| T.R | Title | User | Personal
Name | Date | Lines |
|---|
| 156.1 | | JMPSRV::MICKOL | Please stop the wrong-sizing! | Fri Sep 18 1992 23:16 | 26 |
| I'm sure you've considered some or all of these, but I'll give you my thoughts
anyway:
-- Offer a satisfaction guarantee: they buy the PCs and you guarantee their
reliability and performance. If the products don't cut the mustard, then
we refund their money. This is SOP for the Xerox Team. If we aren't
willing to do that, then we shouldn't be selling them in the first place.
-- Get a seed unit, open the cover and show them the internals, along with
a dog and pony show about what ISO9000 means. One of the new supply chain
buzzwords is "Simple, but elegant". That's what they are, IMHO.
And if PC product management isn't doing everything they can to help convince
our customers of our viability as a PC vendor, then escalate it. This is one
battle we can't afford to lose.
I've forwarded your note to one of the Xerox team members who is currently
working on a large PC opportunity. He might have further insight to assist
you.
Good Luck,
Jim
Sales Support
Rochester, NY
|
| 156.2 | Two pointers.. | SWAM2::SOTO_RU | | Sun Sep 20 1992 01:58 | 15 |
| Two contacts:
Bruce Ferguson in Costa Mesa, CA (CWO). Just closed a $2.4M PC mostly
PC deal with Fluor Daniel here in Southern Cal. These guys have bought
"cheap dujour" PC's seems like forever and Bruce was able to convince
them of the superiority of ours. Our dtn is 533 but I don't remember
his extensio. Try ELF.
Bob Kennedy in MLO (223-xxxx). He's the guy in charge of the list of
ISO 9000 certified manufacturing sites fro Digital. If you get it,
forward me a copy at CWO.
Good luck,
Ruben
|
| 156.3 | Try OPAL! | SISDA::CHERNACK | Hard work, sacrifice, commitment | Sun Sep 20 1992 14:45 | 7 |
| Maybe OPAL has a presentation for you. You can get to OPAL via ACCESS.
Select the Presentation option. If not, maybe their Hotline can assist
you.
\\ken
|
| 156.4 | | POCUS::OHARA | I'm rowing as fast as I can | Sun Sep 20 1992 20:16 | 8 |
| >> In calling product
>>management, they said they had no data to share with customers, and that
>>they couldn't help us (thanks a lot, guys).
Who did you call? This is incredible! Jim Liu is, I believe, now responsible
for this space. We need to be differentiating ourselves by quality of our
manufacturing, as well as price and performance. If Jim doesn't answer this,
call Palmer's office for help!
|
| 156.5 | John MacGilvery perhaps? | CSTEAM::FARLEY | Megabucks Winner Wannabe | Mon Sep 21 1992 12:56 | 14 |
| Ken
Had you called the Competitive Hotline, I would have referred you to
John MacGilvery in the PC Product Marketing group because I (we)
don't have what you are looking for. I'll save you the dime to call
1-800-DEC-ISIT and tell you John's number here;
dtn 264-3397.
Good Luck!
Kevin
Competitive Hotline
|
| 156.6 | Ain't NOTES wonderful? | ODIXIE::MOREAU | Ken Moreau;Sales Support;South FL | Mon Sep 21 1992 19:31 | 74 |
| RE: .1
>I'm sure you've considered some or all of these, but I'll give you my thoughts
>anyway:
>
>-- Offer a satisfaction guarantee: they buy the PCs and you guarantee their
We did that on the previous units, and are doing it now on these units. But
the argument (from an IBM type) goes "Yes you fixed the problem, but if your
units were any good we would not have had the problem (with the attendant
down-time and user dis-satisfaction) in the first place".
>-- Get a seed unit, open the cover and show them the internals, along with
> a dog and pony show about what ISO9000 means. One of the new supply chain
> buzzwords is "Simple, but elegant". That's what they are, IMHO.
We got a DECpc 450d2 and are doing that. But I am not up enough on ISO9000
to be able to do that pitch. Is there something on-line which I can read to
help me do that?
>And if PC product management isn't doing everything they can to help convince
>our customers of our viability as a PC vendor, then escalate it. This is one
>battle we can't afford to lose.
Agreed. But with the turmoil around Digital recently, I am getting nowhere
with this (sigh).
>I've forwarded your note to one of the Xerox team members who is currently
>working on a large PC opportunity. He might have further insight to assist
>you.
I appreciate it.
RE: .2 (two contacts)
Thanks, Ruben. I will follow up with them.
RE: .3
OPAL was my first thought. I couldn't find *anything* close, though I would
appreciate a pointer if you have one.
RE: .4
>>> In calling product
>>>management, they said they had no data to share with customers, and that
>>>they couldn't help us (thanks a lot, guys).
>
>Who did you call? This is incredible! Jim Liu is, I believe, now responsible
>for this space.
I will follow up with Jim Liu (and hopefully it won't need to go any further).
Thanks for the pointer.
RE: .5
It never occurred to me to call the Competitive Hotline to get data on our
own PCs (I can't imagine why). But I will follow up with John MacGilvery.
Thanks.
To all:
In the midst of all the hell that we are going through, Digital employees
respond quickly and accurately to a call for help from someone they have
never heard of and will probably never meet. For all of it's problems, this
is a great company to work for, with some great people working for it.
Thanks, and keep it coming!
-- Ken Moreau
|
| 156.7 | Try Salem, NH | JULIET::ANG_AL | | Tue Sep 29 1992 20:22 | 10 |
| Ken , this reply is a little late, but last week I listened to a
solidly comprehensive presentation on ISO9000 in our Salem, NH
manufacturing plant. This plant is apparently the first one certified
within DEC and is willing to host customer visits and walk-throughs.
The manager in charge of the presentation is Mike Manson, DTN 285-2484.
Good luck, and bring in the biz for DEC!
Albert
|