CONTACTS 
0201 - IBM Credit Corporation                                                                                                                                             O-00000319 0201
020101 - Mr. Ross H. Armstrong
020102 - Account Operations Manager =415 277 5647

SUBJECTS
SDS Business Development
Business Plan
Marketing, Sales
Resistance, analyse
why people do not buy

0507 -    ..
0508 - Objective
0509 -
050901 - Need to define issues of sales resistance for SDS, so it can be worked
050902 - into the business and marketing plan, ref OF 1.
050903 -
050904 - In a way, print advertizing is not cost effective until the market is
050905 - formed, because no one knows what SDS does.  Print ads are helpful to
050906 - compete on a price and quality basis, but until people perceive the
050907 - value, print ads are not effective.
050908 -
050909 -
0510 -
0511 -
0512 - Progress
0513 -
051301 - Began ref OF 2 to jot down areas of resistance and possible solutions.
051302 -
051303 - We should try to sit with someone who calls on customers.  Decided to
051304 - try Ross.
051305 -
051306 - Called Ross
051307 -
051308 - Asked Ross about the difficulties in selling SDS.  Before we delt with
051309 - this very much, we got into talking about marketing SDS within IBM.
051310 -
051311 - Ross feels IBM's new program, "Office Vision," to manage PROFs is not
051312 - helpful.  It makes it harder to use Profs.  I did not go into how SDS
051313 - can make using Profs much more productive.
051314 -
051315 -
0514 -

SUBJECTS
SDS, Marketing, Sales
Franchising/licensing

0605 - Progress
0606 -
060601 - Ross suggested I call:
060602 -
060603 -               Mike Negrelli           914 765 2077
060604 -               Manager of Ciriculum
060605 -               IBM Management Development Center
060606 -
060607 - I did this at ref SDS 2 line 46.
060608 -
060609 -
060610 - Possibility of being an agent, Ross will call back on this.
060611 -
060612 - He is looking for phone numbers in IBM to contact.
060613 -
060614 - Ross explained the idea of being an agent as licensing SDS to IBM to
060615 - market.
060616 -
060617 - Sent Ross a letter that should indicate to him the main idea why IBM
060618 - could benefit from this, see ref SDS 2.
060619 -
060620 -
060621 - What steps would be involved in implementing SDS in IBM?
060622 -
060623 -
060624 -
060625 -
060626 -
0607 -