The World of Computer Software/World_Of_Computer_Software-02-386-Vol-2of3.iso/b/bbr48.zip/BBR48

Text File | 1993-01-19 | 33KB | 636 lines

This is your personal copy of the Jan, 1993 Bell Business Report.
Copyrighted, Jan, 1993 by Laura Bell.  Further distribution without
permission of the editor (this does not include downloading for
personal viewing) is prohibited.  $5 will get  you back issues and
$50 is the annual subscription fee.  See the last page for
information on advertising.  Laura Bell, The Bell Business Report,
365 W. Doran, #212, Glendale, CA  91203, 818-547-1192.


THE PLAYING FIELD IN CORPORATE AMERICA CHANGED THIS YEAR

 I am getting fed up with the assumption we are still living in a
market which is subject to the same cyclical movements of our
historical aggregate economy.  We are not living in the same
market.

 You can't use historical data to analyze Poland's current market.
Things are not the same since they changed to a free market.
Americans seemed to be emotionally attached to the way things were
before deregulation and changes from the recent recession.

 THESE TIMES ARE CHANGING!  We can't use data gathered during a
different time.  The picture you get will be fuzzy.  The business
market changes with every new headline.

 McDonnell Douglas recently won a court battle which changes
employer/employee relationships, maybe permanently.  The court
backed the company's decision to take back health benefits promised
to their retired employees.  These benefits had been a part of the
package/contract the employees accepted as their exit package from
the company.  Now, this court decision has effectively told
Corporate America that it can null and void a  valid contract.

 We no longer know what we are dealing with.  We are in a
fluctuation!  We now have an entity which is not required to honor
its contractual agreements.

 Another piece of this puzzle is the recent development in the IBM
story.  Everybody who ever went to work for the Big Blue did so
with the idea that this was a job which would take care of them
forever as long as they didn't rob the store blind.  When times
started getting real tough a few months ago, employee numbers
shrunk, but this was to be achieved through normal attrition. When
the announcements finally came of layoffs, it put the stock market
in such a tail spin, things may never be the same.  Not only did a
record number IBM stock get traded, and the price plummet, the
world is now looking at "Blue Chip Stock" with a jaundiced eye.
THINGS WILL NEVER BE THE SAME.

 We have come to the point in our economy's history that nothing
which we held sacred can any longer be counted on.

 When it comes to this country's development in the Corporate
Marketplace, at this moment in time - THERE ARE NO ABSOLUTES.  We
have lived through the era of the corporate mergers and leverage
buy-outs and the push, push decade of bigger is better.  We have
been paying the price.  A majority of the leaders of this movement
have been penalized through the efforts of several regulatory
agencies.  Several of them are still sitting out jail time; others
suffered by paying stiff penalties.

NO MATTER HOW MUCH WE DON'T WANT TO FACE IT -

 we are getting smaller.  Industries across the board have been
getting smaller.  A few which come to mind include: the airlines,
savings and loans, the banking industry, retail conglomerates and
insurance corporations.  The ruling force of the day, speaking
through the voice of the court and the regulatory agencies is,
"...we don't want you getting to big for your breaches."  A further
example of this within recent months is pending action by the FTC
against MicroSoft for its alleged majority foothold  on the market
tied to the predominance of DOS and Windows.

 Another major story last year was the decision by Sears & Roebuck
to sell off everything not directly related to retail in hopes of
cutting back on expenses and bringing their balance sheet back into
semblance of reasonableness.

 On top of all of this, we have Clinton threatening to put his
fingers in the middle of small business to such an extent that many
small businesses are already upset in anticipation of the new
administration's pending changes.  The biggest potential impact is
his promise to demand/enforce required health insurance by all
(business).  Added to, that is the anticipated mandate that all
small business with 50 or more employees allocate 1.5 per cent of
payroll costs to training their employees.  These disincentives
will, in the long run get in the way of business growth and add to
the already increasing underground/black market economy.  This has
potential negative impacts on the GNP.  Anything done on the
blackmarket, by its very nature, doesn't get counted in the GNP and
gives us a false sense of what's happening.  Blackmarket activities
also mean a loss of tax revenue.

 All of the above is a tiny part of the complete picture of the
changes in the market since the 1983 recovery.  The economists are
still puzzled as to what to make of all of this. These analysts
look to historical empirical data to calculate when the official
end of a recession is on us - changes and upticks in the basic
economic indicators.  The economy is now showing increases in
certain prime areas.  The problem is you can't use the same
equipment you use to take the heart beat of a human as you can to
analyze another species without the basic knowledge of what their
heart rate should be.  And, as of this click in this evolutionary
process of our market, we have no accepted description as to what
it is we are analyzing.  There is only one sure thing in the future
- more change.  Understanding the changing market will take a
constant vigilance in watching key industries, indications of the
potential impact of the new administration as well as constant
struggles in the continuing battle in the international market.  I,
for one, see a new age coming where smaller is bigger.  Operating
from a smaller base can, with the proper leadership, provide an
environment with more power and potential strength.  We will have
to become a lean trim fighting machine in both our domestic and
international market if we are to be force worth reckoning with in
the future.
 It will be interesting.  Stay tuned!

The following is taken from the January 1993 edition of the
Brainstormer Newsletter (tm).  The Brainstormer BBS can be reached
at 508-966-4987.

BEFORE YOU PLAN THAT BROCHURE  By Steve A. Glaser
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
 With media costs rising and the economy still weak in many ways,
there's been a trend among businesses to put more of their
 promotional budget into sales literature - brochures.  The idea is
to get more bang for the promotional buck. And there's no reason it
shouldn't work.   Unless, of course, the brochures are poorly done;
and, they often are.

 Much wasted time and money result from a poor
understanding of the medium.  People expect one brochure to do too
much.  The fact is that a brochure can do any of three things very
well.  It can create awareness, provide buying information, or
promote customer satisfaction.  But, very rarely, can it do a good
job of more than one.

 Before you plan a brochure, be sure you know what you want it to
accomplish.  Then, engineer it to do that job. If you need two jobs
done, you'll need two brochures.

 Let's look briefly at each type of brochure and see what it
   requires.

Awareness Building Brochures

 These are generally only economical when you have a highly
targeted list of prospects and can get your brochure before the
right eyes.  Brochures may be cost-effective, but they're seldom
    cheap. It can be very profitable to put a brochure for baby
products into the hands of new parents, but very costly if too
many of those same pieces end up in the mailboxes of college
students and middle-aged couples.

 An awareness brochure needs to be dramatic. The creative approach
should be highly focused, demanding immediate interest. This is no
place for "teasing" headlines or subtlety. Benefits should be
instantly clear.  Copy should be straight-forward and hard hitting.
Bold headlines and subheads should tell the story at a glance.
Graphics should jump out, grab attention, and demonstrate sales
points.

Information Brochures

 These are aimed at prospects who already have some interest in
your product or service.  Their purpose is to give prospects
enough information to make a wise buying decision. Most often,
they're left behind by a representative, or sent on request. The
fact that they're highly targeted in that way makes them extremely
cost effective.  Creativity plays a much larger role in         an
information brochure than it does in an awareness brochure.

 Here, style is important.  The look, feel, and flow of the
  literature should match and enhance the product's image. While
creativity in the awareness brochure must focus on making key
points impossible to miss, creativity in the information brochure
        is used to make the message memorable.  But that doesn't
mean style should ever overshadow substance. Information brochures
must tell prospects all they should know without making them work
for the knowledge.  The more complex the product or service being
promoted, the more important it is that the brochure lead the
reader through the information in a clear manner.

Satisfaction Brochures

 By the time this brochure comes into play, the main selling job is
over and prospects have become customers. The idea is to keep them
happy. Examples include booklets that come with products--the type
often entitled, "Getting Started with Your XZ 2000
MicroWidget"--brochures on warranties and service, even annual
reports. Instead of selling, the satisfaction brochure reassures.
It shows customers that they  have made the wisest choice in buying
your product or service.

 Soft sell is the watchword in satisfaction brochures. You can be
as creative and subtle as the message allows. Detail is often
important, especially if the brochure is imparting ownership or
usage information.  But don't figure you can bore customers just
because you already have their money. Use creativity to develop the
feeling of well-being that turns customers into ambassadors for
you.

The Source of Confusion

 It's probably obvious that the most common error in planning a
brochure is confusing the awareness and informational brochures.
The mistake is easily understandable. Both types of literature are
sales oriented.  They both announce the advantages of a product or
service over its competitors. They both strive to build a
prospect's desire.  But, they are not the same.

 The awareness brochure provides an overview; the information
brochure provides detail.  The awareness brochure gains attention.
The information brochure leads the prospect step-by-step from
knowledge to action.  The awareness brochure creates interest, the
information brochure turns interest into a buying decision. An
awareness brochure doesn't work when it goes to an already
interested prospect because it isn't detailed enough. An
information brochure fails in creating awareness because the
  required detail is too overwhelming.

 Do you need both an awareness and an information brochure?
 You might. Most businesses requiring literature are really after
an information brochure.  Awareness creation is usually better
suited to other media.  If you have a wide audience, electronic
mass media may pack more punch for the dollar. Space ads in special
interest publications are well suited to building awareness in
narrower audiences. And don't overlook the humble, but often
effective, classified ad.  But don't be afraid of the awareness
brochure, either - especially if you have a large mailing list full
of well-targeted prospects. Just run the numbers to make sure a
brochure makes economic sense.

 A well-prepared brochure can do a lot for your business. It can
generate awareness and excitement, prove to your prospects that
you're the one best choice for their business, or keep your
current customers happy. The trick is to ask yourself which results
you want before you start planning.

 Steve Glaser is a former creative director and communications
manager who now runs Steve A. Glaser Communications Services.  He
specializes in writing advertising, sales letters, and marketing
materials for business. Contact him at SAGCS, 1903 Southwood Dr.,
Champaign, IL 61821.

INVESTMENT WATCH

 People with an eye to putting their money to work are always
looking for insights at the beginning of the year. Looking at the
past year, I have come up with a few ideas.  These seem to coincide
with a few other business moderators.

 The capital goods market (with a specific eye towards retail),
will be according to an analyst on a segment of "On the Money," a
weekend feature in the LA area, a good market to watch for the
upcoming year.  Also mentioned were the pharmaceutical companies.
There is a heated competition currently when it comes to new drug
development and FDA approvals.  A lot of stock gets traded before,
after and during such announcements.  Areas of biggest concern
include:  Aids, heart attacks and a new drug for treating manic
depressive disorders.  News stories dealing with these areas are an
indicator of forthcoming changes in the stock of companies involved
in break throughs.

 Another opportunity is the engineering and construction industry.
This comes from Clinton's eager interest in spending money  on the
country's infrastructure.  This hasn't happened yet, so the return
on investment, or potential growth in this industry, will be down
the road a couple of quarters at least.

 There has been a number of stories in the computer industry
lately, none of which seem to loom on the positive side for least
this coming year.  This, however, does not mean there is not money
to be made.  During troubled times, stocks in a given industry can
still earn you a profit.  But, unfortunately, this jumps over into
a niche designated as the options market.  I will not attempt to
get into a detailed explanation of this.  If you desire to study
the options market, talk it over you with a broker.

 Now, if you want to keep up with what's happening with particular
industry, the best thing to do is to either subscribe to Prodigy or
Genie where you can get the latest in business news and/or
headlines.  If a company in the particular industry you have zeroed
in on is making news, read and/or listen to the story and follow
that up by watching the activity the stock movement in that
particular company for awhile and perhaps go the next step by
requesting the latest annual report.  Asking for the company's
prospectus can also be helpful.  The beginning of this year is not
going to create an environment where big profits will be reaped in
a month or two.  Keep in mind, that since you are not an expert
stock watcher, you cannot possibly be all things to all stocks.
Zero in a couple of companies or industries and stick to these;
otherwise, you will find yourself wiling away time and getting no
where fast.

 There will be money to made next year in the stock market, but it
will take diligence.

WHAT DOES YOUR ATTITUDE TELL POTENTIAL CUSTOMERS?

 I recently had a conversation with a potential franchise owner
online over Prodigy.  She had written a note indicating that it was
taking two weeks for her to get the information she requested from
a dealer.  She was a potential new franchise owner and she had to
wait this long to get the material she wanted yesterday.  It was
her suggestion that I mention this shoddy business practice in the
BBR.

 Businesses which are overwhelmed with volume for whatever reason
sometimes can be very neglectful when it comes to the type of
relationships they carry out with their potential publics.  If you
are buried in work and potential clients or franchise buyers come
knocking on your door, responding in a business like manner is
required.  Potential and old clients have to feel they can rely on
you as a business person as well as they rely on your services and
products to be reliable.  Otherwise, bottom line, they will take
their business and potential business elsewhere.  Always be aware
of what kind of message you are sending to your public.  Nothing
kills any business faster than a reputation for being unreliable.
You would be surprised how fast a reputation can be damaged and
work which has taken years out of your life could potentially be
washed down the drain overnight because of your failure to respond
to a client's need.

 The next time a potential client or buyer comes knocking, see just
how fast it takes you to react to their questions.  And, what kind
of attitude do you communicate when you do respond.  This will give
you an accurate feeling for how fast your business may or may not
be growing in the near future.

 Not only is the customer always right; but even more so, the
potential customer.  He is the one who will be talking in the
community about how you do or do not conduct business.

A SHORT NOTE

 For any of you who are interested in networking about your
business or potential business, there is a quick very efficient
method through using BBSing.  There is a system, for which,
thousands of boards subscribe to around the country called echo
mail.  Now, wait a minute, before anyone out there shakes his head.
I realize that most echoes have strict rules about talking about
commercial ventures.  However, the sysop of the Brainstormer (tm)
BBS, noted earlier in this issue,  just mentioned to me that
through his board, he has an echo mail node in his control.
Naturally, it is called the Brainstorm (tm).  So sign on to his
board (in Massachusetts) - 508-966-4987 and check  out the echo
mail section.  His board does not charge a fee.  Your message,
through the use of echo mail, will go out around the country.

MORE ON DESKTOP PUBLISHING
by Fred Gould - East Coast Editor

 A number of readers have requested more specific information on
possible DTP (DeskTop Publishing) enterprises. Since the
possibilities are so numerous, they could not all be covered in
just one article.  This is one of the reasons DTP is such a
favorable enterprise to enter.  Ten people in one building could
all have DTP businesses, and it's probable that none of them would
be providing the same type of service as the others.

 Let's look at just one such service.  One that requires very
little, if any, start up capital, beyond having the basic computer
and software necessary to provide this service. Having a word
processing program, with variable fonts, and a graphic program or
scanner is very helpful. Clip art is another source of graphics,
and public domain software is usually very inexpensive.
I'm sure you've walked into a store and seen flyers near the exit
door, that advertise various products or services.

 Maybe you've received local "junk mail" stuffed with advertising
and discount coupons. These types of products lend themselves very
well to the DTP business.

 Look through some of these flyers and coupons for layout ideas.
While you can't copy them exactly, you can use the layout idea and
exchange their words for your words (this is called paraphrasing).
Many commercial ads are paraphrased.
 Most commercial advertising is laid out to attract customer
response. Most words are used for a specific reason.  By finding an
advertisement that attracts YOUR attention, you may easily replace
the basic information with you own material, and have a
commercially designed ad for YOUR customer.

 To give yourself a good start, search through newspapers,
magazines, and even your local telephone book, for any and all
advertisements that attract YOUR attention.  Cut them out and save
them for use later on, to give you more ideas and for formatting
your own work.

 For simplicity sake, lets use a 3-up, single sided layout (that's
3 sections on one side of a standard sheet of paper. If you could
sell a local business owner an ad space that would reach 5,000
prospective customers, do you think he would spend $200 for it.
That's just 2 1/2 cents per ad.

 Now remember, there are 3 coupons on a page, so you receive
$600 for producing 5000 copies of 3 ads. A printer will usually
charge around $10 to set up the printing plates, and about $24 per
1,000 copies.  That means that 5,000 flyers would cost you around
$130.  That leaves you $470 to cover your time for sales, layout,
and distributing.  I'm sure each of your customers would put 500
copies in their own store, and between the local food market, pizza
parlor, barber shops, and beauty salons, you could easily find
locations for the other 3,500 flyers.

 You might even give your kids a few dollars to stuff the
windshields of all the cars in the local shopping center or movie
theater, on a couple different days of the week.

 Okay, $200 is a little high for one or two of your customers.
Well, think about selling a 6-up page of coupons for $125 each.
These bring in around $750 with the same printing costs, leaving
you $620 to work with.  You might even think about mixing the sizes
with one 3-up and four 6-up ads, or two 3-ups and two 6-up ads.
It's up to you and your customer. You might even squeeze an 8-up,
one side flyer in, and sell the ads for $100 each.

 Sell ten customers, and you have outlets for all your flyers,
without asking other store owners to display the ad flyers. If each
customer displayed 500 flyers in his own store, that would total
the 5,000 flyers.

 You might also think about putting out a 2-side ad, charging $300
each for a 3-up ad, and $200 each for a 6-up ad. Your printer would
undoubtedly charge you a little more for printing on both sides,
but your "working profit" will also increase.

 Another option would be to sell 3-up, 1 sided ads, printed
on both sides, with half the coupon containing descriptive
information and the other half using a "clip out" coupon. By
staggering the redeemable portions on the front and back sides, you
can actually get 6 separate customers on one flyer. This brings
your sales volume to $1,200 per flyer with a printing cost of about
$200, leaving you with $1,000 to play with.

 How about using bulk mail to distribute your flyers? You can mail
about 3 flyers in one package for the same cost as one flyer. By
charging $300 for a 3-up, 1-sided ad, could generate $5,400 for 18
ads, fold them in thirds, address them to you local residents, and
have the post office deliver them for you in the mail.

 A bulk mail permit costs a one-time application fee of $75, plus
there is a $75 per year maintenance fee. The basic rate for mailing
a letter-sized object to a local carrier route is 13.1 cents each.
Once you have your bulk mail permit, this relates into a postage
bill of $655 for the 5,000 packets you want to mail. Adding in your
printing costs of about $600 for the 3 flyers, and you have an
out-of-pocket expense of about $1,255, leaving $4,145 to play with.
Could you live on $1,000 per week?

 By using your imagination and "wheeling & dealing" with your
customers, you can easily come up with some type of advertisement
they can use and have a need for, and increase your working profit
several times over. The more customers, the more profit. The
greater your distribution, the greater the profit. The better your
imagination and intuitiveness, the better your chance to succeed
and become prosperous. Hope to see you real soon at the bank......

MONOPOLY AND COMPETITION

 This information is offered under the axiom of, "...there is
nothing new under the sun."  With the latest scrutiny of FTC on
Microsoft because of its alleged unfair advantage in the market,
the subject of monopoly is sure to be cropping up in the
discussions in the press in the near future.  Additional fuel to
this fire is the recent announcement by Pacific Telesis that it is
about to become even smaller.

 Recent history of chopping up and spitting up of monopolies goes
back to the late '70s when AT&T's entity was redesigned to such an
extent its original founders would fail to recognize it.
Potential quandaries surround Microsoft may result in some
interesting courtroom action in the next few years.  Consumers and
the general public have one thing in common when it comes to the
subject of monopoly and competitive markets - they complain no
matter which way the ball bounces.

 Under a monopoly system in the purest sense, the corporate entity
which holds the market holds complete control when it comes to
price.  The buying public doesn't like this idea whatsoever.  In
this country, however, the longest lasting monopolies have been
utilities (I will include some transportation systems also), and
have their prices overseen, by what we call in California, the
Public Utility Commission.  In otherwords, every time an utility
under such a board's jurisdiction decides it wants to change its
price structure, it has to get permission to do so.  Along with
this idea, public hearings are held before any final decisions are
made.  However, for the most part, keep in my mind that a lot of
public utilities are subsidized.  This means to you, the buying
public, that you are not paying the full price for the use of that
service.  If the market had to bear the  burden of the full price,
that buying market would be much smaller.  Many folks argue the
ills of monopolies, fearing the potential abuse of the buying
publics because of all "the profit" "taken" by the monopoly holder.
But the truth is that there are usually too many variables in the
market arena to judge the true profit taken and/or the true profit
potential.  When a monopoly  is ripped away, as shown during the
past decade's experiment in de-regulation, then more market
entrants (new businesses) come into the field smelling the revenue
potential.

 During a competitive market frenzy that ensued immediately after
deregulation, the immediate impact was for consumers to be zonked
with higher prices.  Reason was simple, competitors were now
charging prices to cover the costs of such expenses as advertising
agency rates.  Something which was almost unheard of in a regulated
market.  Advertising was there, but limited.  After all, S&Ls
existed for decades on only word of mouth reputation in the
community.  Now they are in the position because of market arena of
having to fight tooth and nail for every customer.  New market
entrants in the telecommunication industry had to spend big $$
trying to establish a reputation.  So, in the beginning, higher
prices were charged because the cost of doing business is much
higher than in a monopoly environment.

 The only basic difference easily definable, is now, the customer
is a price seeker compared to being a price taker.  He has more
options and is going to seek  out the best deal.  The only option
he had previously was simply to chose not to use the service at
all.  My argument is that during competition, there is more name
and product awareness because of the structure of the different
playing field, thus stimulating the buying public and or publics to
the point where the market as a whole will grow and thus increase
profit.  True monopolies tend to cause a stagnate market.

 If the Federal Trade commission had a sense of realty and even the
tiniest  awareness economic principles they would realize that the
existence of Microsoft in the computer industry constantly stirs up
business by making news and increasing both the business and buying
publics awareness of the latest and breaking news and advances in
the industry.  In otherwords, Microsoft, even with its large hold
on the market, in the aggregate is good for business.  It stirs up
the potential for future growth.

 Here's hoping that maybe some common sense rather than politics
will make the day in this situation.

THIS MONTH'S BOOK REVIEW

 I am making it my purpose to chose books not in the genre of
management techniques as they are usually dull and boring. If you
want to get the gist of "In Search of Excellence," for instance, go
back and read a review of it.  I am dedicating this area to
subjects which will be: a) uplifting; b) easy to understand and c)
easily applicable to any endeavor you are involved in.  Hopefully
maybe some biographies will also show up here in this area from
time to time.  If you have any suggestions, I would appreciate
hearing from you.  Remember, if you want to get in touch with me,
leave me messages on the bbs you found this copy or leave me e-mail
on Genie, L.Bell12 or Prodigy, JXSV65A.

 This month's choice was one of Napoleon Hill's long list of
excellent renderings, "Succeed and Grow Rich Through Persuasion."
As I went through this book, I took notes on the principles I could
especially relate to.  Following are a group, I thought you readers
could easily identify with and put to work in your own business or
planned ventures.

 o  If you don't believe in yourself, no one else will. If you have
to work on your self-esteem, do it.  You can't function in the
business world successfully if you  have a self-esteem problem.
Nothing in the work world which is stressful should ever be taken
personal - that's for outside.  Keep it that way.  If you have a
hard time with this, do whatever is necessary to overcome this
fault.

 o  Never tear down anything unless  you are prepared unless you
prepared to build something better.  In otherwords, don't go to
your boss and criticize policy of the group or company if you
aren't prepared to offer a better designed one.

 o  Successful people attract other successful people to them.  If
you are working for a company and you want to be promoted and have
hiring power, you should be recruiting folks who can be your
replacement.  Otherwise, you are going nowhere.  If you are running
your own company, you better be networking with people with whom
you can subcontract work to or recruit as potential partners;
otherwise, you will be dead from over work before you see your
company in the limelight.  If you are not attracting other
successful people to you, look at your daily actions and figure out
why.

 o  The previous axiom goes along with, "...select your closest
associates very carefully."  You do not want to have any drain
people in your group you network with professionally.  Always
remember, we are known by the company we keep and we need to make
sure this happens especially in professional associations.

 o  When you rise, make sure  you pull others up with you. There is
a story I heard from a close associate about 10 years ago.  It told
the tale of a group of new officers in the Navy who decided at a
bar one evening they would make sure that whenever one of them got
a promotion or saw an opening in the years to come, they would pull
one of the group into that opportunity.  You don't want to find
yourself acting out the axiom of how lonely it can be at the top.
You want to surround yourself with people who are the same
wavelength you are.

 o  Believe in success, otherwise, you cannot achieve it.  Have a
vision, see your goal(s) and never let go of these in your mindset,
no matter what forces of adversity come along.

 o  Do not let the fear of competition come in between you and
positive action.  Actually, if you are following all the steps
common sense principles in this book, you will not have to fear
competition.

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Interested in the stock market?  The all new Investor's Online Data
BBS now  has full color stock charts with high, low close, volume
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**********************

Your ad could be here.  $5 a line, 5 line minimum.  The BBR is now
distributed to over 40 bbses.  It is also uploaded to three
different libraries on Genie.  For more information, call me voice
- 818-547-1192.  Or, leave me a message on the board where you read
this issue.  The other alternatives are to leave me a message on
Genie,  L.Bell12 or Prodigy  JXSV65A.

**********************