In niches, necessity can be the mother of reinvention; Zoom Telephonics, near collapse, created new product and new success

Article Abstract:

Zoom Telephonics Inc has adjusted in a fast-changing telecommunications equipment industry and has managed to survive by developing new products as the needs of the market have changed. Zoom Telephonics began in 1977 with a single product, a rapid telephone dialing device, and reached annual sales of $6 million by 1984, but then, changes in the industry caused sales volume to drop nearly 75 percent. The telecommunication company adjusted to the market and has been successful in rebounding with a new product line of modems, machines that convert computer data to sound and transmit information over telephone lines. Profit for the 1st qtr of 1991 jumped 50 percent; earnings were $427,615 on sales of $4 million. The company predicts sales of $20 million in 1991.

Telephone and telegraph apparatus, Management, Telecommunications equipment industry, Strategic Planning, Company Profile, Zoom Telephonics Inc., ZOOM

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Digital Equipment sees increased sales to East Europe as export curbs ease

Article Abstract:

The easing of export restrictions on high technology products and computers to Eastern Europe could considerably boost sales of those products for many US manufacturers. Digital Equipment states that the lifting of strict export controls by the Coordinating Committee on Multilateral Export Controls, or Cocom, is likely to increase its international exports. Cocom was originally formed to control exports of sensitive technology to Eastern Europe, but recent political changes in the region have led to an about face from the member countries, which include the nations of the North Atlantic Treaty Organization (NATO), Australia, and Japan. IBM and some other companies are not as exuberant as DEC, being unsure the new rules go far enough.

Electronic computers, Computer industry, Laws, regulations and rules, International trade, Eastern Europe, Export controls, Sales, Digital Equipment Corp., DEC, Export, Government Regulation, Coordinating Committee for Multilateral Export Controls, Europe, Eastern

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