macy@hal.cwru.edu (12/19/89)
According to the WSJ 15 Dec 1989:
U S West is getting out of sales of systems 10 lines/100 employees or
less. This includes key systems and PBX's.
Comment: This seems to match a trend occurring in the computer
industry: Big business cannot compete in small system sales.
Independant dealers seem to be the most efficient route of delivery to
the end user.
Being one of those small dealers, I can tell you that the BOC's, AT&T
and GTE have such high overheads, they must be cross subsidising in
one fashion or another. These guys have hard heads and deep pockets,
so it'll be awhile longer before reality takes hold...
Many of the manufacturers who have begun selling direct are learning
the same lesson in the small systems market now, too.
Anyone care to cite any exceptions to this observation?
Comments/flames accepted.
What do us smaller dealers need to do to serve the market better than
the big guys, in your opinion?
Macy M. Hallock, Jr. macy@NCoast.ORG uunet!aablue!fmsystm!macy
F M Systems, Inc. {uunet!backbone}!cwjcc.cwru.edu!ncoast!fmsystm!macy
150 Highland Drive Voice: +1 216 723-3000 Ext 251 Fax: +1 216 723-3223
Medina, Ohio 44256 USA Cleveland:273-3000 Akron:239-4994 (Dial 251 at tone)
(Insert favorite disclaimer here) (What if I gave a .sig and nobody cared?)