Conference ilbbak::us_sales_service

23.0. "Making the FY91Q4 Revenue Goals" by USEM::CHERNACK (Fiche or cut byte) Mon Jun 17 1991 12:55

     *** Many forwards removed.      \\ken
    
    
Subj:	MAKING THE Q4 REVENUE GOALS.FYI.
[FORWARDS REMOVED]
From:	NAME: Bob Hughes @MKO               
	FUNC: U.S. Sales                      
Date:	31-May-1991
Subject: MAKING THE Q4 REVENUE GOALS

      ***   THIS MEMO IS FROM BOB HUGHES AND DON ZERESKI   ***

We have made a major policy decision to address the situation where 
customers are delaying orders in anticipation of a Q1 price 
reduction.

In order to obtain orders for June delivery, you are authorized to 
give your customers a promise of retroactive price protection.  For 
orders placed in June for June delivery, we will guarantee that if 
the price on the purchased products are reduced in Q1, Digital will 
give the account a credit for the difference.  The credit can be used 
to purchase any Digital product or service.

We must be very deliberate in the use of this offer.  THIS OFFER IS 
NOT TO BE USED FOR BUSINESS THAT IS ALREADY PLANNED TO CLOSE IN JUNE.  
We expect you to apply sound business judgment in the application of 
this special offer for the purpose of accelerating the order closing 
cycle.  

Based on current certs skew, we anticipate a strong surge of orders 
in Week 12 and 13.  In order to turn these orders into June 
shipments, we must have UOFs for every piece of identified shippable 
business.

Be reminded that Week 12 should be targeted as the deadline for 
processing June shippable orders.

Further details on the administration of this offer will be 
forthcoming.  Contact your Operations Manager for further 
information.

/cs