SELLING MARK I l l@ SERVICE INTERNATIONALLY

Vol. 1, No. 3 March 1979

MARK Ill SERVICE FOR dependent consultants, the com- LET'S SELL TO THE RESEARCH & DEVELOPMENT pany developed an international ENGINEERING MARKET

A large manufacturing company in Europe has five research and de- velopment (R & D) centers in France, Holland and the U.K., al l collaborating with each other and with i t s U.S. head office.

CUSTOMER NEEDS

To realize a maximum return on investment in R & D, the com- pany had to establish common strategies, and compare and mea- sure research work against pre- determined policy parameters,

tcr L -, L~L~both technical and financial. But px3 :$- <- - 7 y z = "'G-T --. collaboration required close con- *-? . _-. , tact among the centers in different

countries. Thus, the company needed an information processing system that was fast, reliable, easy-to-operate, cost effective, and capable of quick implementation.

SOLUTION

Through MARK I l l Service, in close collaboration with our local distributor organization and in-

GLOBAL FOCUS is published by Inter- national Distribution Support. General Electric Information Services Company, 401 N. Washington Street, Rockville, Maryland. 20850, U.S.A. DONALD S. BATES Chairman of the Board and President PAUL R. LEADLEY Vice-Chairman of the Board and Vice President and General Manager International Marketing Department PAUL L WEXLER Manager International Marketing Development and Support R. DONNESTAD Manager lnternational Distribution Support SAEHO CHANG Editor

CROSSFILE ADDRESS: GEIA

R & D coordination system which reduced the information process- ing cycle from 15 to 5 days. The system analyzes current perform- ance of various R & D programs on a monthly basis. Each R & D program is sub-divided into a num- ber of tasks. Each task leader esti- mates how much resources (per- son-hours of effort, the type of skills, and costs for labor and over- heads by identified skill) will be required to achieve certain tech- nical goals within a certain time frame. Then, actual performance is measured against plan and vari- ous analyses are performed.

Following the success of this system, the company has de- veloped additional models to in- clude forecasts for both the ensuing month and the next full year ahead, and to assist the de- velopment of operating plans and long-range strategies.

CUSTOMER BENEFITS?

a Ensuring a maximum return on R & D investment through: - Effective R & D planning -Speed and precision in con-

solidating the activities of five research departments

- Improved method of evaluat- ing group and individual 'con- tributions.

a Better coordination between the financial and technical arms of the company's R & D organi- zation.

The engineering field is rapidly emerging as one of the most sig- nificant markets for our new busi- ness. As a salesperson you will find this market of two well de- fined segments: consulting firms and major corporations. In both areas we continue to add new soft- wares and new users.

In looking for prospects within the consulting engineering com- munity, start with those already identified, for example: a Member firms of APEC (Auto-

mated Procedures for Engineer- ing Consultants)

a Member firms of CEPA (Civil Engineering Program Applica- tions)

a Top 50 companies listed in Fortune magazine

a Top 500 companies listed in Engineering News

Both APEC and CEPA are inter- national organizations. APEC members, approximately 250 companies, are especially well qualified as the association main- ta i ns supported software on MARK Ill Service (indeed, the ESP-1 program has network sup- port only on GEIS). CEPA firms of which there are about 225 are also qualified in the sense that they use computers and generally own a small machine (in the IBM 1130 class). These machines are usually good High-Speed Service terminals for large application pro- grams. Qualifications of the other two groups are obvious as they are the largest cqmpanies in the field. -

@ .

@ FOR GENERAL ELECTR~C INFORMATION SERVICES COMPANY , , , EMPLOYEES, AFFILIATES, AND DISTRIBUTORS ONLY

etg wwwp~dy - p m wqa punma w-1 AM WJWd Q ~ U B J ~ Q J ~ UauuUr03 '-1- -0% WOy3 Eotqeua y m w w jwftlruJo%u! In& campcud mna pula 'wnplaa 44d % u o p . 3 \ ~ rob spmpums yslJqm= urn ~ y s @Wad- 's-& %I& uourUPO3 *myl *WW4 ill 2MVW X)1

wane w-lo arsulwns a 1 6 d -la3 In63 '%tuJ!i bl?~tlSU05 p a l -jejmc% qjl* ruo eol)!l!c(ad# q h

-J@s tl i %UYW sf2 PPlW w -miiqnqs h;raut$w pue

'7 31VJSt 3 1 ' ( ~ A t w l u @ Y 1 Alp!mdm) tpApr@ pJna3ndis u! peas~nul aq ~llm ueulu$ua 1w-w '- IW!J33@la 03 atqqes Alfn4 ma ksarqll rrtD u! u f ~ ~ d qsAlwa q-wwu 3[1/3~ W '13VdN03 * a 3 3 'dVlSV eql wq{epedsse paqu8mru sw~44 Arrrw f~ gnq $uu 3nq 'mLLM -u~r A q p~trodlrlm -9 W -ld!sip 8ugmq61t~ l r a y l ~

- q n w v3 po=ttfa 8 20 ' I I 1Vd 'I1 SW13 4 pat,cs!a.es uaqa e a spaou iuew -Meuew smlo~d pt![qSeds *suW *u!waWP Jelm *& JS0310S eq!l swWdd swmd m d POt![e!3 4 P e W Q O 3VAH A q peuWm me a w B o d Afkrew m '=!-AQ AaaotJ IIW @a w

'StSlJ-SU J O W Jaw0 Plve (Ill4 In3 '0603 "B'q h w q ! ~ WWAS I I 1 XYltlWW @w Wal3P s@u!lmr !lours aqz w HBM SB sqqde~6 qap p a w q ~ d u r s ~ [[am we s u r W 3MOS 341. .wqJ POOP113s!P smm karrryd myt aqa zww6nra p tJ&xwvp 04 q d u! osle am Inan - p a d ~ I B ~ O Q ~e3uamlddng

*asre a u u -d&ulsus is?$ud aqi u! ,,;nlo~d,, a i elcp6Inp;e s! %I 'uu y fh~ywj64.m 40 wfid!mfp A w ~ d sqz Mew *asWnd q~ m,j d A p ! l

sq am pwe BW~MW&J 40 ad& oZ113 a% Palm I F " a l e 4 I 1 1Wd W k ~q!u.tp 4 0 swsfe~d usyam~ls +(M AUW Wtka -4 J-4 V P l A w a J W * ww \em A~qteqprd n m w #a v - 3 mu aq_~ wuwgd Bu!Mwu m u 40

'qadcpp puec s3uefeq ruelpa -N 40 s!sApue MBUS ua PEA f4-S ldS3 W3dV PUB vs3 8 P W ! Y S y Y 'w&M s,uo!tia~od~o3 ewe^^ e y l 'eklpq pua olnvqq UQ w h ~ d lanttls @qa AIUO AltmOl~%4d punoj Slsm

ww 'A!I!~@- U~WP we W A I ~ -w us w q p1yJ Bu!Jaa~!&re ]!Ad3

V W W W a N I l l XMYW '8LOl ul Q V V U 40 l@!M 'SW& &u!t=@tlo tt&ljUsw s w eyr u! a~pua~(e~dLU63 Aj(n4

purr ,,ue*qa-paes,, ~e pztu 4~36.4 &!~!qech Bu!rlleu!Bw lami aRJW @ l@!M m ~af3t-d 3gQS

.~U@W@&UOM f3@0u "sJs@W~ AiXta.13 *sphjcuv /tunamas :e~e seam uo!im?l& JC@U m ~ y i -

=me! & ! u w d o erp Bu!lna!naJ ueyM eiqenlwu! uayo s! wtu6qp eyL -werSo!p

MWJP LU14 W@C( CtQ m U S? 1 U W . -&unma alU]l s A~UD 'Aliuanb - 9 s ~ ~ * ~ ! y w p ul aw!a q n u pw& 1ooqa U! araau@~ ptlo ~ l ~ ~ a n ~ JO wuoq '@fwq re +W 'SWqqO (e3wd WjM ' lrsap rlepcvur pur surolq~~d Bu!rsou

*,,umtqord alp ew moqs,, ;ays s n ' q q o ~ d r eq!mep

a imlso~d ~wuflue aq), Eiu!qse - UBL(M $9 'BU!W 118~tff e q 41 j

murelzfo~d auurt:, a - %qlJm a3 m u 0 3 %lp W8 %EMU I -aq-s I t t NMVW P U ' ? l ~ ~ e . -stud aw Y w v = d qw~dds e!4!,!3eds iesn *mil - 1 ~ 1 l e u w d ; alp 3D I~W 'eug -s)u!od p e w -epun# ewyr uo

'sUu B ~ i l ( t l S u ~ 05 &!~laJ Ul 1

s LL _ c IIIB SERVICE INTERNAT~ONALLY

VOL. 1 NO. 11 December 1979

SUCCESSFUL MEETING FOR INTERNATIONAL ACCOUNT u

1

PLANNING I An international account plan-

ning meeting was held in Amster- dam last November. It was organ- ized by Harry Hooper of the I nternational Accounts group of the European Marketing Opera- tion, and provided an opportunity for 16 MARK I I I Service sales and sales support people from 11 countries to discuss ways to better serve American Express, one of our major international accounts.

, The purpose of the meeting was to discuss various account-related information among the partici- & pants in order to improve our MARK Ill Service visibility and sales penetration in the account on a worldwide basis.

WHY QUCH A MEETlNO?

k w l e who attended the American Express meeting i n Amsterdam. Back row, left t o right: Barry Morgan, Kingston, U.K.; Burkard Moersdorf, Germany; Sam Shapanka, New York, U.S.; Philippe Schweich, France; Jos Heindiik. The Netherlands; Jesus Aguirre, Spain; Harry Hooper, Amstelveen, The Netherlands; Marcus Coradi, Switzerland; Bill Woollett, London, U.K.; Fred Wood, Kingston. U.K.; Ken Anderson. Denmark. Front row, left t o right: Josiane Willem, Belgium; Denise Baillie, Australia; Rachael Davis, Kingston, U.K.; Daniella Taddei, Italy; Jo Bullard, Rockville, U.S.

In selling to multinaiond ar- haw the "right'Vinfema~on md a What. types d MARK 11 1 ganiratium, we am often faad oommufliCtM:e effeaivsly with tfw Sewice am o f f e d at with spedid pmM- We murt 'WrSght" pbaple at €he "rlghf' tima l~cstians

- -:,--,? - - . , - . - . - - - - - . . - - -.-, --. - I,_: "- ..---- =--.-,.---- , -, . - .~

- "- .-;.A. - ----=-- - i-..-z . . - . = - - .. s n d a h ~ t h m w 5 8 k g . -

plim m a Mobel ocata m W @fca$m the cum~ner Far tnrtsncs, for a given inw- is wrrendy. using and. where ha

tlutimal Preceunt* wrr must knm: uses Phem

W h the buying dmi,riDns we What we esrn ms from om m t r y h r a sales opportuniw in anothar wntry

to axwdiMe MARK ill -., a@jliduns in mwe e Whpt appt&ti~nr a- .

Emdd m&or wpbndsd to

,>?~. - . - -.-.- - . - - ---- - .?- -: . >

-. -- . .-- . - - *..- ... - - .-- -----. - . -

- - . . . - ..

- ~ - --- .-e-s-.-----. .

.*ern &M~:~7$&,,4$;L - - - . I muAi+lES, Am 6 ' ~ # f ~ - o ~ y : .- ;--::-c<:~:--

~

. - . = - . . . - , - .

_ _ < _ .__ __ - . -- - . ~-.- - .. - - . - - . - - - . - ~ - -

- - - -..-.. - . - - - - - - . . -. . - . - - .- ~. ~ - ~ - . . - ~

. ~

. . ~ ~ ~. . ~

. .- -*-.. - - - --- - . . . . . . - , . .. . ~ . - . . ~ - - . - .~ - - . - -- - - .. .-

snmm. C a G m Waf 1 .-w. 11

other countries, and-kh&-laceh bemefit$ will be derived from using such ipplications in thaw

What new international appHclt- tin we can dl, and hwv we should coordinate and fqcus on w r sale9 effom h different

In actditickt, we rnw. cms?mtly &-%ec2 how well we are w i n g WW customers in that kxmnt, iin satlifyfng -!heir needs and:aR& as d l as their expectasi~r?s -

-

- At rrir% American Exgrass'Rlegt- Sn&*tk aboil~_wbj~ts and sawdtl &hers were d i e d In xietait,

f UTURE PLAN - During the American Exprsss

mirig, - m r i m prchhns- were Zde;nti#ed: t)re-reluctance af s& remote locationi to prckeed _With- mt headquarten' instructions, or even, dw -mluctsnce of rmote locations to cooperate wkh appli- cations _imp& on them from

- their distant kdqwartm; lack of our sales penetlrrtim in oom major divisions; the complexity-of installing an '-applidon simtiF taneocisty In several countries; and a h w others. Howewer, at the end

cat with respect to the American t ~ o u , CrassfiledihS-MORG. - Express account. -+OF infiwmtion rqpdkg - the

- -&w A d m Exp13%5-~tiry;r, dmse CCtJltilrCt R@frk' -H~BT,

-

OTHER INTEWTIONAL ACGOUrn -

_-There have been several other key' actmunt planning m d n g s -

simvilarr to this a m for such k j o r - - - -

- Vk R.Gme and- -Intwnationat Hanrastafm Them mietings mabb - -

.-

- - - our des peap.6 to. know and - kdwstand the opportunities that - - -- .- - - . -

their couflerpMs -frcim ath-w- - - .- - cauntrles are Wins with and to I&ah from ~ a \ p l & f - ~ f i t t t n g from each o t W s wcwsses - -

Although &mitar meetings _can- not be o;rganked 'for 41 of cSur najor intematiartal cust~men or prmspe~ts, you can mmmunbw

I wi th- -yw oolleagues h atfuix axinttko, u&ng Cmmfik, MI, tdq.?herttS and help -kPm both the Eurt5fmb and the US, Inter- national A m n t s e~~snizcltbtw You can devetw joim-mlers plan% get assistance in jntwm~ional sales and implementation coordination, obwin information, phlg~. on sales lW- slnd _get the occasional "blge+drf - all of which wflC help grow our- business with same of the largest rintltinational organ- izations in - thg-world. . -

of the meeting, an action plan was - Indeed, the mutt'htiond earn- _ . -

deve~apet-j to address each of pmy ~ r k e t is one of aur fastest- ~NTERMTWNAL WtOCURE- s@!vemsar rpscific pr~&demr arid ~ ~ O W ~ R B markets, and it MEWANO-~ACKINO opportunities. ~ r ~ i n l y bring yett many -m- SYSTEM ~ J U SAUDI - - ARABIA -

All the deieg&es from the 11 -countries eoclsiderd - that t h e meeting fulfilled its objecsiw and ware anxious to maintain fie spirit- of "rooperation" that wz@ estabtkhed. To *is exmt, a group Crossfile address, AMX$, was wt up in order to fatzilitata ail cornmunicati~ns of general inter-

assea and a Mgh return on your *hm€rnent - of @la-effort.

F Q ~ fuFther i r ~ f m t b n r-d- ing lirlternatiwl- amwnfs, pl- contact -hula Sark, Manqp-of - ln~nath1r3aI Acmmts in U.S.A., tAm& CmssPi/e PZAK, OJ W y Mor@n, Manager of

-fnfmmtiona! Aclromts in ~umpe,

During the mrty part of 1977, the Sari- Frwisco InduPtrial Branch approcached by a targe

.engineering and construction firm based In San Fmrmcioerr to discuss the- possibility of MARK- I II Service access- in Saudi - Arabia. ?he Cornlszlny w&alrgady a mdor user af MARK Ill Service in the

U.S. and other countries and had just s u ~ f u l l y tenelwed for a' @ 5-year, $4 billion project *I Swdi Arabia They asked for mlstsrllce to investigate the feasibility of imphn t i ng a w(~rfdwEde pm- m p m t a& tmckirrg system for materials required for the project.

Our San Francisco Industriaf Braneh approached the Inw- national Marketing Department On Rockvitle about the opportunity arid several meeting with the Company were wbsequentty arranged. After qualification by the International hrketing De- partment, the first of many steps took place with the client eom- rnitting resources to begin design and implementation of the pro- curement and tracking system. Paul Rohrdanz of the San Fran- cisco Industrial Branch prdded technical assistance to the group formed by the client It was decided to use Fortran IV as the programming language for the system. Meanwhile, the I nterna- tional Marketing Department started the task of obtaining a satellite tink into Saudi Arabia.

Af-ter two years of intensive and dedicated work by the Interna- tional Marketing lhpsrtrnmt, the San Francisco Branch and the client, the first reports were produced in Saudi Arabia on July 16, 1979. The client's shipping offices in Rottgtdm, Belthorn, San Francisco and Tokyo are tied into the system by providing al l the shipping information repding materiab destined for the project in Saudi Arabia.

Priw to the irnplementatisn of the procurement and tracking w

system, the clknt had to rely on mail, Telex and expensive tde- phone &Is to obtain i n h m t i o n regarding the status of consign- mt?nts. As €he actual number of individual i tem required fOC the project L in the miltiom, 2hss cwm* system was, at best, archaic. Weeks would elapse be fore infopmation wats ebtaind about a particdar wdgnmsnt As some of the contractors were under pmalty eluses for any &lay in construction, it was imperative to know when, what, from w-, and how a mnsign- ment was dellveted. Lack of timely information could m n losses of millfons of dollars o w the life of the project. In addition, the elimt required the ability to access a database of Information that heretofore was located in a varietty of places around the world. Through the use of MARK l I t Service, the client is now able, on an interactive, real-time: basis, to query his database and obtain in-formation in seconds that took weeks to obtain previoudy. Threugh the massive scope of the MARK 111 Intermtlonal Network, the client's fonnrarding offices around the wodd keep the data- base constantly updated The clicrrrt now also produces manage- ment and other analytical reparts from the database that were not o&indly for-n. Them idwde cost engineering, project pim- and pro]- m-t - It is impatant €0 note that these are bmflts the client had net. origindly midwid when the decision war; made m g~ a M . The immnge benefit, as sew by the client, is that thr* the woilabj~ity of such a system on MARK I t 1 W i c e ail fuwe bids miry be r&md in cogt and themfore mom m p e t i t k Fuwre plans odlll for f h dht to introduce the system to its other

ppejects in the area

TEAMWORK- THE KEY TO sua-

The suocersg of the effort is noteworthy in that a number of GE ISCO1s departments worked together over a long period of time to bring about a solution to our client's needs. Ths people involved were Paul Rohrdranz, Jim Krotzer, Pete Koelsch and Ed E h h from the San Francisco Industrial Braneh, Larry Murphy from Special Agreement and Jim Alberg from Legal, Jim Magruder and Brian MeGill from Network Transmission Office, md most -*ally Jim Smith and Ahmad ttabibi from lntmational Market- ing whose tireless e f ~ ~ s in getting the client up and running was most appreciated by the client, not to mention the San Francisco Indwiat Branch*

f a d #any other people, toa numerous to mention, all pulled together to d s t our client ~atthesgmetimeachis\redaur r-iw departmental OM=- ti- Needless to say, uhe client it fully appreciative of GEISCO's efforts, proof of which is shorn in their pian to introduce the system to their other pmjwts The profemidism dispbyed by BflSCO in Ws e f b t has also helped to opan cbm in other areas af the ciients upemtims, and oppol.tunWes wter in mag- dtude than this sysm haw biaen llncmmd.

M d r9purm fuahr hfwmtion thk Srnsmdel p b eon&& Ed € - , ACCQZUJ~ RepmeJbtati~ in tlw San F m - c b I n d m @MI thmW Cmf#e a & h s SF18, tw Ha- phme rwmbw (4151 WaM).

m