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<<< HUMANE::DISK$CONFERENCES:[NOTES$LIBRARY]DIGITAL.NOTE;1 >>>
-< The Digital way of working >-
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Note 3187.24 ARTICLE: "SHRINKING DIGITAL" 24 of 24
WHTAIL::ROGATE 34 lines 30-JUN-1994 13:19
-< I am the first >-
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Well,
This section is interesting to me. My name is John Rogate and I am the
President of VTEC (Vermont Technology Exchange Company, Inc.). My
partner and I are the pilot for the Agent program and we are the first
geography agents in the US. We were both DEC employees for over 12
years. We both love Digital and the products. We also have a loyalty
to our customer base. We helped define the program and contracted with
Digital on our own accord. It is the correct direction for Digital.
It has gone over exceeding well in Vermont and has met with great
success from our customer base. As a part of this program, we are our
own company and are on 100% commission basis. We do have access to our
old accounts and other info (as do other partners). Doing this is the
best thing for both us and Digital, and certainly our customer base.
We are selling product with a new fervor that we experienced a number
of years ago.
As agents we do not take title to equipment as do distributors. We
quote to cust from digital, cust po to digital, digital invoices cust.
IBM has done this for years. There used to be 16 IBM reps in Vermont.
Now there are none. The territory is handled by agents.
If Digital just takes sales people and makes them agents...the program
will fail. A person must want to do it, and certainly must have all of
the necessary startup funds to run a business. The individuals should
be knowledeable in digital product and certainly internal admin. To
end this, it cannot just be anyone. It also does not work in every
territory. Vermont is rural and it is 90% SME. It works well here.
Oh, by the way, Digital sales reps do get credit for what we sell.
Note: agents cost digital substantially less than full time employees.
Any questions: John Rogate DTN 266-4933 (yes we kept that too).
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