June 1977

INTERCOMVolume 14 • Number 3

A newsmagazine for Memorex people everywhere

What makes a number one sales rep run? See page 8.

1 027 4529 3

Following his speech at the San Jose Hyatt House, President Wilson answered questions from the audience.

CFI acquisition heads annual meeting newsShareholders attending the

Memorex annual meeting April 28heard some very good news. Justthe day before, the company reachedpositive common shareholders' equityof S3.4 million.

President Robert C. Wilson told his

audience that the acquisition of CFIMemories, completed April 27, hadadded approximately $5 million tocommon shareholders' equity, whichis the company's assets minus itsliabilities and preferred stock.

Mr. Wilson pointed out that inless than three years, from the second quarter of 1974, when commonshareholder equity was a negative$94 million, to the present, the improvement has totaled more than$97 million.

CFI, principally a computermedia company with headquartersin Anaheim, California, had sales

INTERCOMEditor: Louise Burton

Staff: Kevin Burr

Published by the CorporatePublic Relations Department

Memorex Corporation

Mail Stop 12-39San Tomas at Central ExpresswaySanta Clara, California 95052

Telephone: 987-2201

of approximately $14.5 million andnet income of $432,000 in its latest

fiscal year ended March 31."All of us have great respect for

CFI and are pleased to welcomeit to Memorex. CFI is highly regarded by its customers and hasan excellent operating record," saidMr. Wilson.

He also discussed Memorex's

previously announced proposalto acquire Business SystemsTechnology (BST) of Santa Ana,California, a manufacturer of equipment for the small computer systemsmarket. BST, whose shareholders

will act on the proposal before theend of the second quarter, reportedrevenue of $11 million and net income of $1 million for its latest fiscal year ended September 30, 1976.

"Memorex has been marketingBST products internationally formany months and has obtained a

first-hand appreciation of theirexcellence," Mr. Wilson said. "Together, CFI and BST represent amajor step forward in our ability toserve the small system user."

Memorex has a continuing program to develop acquisitions andother types of affiliations, heexplained. "The objective is tosupport our basic strategy ofserving information storage andcommunications markets."

Among the accomplishments of1976 he cited were the 31 percentincrease in annual revenue, to $345million from $264 million; nearlya tripling of pretax profit to slightlymore than $50 million from $18 mil

lion in 1975; and a year-to-yearreduction of total debt of $28million, to $158 million from $186million.

"The company's 1976 progress,"Mr. Wilson said, "enabled us to unveil

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ON THE COVER:

Sales reps don't have "typical" days. Variety is the ruleas they travel from customer to customer, making presentations, checking on technical problems, deliveringproducts, building contacts, closing orders. They operatefrom the car and pay telephones, scribbling dozens ofnotes as they go. Here, two number one Memorex reps,Carol Slifka (top) of Computer Media and Jo Humble(below) of Word Processing, offer a glimpse of theirjobs. For more on Slifka and Humble, turn to page 8.

the new Memorex—a large, diversified, high-technology, growth company serving information storage andcommunications needs on a world

wide basis. But most important ofall, we are earning a reputation as aquality company."

"In summary," said Mr. Wilson, "wewere able to finance rapid growth,pay off some old obligations, andinvest in our future without borrow

ing a dime. By continuing to payour way as we go, we will rapidlyimprove our balance sheet and ourability to obtain even more cash ifwe need it."

Regarding the possibility ofrelisting on the New York StockExchange, the president noted thatalthough there are no specific criteria for relisting, the company'sreturn to positive common shareholder equity will be very helpful."With continuing good performance,we expect to be relisted this year,"he said.

There were two managementresolutions, both passed by shareholder vote. One allowed for the

expansion of the Board of Directorsfrom nine members up to 12; theother re-elected the present board.Directors are: Robert L. Chambers,Alger Chaney, Philip J. Gomez,Vester T. Hughes, Jr., Alvin C. Rice,T. Robert Sandberg, Benno C.Schmidt, Theodore Vermeulen, andRobert C. Wilson.

The meeting was held at the SanJose Hyatt House.

Possible mergerwith STC explored

On May 26, Memorex confirmed astatement made earlier that day byStorage Technology Corporation thatMemorex and STC were holdingexploratory discussions lookingtoward a possible merger of thetwo companies.

According to Memorex PresidentRobert C. Wilson, no agreements,commitments, or undertakings havebeen made, however, and there is no

assurance that the discussions will

result in an agreement or merger.STC, which is headquartered in

Louisville, Colorado, is engaged primarily in the marketing of tape drivesand related controllers, although italso sells disc drives and add-on

memories. STC revenues in 1976 were$122 million.

Pat Mitra helped register shareholders before the meeting.

Mar eelo Gumucio, Vice President ofA&A. described Memorex equipment.

After the annual meeting, Mr. Wilsonchatted with shareholders.

Go, Memorex, go!

Company cracks Fortune 500Memorex has made the Big List:

the Fortune 500.

For the first time, Memorex hasappeared in the annual directory ofthe 500 largest U.S. industrial corporations. The May issue of FortuneMagazine, which ranks corporationson 1976 revenue, shows Memorex as

number 481. In 1975, Memorex was

541st in the nation in revenue, sothe company made an impressivejump of 60 places.

In addition to revenue, Fortune

ranks companies in other key areasof performance. Memorex was number 1 in return on stockholders'

equity, which is the sum of stock,surplus, and retained earnings, and

number 2 out of 500 in total return

to investors, which is the priceappreciation of the stock. The company ranked 16th in its earnings pershare growth rate (1966 to 1976),and in the category of return onsales, it was 19th.

In their introduction to the direc

tory, Fortune editors mentionedMemorex's showing in the return-on-stockholders'-equity category, saying,"Memorex, a computer-equipmentcompany new to the 500, led the

field with a remarkable 84.4 percent."Well-known companies which were

close to Memorex on the revenue

list include Bausch & Lomb (475),Beech Aircraft (477), Varian Associates (485), and Mattel (486).

CFI becomes

part of Mediaorganization

"The integration of CFI intoMemorex is proceeding smoothly, although there are still a number ofdetails to be worked out," saidRobert Jaunich, Executive Vice President, Media. "We're very pleased tohave this innovative organization jointhe Memorex team." CFI officiallybecame part of Memorex on April27, when shareholders of the SouthernCalifornia media company voted theirapproval of the acquisition.

CFI will function as a division

within Computer Media, and the company's founder and chief executive,Bill Lennartz, will report to Jaunich.Manufacturing, engineering, andsales operations will continue atCFI headquarters in Anaheim.

Lennartz attended the Memorex

shareholders' meeting April 28 andmet a number of Memorex peoplethen. He also spoke at the ComputerMedia conference in San Diego inMay, giving the sales force an introduction to the young company thathad revenues of $14.5 million last

year on computer tapes, disc packs,disc cartridges, digital cassettes, andsemiconductor memories.

The Computer Media sales organization has been restructured, withSanta Clara's Gary Fisher continuingto manage end-user sales and BruceColegrove, formerly of CFI, transferring to Santa Clara to head the OEMteam. Bob Miller of CFI will managedistributor sales and will remain inAnaheim.

"We are trying to consolidatethe CFI and Computer Media salesforces so that we don't have overlap,"said Jaunich. "The result should bean efficient marketing network, sinceCFI has had distributors in more

remote sections of the countrythan Memorex. It does not appear

that we will be cutting back the number of sales people."

CFI Memories was founded in1968 as a subsidiary of LencorInternational. It started with 15 employees and today has 220. Nearly200 independent distributors anddealers market the CFI line worldwide.

After the annual meeting April 28. Bill Lennartz of CFI (right) talked withMemorex employees and shareholders about the CFI product line.

Biggest sale in A&A history

Striking it big Down UnderThey have been whooping it up

Down Under since Memorex Pty. Ltd.,the company's Australian subsidiary,signed the largest single order inthe history of the Americas & AsiaGroup.

The contract calls for Memorex

supplying the Australian Departmentof Social Security with disc drives,memories, controllers, printers, andtape drives (the newest addition to theMemorex equipment line). The equipment will be installed at Social

Security offices in five cities:Brisbane, Adelaide, Perth, Sydney,and Melbourne.

Brian Molloy, Managing Directorof Memorex Australia, called the or

der "a real breakthrough in thegovernment area. Our market is nowwidening significantly," he said."Sales to date are running at 40 to

Warren Bolton

50 percent better than last year'sresults."

For Equipment Rep Warren Bolton,the signing ended six months of hardwork. He admitted that "it was touch

and go there for a while, with thecompetition running wild."

Within 10 days of closing theSocial Security order, MemorexAustralia also signed seven othermajor contracts.

Ride the Big Dipper,build a sand castle at

annual MAG picnic

June 18-19 is the date, and Santa

Cruz is the place for this year'sMemorex picnic. Some 5,000people—employees and their families—are expected to hit the Santa CruzBeach and Boardwalk that weekend.

Picnic tickets must be purchasedin advance, and they'll be availablethrough June 15 in the San Tomasand Tape Plant cafeterias. The $2price includes parking, unlimitedBoardwalk rides, a barbecue beeflunch, and dancing in the CocoanutGrove to the music of "Starfire." For

the competitors in the crowd, therewill be volleyball games and a sandcastle-building contest.

The Memorex Activity Group's firsttwo-day picnic was designed "to accommodate a growing company,"said MAG Coordinator Kathleen

Campbell. "You can attend either day,but not both."

Memorex broke ground and planted trees last month in a ceremony launchingthe new regional distribution center in Dallas, Texas. The shovel wielders were(l-r) J.D. Sims of the J.L. Williams Company, the contractor: Bob Bradshaw ofLos Colinas Corporation, the developer: Ray Cook. Regional Computer MediaManager: and Paul McRea of Coldwell Banker, the real estate broker.

Dallas site of new distribution facility

Ground broken for Southwest centerGround was broken last month for

a Memorex distribution center in

Dallas, Texas. It will serve as thecompany's Southwest Regional headquarters in addition to being thatarea's warehouse for media productsand spare equipment parts.

The Dallas Distribution Center,

Memorex's third such facility, willprovide one-day delivery of productsto customers in five Southwestern

states — New Mexico, Oklahoma,Texas, Arkansas, and Louisiana —and two-day service to many Southeast Region locations. It will alsomean faster maintenance; equipmentcan be repaired and refurbished thereinstead of being returned to SantaClara.

"With sales, service, warehouse,and refurbishing operations in a central location, we can be more respon

sive to customer needs," said RayCook, Mr. Memorex for the Southwestand Regional Computer MediaManager. "The Southwest, particularly the Dallas area, is one of themost rapidly growing markets for thecomputer industry, and with thiskind of center we'll really be preparedto serve it."

The 54,000-square-foot facility isbeing built in a parklike business-residential community near the Dallas-Fort Worth International Airport.Some 60 employees will start work

at the center when it opens this fall.The 35 members of the Dallas branchoffice will relocate there, and some

regional staff members will transferfrom Houston. The remaining positions are to be filled by newemployees.

According to Jerry Sweeney,Manager of Corporate Real Estate,plans call for office space of about20,000 square feet, with the rest ofthe facility being devoted to warehouse and refurbishing operations.The warehouse has been designedwith sophisticated environmentalcontrols to protect highly sensitivemedia products.

"Perhaps the most important thingabout this center is its expandability,"said Sweeney. "We have room tomore than double the building's initialsize. Possible future needs have beenincorporated in the plans. For instance, if we should ever need toinstall a computer there, we havethe place for it. The center was designed with a growing company inmind."

Relocating people and planningtheir office space "is quite a job,"admitted Janice Kirkland, Manager,Regional Customer Service, who iscoordinating the move. "But we arelooking forward to the new center.The five-acre site is on a small

rise — you might call it a Texas hill.It is a beautiful location."

Chroma 90 line

curtailed; peopleoffered new jobs

Memorex is cutting back domesticactivities in Chroma 90, a two-inchvideo tape used in television broadcasting. Although Chroma 90 washighly regarded by the broadcast industry, "we are curtailing our participation in the U.S. market in orderto concentrate resources on our

faster growing and more rewardinglines," said Robert Jaunich, ExecutiveVice President, Media.

Jaunich said that Chroma 90"would continue to be produced insupport of our international businessopportunites."

The reduced Chroma 90 operationsaffected nearly 60 employees, butat Intercom press time, almost all ofthem had been offered comparablejobs within the company. "We areworking with each of these employeesto find jobs that fit their experienceand interest," said Harry Hensman,General Manager of the VideoDivision.

Memorex will continue to manu

facture and market its five othervideo lines for broadcast, industrial,and educational uses. According toHensman, "The restructuring willallow us to better meet the fast-growing demands for our products."

TWO-MILERS—On a sweltering Sundayafternoon, this Memorex crew steamedacross the DeAnza College campus in atwo-mile race for Santa Clara Countybusiness people. Seventeen cross countryteams participated, with Memorex finishingfifth overall. The Memorex runners were:(kneeling) Drew Lance of EPG, 12:24:Enrique Jiminez, Corporate, 11:18: (standing) Rich Therrell, Corporate. 13:10: SallyBranning. 15:31, and Dave Branning ofEPG, 12:07.

Selling to Uncle Sam

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With more than 8,600 computers inits current inventory, the federalgovernment is the largest user ofcomputers in the world. This yearalone the government is expected tospend $75 million just on the kindof hardware Memorex markets. Ser

vicing a customer as large anddiverse as this requires a special marketing organization. That's why, in1975, Memorex formed its FederalRegion.

Located in McLean, Virginia (a fewmiles outside Washington, D.C.),Federal is unique. Its staff of 50 includes sales and service people fromeach Memorex product group, and itis the only company marketing unitdevoted to a single customer.

"To successfully deal with thegovernment you need an organizationthat's integrated and centralized,"notes Federal Region Manager BillKoenig. "That's the only way toeffectively market our entire productline and provide the kind of servicethe government needs."

Competition for government business in the computer industry is keen.As the largest user of computers,the government also is the largestconsumer of computer tape and disc

7A?e Federal Region makes its homein this building in McLean. Virginia.

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packs and a heavy user of audiotape, video tape, and word processingsupplies.

"The Federal Government isn't justan influential customer in terms of

buying power," says Koenig. "Its highstandards for performance and service make it an excellent reference

in dealing with commercialcustomers."

The government doesn't buy thingsthe way commercial customers do,however. There are numerous regulations and procurement procedureswhich must be met. "While we sell

the same products we do in ourcommercial regions, they are solddifferently because they must meetgovernment specifications," saidKoenig.

To assure they are getting the bestavailable products for their needs,government agencies use a sophisticated bid system for each productor service they buy. Each year, companies interested in doing businesswith the government must negotiate

contracts with the General Services

Administration (GSA). These contracts include prices, governmentterms, conditions, and specifications.

The government doesn't base itsdecisionson price alone. Beforespeci-fication lists are made, Memorex sales

reps meet with government purchasing agents to convince them thatMemorex product features should beincluded in government specs. (Salesreps from other companies, of course,do the same thing.)

"We've been very successful indemonstrating that our products offeradvantages that our competitors'don't," said Federal MarketingManager Dave Miles. "As a result,we have government contractsthroughout the country."

One of the largest contracts recently awarded came from the Department of Justice and typifiesFederal's unity as a marketing organization. According to Leo Miller.Federal Equipment Branch Manager,the contract calls for 14-3675 disc

storage subsystems and 112 Mark XI

disc packs. They will be used in acriminal justice data base for lawenforcement agencies across theUnited States. Federal also sells

word processing supplies to theDepartment, including toners andmagnetic cards.

Other contracts for both equipmentand media products include theFederal Reserve System, U.S. PostalService, NASA, Department ofInterior, and the Naval Federal

Credit Union.

The Federal Government's operations aren't limited to the geographicregion of Washington, D.C., however,and neither is the Federal Region.Federal is responsible for servicingU.S. government agencies throughoutthe world. Domestically. Federalrepresentatives work with regionalbranch managers and sales peopleto bring in government accounts.

The Region also has an international responsibility. Gene Douglas,Memorex Manager for InternationalAffairs, who is based at Federal,

supervises the securing of exportlicenses for A&A and EUMEA.

"Each product shipped overseasrequires an export license," saidDouglas. "One of my jobs is to seethat Memorex's export operationsare in full compliance with all U.S.and foreign regulations."

Maintaining a solid reputationwith the government is an importantfunction of the Federal Region. "Ingovernment, marketing requires apositive, high visibility image," saidKoenig. "Otherwise you might get lostin the crowd."

One of the ways that Federal staysvisible is through trade shows. Recently, Federal participated in atwo-day data processing expositionin Washington, D.C. It gave Federalan opportunity to demonstrateMemorex equipment and media products to many government employeeswho make purchasing decisions.

"We specifically featured the new1377 Model-4 and the 1380—productsthey were particularly interested inbecause they had never seen thembefore," said Koenig.

Thinking about the future, Koenigbelieves the Federal Government re

presents an unlimited market potential for all Memorex products. "Thegovernment might be the toughestcustomer there is," he said. "Butwhen you're selling Memorex products, those demanding standardswork to your advantage. We're committed to quality and our customerknows it."

Installation team—Hans Olaf Jensen, Sonja Lysne, and Robert Bryn-Jensen.

EUMEA combines

major disc systemWhen Memorex landed the order

for the largest disc system in Norway,it was the result of "real Europeanteamwork," said Country ManagerHarald Gullerud. Memorex peoplefrom five countries have been in

volved in the account, from the firstcustomer presentation through thefinal test period.

Twelve 3675 disc modules are now

operating at Integrert DatabehandlingA/S (IDA) of Oslo, the service bureaufor Norway's major commercial banks.IDA was a prize contract, won in theface of heavy competition, accordingto Gullerud.

In addition to Gullerud's long-termwork on the account, there were cus

tomer calls from Phil Dean of Cus

tomer Support in Stockholm, EricChristensson, Area Manager forScandinavia, and John Baarns, Tech

nical Director of EUMEA, who is

based in Liege. Memorex also arranged for IDA managers to visit areference account in Sweden. The

persistent selling campaign worked,and on Christmas Eve, 1976, thecontract was signed.

When the equipment arrived inFebruary, the Norway field engineering force took over. Technical Manager Robert Bryn-Jensen worked withField Engineers Sonja Lysne andHans Olaf Jensen to install the

drives over three weekends; they

forces to bring inaccount in Norway

also had field engineering supportfrom Germany and Holland.

What impressed Gullerud mostabout the whole operation was "thequality of our field engineering people. IDA did not experience any kindof disturbance or reduced capacityduring the installation period andacceptance test," he said. "After 14days with 24-hour service, the acceptance test was concluded with an ef

fective level of 99.944 percent. It isbelieved that this is the best result

ever obtained for this kind of

equipment in Norway."

Norway Country Manager HaraldGullerud (right) and Tommy Braaenof IDA congratulate each other on aflawless installation.

There's no gender to success

Newcomers to sales find room at the topIt is 6 a.m. and she is already on

the road: Montague Expressway toState-17 to I-580 to I-5 and on to

Sacramento. She drives with the ease

of a native Californian, one who

clocks 3,000 miles a month, who

knows "every pay phone in thestate and every place not to eathamburgers."

She observes that traffic is light—"People always run late onMondays"—and as she pulls up to astop sign 15 minutes ahead of schedule, checks the "to visit" list in the

notebook beside her. She sits up

J

straighter and smiles. "You know, thisreally is a plum territory."

It may be a plum, but Jo Humblecould probably make any territoryproduce. As an Area Sales Managerfor Word Processing, she brought in200 percent of quota in 1976 andshared honors as WP's sales rep ofthe year with Ron Cordek ofWashington, D.C.

About the time that Humble is

arriving in Sacramento, anotherMemorex rep is jockeying for aparking place near a Burlingameoffice building. Ten minutes later,having delivered a box of computertapes, she's inside a data processingmanager's office. He's talking price,and she's explaining comingincreases:

"Every petrochemically-based product has gone up—the film weget from suppliers, the solvents weuse in our manufacturing process.When you're dependent on petrochemicals—and everybody in computer tape is—you're going to facerising costs." She says she'll submita proposal the next day and moveson to another subject. "Have youheard much about our new Mark VIII

disc packs?" The customer says hehasn't and would like some specifics.She pulls a data sheet from her folder, then makes a note to herself

to check later on several questionswith Ed Sutter. Disc Pack's Technical

Support Manager.It is the first call of half a dozen

Carol Slifka will make that day onComputer Media users on the SanFrancisco Peninsula. Some will be

"check-up" calls; others will be toclose orders; some will be on prospects—companies she's never visitedbefore. She does her research well

and approaches each call with adefinite strategy in mind. Her methodsobviously work, since Slifka was thenumber one rep on the 75-memberComputer Media sales team last year.

It would be easy to compareHumble and Slifka simply on the basisof their being women doing traditionally male jobs. There are those whowould like to attribute their success

to being female and attractive. Butas Humble puts it succinctly. "Looksonly make one sale. Being a womanmay get you in the door the first time,but after that you're on the samefooting as anyone else."

It's true that a woman in sales

faces some problems that a man

doesn't, but beyond that. Humbleand Slifka are as individual in approach as any two men. Perhaps thestrongest parallel is that they haveeach reached the top after selling lessthan two years.

For both of them, the secret is

hard work and an intense determina

tion to succeed. They are ambitiousand, contrary to female myth, theyenjoy winning. It didn't surpriseeither of them that they came out atthe head of their groups.

Jo Humble wanted a sales career

long before she got there. The firstthree and a half years she was withMemorex, she headed sales and

service administration for Word Pro

cessing. She learned the product line,picked up management skills, and,in her contact with sales reps, got apretty good idea of life in the field.She knew that's where she wanted

to be.

When an opening developed innorthern California, Humble pushedhard for the job. Memorex had neverhad a woman Word Processing repbefore, and she was asking for theBay Area, the most sophisticated WPmarket in the country. The "yes"didn't come immediately, but shepersisted and won. Her prize was aterritory that takes her from the

Oregon border south to San LuisObispo and from the coast to Reno.(Today there are three women repson the 20-member Word Processingsales team.)

"Selling is a lot more demandingthan being inside," Humble says."When you're in the field, youestablish your own priorities. Whenthings fall apart, you have no one toblame but yourself."

Humble is the kind of sales personknown as a factory representative.This means that, with the exceptionof major accounts, she doesn't dealdirectly with the end users of Memorexproducts. Instead, she sells to suppliers—large stationery stores orpaper companies, for instance—thatservice hundreds of businesses

throughout an area. She trains theirstaffs to sell the Memorex line, show

ing them how to demonstrate and display typewriter ribbons, mag cards,toners, floppy discs, dictation cassettes. She has a slick slide presentation and a variety of speeches. "Oneof the most important things I'velearned in this job is how to get upin front of a group of complete strangers and talk for three or four hours."

On a recent visit to the San

Leandro office of H.S. Crocker Company (the number one distributor ofMemorex Word Processing productsin the country last year), Humblewent out with Sales SpecialistDenise Cook to check on on a customer complaint about Memorex toner.After chatting with the customer'sprint shop supervisor, she checked

the toner supply on the sophisticated copying machine, ran severalcopies, and found nothing wrong.Then she gave her standard pitch:"This is a complex piece of machinery.It has more than 4,000 moving parts.The toner is only one element. It'sno more logical to blame the tonerfor bad copies every time than itwould be to blame it on the gasolineif your car didn't start in themorning."

On their way back to the office,Humble coached Cook about dealingwith a new customer: "Remember to

stress service. That competitor's reponly comes around every four orfive months ... By the way, haveyou thought of calling on that newmedical complex? You know everyone with an electric typewriter is apotential Word Processing customer."

Ask Humble what it takes to

succeed in sales, and she reels off along list: being a self-starter and adiplomat; having the will to workhard and a dramatic flair (you haveto be something of a ham at times);disciplining yourself to go even whenyou don't feel like it; managing yourtime well; building a Rollidex in yourmind of names and connections;having a tough skin and the ability tobounce back after losing an account.

What's the most fun about the job?"Well. I love it when, initially, managers sit there cold as ice, and within 15 minutes I have them smiling,asking questions. It's great to watchthat resistance break down as you

(left) Jo Humble examines copy quality with a customer and (above) tellshow toner supply can be adjusted.

Sales Rep Carol Slifka

talk about the company and itsproducts."

Carol Slifka knows a lot abouttalking to the tough ones, too. Shedid it first on Computer Media's PhonePower team, selling computer tapeand disc packs long distance. Sevenmonths after she started with PhonePower, she was approached aboutgoing to the field. She had an excellent record on "inside" selling; therewas no reason she shouldn't move

"out."

Although sales wasn't Slifka's goalwhen she was majoring in history atthe University of Santa Clara, shenow sees it as a totally involvingcareer. "The only limit you have onwhat you can do in sales is yourself.I can't think of any job whichwould demand more of me as a

professional."Slifka admits that her first three

months in the field, "I spent absolutely buried. I kept asking myself,'Can I keep this pace up?' Butsuccess helps. Pretty soon you thinkyou can sell anything to anybody."

Watching Slifka work gives yousome idea of what the word detailmeans. Making half a dozen callsmay require visiting half a dozendifferent industries, from clothingmanufacturers to hardware suppliers,from insurance companies to airlines.She has to know a little of the tradelingo in each business and a lot abouteach customer's or prospect's medianeeds.

She may talk to a data processingmanager for a small System/3 instal-

(continued on page 10)

Winning requires ability to rebound(continued from page 9)

lation one hour and a vice presidentin charge of a large corporate centerthe next. She appears to shift gearseffortlessly. As one customer remarked, "Carol's one of the best salespeople around. She never flounders.She always has the answer."

Standing in a customer's tapelibrary, she listens intently whilenoticing something out of the cornerof her eye—an operator stackingreels. When there's a break in the

conversation, she reminds the cus

tomer gently, "By the way, stackingtapes isn't a good idea. That's oneof the first rules of tape handling."Then they're back to the problem athand—which type of tape would be

Slifka makes a technical point incustomer's DP center.

best to order for the new system.Like any successful rep, Slifka

"works smart." using the telephoneto prospect and qualify ("My PhonePower experience has been invaluable to me "), studying annual reportsfor leads such as acquisitions, dropping by to check on how products areperforming, not just when she thinkscustomers might want to place anorder, responding quickly to requestsfor proposals or technical information. Sometimes, if she's in the area,

she'll return a phone call in person.She believes in paying special at

tention to purchasing agents, a groupshe feels is sometimes neglected bysales reps. "Too often the attitude

is, 'Win the data processing manager,and you're in.' That's not so. If youmake a point to meet the purchasingpeople and educate them a littleabout the technical aspects of computer media—let them know thesignificance of BPI (bits per inch)or skew propensity—then they willthink more about quality when they'reselecting a vendor. And they'll knowwhat quality means."

In the bulging notebook she carrieseverywhere, Slifka keeps track of nuggets of information that may serveher well in the future: the rumor of a

bigger computer system being added,the opening of a new office, thenames of key people in dozens of

Women in sales: a look at the recordIn a speech at the Computer Media sales conference in San Diego in May,National Sales Manager Gary Fisher had a few observations about thewomen on the Memorex team:

"Create is an active verb, and activity begins with organization—withpeople. And while create is an active verb, creator is not a masculine noun.We now have 15 females in our sales organization, the leader in this respect,not only in our company, but in the Computer Media industry.

"Lest you think this stems from altruism, or a desire to employ femalesfor the sake of minority employment, let me review some cold, hard factswith you:

• Our top salesperson in both 1975 and 1976 was a woman.• Half of our top ten performers in 1976 were female.• And 10 of the 11 women on quota for the full year 1976 achieved

their objective."

Hiring women, said Fisher, is "surely not altruistic nor a desire for minorityquotas, but a proven, effective investment in sales productivity. In the sincerestform of flattery, our competitors have seen this success and are graduallyadding females to their selling organizations.

"In order to capitalize not on novelty, but a novel opportunity, we must notonly extend this program, but focus in 1977 on career path opportunities forwomen in line and staff management, thus keeping Memorex the leader asthe most attractive alternative for career-oriented women."

10

Humble describes Bay Area sellingpatterns to one of her distributors.

companies. If she knows a DP manager is thinking about expanding hisoperation, oneof her routinequestionsis: "Have you talked to Memorexabout hardware? Mike Miller is the

guy to contact."Pro that she is, Slifka knows that

she can't be "up" all the time. "Thereare days when I feel like saying tomyself. 'Get off the street, Carol. Gohome. Relax.' But one of the thingsyou learn very quickly in selling ishow to rebound. And so I say, 'Go on,Carol, try it. Visit that System/370user around the corner. Today maybe the day he finally decides onMemorex.'"

It's that kind of drive that makes

a sales rep number one.

Five-year awards

SANTA CLARA

Glenn Bender

Aaron Choate, Jr.John Christoferson

Robert Contreras

Maxine Danielson

John De Lasaux

Dan Devou

John Gilleland

Arthur Gohmann

Elmer GoingsJoseph GourdRosemary GradySharon HenryJan HidalgoDimitri Holban

Sarah Hood

Marilyn JonesBarbara KarpDon KelleyElizabeth LajociesCarole La Fave

Edward LickDaniel MayberryKenneth Nance

Cathy OlsonPhyllis PaolinoJohn PizzolaMona Winslow

Walter ZemaitisJoe Zingale

OTHER LOCATIONS

Eric Anderson, Comdata, IrvineJudy Andros, New YorkRonald Bulin, ChicagoJames Casto, PortlandStephen Huffman, MinneapolisJames LaTorre, New York

Jane Menchaca, Comdata, IrvineRuth Rhoads. Comdata, IrvineElaine Vetter, Los AngelesDavid Wallestad. Chicago

Video division

introduces new

tapes at NABMemorex introduced several new

video tape products at the NationalAssociation of Broadcasters Meetingin Washington, D.C, the largesttrade show in the video industry.

"The people who attend this showare professional video users, and theyexpect something new every year intape and equipment," said MikeSkelton, Video Product Manager."They usually base their orders onwhat catches their attention at the

NAB."

Heading the new product line atthe Memorex exhibit was MRX 716

Quantum, a one-inch tape designedfor the new generation of videorecorders. Used in the productionof TV programs and commercials,the new tape offers better color performance, still-frame and slow-motion capability, and longer tapelife.

Another product introduced to theNAB audience was Memorex's new

three-quarter-inch video cassette.This format is widely used in industrial training, educational programming, and electronic TV newsgathering. According to Skelton, "Thecassette format has brought videowithin the price range and technicalcapabilities of such users as schoolsand small businesses. It's easy to

see why it's our fastest growingvideo product."

Team's small ideas add up to largecost reduction for Computer Tape

To the casual observer, 40 cents

might seem insignificant in termsof reducing the operating costs ofa large manufacturing division likeComputer Tape. But when multiplied12,000 times over a year, it resultsin nearly $5,000 saved.

The 40 cents in this instance is

the resale value of a large woodenhub from a reel of polyester film.The film manufacturer was willingto buy back the hubs when Memorexproposed the idea. It's just one ofthe simple, but significant, suggestions originating with ComputerTape's first-quarter cost reductionteam.

Formed last January to identifyareas of potential savings, the eight-

Engineers, start your typewriters!

member team represented each of thedivision's major areas. The team usedseveral ideas from last year's BUMP(Bring Up Media Profits) programand came up with a number of otherson its own.

"The team operated under liberalguidelines." said Dick Martin, GeneralManager, Computer Tape Division."Any area or cost element, frommaterials to production methods,was fair game."

The results surprised everyone.Not only did team members meet thegoal of $100,000 in savings, but theirideas have the potential of exceedingthat goal almost 10 times.

"We didn't discover anything earth-shattering," noted team coordinatorMarty Jenkins. "Instead, the ideasrepresent a lot of small things thatone individual might overlook, butthat a team could identify."

In addition to the hubs, im

mediate savings have been realizedfrom the resale of wooden palletsused in shipping and from a newcoating roll inspection procedure.Other ideas being considered include in-house label manufacturingand using cardboard instead of Styro-foam for packaging tape.

Looking back on the three-montheffort, Jenkins said, "One of the mainthings that we learned from ourexperience is that we have a tremendous resource in our own people.Bill Hiegel, for example, has beeninvolved in purchasing for 25 years,and Winnie Coddington wrote hermaster's thesis on cost benefit analysis. With their talents and those ofothers on the team, we were reallyable to make this program work."

11

If you've ever read an article ina technical magazine and thought, "Icould have done that — and better,"then Memorex's new engineeringpublications program may be for you.It offers recognition, remuneration,and a streamlined publicationsprocess.

The purpose of the program, according to Dick Allen, Vice Presidentof Engineering, is "to establish thecompany as an authority in areas ofhigh technology, which will assistin selling our products and inrecruiting technical talent. It will alsomean recognition for individualengineers."

To help Memorex people get theirwork in print, there's now a set ofguidelines for preparing technicalarticles. "The purpose of the guidelines," emphasized Allen, "is to stand

ardize and simplify, not to createred tape. We want to make it easierfor Memorex engineers to publishby having a system for doing it."

The guidelines call for: 1) writersproposing articles on an official form;2) getting initial management approvals; 3) meeting with a memberof the Corporate Public Relationsstaff to discuss article placementand illustrations; 4) drafting thearticle according to the selected publication's requirements; and 5) obtaining final approvals before thearticle is released for publication.

In addition to the honorarium

paid by most technical and tradepublications, the company will award$100 for any article published.

Copies of the guidelines andproposal forms are available fromPublic Relations, ext. 2200.

m

j

- •>

Living in the new secretarial age

*

|fe^V

u

COMPUTER MEEJAWORD PROCESSING

CENTER

.fwf%L ^

Word Processing staff speeds paper on its wayIn a machine-oriented world it's

hard to imagine a secretary beingable to do his or her job efficientlywithout a typewriter close to thein-basket. At the Santa Clara Com

puter Media Plant, however, secre

taries are proving that they not onlycan do their jobs without a typewriter; they can do them moreefficiently and economically.

The key to their success is Computer Media's new Word ProcessingCenter—the operation that separatesthe typewriter from the telephoneand enables a secretary to work withfewer interruptions and distractions.

Patterned after the successful

Word Processing Center establishedby the Finance Department in 1975,the Memorex Drive Center began lastAugust. The 34 secretaries workingthere are divided into two categories—correspondence and administrativesecretaries. The administrative secretaries have desks near their mana

gers and assist them with the phones,files, and project work. Correspondence secretaries sit in the actual

Word Processing Center and handledictation, transcription, and typingassignments.

Sidney Duggan has been supervisor of the center since its beginning and played a major part in planning it. Initially, she recalls, therewas some resistance to the idea.

"Word Processing, after all, wascausing a dramatic change in workprocedures and relationships. Manymanagers were reluctant to let theirsecretaries' typewriters go."

But with ever-multiplying paperwork, a set-up like this was inevitable. "We adopted the center so wecould effectively handle the work in12

a systematic, efficient way," saidDuggan. "For example, each correspondence secretary is responsiblefor the typing assignments of certaindepartments. By always workingwith the same people and departments, she becomes more familiar

with their style. She can establisha rapport and feel part of a team."

According to Duggan, it tooka lot of conditioning to get peopleto dictate their letters and memos

over the phone (which hooks up todictation recording equipment) orhand in drafts for the center to typeletter-perfect on automatic magneticcard typewriters. Eventually, peoplediscovered that Word Processing wasnot just a synonym for a typing pool.

Judy Evans, now an Industrial

Relations Specialist, was one of thecenter's first administrative secre

taries. She recalled her feelingsabout giving up her typewriter: "Iwas working on the third floor ofthe Tape Plant and was very removed from the center. It seemed

strange to be sending my typing assignments to someone so far away."

After a while, however, Evans,

like other administrative secretaries

and managers, got used to farmingout typing to the center. "By havingsomeone else do the typing I wasmuch freer to work on budgets andprojects. I didn't have to be interrupted to dash off a memo to someone as I was before."

While the principal aim of the center is to manage the flood of paper-

Supervisor Duggan shares a light moment with Secretary Karen Teu.

work in the office in the most efficient

manner, management is also concerned about the secretary's newrole and tasks. To bolster career

development, members of the department have been attending a seriesof skill-building seminars.

"We're covering a real variety oftopics, from confidentiality and document handling to writing clearly anddealing with people effectively," saidDuggan. "Too often people thinkword processing positions are deadend jobs. There is a definite growthpattern in this business for anyonewho wishes to pursue a career. Weencourage employees to think aboutwhere they want to go professionally.As a matter of fact, there have been14 promotions from our department inthe last seven months."

Supervisor Duggan admitted thatit's taken time for people to feelcomfortable with the center — andfor employees working there to hittheir stride. But productivity is nowup 30 percent over what was originally predicted. "Our goal is toguarantee a four-hour turnaroundtime on almost any document we

receive."

One correspondence secretary,Debbie Wilkerson, observed that "it'sa little like having your own business.I consider people who need typing

done to be customers. Every day Icheck my work load and establishpriorities which will bring my customer the best service possible. If I findI'll need extra help to do that, thecenter has the resources to bring inadditional people."

A courier makes the rounds of

Memorex Drive offices four times a

day and stops twice a day at SanTomas locations to pick up WordProcessing work. Another convenience is that field employees (ortraveling Santa Clara people) can callthe center from anywhere in the U.S.at any time and dictate a letter."This is a real help to the field engineer, say, who finishes an installation after hours and wants to filehis report. Not only does it save himthe time of having to go into theoffice, but the Santa Clara staff willhave the information the next dayrather than having to wait for themail," said Duggan.

Perhaps the most important factabout the center is that it's turningout an average of 335 typed pages perday. That's a number that's hard forany system to beat. "We've come along way," said Duggan, "and we arelooking for more people to convertto using our system. Our biggest objective is to provide the best possibleservice to our group."

3 «TJ

Maggie Retz coordinates the work ofthe correspondence secretaries.

Edie Ignacio was the center's firstcorrespondence secretary.

New assignmentsCOMPUTER MEDIA

Celia Alvares to Engineering Technician BJohn Aubuchon to Manager, Corporate PurchasingPamela Bosco to Purchasing ExpediterHelen Cieslak to Material HandlerLucher Eckford to Material HandlerFred Egelston to Supervisor, Facilities MaintenanceAllan Gaudet to Manager, District Sales, BostonMelody Gonsalves to General Clerk AMichael Hailey to Coating OperatorPamela Inman to Statistical ClerkGwain Kelly to Maintenance Technician IMarilo Koller to Telephone Sales Representative, ChicagoOtto Kralicek to Manager, Shift OperationsDonald Kucera to Purchasing Agent, Disc PackJudy Larkins to Supervisor, Customer ServiceMarcel Morado to Inprocess Inspector BMarilyn Nicholas to Supervisor, Lease AdministrationSandra Peralta to Associate Product Test TechnicianBlair Pritchard to Senior Traffic ClerkM. Andy Ray to Associate Product Test TechnicianKay Riker to Sub-AssemblerRobert Talamantez to Maintenance Technician IDaryl Tilley III to Manager, Inventory Control. Disc PackRobert Tsutsui to Supervisor, SlittingVirginia Valentine to Accounting SpecialistSharon Vercammen to Material HandlerCynthia Von Kaenel to Senior Traffic ClerkMonte Watson to Manager, Regional Sales, ClevelandMary Watts to Associate Product Test Technician

CONSUMER & BUSINESS MEDIA

Virginia Anderson to Supervisor, Order ProcessingLarry Andresen to Department Technician, AssemblyRodney Asano to Supervisor, Audio ProductionStephen Belgin to Engineer IRuth Boesch to Supervisor, Audio ProductionJulie Chandler to Supervisor, Administrative ServicesJames Crowther to Manager, Sales Planning & AdministrationTerry Dukes to Supervisor, Audio ProductionMalcolm Gray to Department Technician, AssemblyRonald Haskins to Department Technician, AssemblyBeth Kirkpatrick to Manager, Customer Service, VideoJohn Marks III to Department Technician, AssemblyGerald Martinez to Material HandlerDonald Mausling to Supervisor, Production ControlMartin McGowan to Manager, Zone Sales, Edmonds, Wash.Peggy Silva to Slitter OperatorBryan Uyeda to Engineer IDenise Vanleemput to Video Test OperatorKismet Williams to Material Handler

CORPORATE

Dixie Blanchard to Manager, Customer ServiceRita Foglia to Supervisor, Accounts Receivable, FinanceL. Goff to Associate AccountantDarrel Gorr to Legal AnalystJudith Hester to Associate Credit Representative, AtlantaJerry Jenkins to Senior Customer Service Specialist

(continued on page 16)13

If Memorex could do it, so canwe. That's the way officers ofStandex Corporation reasoned whenthey found themselves in financialtrouble five months ago. To theJunior Achievement company sponsored by Memorex. it was "turnaround or bust."

In January the young company,which sought its fortune in the manufacture and sale of wooden calculatorstands, was operating at a loss of$188 on sales of $145. "Morale waslow and sales were declining,"recalled Standex President DianaLongmire. "But," she said, "I wasinspired by the example of mycounterpart, Robert C. Wilson,Chairman and President of Memorex."

Standex went on to turn it aroundin style. On May 16 it was namedComeback Company of the Year atthe annual Santa Clara Valley JuniorAchievement awards ceremony atFlint Center, Cupertino. Eighty JAcompanies, whose "employees" camefrom high schools throughout theValley, were involved in the awardsprogram.

As at the Academy Awards, the bigprizes were announced last, andStandex officers, who knew they hadbeen nominated for the award, werekept in suspense through the two-and-a-half hour long program. Butthe agonizing wait was instantly forgotten when the Standex name wascalled. President Longmire termed it

akersthe high point of her corporatecareer.

On stage with her when she accepted the award was Memorexadviser Mike Rebmann, who was once

a JAer himself. The other Memorex

advisers who have worked with

Standex throughout this school yearare Bob Lloyd, Joe Mikelonis, andJohn King, all of EPG.

The week before the awards cere

mony, President Longmire stopped byMemorex to give President Wilson anannual report and a dividend check.She told Mr. Wilson that his initial

investment of $1 a share was nowworth $1.64. He called the 64 percentreturn "the best investment I've madeall year."

Driving more than one million freeway miles without having so muchas a fender bender sounds tough,but it was all in a year's work forthe nine long-haul truck drivers whodeliver Memorex products throughout the country. In recognition oftheir one-year accident-free record,the company's truck lessor, Ryder,presented them with the Fleet

Safety Award for 1976. Winning teammembers are Carl Childs, WayneMcKenzie, Wayne Kendall, ReldonGifford, Bob Melloy, Enos Jones, AlThomas, Mike Davis, and Bill Howard.

During the year, the Memorex

Wayne McKenzie, District Driver ofthe Year, checks itinerary with Manager John Coakley before departingon another long haul.

drivers competed with 300 others andfive times a Memorex man won Driver

of the Month honors. To top it off,McKenzie also won Ryder's DistrictDriver of the Year Award.

According to John Coakley, Manager of Transportation Services, theachievement was particularly significant because of the extraordinary hazards created by weather conditionsthis past winter. "Driving acrosscountry this year was like goingthrough a wrecking yard," he said."The high winds, snow and ice combined to create a lot of accidents,but we got through without a mishap,met our schedules, and continued to

provide effective and timely service."

Providing customers with qualityservice doesn't end once the shipment arrives. Just ask EPG's customer support team in Santa Clara.After making a sale to Indiana Bell

14

Standex President Diana Longmire presents dividend check to Memorex President Robert C. Wilson; (right) sheaccepts Comeback Company of the Year Award at Junior Achievement ceremony. JA adviser Mike Rebmann looks on.

for 30-3675 and 12-3650 disc drives,

each employee involved in the order,from Manufacturing to Finance,signed a "commitment to quality,"pledge which was framed and presented to the customer. Tom

O'Keefe, Manager, Customer Services,and Hal Krauter, Director of Finance

for EPG, also set up hot lines intheir offices in case any problemsdevelop with the account. Accordingto Krauter, "We want to show IndianaBell that we mean business when we

say that Memorex is the standard ofvalue."

There were a number of Memorex

faces in the mob of 12,000 runners

surging through the streets of SanFrancisco May 15. Among those whohit the pavement for the grueling7.8-mile Bay to Breakers race acrossthe city were Bob Jaunich, ExecutiveVice President, Media; Charlie Splaine,Vice President, Sales, EPG; DennisGarlington and Randy Thompson ofComputer Media; Al Pepper of Consumer & Business Media; KarlHawkins and Len Perrone of Corporate Finance; Bob Spelleri of PublicRelations; and Dave Branning ofEPG and his wife, Sally. A half-mile-long hill took its toll on many runners, but all the Memorex peoplemade it across the finish line, asdid Spelleri's 10-year-old son,Christopher, and Hawkins' 10-year-old son, Karl.

Meanwhile (that same day), backdown on the Peninsula, two Memorexwomen — Eve Burns of the Americas& Asia Group and Pat Hesselgraveof EPG Accounting — were officiatingat a Bike-a-thon to benefit theDiabetes Society of Santa Clara Valley. More than 750 riders took to fivedifferent bike routes in the area,each having recruited sponsors to payfor the number of miles completed.One of the hardy pedalers was MaryJean Velez, a Saga employee whoworks in the Memorex cafeteria.Burns reports that more than$30,000 was raised for educationalprograms and other projects of theDiabetes Society.

It was a nonstop schedule whenMemorex President Robert C. Wilsonand Americas & Asia Vice PresidentMarcelo Gumucio visited the Far Eastin April. The executives met withMemorex employees, customers, suppliers, and prospects, as well aspress representatives on their two-

and-a-half week trip.During their stay in Japan they

toured the facilities of four Memorexsuppliers: Fujitsu, Nippon PeripheralsLimited, Teijin Limited, and TodaKogo. They also talked with executives of leading electronics firms. AtMemorex Japan Limited, Mr. Wilsonreviewed operations with MJL officers and spoke to all employees.

The Santa Clara executives fol

lowed a similar schedule on the remainder of their trip, which includedstops in Hong Kong, the Philippines,and Australia.

As a relatively new employee,John Heldt probably isn't familiarto most Memorex people, but mentionhis name around quality assurancecircles and you'll almost certainlyget a response. That's because Heldthas been involved in quality work formore than 20 years.

When he's not working as a Product Assurance Engineer on the 3650team in Santa Clara, Heldt spends hisfree time either teaching quality orwriting about it. He teaches a courseon quality at DeAnza College andover the years has published a number of articles in Quality Magazine.Just last month, Heldt presented apaper on methods of teaching reliability at the annual meeting of theAmerican Society for Quality Controlin Philadelphia.

The OEM Collections team set

a record for itself in March. The groupbrought in more than $4 million inaccounts receivable that month,which was well above the previoushigh. Regional Sales managers MikeWeinstein, Tazz Pettebone, GailJames, and Carl Burke competedto see who could collect the most.Weinstein was the winner, but thewhole group celebrated over dinnerat the Marriott Hotel in Santa Clara.

The company's improved safetyperformance paid off recently in theform of a $67,000 check from theHome Insurance Company. The checkwas based on a reduced accidentloss ratio, which is the differencebetween the insurance premiums paidby Memorex and the losses paid bythe insurance carrier.

EPG people involved in the IndianaBell account sign a Commitment toQuality pledge.

According to Gene Gilman, Manager of Corporate Safety and HealthServices, this is the second consecutive year that the company has shownimprovement. "The active support ofevery Memorex employee in playing itsafe was the key to the success oflast year's safety record," he said.

It took a while to get back, butfor 601 Project Manager Bill Montero,visiting his alma mater after 19 yearswas like a delayed homecoming.Montero, who graduated with SanJose State's class of '58, was invitedto return to campus as a guestspeaker.

Addressing engineering seniors onwhat to expect in their transitionfrom the academic to the businessworld, Montero said it reminded himof when he was in their position."Many students still know very littleabout the practical issues of business," he said. "It's important forprofessionals to do what they canto make the students' transition alittle easier."

EPG Traffic Manager Jim Ziolahas been elected to a one-year termas secretary of the Shippers NationalFreight Claim Council, an organization dedicated to reducing trafficlosses and improving freight claimprocedures. According to Ziola,the position will "give us an opportunity to share ideas about shippingmethods with some of the best traffic

people in the country."15

3650 MILESTONE—When the first 3650 disc storage subsystem built by EPG Manufacturing was completed, theteam held a small celebration, (above) Jim Dobbie. Executive Vice President. Equipment, was one of those whoaddressed the group. The company's new large-capacity disc drive is currently in test runs at a user location.

New assignments(continued from page 13)

Suzanne Masterson to Sr. Field Order Adm., King of Prussia, Pa.James Ottinger to Director, Corporate Customer ServicesLynda Pickering to Senior Customer Services SpecialistIrene Roberts to Customer Service Data Control Specialist

EQUIPMENT PRODUCTS

Kenneth Abbott to Production Control Planner/SchedulerWilliam Andrews to Ferrite Assembler

Vicki Baldinger to Associate Marketing Systems AnalystDorothy Bellew to Production Control AnalystErnest Bernal to Department Technician, QA/QCNathan Cammack to Sales Support SpecialistFelipe Cervantes. Jr. to Territory Supervisor, Los AngelesHarvey Dalmadge to Senior EngineerJohn DeLeo to Field Support Engineer, New YorkLarry Elliott to Senior Engineering TechnicianSteve Feely to Production Control ExpediterCharles Freeman to Senior Field Support RepresentativeStanley Gang to Manager, Branch Field Service, New YorkSandra Garcia to Systems EngineerDeborah Garringer to Senior Document Coder/ScreenerJohn Gaye to Technical Instructor, San FranciscoSydney Goodyear to Engineer IJohn Green to Packaging Specialist, King of Prussia, Pa.Arthur Hazard to Manager. Production ControlHarold Hoffman to Product Tester

David Hogan to Department Technician, QA/QCAbdul Jaka to Engineer IIAdnan Kandah to Department Technician, Fabrication/Test

Loren Lauderback to Supervisor, Head ManufacturingChris Layton to Territory Supervisor, BostonKevin Lecznar to Supervisor, ManufacturingLee Little to Production Control ExpediterDarrel Mattila to Manager, Final Disc DriveJohnny Meadows to Territory Supervisor, San DiegoCyr/7 Motichka to Technical Instructor, DenverJohn Nabrynski to Senior Field Support Representative. BostonFrank Navarro to Department Technician, MaintenanceThomas Neblett Jr. to Manager, Branch Sales, San FranciscoJohn Ochoa to Senior Customer Services SpecialistRobert Patterson to Engineering Change Release PlannerJan Peer to Manager, Quality Engineering, HeadsAlbert Perales to Production Control ExpediterBarbara Poreda to Associate BuyerRaymond Proulx to Associate Field Support Rep., DallasThomas Quinn to Department Technician, Fabrication/TestDavid Ruck to Production Control ExpediterJoe Schneider to Manager, Field Support, King of Prussia, Pa.William Schroeder to Manager, Product PlanningPerry Segal to Senior Systems ProgrammerRichard Short to Receiving Inspector CJesse Stamnes to Senior Staff EngineerRobert Stenger to Production Control Planner/SchedulerLawrence Swick to Territory Supervisor, San FranciscoRonald Terry to Engineering Release Change PlannerGerald Thacker to Senior Systems ProgrammerA. David Tobin to Manager, Regional Sales, New York CityPatrick Verrier to Department Technician, QA/QCJohn Vieira to Engineering Release Change PlannerLawrence Vollweiler to Head Assembler

Duncan Waldrop to Supervisor, ManufacturingRuel Yarnell to Final Assembler