MCI's new marketing chief moves fast to realign management, sales strategy

Article Abstract:

MCI Communications sales and marketing VP Kevin Sharer reorganizes the marketing department's management and is targeting 'alternate-channel marketing' and the data transmission market as areas for growth. 'Alternate-channel marketing' involves making alliances with companies such as American Express, Sears, Visa and Amway, which offer tie-ins involving MCI long-distance service to their customers. Sharer's management reorganization affords MCI two ways of tackling marketing problems. Three top managers focus on products, with one concentrating on long-range strategy and technology. Three more managers head up the main market segments: consumer, general business and large business and government accounts. Sharer's big challenge will be maintaining MCI's rapid growth, which saw a 30 percent rise in revenue in 1988.

Long-distance telephone service, MCI Communications Corp., MCIC, Executive, Reorganization, Sharer, Kevin

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U S West's telephone unit thinks small: program for small business customers is paying off

Article Abstract:

US West Communications is finding that paying attention to small business customers can increase profits. US West covers fourteen states. The company's revenue growth has slipped from 7 percent in 1985 and 1986 to about 4 percent in 1989 as parts of the area it serves have experienced economic downturns. In 1988 US West began actively pursuing accounts with customers having fewer than 100 employees. The strategy of concentrating on small customers has paid off, accounting for half the business division's $1.86 billion revenue for nine months of 1989. The growth rate of revenue in the small business market was 8 to 10 percent, as compared to the 4.8 percent growth of the overall business division.

Services, Customer service, U S West Communications Inc.

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AT&T expands early-retirement plan; earnings climbed 19% in third period

Article Abstract:

AT&T announces a pension and early retirement program for management. The company hopes to save $450 million in 1990 because of the new program, which will double to 34,000 the number of managers eligible to retire. AT&T also announces that earnings in the 3rd qtr rose 19 percent, to $699 million (65 cents a share) from $587 million (55 cents a share) in the 3rd qtr in 1988. Revenue is up to $8.9 billion from $8.81 billion.

T, Profits, Retirement, American Telephone and Telegraph Co., Personnel Management, Third Quarter, Profit

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