a two-way street. The most valuable, profitable and lasting relationships are based on a mutual respect between the user and the sales rep. No deal is a good deal unless it's a good deal for both parties."
On a "cold call", George's advice is to be polite, particularly until a rapport is established. The first phone call to a prospect (and it had better be a phone call, because you'll never get near George Ream without a prearranged appointment), should be conducted with a straightforward, professional attitude. "A little formality never hurt anybody," declared Mr. Ream, but he quickly added that the class should call him "George".
Once a common ground is established (user has problem, vendor can solve it), George Ream demands honesty. "Make sure the customer's problems are crystal clear. Don't try to change the problem to fit your solution." He also expects the salesman to have a comprehensive knowledge of the total product line and applications. "You don't have to have every answer to every question, but you have to know how and when you can get it."
Mr. Ream doesn't like surprises. If his new system or equipment is a first, he wants to know what he's getting into. By the same token, George also wants to know all about new products and improvements; things that will help his system work better.
George Ream feels very strongly that a salesman must maintain a close contact with the user. Keeping the communication open and frequent, even if the system is running well, is a must. The salesman has a need to know what problems a user wants to tackle next. Clear and periodic communication can mean add-ons and upgrades, and a better system for the user. "After all," he said, "the more successful the salesman is, the better off the customer is."
A good, honest relationship between a user and the salesman may be difficult to establish. George warned the class that unsatisfied users may not discuss their problems with the vendor, but they tell everyone else. "News of a bad installation spreads fast." Particularly to competition.
Salesmen Get the Feeling in S'vale
It was quite spectacular. For a fortnight, a rather interesting mix of brand-spankin' new salesmen, a few "retreads", a couple of NCR intelligence agents and a hopeful future salesperson participated in DPI's first formal Sales Training seminar. A Vast array of dog-and-pony shows passed in front of thirteen pair of eyes during the two weeks.
The first week, every major department within DPI discussed their individual functions and plans, painting a comprehensive picture of Sunnyvale's organization. One afternoon, Norm Babcock's harem of lovely ladies sailed through the joys of Assets Administration, winding up with Jim Brewer's captivating presentation on Commissions.
Week Two dealt with the real meat of sales: Keeping your foot in the door, the "Turnkey Trap," Confronting competition, and much more. DPI's sales managers, four of our sharpest cookies, spent two days in a panel discussion covering the many aspects of selling DPI systems. Bob Shrader, Les Sherman, Bob Brash and Ralph Laidlaw shared their anecdotes, mistakes and philosophies developed in almost 40 years of cumulative experience with DPI.
One of the highlights of the seminar was the Customer Encounters. George Ream of Mack Trucks and Steve Newton of Bell HelicoPter presented their opinions and experience with DPI as users.
Dick Miller's interpretation of his "BIG SELL" (Caterpillar Tractor) and "GOOD SELL" (Deere & Co.) left the Class members inspired. It Was not difficult to see and feel Dick's enthusiasm for DPI end his personal commitment as a salesman. The feeling was contagious. (Phrog: Look out, Fortune 5OO!)
Several DPI salesmen presented summaries of other unique systems. Stan Bielak talked about the "first" MIT installation, Western Electric, Baltimore. (Phrog: Are you going to let him get away with that, Western region?) Carl Bell gave a SRO performance on the DPI systems at Caterpillar Tractor. Norm Haug explained the applications at Lufthansa.
For a first try, the Sales Training seminar Was well organized and informative. Thanks to Master of Ceremonies, Ted Spitzmiller, the new salesmen are going out to the patch with d good, solid idea of the attitudes and enthusiasm that prevail in DPI.
Graduates of the Ted Spitzmiller School of Sales and Sorcery are:
Ron Poarch - Detroit: Ron is a long-time user of DPI having worked G.E. Lynchburg for I5 years.
Jerry Garrett (and Leonard) - Philadelphia Jerry worked with IBM for lO years, and, for the last five years, Was president of his own business. He affectionately referred to himself as a "Turf Technician."
Glenn Steen-Johnsen - Boston Glenn is formerly from a software house called Mitrol. Carey Kelley comments about this new sales rep: "Well, anybody with three names can't be all bad."
Mr. Michel Garlasain - NCR France: A gentleman and a scholar (and boy, can he dance!)
Mr. Urs and Mr. Stampfli - NCR Switzerland Mr. Urs Stampfli was somehow "divided" in the translation and ended up with 2 plane tickets, 2 hotel rooms and 2 rental cars.
Steve O'Connor - Pittsburgh
Lee Jorgensen - Seattle
Denny Recob - New Jersey
Erle Hodges - Detroit
Doug Prensler - Toronto
NCR BUYS IBM:
Dayton, OH: NCR's Chairman of the Board today announced their purchase of IBM Corporation to "fill out their product line."
FIRST COMPUTERIZED PIG FARM INSTALLED
Walledtucky, MI Regional Specialist, Skip McCusker, installed the first computerized pig farm, with time and attendance as the initial application. Mr. McCusker commented that there was a minor problem getting the little buggers to clock in. "The prime reason for the success of this system," explains Skip, "Was the forward/reverse capabilities of the 2/5 badge code."
JOHN FRIEBERG ACCEPTS POSITION AS SYSTEMS ENGINEER
Butte, MT: Former DPI President, John Frieberg, has stepped from his post to take on the position of Systems Engineer in Butte. Although there are no installations in Montana as yet, John feels confident that the expanded sales force will "throw some business his way."
JAWS: Was Carl Bell really attacked by a man-eating coral reef at Caneel Bay?
Bad news for admiring gentlemen: Pubs & Training's lovely Norene tied the marriage knot on 3/18. Congratulations Mr. and Mrs. Ted Crumb!
Marie Miller: Mel Brooks wants your phone number.
Answer to last month's Trivinostalgia: Gene Mascoli, Director of Marketing.
RETRACTION: Mark Vollmers is not the Asst. Director of the John Deere Barbershop Chorus. He belongs to the Tri-Statesmen Barber-shop chorus. April Fool, Mark.
F. E. Recipe
Take a gallon of smiles
Briskly stir with confusion
Have a tool box nearby
To keep up the illusion.
Pour in oscilloscope
Trace lightly with fork
Mix spices with screws
Then carefully torque
Place site in the oven
Til parts can arrive
Then call for a specialist
If you hope to survive.
Specialist: Someone who is called in at the last minute to share the blame.
FEs Got Class!
After eight weeks of FE Class #52, we couldn't think of anything more to shove down their throats, so we graduated them. Class #52 worked hard in training and (with a little help from you old-timers) will undoubtedly do a good job. who knows, maybe some of the bad habits they picked up in Sunnyvale, like TO-17 usage, filling out I.R.s, P.M., etc., may rub off on some of you.
To warn, or inform, you, the new FEs and their whereabouts are as follows:
Ken Klocek - Fairchild Republic, Farmingdale, NY
Len Steiz - Hoffman LaRoche. Nutley. NJ
Tony Mangelli - Pan American, NY
Steve Levesque - Xerox, Rochester, NY
Dave Grubb - Western Electric, Baltimore, MD
Mike Warner - Rabestos Manhattan, Manheim, PA
Keith Klinger - Crucible Steel, Midland, PA
Joe Vaccaro - Western Electric, Baltimore, MD
Mike Nance - Caterpillar, E. Peoria, IL
Dirk Miller - General Electric, Burlington, IA
Nick Defino - John Deere, Des Moines, IA
Bob Smith - Clark Equipment, Benton Harbor, MI
Ed Tromp - Motorola, Schaumburg, IL
Pat Williams - AC Spark Plug, Flint, MI
Wayne Wilkens - Oldsmobile, Lansing, MI
Dan Piersma- Alcoa, Evansville, IN
Cloyce Davison - Westinghouse, Jefferson City, MO
Bill Merritt - TWA, Kansas City, MO
Rob Selover - Dallas/Ft. Worth area
Ron Blackman - United Kingdom
"Freddy" Mehnert - Germany
During the graduation exercises, several awards were given. Keith Klinger was presented the "cup" and a letter for his outstanding performance and participation during initial FE training. Cloyce Davison, Bill Merritt and Rob Selover each received a cup in recognition of outstanding team performance for sharing an apartment together.
Awards were also presented to those patient, enduring, hard-working and sometimes boorish people, the FE Training Instructors. You see Curt's speech ran a little short so the time was filled recognizing the fine job being done by the instructors. In just one month, they managed to come up with a drastically changed, and significantly improved, FE course. In case you forgot, or didn't notice them when you were here, the instructors and their primary locations are:
Ray Jensen . 1st desk
Larry Perkins - 2nd desk
Ken McDaniel . (we haven't found a desk for him yet, but he's managing quite nicely on the floor.)
We must also make it known that there was going to be an Honorable Mention presentation at the luncheon. The Training Department decided that there were two other things that this class did very often and quite well. One was wrecking the rental cars and the other was blowing up 1204 scanner motor control boards. The race was so neck-and-neck that we gave them all the award: a PI and a good old bronx cheer.
On the Move
It's always a pleasure to make note of people who have done exceptional jobs. Unfortunately, this article is not large enough to name the entire FE force. So, we have listed the people who have received special recognition since the beginning of the year.
G. Skovbroten - FE1 to FE2; Roger Schreier - FE1 to FE2; Steve Previti - FE2 to Asst. Hdqtrs. Specialist; Leo Watson - FE1 to FE2; George Majchrzak - FE Trainee to FE1; Mike Bennett - FE Trainee to FE1; William Roach - FE1 to FE2; Ron Gerow - Tech. Instructor to Supv, FE Training; Jeri Snowden - Dept. Secretary to Admin. Support Specialist; Baltazar Hidalgo - FE1 to FE2; Larry Herndon - Sr. Tech. to Supervisor; Ken McDaniel - Assoc. Instructor to Instructor; Vic Munn Hdqtrs. Specialist to Sr. Hdqtrs. Specialist; Ed Aronson - FE Trainee to FE1 Glenn Haralson - Order Support Clerk to Parts Coordinator; Spencer Rabetoy - FE1 to FE2 Ernest Mercer - FE Trainee to FE1; Larry Henrikson - FE1 to FE2; Darcy Bryant - FE Trainee to FE1; Mark Jones - FE Trainee to FE1;
Phil Rumple - Newport News, VA to ITT Telecommunications, Raleigh, NC
Rick Keiner - Caterpillar, E. Peoria, IL to Tech . Support Lab, Sunnyvale
Steve Previti - Western Electric, Baltimore to Tech. Support, Sunnyvale