•

fNew York andACES puts Port 0. rd of cargoNew Jersey In vangua

information exchange. oo ••• 0

•••••t'00'0'"DOD ••••

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About the cover

ACES (Automated Cargo ExpeditingSystem),joimiy developed by the PortAuthority of New York and New Jersey andGE Information Services, puts the Port inthe vanbruard of cargo infolmalion exchange.This ED! system will enable members of themaritime shipping industry to transmitand exchange cargo information quickly,accurdlely, and inexpensively.

SPECTRUJ\'I is published for employees ofGE Information Sen'ices by EmployeeCommunications, 401 N. Washington Street,MC07E, Rockville, ivlO 20850

For distribution changes, send a messagevia the QUIK-COMM system to JeanneBovenberg (BOV). For additional copies,order via OlOS, publication number0308.29

Managing Editor: Kathleen PowerContributing Editors:Fast*Fax-Mike GwinnDocumentation-Oex NilssonQUIK-COMM: KATHLEENDIALCOMM: 8*273-4476

GE Information Services

Contents

3 Eastern Sales TeamHolds All The ACESACES, an EDT system developed forthe PonofNew York and NewJerscy,is a major breakthrough in theTrade and Transportation indusll)'.

6 The Business In SpainBusiness in Spain is in a strongupward spiral and G£'s distribuLOr,Tcleinformatica, has a strong pres-ence in that market.

8 Microsoft Goes OnLineGE Infonnation Services won amajor contract with ~\'Iicrosoft for acuslOmized version of BusinessTalk.Now the [wo companies are work-ing as partners to advance OS/2technology.

16

13 Campaign '88The U.S. sales and SOC people arccompeting among themselves toincrease sales in the second halfof '88.

Stamping Out GEISCOGE Infonnation Services haslaunched a major campaign tostamp out the use of GElS CO whenrerelTing to the company-and it'shaving a lot orrun doing it.

2122

18 Good NewsRecent contracts that contribute tothe company's profimbility.

19 Fast*FaxQuestions most frequently asked ofFast*Fax editor, Mike Gwinn.

New & Revised DocumentationNew titles available through OLOS.

Industry BriefsA look at metior moves by ourcompetitors.

24 MilestonesEmployees marking 5-year anniver-saries with the company.

SPECTRUM August 1988

Eastel11 Sales TealllHolds All The ACES

Automated Cargo Expediting System (ACES)speeds data through the Port of New York and NewJersey

R evolutionaIY is theword bei ng used byocean line executives,customs brokers,

ft-eight fonvarders, and computerexpens to describe the AutomatedCargo Expediting System (ACES)jointly developed by the PortAuthority of New York and NewJersey and GE Information Sen'ices.

The system, based on electronicdata interchange, will enable mem-bers of the maritime shipping indus-tly to transmit and exchange cargoinformation in a fast, accurate, andinexpensive way.The first phase,involving steamship lines, terminaloperators, and customs house bro-kers, is expected to result in a moreexpeditious flow of marine cargothrough the New York/New Jerseyport. Later the system will beexpanded to include rail and motorcalTiers as well as freight fonvardersinvolved in foreign trade shipments.Key federal regulatOlY agencies willalso have access to the system.

"The ACES system will place thePort of New York and New Jersey inthe vanguard of cargo informationexchange," saysJamesJ. Kirk, portdepartment director for the PortAuthority. "It will provide us witha toral cargo communicationsnetwork."

Seeking The Competitive EdgeTraditionally, maritime trans-

actions have been handled by trans-fer of official documents by mailand messenger with repeatedfollow-up by telephone. This pro-cess resulted in delays to consigneesfor receipt of cargo. Such inefficien-cies, coupled with increasinglycumbersome and time-consuminginter-company communicationsdue to the sheer volume handledby the port, sent a strong message tothe Port Authority. The Port neededan electronic cargo informationexchange system ifit was to retain itspremier status and sllst..:'lin its com-petitive advantage.

Once the functional specifica-tions for the system were defined,the Port Authority issued a requestfor proposals to a select list ofven-dors-McDonnell Douglas, WesternUnion, and GE InformationSen'ices-for development andimplementation of the project. Thevendor's task was to adapt the struc-ture of existing ED! software to thehighly specific needs of the NewYork/New Jersey Port.

Rudy Gawron, technical directorand overall project manager of theACES development effort, trans-formed the Port's functional require-ments into an efficient and userfriendly computer application. Butit was the EDI marketing team, led

by MaJYDeTuerk, that persuadedthe Port Authority that ours wasthe right solution for their needs.

Added Value Wins The nayThis was another case of effec-

tively selling added value not onlyin our technical solution but in oursupport capabilities and our experi-ence in EDI worldwide.

While ours was not the lowest bid,the ED! marketing team showed thePort that opting for anything lessthan a total solution-training, docu-mentation, help screens, compli-ance checking-would not enablethe Port to gain the competitiveedge it was seeking.

After months of tough negotia-tions, GE Information Services wasselected for system development.

"We consider ACES a vely impor-tant step for the Port of New Yorkand New Jersey and for the trans-portation industl), as a whole," saysFrank Caggiano, assistant directorof the Port Department for the PortAuthority. "It is important that wework with the kind of ED! vendorwho not only has a successful trackrecord but also can meet the specialconnectivity and other needs of thePort and its many trading partners.GE information Services has theright credentials for the job."

"We're very pleased to haveplayed a major role in helping the

Augusll988 3

Port Authority make ACES activeand effective," says Ron Banaszek,manager, Eastern Area. "vVhile weview our adaptable EDI system andextensive network as a powerful pair,our value as an EDI vendor also liesin our proven ability to introducenew users to an EDI system in a costeffective period of time. We'veworked long and hard at perfectingour implementation services andwe're eager to put them to work forthe users of ACES."

An Integrated User CommunityBecause the EDI system uses stan-

dardized formats, ACES will allowcom pu terized systems that varywidely in cost and sophistication tocommunicate with each other. GEwill also be responsible for program-

ming and disseminating informa-tion among the various tradingpartners in the ACES community.Large corporations with mainframecomputers and small organizationswith microcomputers will be able toshare equally in the system.

The EDI*EXPRESSlMsystem willenable steamship lines to send datafor cargo ani val notices to customshouse brokers. After receiving thesenotices, the brokers can send deliv-ery order data to terminal operators,identifying the cargo for pick-up,giving broker identification num-bers, and providing other requireddata. The terminal operators imple-menting the EDI system can thenrespond to customs house brokerswith information on the status ofthe cargo.

Initially, ACES will use ten trans-action sets developed by the OceanStandards J\IIaintenance Committeeof the EDI Association, formerlyknown as the Transponation DataCoordinating Committee. Costs forusing the system will be determinedvia contractual agreements reachedbetween the Port and GE. Fees willbe based upon volume, with usersbeing billed on a per message basis.

Potential cost savings for the mar-itime community will be enormous.Typical cost for sending an alTivalnotice electronically will be 40 to 60cents. St:ltus inquiries and replieswill cost about 20 cents.

Pointing to the potential cost sav-ings, Bob Crowley, business systemsmanager, Trans Freight Lines, Inc.,Wayne, NewJersey, noted thata

,••6 •0 0 o 0 •• , •D 0 o O •••• • •• o t •

DOD •

stamp alone costs 25 cents. Totalcosts for a single inquiry can run ashigh as 525 using traditional meth-ods, he said.

Rolling Out ACESRollout of the ACES system will

take place in three phases. The firstwill involve steamship lines, termi-nal operalors, and customs housebrokers. The next phase will focuson intermodal electronic commu-nications, Lying rail and truck lines aswell as £i·eight forwarders into thesystem. Federal regulatory agen-cies will be the focus of the finalstage. Completion of each phase isexpected to take about a year.

Frank Caggiano estimates that 100steamship lines, eight temlinal oper-ators, 350 to 500 customs brokersand freight forwarders, and 5,000truck lines will be hooked onto thesytem, in addition to ConsolidatedRail Corp.

"Clearly, an undertaking of thescope and magnitude of ACEScould not have been accomplishedwithout the dedication and hardwork ofa special group ofindividu-als, some of whom have lived andworked with this project from theoutset," says Ron Banaszek.

Steve Meltsner, account managerassigned to the Port, has beeninvolved since the issuance of theRFP and will be dedicated to theproject throughout the promotionaland implementation phases. IzyFranco, manager, Eastern SalesRegion, played a major role in nego-tiating and closing the contract.Niels Nielsen's International Tradeand Transportation team, especiallyDan Greenwood and Cathy Wall,have given valuable supportthroughout the project.

"This project has proven to usthat ports can be effective hubsfor selling EOI in the transporta-tion market," says Niels Nielsen."We plan to capitalize on thisopportunity."

ACI:."Swas Illlveiled al {/ jJreJJconference at the World Trade Cel/fcr ill New }'lnk At tOjJ, the ACESworhstatioll is demollstrafed for lhe press. Shown here arc Fral/II Caggial/o, a.'iJ/:@n/ din!CrOl~ PorIDepartment, Port of New Yor/i (Iud New Jersey, seated at flL)'Uoard, (lml (left to right) Lan)' Sposi, ACl:."Sl)rojeclllulII(lge,~ Port of New }vrk am! New jmL)', S(£'VeMeI(Sncl; ACES account 1fWlIagel; New YorkCommercial Hegi01!, (llld ROil Bm!{L~U!k, mallagel; EcL5tem ,\I'ca,

Above, h)' Frallco, mmwgel; Eastem Sales Region, addresses the press.

August 1988 5

•usmess

In the burgeoning Spanish economy, GE's distributor,Teleinjormatica, has a strong presence

\

6 Company Proprietary for Use by GE Employees Only

"The businessambi-ance m Spam IS

OOUlishing; saysEusebio Felli-

Pont, disnibutor support managel;Latin counnies, "and this is very goodfor GE lnfOllnation Services."

Spain has ule highest GNP growUlwitJlin member nations of theEuropean Economic Community(EEC),which iljoined inJanuary 1986.This, togeuler with a long peliod ofpolitical stability, is creating a verypositive environment for the develop-ment of economic activity. Futureeconomic growtll looks very strong, asSpain looks toward 1992and thecreation ofa unified European mar-keLAdd to ulis that ule 1992OlympicGames will be held in Barcelona anda Universal Expo will be held inSeville u,at same )'eat~and the eco-nomic outlook is very rosy indeed.

Through our disnibulOl;Teleinfollnatica, S.A.,GE InfollnationSelvices has a so-ong presence in theSpanish market. Headqualtered inMadlid, WiUloflices in Madlid andBarcelona, TeleinfOlmatica is a ser-vices company wholly owned by oneofule largest financial organizations inSpain-Banco Bilboa-Vizcaya.Thisnew super bank was created recentlyulrough ule merger of two of the topfive banks in Spain-Banco de Bilboaand Banco de Vizcaya.

Teleinfoll11atica has ulree majorlines of business: GE lnfOlmationSelvices disnibution, IBM micro-products disnibution, and telecom-munications consultancy. Of its 30employees, 18are dedicated to GElnfonnation Services commercializ..:"1-tion and SUppOIt.This number isexpected to grow to 25 before the endoflhe year.

Clear Business Focus Pays OffThe business srrategy of

TeleinfOlmatica isvery clearly focusedin banking, the automotive indusny,and EDI as a hOlizontal support.

The young company has been vel)'successful in ule banking market.TeleinfOllnatica began selling CashManagement applications at the endof 1986as the starting point to pene-rrate the banking community. At thebeginning of 1987,it had one bankready to implement ule application.By mid year ulree banks were mem-bers of the "Cash Management Club."By mid-1988 seven banks were mem-bers of the Club.

The revenue !dmp is even moreimpressive. By the end of 1988bank-ing revenue is projected to be nearly25 times that of 1986.Projected annualgroWUlfor ule next five years is 30percent per annum. In number ofusers, ule company's growth is equallyremarkable. At ule beginning of 1987,16users of Cash Managementser-vices were active. By mid-1988Teleinfonnatica had 600 active usersand ulis number is expected to growto 900 by the end of 1988.

The snategy ofTeleinfOlmatica is toprovide the services d,at d,e bankingcommunity needs, even if the applica-tion is only domestic. This sUategy isalready paying off.Teleinformatica'ssolid base is creating the light environ-ment to discuss intemational applica-tions with Ule banks.

"Teleinronnatica's approach is tofollow ule paUl of the Spanish bank-ing indusu)' in perfect symbiosis; saysEusebio Feni-Pont "Large inter-national systems are already underdiscussion and dle next three yearswill see the implementation oflarge sophisticated intemationalapplications."

Automotive IndustryIs Ripe For EDI

In d,e automotive indusuy, theindusn)' ulat provides more jobs thanany other in Spain, TeleinfOlmaticahas very good penerration throughSeat, a Spanish manufacturel; of whichVolkswagen owns 51percent The Seatdealer system is made up of270dealers around Spain and reachesmore Ulan 12counnies around theworld. The system is of snategicimportance to Seat ror d,e develop-ment of their intell1ational opemtions.GE selvices, provided throughTeleinfonnatica, have connibuted tomaking Seat ule first exporting com-pany in Spain. Seat's Ibi7.acar isalready popular in most of Europe-and even in dle Far EasL

In ule automotive indusny, all largemanuracturers of Europe, Japan, andd,e U.S. have opelations in Spain.11,is presents a climate ripe for ED!.Teleinfoll11atica has established agroup of people totally dedicated todeveloping ED! applications in Spain.This is a long telln invesnnent and aselious challenge, since ED1 is a mar-ket selected by evelybody in Spain tostart their network based activities.

"Through our disnibutor,Teleinfonnatic.:'l, we will win in rhismarket," says Eusebio Ferri-Pont "Thecompany offers a real team of people-dedicated, enulUsiastic, and highlymotivaled-to make a slIccess oftheir activity and to promote the GEInfOlmation Services' image."

AuguSll988 7

MicrosoftGoesOnLine

With the release of itsOS/2 version soft-ware, MicrosoftCorporation saw its

potenLialuser base escalating froma few thousand users to upwards of10,000. To be responsive to thisclient base of OEMs, software devel-ope,.,;, and corporate developmentdepartments, Microsoft recognizedthe need to replace its in-houseVAX system, which relied on longdistance telephone and Telenet,with a fully functional electronicsystem. In addition, Microsoftwanted a link into the retail/consumer marketplace.

After looking at various sen·iceofferings, including BusinessTalk"',Microsoft was ready to sign withCompuServe because it seemed tooffer the best price.

Convinced that we offered asuperior product, GE InformationServices invited MicrosofllO visitthe Executive Briefing Center inRockville for a demonstration ofBusinessTalk the day after they hadvisited CompuServe's headquartersin Ohio. When Microsoft agreed,Tim Lee, Mike McDowell, PaulInserra, andJohn Sidgmore strate-gized and came up with a creativemarket definition for Microsoft thatwould differentiate between busi-ness users and consumers. Businessusers would access Microsoft datadirectly tllrough BusinessTalk, whileconsumers would access the data innon-prime time via the lower pricedGEnie'" system.

With this offer in hand, KentSchwab and Roger Dyer changedtl,e way Microsoft viewed their sys-tem requirements and convincedtllem that BusinessTalk was a systemsecond to none. This dual strategyworked and led to a tllree-yearcommitment from Microsoft.

GE Information Servicesteams with Microsoft to make thiselectronic support service work

I

\

Forging AWorking TearnForming a close working rela-

tionship with Microsoft had its ownset of challenges. When the teamsfirst mel, the contrast in cultures was

8 Company Proprietary for Use byGE Employees Only

Microsoft's Rick Fanner, director, Product SU/JjJorlSelvice (1I'jt), alld GE's Tim Lee, IHicrosoft account executive, Northwest Region, talle advantage oJthe niceweather 10 conduct some busi1less out ojdoors 011 the beautiful Microsoft cam/JUs.

evident not just in the casual style ofdress on the Microsoft "campus," astheir headquarters in Redmond,Washington, is known, but in theirapproach to problem solving.

Microsoft's culture can bedescribed as young, energetic,aggressive, intelligent, dedicated,and fast paced. Chairman Bill Gates'goal is to turn Microsoft into a microsoftware factory. Everybody wearscasual clothes at work, even the vicepresidents. The average number ofcomputers per employee company

wide is 2.5. A typical software devel-oper may have four computers inhis office, often all four in useat once.

To this "frenzied" environment,GE brought some structure andmethodology (as well as blue suitsand white shirts) to add checks andbalances. Although the GE teamcould not dictate how things shouldget done, they did foster the idea ofstudying different implicationsbefore making decisions. After someinitial getting used to, the two organ-

izations were able to form a goodworking relationship built on thestrengths of both.

"Microsoft is one of the bestclients I've worked with in my fiveyears with the company," says CraigYamamoto. "We've developed aclose working relationship that ismore like a partnership than aclient/vendor relationship. Theiropenness, their team approach toresolving problems has made thisdifficult implementation go muchmore smoothly."

August 1988 9

Company-wide EffortMakes It Happen

The technical team ofCleteSpehr, Craig Yamamoto, and ColinBonn, Western Area SOC, led thedevelopment of a customized ver-sion of Business Talk, which includesaccess from GEnie to the Microsoftdata bases. But developing the com-plex application on the aggressiveschedule Microsoft required to meetits client's needs took a company-wide effort.

"We could never have gotten theproduct where we wanted it to bewithout support from a lot of othergroups in the company. Theyresponded with a 'Yes we can' atti-tude, and through a lot of people'sefforts, things came together."

The technical centers on bothcoasts, the Berkeley engineeringgroup, Client Services, ClientSystems, the GEnie group, Billing,and Validations all pulled togetherto make things happen on time.

Microsoft Goes OnLineThe system went live inJune,

with Microsoft announcing "a com-prehensive electronic technicalservice to help users accomplishtheir programming tasks fasterand with more expertise." CalledMicrosoft" OnLine, the two-wayelectronic support service offers acomplete package of technical sup-port and service solutions. Userscan send questions or requests forservice directly to Microsoft engi-neers, take part in discussions, andaccess a special Microsoft data basethat contains answers to previouslysolved problems. Another featureof Microsoft OnLine is a library ofsoftware files that can be down-loaded for the customer's use.

"We feel that this is an excellentway to provide an enhanced level ofsupport for our customers," saysJoachim Kempin, Microsoft's vicepresident of OEM Sales and ProductSupport Services Group. "For devel-opers who are working with laday'smore complicated, feature-rich

~1,1t>d1Onl u,:

1.....1L~J[~JI~.I)1·][~JI ) 11[-]

10 Company Proprietary for Use by GE Employees Only

products, Microsoft OnLine pro-vides a more complete solution tohelp them get more out of theirsoft\vare products."

Because Microsoft OnLine givescustomers access to vital informa-tion and the ability to questionMicrosoft engineers electronically,it facilitates the problem solvingprocess for developers usingMicrosoft products. "We believe thatMicrosoft OnLine will allow ourcustomers to be more productivebecause we provide the answers totheir technical problems, therebyfreeing them to complete theirdevelopment projects in a moretimely manner," says Kempin."Electronic communication withour customers enables us to addresstheir support needs in the mostefficient and responsive mannerpossible."

TakingThe System WorldwideAs Microsoft OnLine is going

into production in the U.S., ground-work is being laid for worldwideimplementation. Microsoft has thesame support needs in over 30countries worldwide, with a userbase nearly equal to that in the U.S.In early July, Tim Lee and ColinBonn flew to London to meetwith our SDC managers as well asMicrosoft Tech Managers !i'omseven countries: U.K., Canada,France, Gelmany, Sweden, Italy, andSpain. Bringing OnLine to usersworldwide is complicated becauseof different languages, different cur-rencies, regulatory issues, local bill-ing issues, and more.

Each Microsoftsubsidiary runs itsown business autonomously. Eachhas products that may not be identi-cal to U.S. products. Some have

Opposite page, Tim Lec(alloj), hi his office i1l

Bellevue, condliCts business ill tlu: wllvcnliolla{l//(JlIlIer. 111COlltra~1 his Microsoft colleagues,Chris Ma),liall (lefl) and jeff Whitlatch, am)' 011

business ill Ihe llIore relaxed J/)'le that is the 1I0rmat Microsoft.

AboVI:, the c(lsiialwa)' of doi"g busi"ess atMicrosoft took s01llegetting used to by the GE team.

AugusL1988 II

Taking a break from business, Hick Fanner and Tim Lee exchange stories, Tim, who took liP golJjust aJew' ago, shot (l hole ill olle while /)/ayillg gulJ with another dinlf, Paccw',

localized screens, some productsare two versions behind the U,S"and some products may be uniqueto a single country. To support thistype of market, we must separatelyaddress global product supportissues and local product supportissues. The cun-ent plan is to beginworldwide deployment of OnLineby the fourth quarter of 1988.

and information programs onGEnie. Through GEnie, users willbe able to take part in special userforums and find answers to theirtechnical questions in the MicrosoftKnowledgeBase. As GEnie subscrib-ers, they also will have access to thefull range of GEnie products andinformation services.

"We are committed to providingthe highest quality product supportfor our customers, and we havechosen the GEnie service because itoffers the best and most cost-effective

GEnie To Serve ConsumersUsers of Microsoft retail products

will have access to technical service

12 Company Proprietary for Use by GE Employees Only

infonnation service available forusers of Microsoft retail products,"says Kempin.

To motivate users to begin usingthe new service, GE InformationServices has waived the GEniesign-up fee for the first six monthsfor Microsoft users.

Building A Solid BusinessPartnership

As a leader in the softwaredevelopment field, Microsoft hasdetermined that OS/2 will be thetechnology platform for theirfiLture products. Atthe same time,Microsoft management recognizesthat they must offer superior soft-ware support to maintain their com-petitive edge. This led to Microsoftand GE Information Services form-ing a partnership to develop anOS/2 based support system as afollow-up to Microsoft OnLine.

"It is a pelfect business relation-ship," says Katie Vogelheim, WesternArea Manager. "Microsoft brings atremendous amount of softwaredevelopment expertise and theyrecognize the importance ofour communications expertise,Together we can produce a premierapplication based on an excitingnew technology."

Cun-entl)" the MicrosoftJGE teamhas produced a functional designspecification, targeted for release inthe third quarter of 1989.

"Our business relationship withMicrosoft is a true success story at alllevels," says Katie Vogelheim. 'Thetechnical teams continue to developnew and innovative ideas and seniormanagement recognizes the impor-tance of main mining close commu-nications. The s),stem has beenoperational onl), one month andthe international division is alreadyclamoring to get access. We're look-ing fonvard to a successful workingrelationship with Microsoft for man)'years to come."

,Generating Excellence-

And Friendly Rivalry Along The Way

The U.S. sales force is at itagain. To keep up themomentum built in thefirst half of the year and

to ensure a strong finish in 1988,they've launched "Campaign '88,GEnerating Excellence." Playing onthe 1988 U.S. presidential cam-paign, Campaign '88 gives sales andSDC people opportunities to earnvotes (points) for excelling in salesrelated efforts.

"\'Ve'rea competitive bunch," saysJohn Sidgmore. "You have to be tobe successful in our business. Wework hard all year round. A littlereward and recognition helps keepmomentum high as we head into thesecond half of the year."

The formula (or earning points isfairly complicated-and for goodreason. Since both sales and SDCpeople are eligible, the campaignhas to provide a way to earn voles fora variety of contributions to thebusiness-identifying prospects,qualifying prospects, developingproposals, closing contracts, seIlingvalue, building pipelines. Whilevotes are earned and accumulatedindividually, cumulative votes rollup to regions and areas.

The campaign runs fi'omJune1 through October 31. Eachmonth, individual winners will beannounced in such categories as

Ahm /-Im/Jer, who moved from the wilds ofRockville to the wetlands of Seattle, declares liIalhe! read)' 10 "Catch the Big Ones" ill fheNorthwest RegiOTI.

Most Combined Sales Votes, BestIndividual Win, Most ImprovedPipeline, Most Technical Votes. Theregion with the most combinedsales votes per sales person and thearea with the most sales votes andthe most technical votes will also bewinners. At the campaign's end,votes earned during the campaignwill be tallied and the big winnerswill be announced. There will bewinners in the categories men-tioned above as well as Best RegionManager, Best Technical Manager,Best Area SDC Manager, and BestArea Manager.

Friendly Rivalry Motivates SalesCampaign kickoffs were held in

the various regions and areas inJune. In the West, fi'iendly regionalrivalry peaked ata campaign rallycomplete with platforms, slogans-even cam paign songs.

Quentin Gallivan's Los AngelesRegion adopted the slogan of theL.A. Lakers, "WE BE L.A." "L.A. is acity of champions, as evidenced bythe recent NBA finals," says Quentin."We're going to utilize the samepride and determination to winCampaign '88. Our plan is to fastbreak like the Lakers, then put ourcompetition away with the lethalStealth technology of our local aero-space industry."

D.J. Crane's Mountain Region,rallying behind the slogan "Life's AMountain NotA Beach,"are equallyconfident. "We have the best per-spective on the whole nation beingas high up as we are," D.J. explains."The Democrats chose Denver towork out their campaign platform,"he adds. "They know Denver's theplace to get things done."

In Northern California where theslogan is 'Just Say Yes in '88," thespirit of the Old West is still alive."The same enterprising determina-tion that brought entrepreneurs tothe Golden Gate over a hundredyears ago and to the Silicon Valley

August 1988 13

in the past decades is alive andthriving in the Northern CaliforniaRegion today," says David Page."We're ':Just Saying Yes" to strongerindusu), focus, increased sales calls,and more client proposals. Thisactivity will take us to the top inCampaign '88."

"Catch The Big Ones" is the slo-gan in the Great Northwest. Withthe Microsoft contract as a start, theyaim to catch more great prizes. "TheNorthwest team has the talent anddrive to make it happen," says TimLee. "Now all we need is wall spacefor hanging the trophies as remind-ers of the great Campaign '88."

East Is Coming Out FightingIn the East, home of Mike Tyson,

the undisputed Hea\')~"eightChampion orthe World, RonBanaszek reports that his stable oftalented fighters are well condi-tioned, well trained, and are pre-pared to utilize various strategies toemerge victorious.

In the New York Financial arena,Super Heavyweight Champ, Pat"Bonecrusher" Bergamasco, whorelies more on strength than foot-speed and agility, has promised tocome on strong very early in thefight and secure victory with a firstround knockout of all contenders.

Bill "The Slasher" Stack, nowsporLing the Light HeavyweightChampionship Belt, has his NewJersey squad doing two hours ofroad work per day in preparationfor going the distance and emergingvictoriolls.

"Tronman" Izy Franco, the undis-puted Middleweight Championwho has been known to use evel),trick in the book has taught his NewYork Commercial fighters the fineart of head-butting and hittingbelow-the-belt in an attempt tosecure an early TKO.

In Southern New England,"Vicious" Al Vanek, the thinkingman's fighter, has taught hisSouthem New England LightweightChampions to rely on finesse and

cunning to win by unanimous deci-sion after 15 rounds.

And in Boston, "Gentleman Jim"O'Sullivan and his crew of Bantam-weight Champions are being trainedunder the watchful eye of BostonTechnical Manager Bob "No Pain-No Gain" Sedgwick. Bob has theBoston team on a very strict high-carbohydrate diet and exercise pro-gram in preparation for a typicallong, bloody Boston brawl.

South Has Campaign FeverIn Atlanta, home of the Southern

Region and host to tJ,e DemocraticNational Convention, Lin Register'steam launched Campaign '88 byrafting tJ,e Chattahoochee River.Lin's team is confidenllhe cam-paign will not find tJ,em down tJ1eriver without a paddle.

In Miami, the South AtlanticRegion, better known as MiamiGElS, set sail for Campaign '88 on acruise to the Bahamas. Decked outin tJ1eir Campaign regalia, (visorsand shirts by Calvin McDowell),JimPorath's team was fi'equently mis-mken for vacationing campaignworkers. Miami, site of several polit-ical conventions, knows how to runwinning campaigns.

Finally, the Mid-Atlantic Regiontook Campaign '88 offtJ,e groundwitJ, hot air balloon rides. Befittingthe region that serves our nation'scapital, Robert Creasy's team hasmade the best campaign promises.

"We're the smallest area," saysGeorge Alber. "We're the most agileand we communicate best. Teameffort will pay offin the SOUtJ1."

Slow Starter VowsToWin The Day

Defending his Cenual Area,which inJune received the PinkFlamingo for poorest showing inthe campaign,Jim Connors says,"MacArthur said, 'I shall return.'Yogi Bena said, 'It ain't over til it'sover.' Lee Iacocca said, 'Do yourbest. What else is there?' TheCennal area will be number one

14 Company Proprietary lor Use by GE Employees Only

when tJ,e campaign is completedand the final votes are counted.Cream always comes to the top."

Watch Out For TelcoThe 'ational Communications

Area team, always tough to beat, iskeeping its stlategy under WlaPS."Wait 'till the numbers are out," saysHaskell Mayo.

And The Winners Are ...Results are in for the first month

of the campaign push and it lookslike a tight lace. Anthony Williams,Western Region, won for MostCombined Sales. Steve Canale, GEAccounts, was on top with the Best\.yin. Tom Butler, Federal, wonfor Pipeline Improvement. PaulWilliams, GE Accounts, earnedMost Technical Votes. And the bigwinner for month one of Campaign'88-Best Region, San Francisco.

Opposite page, David Page (/0P) rallies hi5/eamto "just sa)' }h" ill '88. Tim Lee disj)la),s the (UUL5

he'll lise (0 jJersuade his SI:allle eliel/ls 10 sig'ncon/racts.

This page (elockwise from tOj), Dennis Steffe andTravis Good practice a cold calling strategy usedill Los i\/Igeles, DJ Cmlle demonstrates the IIl:Wnetwork offering thC)1plan 10 mar/wt to the cablecomjmnies ill DelIVer, Hlld "WC Fields" Hud-dleston all/IOIlI/ceS the Moun/ain Slales campaignjllatfonll,

August 1988 15

Stamping OutElSe

We're leaving no stone unturnedto get the message out

Rocks are starting tofly in Rockville andthroughout the U.S. as a"Memot)' Improvement

Device" campaign gets underway.The campaign is a creative effort byPress Relations, Rockville, to elimi-nate the use of the acronym GEISCOwhen refelTing to our company.Culprits lurk within the news media,industry consultal1lS, vendors,clients-even employees.

The idea is to throw a rock-theylook real but are made of harmlessfoam-at any offending party.

"People love the rocks," saysSteve Haracznak, manager, PressRelations. "It's a fun way to get acrossa serious message. Company identi-fication is important not only withthe press but with all our publics.The company has changed andthe company name symbolizes(hal change."

What's In A Name?In 1965, when the business was

formed, it was an organizationaldepartment within the GeneralElectric Company and remained sountil January 1979. At that timeGeneral Electric and Honeywell,Inc. fOlmed a newjoint venturecorporation, General Electric Infor-mation Sen'ices Company, com-monly known as GEISCO.

Three years later, GE bought outHoneywell's stock, and [or the nextl'va years the company was known asGE Information Services Company,or more popularly still GEISCO.The company conducted businessas a wholly owned subsidial)1 ofGeneral Electric Company.

On January 1, 1984, GEInformation Services Companybecame once again an internal com-ponent ofGE-not a sepal"te cor-porate entity-and has remained soever since. The legal name of thecomponent was-and is-GEInformation Services, so the acro-nym GEISCO no longer applies.

16 Company Proprie~'I)' for Use by GE Employees Only

While efforts have been madesince 1984 to reeducate the publicto the new status of the business as acomponent ofGE, ingt"ined habitsare hard to break and acronymsappeal especially to media peoplewith limited space to tell theirstories.

Another driver of the "Memory1mprovement Device" cam paign wasthe corporate identity program,which includes redesign of the cor-pOI"te logo and the use of GE-notGenel"l Elew·ic Company-to iden-tify components of the company.Like GE Appliances, GE AircraftEngines, and GE Plastics, our com-ponent should be identified as GEInformation Services.

Additionally, since the oldGEISCO acronym is closely identi-

Totl)' Craig is thefirst to sign the /)Iedge "ot to Sll)' GEISCO (111(1to throw (I soft rock at (mJOIlC who does.Totly has a large supply of soft rocks to can)' Ollt his pledge.

fied with our old timesharing busi-ness focus, its continued use blursthe new direction of the business-a componentofGE providingInfonnation Services to a worldwideCUSlOmerbase.

offender. Because media people aredeluged with mail, Press Relationswanted to come up with an approachthat would capture their attention.The soft rock-found in a local toystore-was the solution.

lnJune, soft rocks were pressedinside brochures and mailed to 700members of the trade and businesspress and industry consultantsthroughout the U.S.The messageread: "Please throw at anyone still

Impressing The PressThe first phase of the "Memory

Improvement Device" campaign wasdirected toward the news media,the most frequent-and visible-

using GElSCO. We're leaving nostone unturned to make sure youcallus GE Information Services."

The gimmick worked. Press Rela-tions has received lellers from mem-bers of the press promising to eraseGEISCO Ii'om their vocabulariesand call us by our proper name.Some have asked for additionalsoft rocks.

In late June a follow-up piece wassent to the same audience reinforc-ing the message.

Bringing The Message HomeEmployees are the next target for

the "Memory Improvement Device"campaign. If employees continue torefer to the company as GEISCOin u1.1kingwith our clients, vendors,and even among ourselves, the oldname will continue to be used andour position as a worldwide pro-vider of information services maybe obscured.

Employees are asked to make arock solid commitment "To leave nostone unturned in getting the mes-sage out that we are GE InformationServices-not GElSCO." Anyone inthe U.S. who signs the Pledge Cardfound inside the back cover of thisissue of SPECTRUM and mails it toPress Relations in the MarylandCenter (MC07E) will receive a softrock by return mail. The idea is tokeep the rock on your desk as areminder not to say GEISCO and tohave it handy to throw at anybodywho does.

While the campaign is directed atU.S. based press and U.S. employ-ees, it can be readily replicatedanywhere in the company where asimilar corporate identity problemexists. The Press Relations office inRockville is ready to work withanyone in the company who wantsto implement the program locally.

"We're having a lotoffun with thiscampaign," says Steve Haracznak,"andwe're seeing positive results. Ifeveryone gets into the spirit of thecampaign, I think we can get themessage out."

Augusll988 17

GOODNEWSPostal Union

Posral Union (PU) is an organizationamong the pOSU'llauthorities

worldwide, with some 126membercOU1llries.As an answer LOexpressservices like DHL, FedEx, CIC., PU hasdeveloped a competitive service calledEMS. In direct competition with otherexpress service companies, EMS is gain-ing market due 1O good sen'ice andpricingadvanL.:'lges.ln order to improvethe sen'ice, the PU has decided toimplement a Tracing and Trackingsystem. \Vhen fully implemented, theT &T system will include some II mes-sages reporting the status ora parcelfrom pick-up to final delivery. Theinternational EDIFACT standard willbe employed for the messages.

The Swedish POSL:'l1 Authorities wasappointed within a workingt,Troup ofthe PU to evaluate alterncnives for thenetwork service. GE InformationServices Sweden initiated the salesprocess in the second part of 1986 incompetition with IBi\of.

In May of this year the POSuilUnionselected GE Information Services'EDI*EXPRESSTMas can-ier of these mes·sages. Selection was based on pricingand service.

All in all the PU is expecting 100countries to participate in the T &Ts)'stem. Many of the smaller user coun·tries will access EOI*EXPRESS via telex,but all larger users will have their ownlocal systems running on mainframes,minis, or PCs.

The pilot was up and running inSweden and ule Neulerlands in earlyJuly, with France to come on within thenext several weeks.

In connection with the project, GEInfonnation Services is also producinga sales and information documentLO besent out LOall the countries. The idea ofthe document is LOspeed up the imple·mentation phase. It will sell the idea tou1e Postal Authorities as well as givingtechnical information to the membercoumries. (The document is sponsoredby the Swedish Postal Authorities.)

At present GE Information Servicespeople in some 20 counuies areinvolved in the project. having madecontact with their local PostalAuthorities.

The sales team in Sweden consists ofStefan Forsberg. sales manager; MarieAhlgren, SDC; and Rolf Hallencreutz,senior sales consultant. Since the PosullUnion \Vorking Group is chaired fromthe U.K., INS and Lance Spencer, salesmanager, IllIernauonal Trade, areinvolved in the global sale of this largeproject.

Rolf Hallellcreulz, Sweden

Ferrostaal

The Federal Republic ofGennanyhas a long tradition in the iron and

steel industry. RuIn, the center ofu1istradition, has been the headquarters ofFerrostaal for more than 50 years.Ferrostaal is a subsidiary of the MANAG in Munich, a large Gern1an com·pany whose capital stock is investedover a widely diversified spectrum.

The MAN Croup is one of the largestengineering companies in Europe,with annual sales of about $8 billion.FelTostaal's own statistics make interest-ing reading too. One oCthe leadingenterprises acting in the imernationalplant construction business. il hasannual sales of52.8 billion.

The national and international trad-ing experience thal Fen-ostaal hasgained since 1919 is the sound basis ofthe company's present exportingactivities. Today. FelTostaai exports fin·ished and semi·finished steel products,plants, machinery, ships, and othertransport equipment. The company isalso engaged in far reaching activitiesgeared to planning, supplying, erect-ing. and financing turnkey industrialinstallation. In FelTostaal )'OU have onepartner for all your requirements.

Fen-ostaal is held in high regard as ageneral contractor, and can work single·handedl), or in consonia at bothnational and internmionalleveis.Clients throughout the world have formany years acknowledged and wei·

18 Company Proprietary for Use by GE Employees Only

comed the expertise and experienceoffered by Fen·osuial specialists.

FelTostaal's headquarters. especiallyu1e top sales manager for the SteelTrading business, looked for a benerwa), of communication bet1.veen thetraders worldwide and its headquarters.Its goals were to speed up the internalcoordinat.ion flow to respond to clients'demands to tender, LOgive fasterresponse to client's requests, andto be bener positioned against u1ecompetitors.

In the GE solution. every dealer willget a PC with a PC Mailbox front· end.All dealers will be connected u1roughthe GE worldwide network with eachother as well as with headquarters. Thatmeans that evel)'one is able to passinformation, occasionally without newdata entry and with comments to theright person in the organization.

In the first phase. the dealers inthe U.S. and headquarters in Essen willbe connected. In the near future alldealers and plants worldwide wiil bein tegt-ated.

GE Information Services won thecontract in competition with GTE,Telenet, and GEONET, a national com·petitor who is growi ng very fast. \'Ve wonthe business because of our worldwideorganization. ollr experience in inter·national applications. our ability toquickl)' connect affiliates worldwide,and our worldwide support.

Key people in winning this contractwere the Cologt1e team of ThomasBaehr. sales representative; Karl·Heinz\Vebel~sales suppon manager; \'Voifl1ardKleineme)'er, SOC manager; and Bernd\'VelTes.district manager.

Bernd Hbns and Thomas B(Jelt1~Gemlan)1

-BNPBNP is the first French bank and Ollr

most important customer in France_A conLT-actsigned inJune is a secondpan of an existing application on illler-national u-ade. This application ismainl)' a data base that contains severalkinds of information.The first step, signed '-'vo )'ears ago,

was designed for big companies. Frommore than 100 coumries, users can findin the data base details on the politicalsilUation, economic environment,national production, global financialsituation, and generalities (cun·ency,parity with French franc and U.S. dol-lar, population, etc.).

The second part is an additionalmodule that conu1.ins more practicalinformation to address the small andmedium firms dealing with foreigncountries. In this module users can findadvice on markets (users can list all thecountries of interest by production,new businesses, imernationaltenderoffers); regulation (money exchange,import, fiscal mauers, particular rules);

payment (general agreements, interna-tional guaramies, loans, delays); practi-cal advice (internaLional fairs, addressesof BNP branches and official organiza-tions); and BNP remarks.

In conjunction with this service, wedeveloped a special mailbox lO linkcustomers and the BNP people (onlyavailable one way: ciiemto BNP sen'iceconcerned).

The global service is available onTTY, HSS, and VIDEOTEXT mode.Infonnation producers are \'Vorld Bank,FMI, OCDE, UNO, and BNP special isISand analysts all over the world.

GE InfOTmation Services developedtwo local workstations ror the two BNPservices in charge of data production

and ciiem management: the CoumriesRisks Sen'ice and the InternationalTrade Department. Each of them pro-duces respectively information on partone and part two orthe application.Customers can inteITogat.e both databases. Key people for this applicationwere Jerome Bugnot, project leader,who has creat.ed a very confident situa-t.ion with BNP; Daniele Laudereau-Girard, sales representative, Bankingand Financial Sen'ices, who supportsBNP; and Stephane BelioLand ChlistineStork, technical developers ohheapplication.

Daniele Lalldereau-Girard, France

FASTFAX

QMy client needs FTU docu-mentation. Is there any online?

Ann ShackArlington, VA

AThe only FTU documentationcUITelllly available is via aLaS,

number l375.25A. This user's guidediscusses FTU version 2.0, costs $8.50,and is dated August 1985. For a CUITentversion of the software, list t.he triplestar file named PCSOFT*** for direc-tions on how to download FTU.

QDo we maintain a current list-ing of all of the countries

where local access can be used forQUIK-COMM?

Yew-ivtengKuala Lumpur, J\<faJaysia

AWe do, in a QKII file namedWORLDTPS (also available in

REFBOOK). This file is for internal useand should be referenced for interna-tional connectivity for our applications.

The file charlS connectivity ofQUIK-COMM, Telex, BusinessTalk, and EDIinternationally and contains countriessupported by disoibutors, affiliates, andGlobal Support Services. Also included:country zones, cost centers, and GSSlocation numbers. This source ofinfor-mation can be extremely valuable tosales offices when discussing illlerna-tional sales opportunities.

QWhat kind of informationdo our clients have regarding

the QUIK-COMM Telex activity intheir catalog?

GH ChoiSeoul, Korea

A I have placed in InfoTalk anoutput file from a QUIK-COMM

MEU (Month-End-Usage) reporl. Youcan access: Employee Information/Fast*Fax/QUIK-COMM MEU reporl.

In addition, the client can requestthe Telex Detail Report, which containsthe QUIK-COMM address, date, TRT#,time, destination, terminal id, minutes,rate, tax, and cost.

Q I have a copy of the EmployeeProduct Purchase discounts,

dated September 1987, but it does nothave the model number that I aminterested in buying. How can I findout if there is a discount?

Rich OkrasinkiNew York,NY

AThe list you refer to has all of themodels available ror discounts

up to the September date. If you arepurchasing a new model, you will needto call ule Financial Sen/ices OperationPayroll in Schenectady, NY (Dial Comm8*235-7540).

QWho is the import managerfor Egypt?

Cregg ButlerFairfield, CT

AThe import manager is SamerKakim. (QUIK-COMM address:

NILENET or telephone number 01120735415).

August 1988 19

Our Egyptian disnibutor, NileNetInternational (NNI), has been provid-ing high quality facilities managementand network support for GE Infolllla-tion Services at the Ciro Service Centersince 1984. The company became adistributor ofGE effective June I, 1988.

The managing director is a fonnerGE employee, Ahmad Habibi. (QUIK-COMM address: AHMAD). Ahmadestablished the requisite organizationto address the needs of Egyptian andimport clients, including a Client Servi-ces Organization, headed by Mrs.MonaEI-Menya"'i (QUIK-COMM address:NILE).

For further information on NNIaccess REFBOOK orlist QKll filenameEGY.DCR or access InfoTalk. The pathto that infonnation is Employee Infonn-ation/Fast*Fax/Nile-Net Internationalin Egypt.

QI am trying to find interna-tional ABU prices. Is there a

file that would contain thatinformation?

Nancy PonzelliSan Francisco,CA

Avou can access that infonnationvia REFBOOK or in a QKII file

named ABUI'RICE.You can access information like this

on boiler plates via InfoTalk or list theDY28 file named INDEX* for on-linefilenames: The INDEX· file tracks on-line files and is a valuable source ofinfonnation maintained by Doug Cal-houn in Los Angeles.

QA client of mine is looking foran agent for a GE component

concerning Binding Devices. Who canI refer this client to within GE?

Hans-ErikHansenOslo, Nonvay

AGE Business Infonnation Center(QUIK-COMM address: GEBIC,

telephone (518) 438-6500) can directyour client to the proper componentand even provide a contact name.

QThe telephone number on theDental Assistance Plan Claim

Fonn (1-800-243-5771) has been dis-connected. Do you have the new tele-phone number?

Don VcrplankRochester.NY

AVes, that number is now 1-800-234-4343.

Q I have a client who would beperlect for the GE Calendar.

How can I go about having themincluded?

CraigYamamoloSan Francisco,CA

AYOU need to contact SteveHaracznak (QUIK-COMM

address: STEVEPR or Dial Comm8*273-4494). At the time of Craig's callmost of the places on the 1989 calendarwere already taken, and so there is astrong likelihood that this client will notbe in the 1989 calendar. Even aftersubmission, there is strong competitionfor placement in the calendar.

20 Company Proprie""y for Use by GE Employees Only

Fast*Fax Tips & Notes

There have been several inquiries con-cerning HSS and LBMSystem 36s. Formore information you can list two QKllfiles. HSSFATAl has fatal eITor num-bers for HSS when detected in trans-mission with the net"work.SYS36*contains information on theJCLrequired for the IBM System 36.

AI Parker retired in May; the newcontracts person for the moment isDiane Ostrow. In a recent conversationshe mentioned that the Fast*Faxcol-umn in the Madune 1988 issue ofSpectrum contained an OLOS numberfor DSXMIT that is no longer applica-ble. OlOS number 3910.51 is no longerrequired; OlOS numbers 3910.50 and800.55 are still required for DSXMITrequests.

A special thanks to all ule peoplewho responded to my QUIK-COMMmessage concerning cost centers. The60 responses received by Fast*Faxwerevery encouraging. Note that the reve-nue cost center QUIK-COMMaddresses should be fully up to date.Remember thm the naming conventionof those cost center QUIK-COMMaddresses is CCxxx, where the xxx isthe cost center.

Fast'Fax will be taking a poll of salesand marketing employees. distributors,and affiliates in August to documemallof the databases available on our sen'-ice. Cun-entl), Fast*Fax maintains anInfoTalk bulletin board thaldocumentsall of the known databases we offer.""hen you receive 111epoll, please takelime to respond. Itwill make sellingourservices easier for you. Thanks!

MlG

NEW&REVISED DOCUMENTATIONThe following documenrs \\·ere published between April andJuly. This list is accurate as of the end of July. Copies of thesepublications can be secured using the On-Line Ordering System (OlOS).

Here's 1.helisting:

Pub Rev Newl Data Pub Rev Newl DataNo. Let. Publication Title Rev. Pub'd No. Let. Publication Title Rev. Pub'd

310.05 Trading Up, Volume 2, Number 2, June 19BB New 6/BB 3410.110 A OUIK-COMM System Service Telex Access U.S.BOO.OB G Teleprocessing Services Agreement Rev BB23 -2 Price Schedule-Ellective July I Rev BB23BOO.53-1 A GLOBALSUPPORTSERVICES, 3410.120 A OUIK-COMM Connector licensed Package

Schedule A to Enhanced Client Supplement to Software license Agreement Rev BBI9Support Services Supplement Rev BBI9 3501.33 B MARK III fundamentals Rev 4/88

900.93 Success Story #20, 3M-3MNET EMS New 8817 3501.45 B GEApplications Integration Management Sales900.94 Success Story #21-$0 to SIOOK Information Summary Rev 8821

.. In One Day, Transtema New 8829 3918.08 B MARK'NET Service 3270 BSC User's Guide Rev BB27901.02 Client Reference, Boise Cascade New 8816 391809 M MARK'NET Service Access Directory901.03 Client Reference, PUBNET New 8822 July-October,19BB Rev BB26902.55 The Journal of Commerce, friday, May 27. 3918.20 A MARK'NET Service Software license

1988 Reprint NY-NJ Port Agency Bets on Agreement for SIMWARE Rev B824ACESTo facilitate Handling of Cargo New 6/88 3918.36 A MARK'NET Service 2780/3780

902.56 The Journal of Commerce, Tuesday, May 31, BSC User's Guide Rev 882519BB Reprint GElS Touts New System on 391 B.50 MARK'NET Service Price Schedule SupplementContainer Logistics New 6/B8 Effective July I New BB23

902.57 The Journal of Commerce, Tuesday, May 31, 4001.25 Project Management Concepts and Principles19BB Reprint, Disaster Plan Restored fire- Student Workbook New 7/B7Damaged Phones in Less Than a Day New 6/BB 5070.44 A EDI'EXPRESS System EOn System Software

904.03 A.L. Craig Speech Reprint, The Global license Agreement Rev BBI6Marketplace, Experiences in Building An 5070.74-1 - The EDI'EXPRESS System, UserInternational Applications and Services Network New 6/88 Manual Change Pages New 4/B8

910.51 Connectivity Catalog New 7/B8 5070.75-1 - The EOI'EXPRESS System,1010.14 TIS, Apple Macintosh Guidelines New 4/B8 High-Speed Service User Manual Change Pages New 4/B81401.01 K International Access Directory 5070.76-1 - The EOI'EXPRESS System,

July-September, 1988 Rev 8826 low-Speed Service User Manual Change Pages New 4/B82051.86 MARK 3000 Session Manager Product Profile New 8813 5070.81-2 - The EOI'Update, June 19882055.23 CBl 01/1 Basic Programming Course II Volume I, No.2 New 8826

Student Materials New 4/B8 5070.B2-1 - EOI'PC Version 5.0 User's Guide New BB302055.24 CBl 01/1 Advanced Programming Course II 5070.B2-2 - EOI'PC Version 5.0 Installation Guide New BB30

Student Materials New 4/BB 5070.82-3 - EOI'PC Document Processor Keyboard Template New BB302055.71 CBl Managing Projects with AS IASPROJ) 5073.00 The EOI'CENTRAl System Product Profile New BB25

Student Workbook New 6/8B 5073.01 The EOI'CENTRAl System, System Description New BB222055.72 CBl Using AS for Inquiry and Reporting 5073.02 The EOI'CENTRAl User's Guide New 6/BB

Student Workbook New 7/8B 5073.06 EOI'CENTRAl System Software license2060.21 CBl Using TSO Effectively II Student Materials New 4/88 Agreement Nl!w BB232100.34 CBl Structured ANS COBOL-Drill & Practice New 6/88 5073.07 EOI'EXPRESS System Translator Interface and2250.12 CBl PI/I Programming Student Materials New 4/BB Print Program license Agreement New BB2B2900.53 CBl VSAM and Access Method Service for 5073.08 Supplement to U.S. EOI Products and Services

Programmers Student Materials New 4/88 Price Schedule New BB2B3107.05 Application Storage Manager Reference Manual New 5/B8 5612.35 I 39-2XX-KE SOl Advanced functions3410.72 April19BB Change Pages to OCO Workbook New 6/BB-9 User's Guide New 4/B83410.73 April19BB Change Pages to OCO-9 Admin Guide New 4/BB

August 1988 21

INDUSTRYBRIEFSC ovia and Microsoft, two m~or

innovaLOrs in computer technol-ogy with a history of successful team-work, have reached a value-addedrescller agreement for ~'licrosofl "Vin-daws and applicmions software. Caviawill sell and offer service to Microsoflproducts as an integrated part ofits proprietary Focalpoint software,expandinglhe range ofindividual work-station functions. Focalpoint is a leading-edge software s)'stcm platfonn thatintegrates point-or-sale and rralls3Clionservices and features Microsoft \'Vinciow5.

Japan will reponedly back a telecom-munications dahl. network in the

Asia Pacific region to help expandtrade and ease capilailransacLions. Thesystem will give countries in the regionquick access to information on eco-nomic and financial developments inother regional markels.japan's Postsand Telecommunications Ministryplans to begin drafting a blueprint inApril 1989 and hopes '0 bring thenenvork into operation within two )'earsof that date.

C ITlCORP INFORMATION SERV-ICES have begun marketing their

Inlemational \Vholesaling Banking Sys-tem (COSMOS). Features ofLhe core sys-tem include seculity, cenlraJ liability, MISand Infonnation retrieval, file mainte-nance, E-Mail, dara entTY,and end ofcycle processing. Each wholesale Bank-ingapplicalion can be added to the coresystem according to purchaser's require-ments. These applications include a fullset of Corporate Cash Management Pro-ducls including pa)'ments initiation,letter of credit requests, balance repon-ing, and treasury management.

Knight-Ridder Inc. said it agreed topurchase Lockheed Corp:s Dia-

log Information Services Inc. unitfor $353 million. The move greaLlyenhances Knight-Ridders presence inthe booming electronic infonnationretrieval business. Dialog is one of the

IBM Eyes EDI in EuropeIBM is developing new products and marketing strategies aimed at

dominating the fast-growing European market for value-added network(VAN) services, panicularly networks for electronic daL:1.interchange. Accord-ing to market research finn Input in London, the European VAN market wasworth $358 million lasl year and is projecled to grow to $2 billion by 1992. ED!accounted for 520 million oflhat market in 1987 and will account for S250million by 1992.

As pan ofits VAN strategy, IBM has forged a series ofjoint ventures to crealenew network sen'ices across Europe. In Denmark, the company has teamedup with the telephone com pan)' KTAS. In Italy, the tie-up is with aULOmakerFiat, while in France contracts have been inked with Pari bas, Credit Agricole,and Sema-Metra. Bell Atlantic, Siemens of\Vesl GenTIany, and Ericsson ofSweden are also working with IBM to develop improved network equipment.

The prospeclofa single European markel by 1992 and the ail'eadl'increasing dependence of European companies on network services for theirintra-company and intercountl)' links has drawn IBM into that market. Ifsuccessful in Europe, the company plans (0 adopt the strategies worldwide.

largest providers orcomputerdata basesin the world, wiill access to over 320data bases on topics ranging from busi-ness 10 LIlehumanities. It has more than91,000 subscribers in 86 countries.Knight-Ridder said the acquisilion willdouble the size of ilSbusiness infonna-lion services division, which includesoperations such as Vu-Text, a data basethat offers files from Knight-Ridder's30 daily newspapers and severalother sources.

A 400 million pound project toupgrade the il1l.ernational elec-

tronic links bel,veen the world's bankshas been hil by further delays. UpgradeoCthe Swifl (Society for WorldwideInterbank Financial Transactions) ne(-work which connects 2,500 banks in 46countries is already (wo years behindschedule. Users had expected 10 moveonto the new system aLthe beginning of1989, but the board of Swift confirmedthal internal project dela)'s make thistarget impossible. No alternative datehas )'et been made, but a review willtake place in September.

22 Company Proprietary for Use by GE Employees Only

Network Information Sen/ices,owned 25 percent by ivlcDonnell-

Douglas Corp and 30 percent byMarubeni Corp, ll'ebled its paid-upcapital to S19.6 million on May 30 toenable it to expand ilS il1l.ernalionaland japanese domestic value-addednenvork services to Europe and the U.S.The numberofils users increased 10

100 countries by Februal)' this yearand again to 200 users injune. As partof ilSexpansion, Network ServicesInternational will lease two more 14.4Kbps lines from Kokusai DenshinDenwa, which it plans LOuse for inter-national value-added networking andremote computing services.

Consultancy and accountancy finnArthur Andersen is moving into

value-added networks (VANS) afterwinning its first m£Uor facilities manage-ment contract. The 20 million pound,five-year contract from the DRG sta-tionel)', packaging, and office suppliesgroup gives Arthur Andersen a big IBMmainframe centre in Bristol and a net-work linking 30 DRG sites.

A m~orit)1 of EC Governments, ledby France, recently blocked a key

element afme European Commission'splans to liberalize telecommunications.They persuaded their Community part-ners to sign a resolution that the exclu-sive rights accorded to national posmland telecommunications administra-tions should be kept for "a limitednumber afbasic services."That includesthe public telephone networks at theheart of Europe and is a serious blowfor the Brussels executives' campaign togel member slates to agree to the fullliberalization of the sector by 1992, as

laid out in the Commission's greenpaper on telecommunications pub-lished last )'ear. It is also a blow to theU.K., the Netherlands, and Denmark,who are committed to full deregulation.

E DI is showing signs of full-scalediffusion inJapan by going beyond

the ban-iel'S of com pan)' affiliations andindustry. EDI is about to become a

precondition for transactions betweencompanies in the 'Vest, and discussionfor international standardization isunderway at ISO (International Stan-dardizmion Organization). There is nodoubllhat needs of Japanese compa-nies will rapidly increase in the fUlureas U1CYare compelled LOinternationalize.

Unileci Telecommunications Inc.and GTE Corp. have negotiated a

transaClion that would enable UnitedTelecom to purchase a controlling inter-est in US SprintCommunicalions Com-pany, a long-disL:1.l1cetelephone and datacommunications pannership ownedequally by the two companies sinceJuly1,1986. Under terms orthe proposedtransaction, United Telecom initiallywould purchase from GTE an addi-tional 30.1 percent of US Sprint.

Siemens has announced its entryimo the Value Added Net-work

Service market on a global base througha new company called VASCOM. Paid-up capiL:1.1is about SID million. Techni-cal base for the company products willbe Siemens' own imernal network infra-structure available in 40 countries withmore than 400 access points. Theirobjective: to compare and competedirectly with [EM. GE Infonnation Serv-ices, and EDS, whom they regard as them-uor players in tJlis rapidly growingmarket

Video banking customers of Bank ofAmerica now can gateway imo the

EasyLink network of\,Vestern UnionTelegraph Co., accessing an array ofmessage and videotex services ofleredby that telecommunications companyitself and by OUler providers. The gate-way, by wh ich users of one videotexsystem are handed oITto another with-out a separate connection, went intoeffect in early July. All Homebankingand Business Connection customershave been issued EasyLink addresses.

August 1988 23

MILESTONESCongratulations 10Ihejo({owing CE hl/onnolion Services emjJ/o)'ees who celebrated semice anniversariesill May,jul/eal/djuiy, 1988.

YEA R S

35Roben A. NiemannRockville, .'\'10

YEA R S

30John H. ~re)'erRockville. MD

James E. PalmerRockville, 1\10

YEA R S

25j\·!eh')'11 L. FodorBrook Park. OH

Roben B. HadelerDallas,TX

YEA R S

20R'uinder(R~j)ChopraRockville. MO

Robert DowelSydney, Australia

Richard DreitlcinTeaneck, NJ

Svante I-IanzelStockholm.S\\'cdcn

Neil HermansclorrerRockville, il,'l 0

AliceJ RobertsRockville . .\·10

Derek SnellLondon, England

Samllel E. Wenck,Jr.Rockville. :\'10

YEA R S

155tc\'cn A. IhinAtlanta,GA

Earl E. BryanBrook Park. 01-1

Richard A. FazzoneRocb'illc, i\IO

Daniel L. FritzRockville . .\10

\larsha j\·I..JacobsSan Francisco. CA

Hans Peter HellingHuenh/Cologne,Gel"lnany

A. KrolAmsterdam,The l\cthcrlands

Anhur P. Lee\IOITistown, NJ

Bill ~"arc}'Rockville. \·10

Albert Marouani\·Iontrouge, France

Dcborah S. MillcrRockville, \·10

Oa\'id A. ShepherdRockvillc, ~'ID

Charles 1-1.StevensRockville, ivlD

Michael W.YourteeRockville, \10

YEA R S

10MichaelJ. BeasleyNew York, NY

Wall)' BurgessLondon, England

Daniel CastriganoBrook Park, 01-1

Linda t-,.1.Oil}'Rockville, ~ID

Rebccca l. DyttllanRockvillc, MD

Jon S. FrerRockvillc. \10

Armando GarciaNew York, NY

Picrluigi Gianii\lilan, Italy

Pat GwinnRockville, ~ID

Graemc HallLondon, England

Theresa JacksonRockville, ,ovID

Dcnnis E.JonesRockville, MO

Alan LeeLondon. England

Judy C. LudingLOIlRockville, MD

Gabriella ManocchioNaples, Italy

Lorella S. MassicAtlanta, GA

~Iaureen E. \lurphyBrook Park. 01-1

Diane ~1.OstrowRochille, MD

Emilio Pellizzari\lilan. llaly

Nicola PowcrLondon. England

Patricia A. RoacheRockville, "·10

Sandi SCO[(Rockville. i\ID

Georgia A. SimpsonRockville, ~ID

Thomas O. StevensRockville, ~ID

Andrew ~1.Tomcho,Sr.Brook Park, 01-1

Ethel M.WilliamsBrook Park, 01-1

Sharon D. Young\-IOll'istO\\'Jl, NJ

YEA R S

5Dean B. ArnoldRockville, MD

.JeRel)'J. BrungerBrook Park, 01-1

Benjamin B. BuntingBrentwood, TN

Emilio CaliandroJ\·lii<lIl,Italy

Cesar N. ChavezNew York, NY

24 Compan), Propriotat), for Use b), GE Employees Onl)'

Alben ChouRockville, MD

Silvio Cogliolo~Iilan, Italy

Gugliemo ContradaRome, Italy

Judith A. Couf~llRockville, i\ld

Daniel C. DearingRockville, \10

BillyG. DialBrentwood, TN

David l. DibertRockville . .\·10

TOil}' FlemingSydney, Austt-alia

Quentin P. GallivanLos Angeles, CA

Cclenia C. Calvei'.Rockville. \10

EB. GcevesAmstelvccn.Thc Netherlands

Philip R. HandRockville, .\·10

Tony HalTisonLondon, England

Frank A. I-IartRockville, ~ID

Linda R. HeineArlington, VA

Robert W. I-IeisterRockvillc, MD

Millon E. HigginsRockville, \·ID

Timothy W. H(6)'ueBrentwood, TN

David B. KadarCleveland. 01-1

Hamid KreuzerI-Iuenh/Colo6'1le,Gcrmany

John V. LedwithBoslon, ~IA

Dan LeichtenschlagRockvillc. ~ID

DonnaLeichtenschlagRockville, i\'ID

Anthon}'.J. LuddyRockville, MD

Gary E. MacPheeRockville, MD

David \'forganLondon, England

i\'lichacl S. NashRockville. MD •Beu)' PcdersenRochille, MD

Alcc RushtonLondon, England

Christian SclolllllleMontrouge, France

Colin SlightLondon, England

Michacl.J. ThibadoBrentwood, TN

Phyllis F.VermaArlinglOll, VA

CI-aig YamamotoSan FI-ancisco, CA

emmltment

ces

NAME _

GE INFORMATIONSERVICESADDRESS _

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DATE _

Pledge: I'm leaving no stone untumed to get the message out.

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and will throw the soft rock at anyone I hear saying "GEISCO".