Conference 7.286::digital

    What happened to the sales manager with sales experience from outside
    the corporation that was promised?

    re:  .1
    
    One of Russ' top three priorities is to hire the US Sales Manager....
    
    See Note .0
    

    
    thats a good traditional job description, "this is how we'll do it". I
    would have liked to see a job description that said what the goal of
    the job is, and left the implementation to the job holder.
    
    So, all by myself, I'll write Russ' job description,
    
    "Russ, you have the responsibilty to return a profit from the US
    geography within 12 months. How you do it is up to you."
    
    Simon

Re: .2

There's a difference between US Sales Manager and Corporate Sales Manager!

								- Ian W.

The analysts and the press don't think so and we don't seem to be denying it.
Today's Boston Globe business section has an article titled something like
Dec names insider to run U.S. sales. the article quotes a couple of rather 
unhappy analysts and a couple of positive ones. 

    let me guess, the analysts are some 28 year old MBA's who think that if
    you change the manager there is some magic that changes the behavior in
    the organization and profits go up.
    
    they better make money while they're still young cause one of these
    days they're going to wake up and wonder why they don't have a real
    job.

    I don't think Russ can do the job -  Palmer wil be replacing him in six
    months.  US Sales has not been profitable since Shields left. 

    These analysts are professionals and they are paid to give investors
    advice.  If you want to ignore them, go ahead.  Please don't ridicule
    them as a group.

    A criticism of Digital is that we don't have people in senior positions
    in sales and in marketing who were successful in a company where sales
    and marketing management were regarded as key to the company's success.

    I don't know Russell Gullotti but to me and I assume these analysts, he
    appears to be just another survivor of the management wars who didn't
    rock the boat and who brings all the old ideas with him into a job that
    calls for radically new ideas.

    you are right, I shouldn't have ridiculed them as a group.  There are
    technical analyst that don't care what a company does or doesn't do and
    they don't pretend to know anything more than what their charts tell
    them.  They are good analysts.

    the rest are garbage! who couldn't run a company if they were the only
    ones in the biggest market since barbie dolls.


    >I don't know Russell Gullotti but to me and I assume these analysts, he
    >appears to be just another survivor of the management wars who didn't
    >rock the boat and who brings all the old ideas with him into a job that
    >calls for radically new ideas.

    but that is by default the definition of upper level managers.  Even if
    someone outside was brought in it wouldn't change anything.  Sam Walton
    is dead and Lee I. is retired and Gen S. isn't taking any private
    industry jobs.

    Re: last few   
    
    What facts do you have that convince you Russ G. can't do the job?
    
    I don't have the figures handy, but the services revenue and profit
    have been trending UP in recent times...under Russ.
    
    

    Out here in the west we have had many visits by Russ to a large
    account.  When the SALES group manager heard Russ was promoted 
    he forwarded the memo with the header "If there has been better
    news I haven't heard it."  This is from a man with sales experience
    in both IBM and Digital.  Talent is talent even if it is from inside.

    I've abandoned the practice of bashing Wall St., the customary practice
    of many "old DECcies", whose source was none other than K.O.  
    
    However in this case I have to agree that the analysts have this notion
    that if you bring in an outsider into every single VP position in DEC
    than everything will get better.  I admit to being somewhat
    disappointed by seeing internal hires, but I think that Gullotti
    deserves a chance.  After all he had one of the few profitable
    portfolios in the company, and I don't think that he is averse to
    implementing new ideas.
    
    

Re .11: My AGM is also very upbeat about the Gullotti appointment.
    

I hope that Russ is successful. However, he has come from a position where there
is demand pull for his product (SI). One major problem with DEC managers is that 
they have never managed in adversity. Managing when you have experienced nothing 
but large revenue increases doesn't nesessarily prepare you for managing in down
times. 

I think we should ask some questions. 1. What are his plans to return the US to
profitability? How does he see Alpha fitting in? How does he envison his organ-
ization? What did he do in the past to try to change the perception of his peers
that DEC was headed for a series of significant losses? 

I don't expect we will hear these questions answered by Russ. But each of us 
should be critical (in a positive sense) of each appointment in the future. 
As stockholders we have a stake in the company and we have a unique knowledge
to bring to the table. Let's measure the time it takes Russ to communicate his
ideas to us. We all all looking for management that will act quickly to restore
DEC's profitable growth.

    I have had the opportunity to work closely with Russ for 4 or 5 years
    when he was the World-wide C.S.S. (Custom Hardware) manager and I was 
    the US C.S.S. Financial Manager.  I would like to share the following 
    observations. (Particularly since most of the comments I've read are 
    from people who have not worked with Russ).

    Russ took over an organization who's job it was to make nitch
    hardware products to "fill in" DEC's many offerings.  He first saw
    that it did NOT have the discipline to make those products profitably.
    (He added discipline - in the form of flexible policies and
    procedures).  Also, CSS did not make products for our customers, instead 
    we focused more on eng'g ideas.  Rather than continue to "ship to the
    shelf", Russ insisted that we develop more "pull through" products
    which resulted from the custom work we had been doing for our customers.
    He saw that we were pushing hardware instead of solutions, and
    his vision helped US CSS shift to repeatable solutions.  (As a result,
    US CSS grow its revenue 30% per year during my 7 years as controller)
    [Some critics say it was "smoke & mirrors", but I can point to
    real custom value-added growth.  Our two "1" rated internal audits
    confirms that we were pretty successful under Russ' reign]

    We were not "order takers"; it was hard work for our salesforce.  But,
    for example, once they had sold a "footprint" solution, they found it 
    easy to resell it again and again to other customers.  It was also
    easier for our salespeople to adapt because they were used to dealing
    with people who did not want a total Digital "out of the pricebook"
    solution.  They had practice starting with a problem and then working
    backwards to the solution.

    I saw Russ take loosely connected Geographies (i.e. Europe, GIA & US),
    and get them to work together to produce World-wide solutions, and to
    cut down on duplicate development efforts.  I saw him run Business
    Reviews where the Business Unit and Russ' staff shared openly, and
    they came up with positive "Profit orientated"  long range plans -- 
    which I was fortunate to see come to pass!   Commitment were always made,
    and each Business Review the following year always began with a review
    of performance against those commitments.

    I've seen Russ work magic with a customer's senior management (as mentioned
    in prior notes) and I've seen him give down to earth "tough profit
    messages" to the rank and file workers in our Salem Mfg. plant.  He is
    very easy to like, even when he tells you you're not succeeding. 
    
    My first encounter was when he met me after I turned in my very first CSS
    forecast.  All he said was, "Your forecast,  it was meant as a joke,
    right?"  He then proceeded to encourage me to find ways to change the
    future - not to just forecast it!  From there we all learned how to
    find multiple ways to get to our commitments so that when one wasn't
    working, there'd be others.  We became more creative in solving our
    customer's problems.  We felt empowered.  But most of all we learned to 
    meet our commitments to Russ!!  
    
    
    I really respect Russ as a manager, a person with vision, and one who 
    knows about and cares about the details which drive his organizations.  
    He is a motivational team player and he has always been firm yet fair 
    with me and the people with whom I've worked.  I don't know if he can 
    "turn us around."  But I really want to encourage each of you to think 
    positively and give him 100% of your support -- I know I will.
    
    					Jeff

    
    
       Analysists are no more then "movie critics" for our industry. They 
    all have opinions, most are biased, some for... some against.
    
       I met Russ in 1976, long before my career with DEC (1981) began.
    He is very down to earth and has a very good understanding about what
    the problems are and how to fix them. I certainly do not envy his 
    position, but I do believe he can help bring us back to "black ink".

       Maybe you folks who know him so well can tell us why he would allow
    the gutting of our Customer/Sales Support. Anyone who would allow the
    elimination of the CSC seems VERY short sighted to me!
                                     Denny

    re: .17
    
    I hope you mean RSS, not CSC.
    
    Bob

       Yeah, that's what I meant, but it still applies. Cutting support is
    short-sighted.
                                        Denny

    Russ has been talking with Chick Shue (remember him??) about the job of
    U.S. Sales Manager.  (Well, I guess he *does* have outside experience!)
    
    Chet
    

    I REALLY hate to sound like a typical DEC sycophant, but...
    
    I LIKE Gullotti and he is NOT a typical old Digit.  I think it was the
    right move.   As to a few back and Jack Smith, he IS an old-style
    Digit, weaned in the ways of servility and a major member of the "I
    know it was bad, but next year..." club.  And US area was NOT
    profitable under him.  SO THERE!
    
    (Some days it's fun to be 12.)
    
    Don

    re -1
    
    
    ah. andrea. minneapolis is not the coldest place on earth. that
    distinction belongs to plentywood, mt. :-)
    
    gene haag, network consultant
    minneapolis, minnesota

    I thought it was Frost Bite Falls. MN ??? -:)

        Re: Note 2240.24 by SPSEG::PLAISTED
    
>                            -< Frost Bite Falls? >-
>
>   I thought it was Frost Bite Falls. MN ??? -:)
>
    
    Frost Bite Falls *is* plenty cold.  Fortunately, it's up near the
    Canadian border.  Minneapolis is in the *bottom* half of the state.
    
    Sheldon Smith
    Minneapolis, MN

    
    	I thought that the coldest place on earth was in Siberia.  The
    coldest place in the US of A, I was told, was the top of Mt Washington
    in New Hampshire.  Certainly it has recorded the highest wind speed,
    again, I was told.
    
    				Malcolm.
    
    PS. I'll have to check in my Guiness Book of Records.

    Like "profits", "cold" is all in how it's measured.  Mt Washington
    is fortunate (?) enough to have a permanent weather station and thus
    the extremes can be measured.
    
    ed

    I was in Minneapolis last week at a customer show, and on my way back
    through Chicago/O'Hare, saw Russ running through he United Terminal
    with a smile on his face.
    
    
    

>    I was in Minneapolis last week at a customer show, and on my way back
>    through Chicago/O'Hare, saw Russ running through he United Terminal
>    with a smile on his face.
 
    Just goes to show the kind of service that United gives... :-)   
    
    

    
    I wish Russ all the best. He'll need it. When I got TSFO'd from DEC
    back in '92 I went to NCS. Their financial division failed to put
    out their new banking software and the entire division was wiped
    out (including me). They lost some of the most brilliant minds in
    the company.
    
    Now that they don't have any new financial software, and now that
    the SAT's are going computerized, NCS will be left with very
    little product and I predict they will be out of business by the
    end of this decade.
    
    -prc

    item 1:  .7 was prophetic but not accurate.  instead of 6 months it
             took 18 months.
    
    item 2:  If one looks at the timing of things, one could draw a painful 
             conclusion from this move.  It might have something to do with 
             MCS and DC.
    
    item 3:  Plentywood, MT is very cold but the ridge protects it from the
             prevailing westerly winds.  Kalispel is colder.

Worldwide News                                              LIVE WIRE
 
 Russ Gullotti resigns from Digital (24-Aug)                 Date: 24-Aug-1994
 
                                                              
                      Russ Gullotti resigns from Digital

         Russ Gullotti has accepted an opportunity to become president and
   chief executive officer of National Computer Systems of Eden Prairie,
   Minn., and has resigned as Digital's vice president of Manufacturing
   and Logistics.
         National Computer Systems is the largest producer of forms and
   scanners for standardized tests in the United States, and is a Digital
   customer.  They provide information services for the education,
   business, and clinical assessment markets.
         Gullotti has been with Digital since 1977 and has held executive
   assignments in Computer Special Systems, services, and sales.  Most
   recently, he was president of the Americas and was responsible for all
   of Digital's sales, service and support for the U.S., Canada, and the
   Latin America/Caribbean Territory.  Prior to that, he was vice
   president, U.S. Area.
         In making the announcement, Enrico Pesatori, vice president and
   general manager, Computer Systems Division, said, "While I regret Russ'
   departure, his new responsibilities offer him an opportunity to head a
   company recognized as a leader in its field. I thank Russ for his many
   contributions to Digital through the years, and I look forward to a
   continuing relationship with him as a Digital customer."

    
    Poor Russ. I'll have to send him a sympathy card.

Note 2240.31 by CX3PST::CSC32::R_MCBRIDE 
    
    
    >item 3:  Plentywood, MT is very cold but the ridge protects it from the
    >         prevailing westerly winds.  Kalispel is colder.
    
    NYET! sorry. but the NE part is real rough. the NW part is quite mild.

    re: .34
    
    The winter temperatures in the Havre-to-Lewistown belt are usually the
    coldest in the state most winters.  Kalispell itself is pretty mild,
    being down by the lakes and all, but the mountains outside of Kalispell
    are cold.  
    
    If I recall correctly, the coldest temperature ever recorded in Montana
    was at McDonald pass, at some -79F.  
    
    --bonnie

    	I'm sure Russ will be able to afford to keep the thermostat up
    as high as he desires to stay warm ;^)

>    	I'm sure Russ will be able to afford to keep the thermostat up
>    as high as he desires to stay warm ;^)

  And if he visits downtown Mpls or St. Paul, he won't have to step outside
into the cold while going from one building to another.
  To continue the rathole re the cold: Somewhere in MN or MT or ??? is the
coldest COMMUNITY in the contiguous U.S.  Mt. Washington is probably the
coldest PLACE in the contiguous U.S. There are people on top of Mt. Washington
year round, but there is no COMMUNITY there, and the communities in the valley
are much warmer (if you consider -30 F "warm").

    continuing the rathole...
    
    like i said, plentywood, mt is the overall coldest spot in the usa.
    west yellowstone, mt has deep freezes (-50 at times) but overall go to
    plentywood. and take thermals.

    My 1988 Information Please Almanac says that Rogers Pass, MT has
    the coldest recorded temperature in the US (excluding Alaska) at
    -70!  That's probably near Plentywood....
    
    Minneapolis doesn't even come close - it doesn't even seem to be
    the coldest in Minnesota.
    
    					Steve

        
    >My 1988 Information Please Almanac says that Rogers Pass, MT has
    >the coldest recorded temperature in the US (excluding Alaska) at
    >-70!  That's probably near Plentywood....
    
    sorta. same state. but hundreds of miles away.
    
    >Minneapolis doesn't even come close - it doesn't even seem to be
    >the coldest in Minnesota.
    
    correct. about three hundred miles north of here is a small town called
    embarass, mn (no, i am not kidding). this town is far up in the north
    woods with the moose and wolves and sits well down in a pocket among
    the hills in the area. -50 shows up there every winter - tho its not an 
    official national weather service station. the natives up there don't bat 
    an eye until it gets colder than -30. the moose hunting, however, is
    quite good.
    
    
    					

    The coldest recorded in embarrass is -57 [sign on the store in town], I
    see often, it's in my area.
    
    			Ken

Serves me right for watching Bullwinkle (whose home is Frost Bite falls).

    Not a record, but it was -44f at my cabin in Vermont this past winter.
    
    tony

    Re -1
    
    You might want somebody to have a look at your central heating :-)

    Personally, I would like to see Russ succeed! I want him to turn NCS
    around and make millions of dollars! All I've seen is negatives.
    
    

    
    re: -1
    
    That's because NCS is one big negative. Trust me, I used to work there.
    
    The only firm hold they have is the SAT scanning and SAT's are going
    to computer.
    
    They already blew their financial software division. No new products,
    period.
    
    Good luck, Russ!