Sales force: to one Xerox man, selling photocopiers is a gambler's game; Frank Pacetta, emulating his hero Vince Lombardi, inspires love and fear; cold calls, surprise attacks

Article Abstract:

Frank Pacetta, Xerox Corp's district manager for Ohio, used money and prizes as motivational tools to revitalize the former moribund office into becoming number one in the region and fourth among Xerox's 65 districts. Drawing inspiration from his hero, football coach Vince Lombardi, Pacetta has adapted a management style that combines pep talks and sales incentives with penalties and threats of firing if any of his sales staff fails to meet sales targets. Since taking over the district office in 1987, Pacetta has increased the number of sales reps from 36 to 43, launched lavish promotional campaigns, set up a financing scheme for corporate customers and, in keeping with his more aggressive marketing style, restaffed his office with younger, more ambitious personnel. Operating profits for the district have increased 43 percent and Xerox management has allowed Pacetta more freedom in setting the terms of contracts.

Office machines, not elsewhere classified, Management, Officials and employees, Office equipment and supplies industry, Office equipment industry, Xerox Corp., XRX, Sales management, Management Style, Employee Relations, Marketing Strategy, Pacetta, Frank

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Intel factory to grow at cost of $1 billion

Article Abstract:

Intel Corp ends a year of speculation over its expansion plans by announcing that it will spend $1 billion to expand a semiconductor plant in Rio Rancho, NM. The factory will make the Pentium, Intel's newest microprocessor, and the company's next-generation processor, code-named the P-6. The Rio Rancho plant is already Intel's biggest, with 2,400 employees. The expansion will add 1,000 jobs and 1.3 million square feet to the plant. Production at the expanded plant is slated to start in 1995. Intel chose New Mexico over several other western states after receiving a $1 billion industrial revenue bond, investment credits, tax breaks and in-plant training funds from the state. Intel, which spent $1.2 billion on capital investment in 1992 and will spend $1.6 billion in 1993, plans still further expansion down the line.

Semiconductors and related devices, Semiconductor industry, Intel Corp., Location, New Mexico, Factory management, Facility Location, Expansion

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SynOptics had big jump in net in 4th period

Article Abstract:

SynOptics Communications Inc expects to exceed analysts' expectations with a 4th qtr 1992 projected net income of $16.9 million, or 76 cents a share, compared with $4.5 million, or 23 cents a share, in the year-ago period. The company's revenues grew from $63.9 million to $130.5 million. SynOptics markets network hubs, products that allow microcomputers in a network to talk to each other. The hub market is projected to increase from 20 percent, or $703 million, in 1993 with SynOptics as the market leader. The company accounts for about a third of the market and introduced about 25 products within 1992. Company stocks jumped from $2.50 to $93.50 on Jan 25, 1993.

Telephone and telegraph apparatus, Computer networks, Finance, LAN hubs, Stock, Financial Report, Fourth Quarter, LAN Hub/MAU, MAU hubs, SynOptics Communications Inc.

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