CONTACTS 
0201 - O-0331 0201 MLCM                       415 955 3786
020101 - Mr. Michael Paul Rennels, Financial Consultant
020102 - Corporate Services  800 937 0616 fax 415 391 2032

SUBJECTS
Marketing
Sales Contacts
Perceived Value Research
Sales, brokerage; 901010
3 x 5 card catalog
3x5 Cards Organizer

0808 -    ..
0809 - Summary/Objective meeting
0810 -
081001 - Mike has begun or intends to use a sales support software program
081002 - for brokers.  He is interested in automating some of his work tasks.
081003 -
081004 - This meeting was to show SDS features he may not have previously
081005 - considered because they are not available in other programs.
081006 -
081007 -
0811 -
0812 - Mike's present business practice and objectives
0813 -
081301 - He uses a manual day timer, and feels very comfortable with this so
081302 - far.  It contains rough hand written notes of understandings in the
081303 - manner of a diary, and his future commitments, i.e. his schedule.  In
081304 - this regard, he uses the day timer as a manual SDS program.
081305 -
081306 - He mentined Wordperfect.  I am not sure whether he uses this
081307 - himself, or that his firm uses it to produce correspondence.
081308 -
081309 - He is often away from his office and needs to commit to meetings,
081310 - which he can do by referring to the day timer.
081311 -
081312 -  ..
081313 -
081314 - Mike uses 3 x 5 cards to make notes of important facts and under-
081315 - standings.  These are inserted in his day timer, and he updates them
081316 - as needed.
081317 -
081318 - He wants to enter notes by client by date, so he has a running
081319 - chronology of contacts.  He believes the Brokerage program he is
081320 - using or considering will do this adequately.
081321 -
081322 - Mike intends to remain in sales and does not expect to undertake
081323 - broader management functions.
081324 -
0814 -
0815 -
0816 - Discussion
0817 -
081701 - Demo'ed SDS without the ususal conceptual explanation of its
081702 - application.  He seemed to appreciate some of the SDS scope from his
081703 - reading of the brochure.
081704 -
081705 - LAN application
081706 -
081707 - One thing he overlooked from the brochure is that SDS provides even
081708 - better support when run under an LAN.
081709 -
081710 -
081711 - Outside Sales v. Management
081712 -
081713 - He feels SDS is more helpful for management than for direct sales,
081714 - because the former involves a wide range of subjects that pure sales
081715 - does not confront.  His primary focus is on particular clients.
081716 -
081717 - He expects the Brokerage program will enable him to record sufficient
081718 - information on clients and retrieve it when needed.
081719 -
081720 - I did not inquire about segmenting client information by subject, so
081721 - he can assemble only the information needed without commingling it
081722 - with other stuff, which only SDS can do.
081723 -
081724 - He offered to demo the Brokerage program.  We will try to visit on
081725 - this next week.
081726 -
081727 -
081728 -
081729 -
081730 -
0818 -

SUBJECTS
Reading and Writing, Not Enough Time
Not Enough Time to Write More
Writing Notes Twice
Understanding - Writing & Linking Unlock
Management Cycle, Automate & Integrate to
Time, Saved by SDS Organizes Record,

1509 -
150901 -  ..
150902 - Not enough time to enter understandings
150903 -
150904 - Follow up ref SDS 2 GA3G, ref SDS 1 N5EK.
150905 -
150906 - Mike feels the nature of his work is not amenable to more note taking
150907 - than he is presently doing.  He feels his notes are sufficient to
150908 - spur his memory of important supplemental details, when needed.
150909 -
150910 - Mike indicated he does not have enough time to return to the office
150911 - and enter and expand upon his hand written notes, as contemplated by
150912 - SDS.  I suggested he consider the potential for time saved by uncov-
150913 - ering error and opportunity through the process of expanding upon his
150914 - notes, like I am doing now with this particular record.
150915 -
150916 - In order to decide what to do, we have to understand what has
150917 - happened, what is intended and desired.  Only through the process of
150918 - adding intelligence to information can understanding truly evolve,
150919 - because writing demands the discipline of coherence and consistnecy,
150920 - while mental recollection both varies and fades with time and
150921 - circumstance, per discussion on 901007. ref SDS 2 ZS4H
150922 -
150923 - Thus, usually it turns out that the long way around is the short way
150924 - there, per discussion on 900726. ref SDS 1 HJ3I
150925 -
150926 -
150927 - Example Telecon record
150928 -
150929 - Jeff Ghilardi with Seawest called during our discussion, ref SDS 5.
150930 - Took the opportunity to show Mike how quickly a prior related record
150931 - can be located and used to make a new record of a current call. Most
150932 - situations do not take as much time to write up as one might think.
150933 -
150934 - The benefit is to have a good record of problems and solutions that
150935 - have been tried.
150936 -
150937 -
150938 - Automatic follow-up
150939 -
150940 - Showed Mike how SDS does this by moving un-performed activities ahead
150941 - automatically.  He can emulate this feature by writing his "to-do"
150942 - list on a 3 x 5 card, and only entering in the day timer itself the
150943 - things that are actually performed.  Cross these off the list, and
150944 - move the card to the next date in the day timer.
150945 -
150946 - Showed how each entry in the Diary is linked to its progenitor and to
150947 - other related events, for instant access when needed.  Demonstrated
150948 - how this is applied with the ATT repair matter, ref SDS 4.
150949 -
150950 -
150951 - Planning and Correlation of Forces
150952 -
150953 - Explained how SDS Reference field permits assembling for instant
150954 - access all of the information needed to "plan" work, such as phone
150955 - calls, meetings, letters, etc.  A primary requisite of sales is
150956 - anticipating response and formulating alternative arrangements that
150957 - associate the customer's objectives with the seller's products.
150958 -
150959 - Experienced sales people, like experienced managers, do this
150960 - automatically.  SDS helps them do it better, per ref SDS 3 line
150961 -
150962 - Since Mike is often out of the office, he needs his day timer data
150963 - with him.  We discussed how he might use a Wizard electronic calendar
150964 - to port in summary form his "to-do" list from SDS.  Then download
150965 - when he returns from the office.  Mike feels now that such a pro-
150966 - cedure would be unnecessary duplication.
150967 -
150968 -
1510 -
1511 - Samples
1512 -
151201 - Showed him how letters and envelopes can be addressed and printed on
151202 - line.  Printed Schedule and Diary Summaries, and printed a memo.
151203 -
1513 -
1514 - Follow up
1515 -
151501 - Confirm understandings and schedule demo on brokerage software
151502 - program.
151503 -
151504 -
1516 -

SUBJECTS
Marketing, Advertizing, Brochure
Response to quality
of publication, 900710

1606 - Discussion
1607 -
160701 - Mike said he liked the brochure as a professional document.
160702 -
160703 - He feels the graphic layout developed by David Wentworth is good, and
160704 - the language conveyed a message he connected with his business
160705 - objectives.
160706 -
160707 - While at the club, he related to David, Dick and I the response his
160708 - group at Merril Lynch has had for different types of seminar notices.
160709 -
160710 - They found that simple, short notices produce better results than
160711 - detailed notices.
160712 -
160713 -
1608 -