The World of Computer Software/World_Of_Computer_Software-02-387-Vol-3of3.iso/s/sms9233a.zip/SMSDATA.EXE/WHATSNEW.TXT

Text File | 1993-01-05 | 212KB | 3,718 lines

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                               NEWSLETTER UPDATE

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       Do you have a press release, an idea, a disk, a shareware
       catalog or a need for a program which relates to the shareware
       software industry? Shareware authors and vendors would like your
       information! Send press releases, product announcements and
       shareware for possible inclusion within this package. Submit
       text in ASCII on disk so it can be imported directly into this
       package. Please note that older material from previous SMS
       newsletters, containing valuable marketing information, has been
       moved to the SMS archives. Consult the GOODIES section of SMS
       for information on ordering this archived material (SMS catalog
       number SMS-202.)

        --------------------------------------------------------------
                         Newsletter: Winter 1992 Edition
        --------------------------------------------------------------

              "Progress always involves risk; you can't
              steal second base and keep your foot on first."

                                            - Frederick Wilcox

       The Global Shareware Market is poised for a surge of activity.
       But not without changes. The alignment of market forces which
       will spell long range success for shareware is remarkable: PC
       clones are commodity items which now sell in large retail
       stores, shareware disk vendors have developed new styles of
       marketing such as rackware and vertical market specialties and
       programmers have better software tools then ever. From my
       vantage point, we have finally hit critical marketing channel
       density which will make all the difference in the years ahead:
       sufficient numbers of outlets and computer users for our
       product. That's the good news. Now the bad...

       Out in mainstream America, shareware is NOT a familiar concept
       no matter how much our industry prides itself on the wealth of
       opportunities to popularize and sell shareware. We are still
       small players in the grand scheme of things.

       From my discussions with vendors and authors I would suspect
       that shareware is more commonly used on a PER CAPITA basis in
       Germany and England than in the U.S. where shareware as a
       marketing method was invented. So what is next for our industry?

       As I stare down the barrel of 1993 I think we might start
       approaching the per capita consumption and market recognition
       which shareware deserves in about three or four years. Why so
       long? The reasons are legion...

       1) We still lack a unifying standard on file conventions and
       structure for shareware packages which authors and vendors need
       to agree on. One author might use a README file for
       documentation while the next puts all documentation inside a
       self extracting screen. We need standards badly. Customers tell
       me shareware is a crazy quilt of files and documentation.
       Primitive attempts like the FILE_ID.DIZ standard are a tiny step
       in the right direction. An earlier standard which Paul Scanlon
       and I proposed, the SIF file, died a stillborn death. It
       fascinates me that every year the Summer Shareware Seminar comes
       and goes and this CRUCIAL item remains overlooked. If a standard
       was proposed and disk vendors and large BBS systems refused to
       accept a file from an author without the necessary "structure"
       we could see standards and profits finally blossom.

       2) The best packages have yet to be written which will DEFINE
       our industry. Example: It took Lotus 123 to "make" the PC a hit.
       In a sense the PC was born as a mass market device at that
       moment. The 123 defined the PC and made it a success. We have
       quite a few shareware packages out there, but we have not hit OUR
       defining package which will make shareware a runaway hit.

       3) Politics. Now we have the ASP, STAR, ASAD and OSWAD as trade
       organizations to support authors and vendors. All of these
       groups were formed with the idea of "organizing and promoting"
       the shareware industry. However politics seems to be the order
       of the day. The ASP promotes structure and a sharing of crucial
       marketing information which authors and vendors have needed. But
       growing pains are still evident. STAR is the new association on
       the block and offers a less structured point of view. The same
       with OSWAD and ASAD. Programmers and vendors tend to be strong
       willed and outspoken at times. This leads to politics as well as
       diversity - which can be both good and bad. The point is this.
       We are NOT working together. The Summer Shareware Seminar
       conference held in Indianapolis each year is probably where the
       sticky issues will be solved. Eventually.

       4) Whither bundling? What I mean here is why can't the shareware
       industry get more VAR's and computer sellers to bundle
       shareware with new computers like Microsoft does with DOS
       and Windows? I have had great success with my PC-Learn in this
       mass market (bundled on hard drives), but why not an industry
       package put together by shareware professionals for VAR's?
       Cheap, effective solutions for the masses. If it could be
       integrated into a single "bundle" and updated every year we
       might have something with greater circulation than the current
       hard drive bundle in the VAR channel which is mainly DOS 5.0 and
       Windows 3.1.

       5) Speaking of bundling, why aren't we yet in retail stores like
       Egghead? Dvorak has a shareware collection on the shelf of
       Egghead. Shareware in a true retail setting is coming but oh, so
       slowly.

       6) CD-ROM is a natural for the shareware industry since we have
       so much to offer the public. But what is missing is REALLY cheap
       CD-ROM drives. If we could team up with a marketer like DAK
       Industries or other LARGE vendors to offer CD-ROM players for
       under $100 when bundled with five or six great shareware CD-ROMS
       then we might just have something which would become as standard
       with every computer purchase as DOS and a disk drive. Think of
       it - every computer sold automatically comes with the option off
       a $100 purchase for a CD-ROM player and a stack of shareware.

       7) Positioning. Authors and vendors still have not learned to
       cultivate an identity or POSITION in the marketplace. Specialize
       in something: Windows programs, vertical market software for
       architects, games, pets, education. Pick a niche for your disk
       vending operation or programming business. Too many vendors and
       authors thrash about carrying everything in the hope that
       shareware success is just around the corner. Wrong.

       Changing gears...

       Will the change on the national political front do anything for
       shareware? Probably. Consider this. In 1992 an estimated 30.4
       million Americans worked from their homes according of Link
       Resources of New York. That's a lot of people who probably are
       using or could use a computer for business - potential shareware
       customers to you and me. President-elect Clinton and Vice
       President-elect Gore communicate by email frequently and Vice
       President-elect Gore owns three computers. I wonder how much
       shareware is running on those computers? Better question: how
       much REGISTERED shareware is running on those computers?

       Back to the present...

       I will be a guest visitor on the nationally syndicated radio
       program The Home Office Show on Sunday January 3, 1993. The show
       is broadcast by hosts Paul and Sarah Edwards every Sunday from
       10:00PM to 11:00PM Eastern Standard time by the Business Radio
       Network in many American communities. I will be a guest visitor
       between approximately 10:30PM and 10:50PM EST. Topics to be
       discussed are the state of shareware in the US and operating a
       shareware business as a profitable venture. A list of affiliated
       radio stations follows.

       Albuquerque                  KMBA AM 1050
       Amarillo, TX                 KGNC AM  710
       Atlanta, GA                  WPBE AM 1050
       Birmingham, AL               WCEO AM 1260
       Charlotte, NC                WSTP AM 149O
       Corpus Christi, TX           KEYS AM 1440
       Dallas-Ft. Worth             KUII AM 1190
       Erie, PA                     WPSE AM 1450
       Ft. Myers/Naples, FL         WDCQ AM 1200
       Grand Rapids (Live and TD)   WGRD AM 1410
       Kansas City                  KBEA AM 1480
       Portland, OR                 KBNP AM 141O
       Raleigh-Durham               WCHL AM 1360
       Sacramento/Stockton          KST  AM  950
       St. Cloud, MN                KNSI AM 1450
       St. Louis, MO                WILY AM 1210
       Salt Lake                    KMGR AM 1230
       Santa Barbara/Santa Maria    KSMA AM 1240
       Seattle (TD)                 KEZX AM 1150
       Tampa/St. Petersburg         WTMY AM 1280
       Traverse City, MI            WMKT AM 1270
       Tulsa                        KTRT AM 1270
       Utica, NY                    WRUN AM 1150
       Washington, D.C.             WPGC AM 1580
       West Palm Beach              WSBR AM  740
       Wilmington, DE               WDEL AM 1410

       While on the subject of small business and working at home, note
       that Paul and Sarah Edwards are also the SYSOPS of the Working
       from Home forum on CompuServe and have developed a number of
       unique proposals for new legislation to assist this class of
       worker. A detailed list is available in the file POLICY.TXT
       available in Library 17 of CompuServe forum GO WORK. Some of the
       interesting ideas include Small Business Administration
       "microloans" for home-based workers, tax deductable long term
       disability insurance, allowance for one half of social security
       payments to accrue in a private retirement account, education to
       move the US education system away from a paycheck mentality to
       self-employment mentality. Worth a read - download the file and
       give it a glance!

       Note! On disk B of this issue of SMS you will find SDNKIT.EXE
       which is a self-extracting file containing necessary information
       on using the SDN network of BBS systems to rapidly upload your
       shareware to MANY fine Bulletin Boards! Give this file a close
       read.

       Next, news regarding the annual Summer Shareware Seminar
       which ALL authors and vendors should attend!

       Date:  05-Jan-93 19:54 PST
       From:  Bob Ostrander(PBS/SCoop) [72241,455]

       The 1993 Summer Shareware Seminar in Indianapolis is a confirmed
       go for June 18th through the 20th. Friday and Saturday will be
       full days and it will conclude with more sessions on Sunday
       morning.

       Last year 390 people attended; this year there might be 500.
       There will be two full tracks of forums on Friday and Saturday.
       This, an exhibit area, and receptions on Thurs and Fri evenings
       will keep everybody busy.

       There are planned sessions for new and experienced authors, disk
       distributors, BBSs, and user groups. The emphasis will be on
       learning how to make the business of shareware more profitable
       for everybody. The panel discussion format with audience
       participation will be retained.

       Scheduled for Saturday evening is a gala dinner where the second
       annual Shareware Industry Awards will be presented (organized by
       a committee of authors). This will honor the best and most
       innovative shareware products over the last 10 years.

       The site of the `93 SSS will again be the Adam's Mark hotel
       complex in Indianapolis, Indiana. More complete details of who,
       what, etc. will be mailed out in early April. All previous
       attendees; ASP and PBS authors; ASP and $M$ vendors and BBSs;
       and APCUG User Groups will be automatically sent a flier. If you
       want to make sure you are included, please call PBS at 317-856-
       4144.

       Bob Ostrander will be glad to give more information. Feel free
       to call him at 317-856-6052 (voice) 10a-8p eastern time. Email
       contact through CompuServe/ZiffNet 72241,455 or the PBS-BBS at
       317-856-2087.

       Suggestions and session volunteers are, of course, welcome.

       A tentative schedule follows.

       Thursday, June 17

        1:00p-5:00p    Golf outing by prior appointment

        1:00p-4:00p    Open house at PBS (2 miles from hotel).
                       A shuttle bus will run from hotel lobby to PBS.

        2:00p          SIA Selection panel meets

        7:00p-??       SSSASPirilla get-together - Fortune Square Ballroom
                       (ASP Sponsorship)

       Friday, June 18

        9:30a-5:00p    Seminar sessions.
                       Newcomer's track (aimed at new authors).
                       Selling by retail track (aimed at distributors and
                                                experienced authors).

       12:00n-10:00p   Display tables open (sort of a mini "vendor" area -
                                            think of it as "Sharedex").

        7:00p-??       Hosted reception - (PBS Sponsorship)

       Saturday, June 19

        9:30a-5:00p    Seminar sessions.
                       Selling by shareware track (aimed at all authors).
                       Special sessions track (various).

       12:00n-7:00p    Display tables open

        7:00p-??       SIA Awards Banquet

       Sunday, June 20

        9:30a-12:30p   Special sessions (including Lance Rose's
                       always-popular legalese discussion)

        1:00p-3:00p    ASP Luncheon and meeting.

       An addition this year will be an organized Exhibit area during
       Friday and Saturday. One or two day rentals will be reasonably
       priced and aimed at the "little guys" who want to sell stuff as
       well as just for authors, disk vendors, etc to show off their
       wares.

          (End of Press Release regarding Summer Shareware Seminar)

       Catherine Gile and Garnet Brown of the German PEARL AGENCY have
       recently moved to Seattle, Washington. Representing one of the
       larger shareware vendors in Germany and also DOS Trend
       Magazine, they will be serving as author liasons for the
       European/German market. Garnet and Catherine will be living in
       Seattle and operating PEARL'S American office for at least a
       year. Their primary goal is to seek out shareware products,
       software, hardware and unique technology items for export or
       representation into the booming German/European market. They
       also solicit press and news release items for DOS Trends
       Magazine (150,000 circulation!) PEARL also offers translation
       services and registration collections. This is a commitment by
       Pearl to DIRECTLY access the American technology development
       community. I urge you to send products, news, shareware to them. I
       might add on a personal level, I receive a GROWING volume of
       registrations from Germany. I have met personally with Garnet
       and Catherine - nice folks! Contact: Catherine Gile & Garnet
       Brown, 3946 - SW Ida, Seattle, WA 98136 tel: [phone]. CIS:
       71043,674.

       One my British SMS customers informs me that in addition to
       author and vendor associations in the U.S. a new association is
       forming in Britain. Details are contained in a Compuserve
       message to me which follows:

       Date:  22-Nov-92 13:52 PST
       From:  Mike Thurman [100021,3440]
       Subj:  sms... UK-ASV

       Jim,

       The replies from our mailing are just starting to come back.
       This is great! Vendors' letters keep turning up every morning...

       Anyway, the purpose of this message is to tell you something you
       might know already, but I thought I'd tell you in case you
       didn't. There's a new British shareware association which has
       recently started up (5th August, actually, but I've only just
       heard about it.) They're called UK Association of Shareware
       Vendors, or UK-ASV for short.

       Their aims (so they say in their letter to me) are these: 1) to
       increase the proportion of Shareware adverts in magazines, as
       against commercial ones, 2) to set up a magazine called "UK-ASV
       NEWS" at #19.95/year, to include a discount card. 3) A master
       disk catalogue of all programs sold by their members. 4) "Get a
       better deal from publishers of registered programs." 5) Act as
       UK agents for USA authors. 6) Discourage piracy. 7) Encourage
       shareware.

       I know that SMS Shareware, D&E S/ware Services, & Databak are
       members, there are probably others. If authors send them their
       programs they'll send it to all their members, the downside is
       that they want 10% of all registrations from copies sold by
       members (they rely on authors' honesty.)

       Their address is: UK-ASV, c/o 19 Carshalton Rd., Camberley,
       Surrey GU15 4AQ, tel: [phone]. You might want to include
       information about them in the next edition of SMS.

                               (End of message)

       Next, an article about mail order laws and practices which all
       shareware authors should review. Written by attorney and SMS
       reader Charles Kramer who lives in New York.

                       (Start of article by Mr. Kramer)

                       THE "MAIL ORDER MERCHANDISE" RULE
             WHAT YOU SHOULD KNOW IF YOU IF YOU SELL BY MAIL ORDER

       Copr. 1993 Charles B. Kramer, Esq.

       For all of the variety of ways shareware is distributed,
       shareware catalog vendors and authors often use the mail to
       receive orders and payment for shareware.  Sometimes -- because
       the ordered shareware has been withdrawn from distribution, or
       an order backlog occurred, or the mail order gremlins are at
       work again -- the order can't be shipped on time.  What are you
       supposed to do when there is a delay?

       THE RULE

       The main rule that defines your obligations in the event of a
       mail order delay is the Federal Trade Commission's "Mail Order
       Merchandise" rule, sometimes just called "The Rule".  The Rule
       applies to most people that solicit orders through the mails,
       and regulates what happens when they cannot ship the orders on
       time.

       __Who the Rule Applies To__

       The Rule covers situations in which a customer uses the mail to
       finalize a sale.  This includes when a customer mails a check or
       credit card number with an order form from a shareware vendor's
       catalog, or shareware disk's "ORDER.FRM".  The Rule also applies
       to orders made by telephone when the customer mails in payment.
       The Rule doesn't apply, however, to orders by telephone when the
       customer gives a credit card number during the call, since the
       customer hasn't used the mail to finalize the sale.  This
       exception isn't very logical, and the Federal Trade Commission
       has considered changing it.

       The application of the Rule has a peculiar twist for some
       shareware registration payments.  In many cases, a shareware
       customer is only paying for to register the right to use a
       program he already has.  While many shareware authors promise to
       send something tangible in return for the registration payment -
       - printed documentation, or a version of the program without nag
       screens, or additional episodes of a game, for instance --
       authors don't *have* to.  When author don't promise to send
       anything tangible, nothing has been ordered by mail, and the
       Rule doesn't apply.

       __Time You Must Ship__

       The Rule requires you to ship when your catalog, order form or
       other "solicitation" says you will.  If don't state a time, you
       must ship within 30 days.  If you do state a time (with a
       statement like "please allow 6 weeks for shipment"), the time
       must be "clearly and conspicuously stated".

       When a customer pays by check, the count-down to your shipping
       deadline begins when you receive his properly completed order.
       You can wait until his check clears as long as you don't delay
       shipment past the deadline.  When a customer pays by a credit
       card account, the count-down starts when you charge his account
       (although the Federal Trade Commission has considered changing
       this to the time you receive the pertinent credit information).

       __Late Shipment__

       If your shipment is going to be delayed, you must notify the
       customer.  The notice must be sent when you first become aware
       of the delay, and before the shipping deadline.  What the notice
       says depends on the length of the delay.

       If the delay will be 30 days or less, your notice must inform
       the customer of the revised shipping date, and that he has the
       right to cancel his order and receive a prompt refund. The
       notice must also inform the customer that if he doesn't cancel
       the order, you will assume he has accepted the revised shipping
       date.  As the Rule puts it,

       "unless the seller receives, prior to shipment and prior to the
       expiration of the definite revised shipping date, a response
       from the buyer rejecting the delay and canceling the order, the
       buyer will be deemed to have consented to a delayed shipment on
       or before the definite revised shipping date."

       If the delay will be *more* than 30 days, or if it will last an
       indefinite time, the notice must inform your customer of a
       revised shipping date, or if necessary, stating that the delay
       will last indefinitely.  The notice must also inform the
       customer that you will automatically cancel his order and
       provide a refund unless within the 30 days following the
       original shipping date:

       [*]  you ship his order before he cancels it; or

       [*]  you receive his consent to the revised shipping date.

       What happens when you've set a revised shipping date, and
       discover you won't be able to meet that one either?  You must
       notify the customer again, giving him the option to cancel his
       order for a prompt refund, or to consent to yet another date.
       The notice must also inform the customer that you will
       automatically cancel his order and provide a refund unless
       before the revised shipping date you receive his consent in
       writing to the new shipping date.

       Whenever a delay may last indefinitely, you can ask a customer
       to accept it.  Whenever a customer accepts an indefinite delay,
       however, you must also inform him that will he have a continuing
       right to cancel his order and obtain a prompt refund by
       notifying you before you make the shipment.

       You should furnish your mail order buyers with adequate means to
       notify you of their intentions to cancel their orders, and to
       consent to revised shipping dates.  The best way to do this is
       to send notices by first class mail, and to provide your
       customers with a postage prepaid envelope or postage card.

       OTHER RULES

       The Rule doesn't apply to C.O.D. orders, or to a few other types
       of mail order sales. Other rules control mail orders paid by
       credit card, and how and when refunds should be paid.  In
       addition, several states (such as New York and Wisconsin) have
       mail order merchandise rules that supplement the Federal Trade
       Commission one.

       While record keeping isn't required by the Rule, it's a good
       idea.  The Federal Trade Commission recommends that you keep
       records for three to five years that demonstrate that you sent
       out the notices required by the Rule, and answered customer
       complaints regarding delays in shipment and the like.

       MORE INFORMATION

       You can obtain a copy of the Mail Order Merchandise rule and
       other useful information from the Direct Marketing Association,
       Inc., the largest trade association for the direct marketing
       field.  You can contact the DMA at 11 West 42nd Street, New
       York, NY 10036-8096 (telephone [phone]).

       CHARLES B. KRAMER is a member of the New York and Illinois Bars
       and has lived and practiced law in New York City since 1982. His
       practice includes corporate, copyright, and trademark law,
       including for clients in the software development and online
       information businesses.  He can be reached at CompuServe
       72600,2026, and Internet [e-mail].

                        (End of article by Mr. Kramer)

       Rackware is a growing channel for shareware but new developments
       are afoot. Some authors now require royalty payments for
       rackware and some vendors now pay royalties. Consider the
       following press release from Dave Snyder....

                   (Start of press release from Dave Snyder)

       Date:  27-Dec-92 20:47 PST
       From:  David Snyder [70363,15]
       Subj:  Rack Vending

       For immediate release
       For more information contact Dave Snyder [phone]
                                                CIS 70363,15

       Twenty-four shareware authors, representing over 115 different
       shareware products, announced that they now require "rack
       vendors" and CD-ROM compilers to pay royalties for shareware
       sold in a retail setting or on a CD-ROM. Although many of these
       authors have already informed vendors of their actions, the
       authors also will be sending a joint letter to known shareware
       vendors reminding them of authors' distribution terms.

       "Sending a joint letter is simply a matter of exercising
       economies of scale," according to Dave Snyder of MVP Software.
       "Authors all have their own individual distribution policies,
       and some may have requirements in addition to paying royalties.
       The letter is really a reminder that all vendors must pay
       attention to authors' distribution licenses included with their
       shareware."

       Snyder emphasized that although the authors are requiring
       royalties on shareware sold on CD-ROMs and in retail locations,
       most authors do not require royalties from catalog sales or
       downloads from BBSs or online services.

       "Many authors feel that they receive few registrations from
       shareware sold on CD-ROM collections or sold in retail
       locations," Snyder said.  "Therefore it is necessary to receive
       a modest royalty to compensate the author's time and investment
       in creating the product."

       Shareware is the term commonly used to refer a method of buying
       software in which the user is allowed a trial period to evaluate
       the software before making a purchase decision.  If the user
       wishes to continue using the software, he registers it by
       sending the purchase price to the author or publisher.  In
       exchange the user normally receives the latest version of the
       product, a printed manual, technical support, upgrade notices,
       and in many cases, an upgraded product or extra utilities.

       Following is the text of the letter being sent to vendors and
       the list of the participating authors and their products.

       Dear Shareware Vendor,

       The shareware authors listed below want to express their
       appreciation for the services provided by shareware vendors.
       You promote and distribute our products, you help us reach
       markets we would not otherwise reach, you educate shareware
       users, and in general you do a terrific job.  We also appreciate
       the traditional goodwill between shareware vendors and authors,
       and in this spirit we are sending this letter to you.

       Recently an issue has become important to many shareware
       authors, and we wish to tell you about this issue and remind you
       of the distribution policies adopted by some authors for their
       products.  The authors whose names appear on this letter are by
       no means the only authors with an interest in the issue.

       In recent years shareware rack vending (SRV) and CD-ROMs have
       become popular methods for vendors to sell shareware disks.  We
       authors certainly applaud efforts to expand shareware awareness
       and usage.  However, SRV and CD-ROMs have caused a number of
       problems for some authors.  For one thing, they may conflict
       with retail sales on which authors receive royalties.  In
       addition, some authors report getting irate calls from users who
       did not understand that the shareware disk they bought from a
       store requires separate payment to the author.

       But the biggest problem is that many authors report very few
       registrations from SRV and CD-ROMs.  Dave Snyder of MVP Software
       reports that he receives fewer than 1 registration for every
       2,000 SRV disks sold.  Mike Prestwich of Imagisoft reports that
       Fat Cat Software shipped 12,000 SRV copies of Chinese Checkers,
       and to date Mike has received only one registration that can be
       traced to this distribution.  Other authors can trace no or very
       few registrations to CD-ROM distribution.

       These dismal statistics are bad for all of us.  When authors
       don't make money from shareware they abandon it, leaving
       unsupported software behind.  Or they simply stop developing new
       shareware.

       As a result of this some authors have adopted policies regarding
       SRV and CD-ROMs.  The authors participating in this mailing are
       among them.  Each author has his/her own policies, arrived at
       individually after considering his/her business plans and needs.

       IF YOU PLAN TO SELL SHAREWARE PRODUCTS IN A RETAIL ENVIRONMENT
       OR ON A CD-ROM, OR IF YOU ARE CURRENTLY SELLING SHAREWARE
       PRODUCTS IN A RETAIL ENVIRONMENT OR ON A CD-ROM, FROM ANY OF
       THESE AUTHORS, THIS LETTER IS A REMINDER THAT YOU MUST RECEIVE
       WRITTEN PERMISSION FROM THE AUTHOR(S) WHOSE PRODUCTS YOU WISH TO
       CARRY.  THIS INCLUDES SHAREWARE SOLD INDIVIDUALLY OR IN PACKAGES
       CONTAINING

       MULTIPLE SHAREWARE PROGRAMS.

       These authors require that shareware rack vendors and CD-ROM
       compilers pay royalties for every disk sold.  These royalties
       are individually negotiated, but without a written royalty
       distribution agreement signed by the author, rack vendors may be
       violating US copyright laws which permit not more than $100,000
       in statutory damages per work, or actual damages plus additional
       profits of the infringer, and in either case may also include
       attorney's fees. Individual authors may have additional
       distribution requirements.  It is very important that you follow
       these requirements, so contacting authors individually whose
       works you wish to sell is critical.

       IF YOU WISH TO SELL ANY OF THESE AUTHORS' PRODUCTS IN A RETAIL
       ENVIRONMENT OR ON A CD-ROM, YOU MUST SECURE WRITTEN PERMISSION
       TO DO SO BEFORE YOU PROCEED. IF YOU ARE CURRENTLY DISTRIBUTING
       ANY OF THESE PRODUCTS IN A RETAIL ENVIRONMENT OR ON A CD-ROM,
       AND YOU DO NOT HAVE WRITTEN PERMISSION FROM THE AUTHOR, PLEASE
       STOP IMMEDIATELY AND CONTACT THE AUTHOR IN QUESTION.

       Most authors intend that these requirements apply only to their
       shareware sold in a retail environment or on a CD-ROM.  In most
       cases, catalog vendors, sysops and online services are
       unaffected by these policies.  However, each author sets his/her
       own distribution policy, so all vendors are encouraged routinely
       to pay careful attention to the license agreements of the
       shareware products they distribute.  The authors whose names
       appear below are not the only authors with distribution
       restrictions, and in the interest of a strong, healthy shareware
       industry, the requirements of all shareware authors must be
       respected.

       You may be interested to know that some leading rack vendors are
       already planning to pay royalties to authors.  These include Jim
       Green of Shareware Testing Labs, Mike Comish of Software
       Revolution, Bill Shor of Pik A Program, UAV Corporation, Mike
       Caines of Forest Park Software, Bill Barclay of Tallon Software,
       and Greg Wilson of Galactic Software.  We authors appreciate
       these vendors' efforts to make shareware work for everyone.

       Once again, we authors appreciate your contribution to the
       shareware industry. We hope that your shareware business is a
       success.  We recognize the necessity for a strong vendor
       presence in the shareware world, and we know you recognize the
       necessity for authors to receive reasonable compensation for
       their work.

       Participating authors:

       Gary Alston, Alston Software Labs: Collect!, Hangman Jr,
       FuzzGen, WCS.

       Michael Buchanan, Blue Cannon Software: Calendarwise.

       Casey T. Butler, Viable Software Alternatives: World Empire,
       World Empire II for Windows, Heavy Water Jogger.

       Karen Crowther: Talking ABC's.

       Bill Dedes, Alive Software: Magic Crayon, Animal Quest, VGA
       Jigsaw, VGA Concentration, VGA Sharks, PC Jigsaw, Crazy Shuffle,
       Alive Sharks.

       Gary Elfring: DOWNLOAD, DISPFONT, MAPSYM, ESF's LaserJet Fonts &
       Utilities,

       ESF'S DeskJet Fonts & Utilities, ESF's European LaserJet Fonts,
       ESF's DeskJet European Fonts, Super Fonts I, Top Fonts Sampler,
       PC Write Fonts & Utilities, ESF's Scalable LaserJet III Fonts,
       TSR Download.

       Steve Estvanik, Cascoly Software: ATC, Green, EcoMaster, Towers,
       Chronos, Bible Timeline, Super VGA Puzzle, Basic Training,
       AntiC, Quilt, Palette Pleezer.

       Barry Fetter, Micro Computer Resources - Division of MCR Agency,
       Inc.: Wisdom of the Ages, Men on Women/Women on Men, Lowdown on
       Doctors, Lawyers and Politicians.

       Diana Gruber, Ted Gruber Software: Scramble, Las Vegas EGA
       Casino, MicroBucks II, Klondike, Keno, Poker Galore.

       Ted Gruber, Ted Gruber Software: Fastgraph/Light.

       Steve Hudgik, Homecraft Software: The Organize your Collection
       series, Organize your Business, The HomeCraft Small Business
       Journal, Play and Learn.

       Scott Jibben, Jibben Software: Archive Sizer, LHA Chunker, and
       Zip Chunker.

       Everett Kaser: Snarf, Solitile, Sherlock, and Hero's Heart.

       Bob Lancaster, MicroLink Games: MLYaht, MLLoyd, MLOtra, MLShut,
       MLPush, MLCrux.

       Hung Le, Polysoft: Windowbook.

       Bill Mann, Desert Frog Software: Desert Frog Screen Scenes,
       ShowLogo.

       Mike Mezaros, Checkbox Software.

       Steve Moraff, Moraffware: Moraff's Blast, Moraff's Revenge,
       Moraff's Entrap,

       Moraff's Stones, Moraff's Pinball, all other Moraffware
       products.

       Mike Prestwich, Imagisoft: Chinese Checkers, Redhook's Revenge.

       Joey Robichaux: Brandon's Big Lunchbox, Christmas Organizer,
       PhotoPack, Fogfind, Hotnet.

       Dave Snyder, MVP Software: Robomaze II, Robomaze III, Sand
       Storm, Corncob 3D, Hoosier City, Rapid Response, MVP Paint.

       John Wagner: Improces.

       Rosemary West: Bible Challenge, Book of Changes, By the Numbers,
       Crystal Ball, Citizen, Creativity Package, Fortune Teller,
       Curses!, Hard at Work, LoveDOS, Maillist, Mayan Calendar,
       Geomancy, Richard Webster's Aura Reading, Richard Webster's
       Numerology, Your ESP Test, Workbase, Nag, IQ Challenge, Wynter
       Stone's Guide, Wynter Stone's I Ching, Personal Tarot, Recap,
       Poetry Generator, Cliche Finder, Soothsayer aka Oracle.

       Jeff Woods, deltaComm Dev.: Telix.

       ** David Snyder/Rack Vending **

                    (End of press release from Dave Snyder)

       Next, a technical marketing tip.

       Are you using BBS file descriptions? Shareware authors normally
       put two specialized files on every program they ship to the
       shareware community. The DESC.SDI and FILE_ID.DIZ files are
       essential components of every shareware package. Both files
       contain a specially formatted ASCII text description of your
       package which many BBS systems will automatically post to your
       description which appears on the BBS regardless of what the
       sender transmitted as the description. YOUR description in YOUR
       words will appear on the board. Both of these files need to be
       formatted NO GREATER than about 40 characters wide and contain a
       maximum of about 8 to 10 lines formatted FLUSH LEFT. An example
       of my PC-Learn FILE_ID.DIZ contents:

       PC-Learn Beginners Computer Tutorial  Ver 5.6
       The ultimate beginners computer tutorial.
       Study DOS, history of computers, batch files,
       virus prevention, how to buy a PC, telephone
       support numbers to call, software selection,
       how to use shareware, video standards,
       computer glossary of terms, word processing,
       tricks and tips. Features color or monochrome
       popdown menus, help screens, search features,
       tutorial printing, more. By Jim Hood.

       Remember: 1) Formatting is FLUSH left, NOT the seven space
       indented left margin you currently see. 2) The BBS software will
       automatically search inside your ZIPPED package and find the
       file 3) Construct the descriptions so that various boards can
       use ONE line, TWO line or more lines. Some boards may truncate
       your description. 4) Include version number, author name and a
       DETAILED description which is SHORT. 5) Both FILE_ID.DIZ and
       DESC.SDI contain the same information. Ask any SYSOP on your
       local boards for more detail if necessary. You will be surprised
       how much you will increase your registrations by adding these
       two simple files.

       Here's another curious marketing tip. I recently received a
       letter from a potential SMS customer asking how to obtain SMS in
       pure ASCII text. One might shrug this off and send the customer
       a letter and explain that most of the files are already text,
       but here is the curve ball which a little research turned up:
       The person making the request is blind and apparently uses a
       custom speech board and PC to scan ASCII text files which are
       then converted to HUMAN SPEECH. This is becoming more common
       within the community of the blind. The point is that there is a
       segment of the population which has this sophisticated capability
       and obviously uses or at least investigates shareware. Better
       ASCII documentation and (hold your breath) a NEW STANDARD file
       on all disks (sort of like a FILE_ID.DIZ but for the blind)
       would be a godsend. This file would be an ASCII guide to the
       disk but would be configured for speech synthesis for this segment
       of the market! Blind people are already scanning our ASCII files and
       converting them to words they can hear. A little extra effort
       might yield something profitable for all concerned.

       New packages:

       For authors using Jeff Napier's classic WRITERS DREAM authoring
       shell, note that Jeff is beta testing version 4.0 which now
       includes PCX file support, data encryption and more. Many
       vendors and authors use this SIMPLE system to quickly build
       shareware catalogs and tutorials. Reach Jeff at CIS: 71022,175
       Voice: 503/846-7884, Another Company, POB 298 Applegate, OR 97530
       Consult the GOODIES section of this disk for a sample copy of
       version 3.0.

       If you own or manage a disk vending operation, get this
       evaluation package for free. Although this one is NOT shareware,
       it is worth a look and the 4 disk set is yours for the asking.
       THE PERFECT SOFTWARE SYSTEM for shareware dealers and
       distributors keeps a complete customer profile, prospect list,
       order entry system with invoices printable to plain paper or
       pre-printed form #9059 from NEBS. Prints mailing labels and
       shipping labels, packing lists with bin locations. Supports
       quantity pricing, dealer pricing, tax exempt status. Tracks
       where customer saw your ad and from which catalog ordered.
       Print sale reports to check how much revenue each ad or catalog
       produced - determine which ads to renew and which to drop!
       Inventory can be divided into unlimited categories and inventory
       is automatically adjusted as orders are posted. If an item is
       discontinued, hit F10 to see listing of alternate items so you
       do not have to lose a sale! Tracks receivables, prints late
       notices and statements. Reports include sales tracking, low stock
       items, financial aging reports, credit card reports, order
       status, customer history. Obtain free NON-SHAREWARE evaluation
       set from Automated System, 386 Main Street, POB 192, Little
       Falls, NJ 07424-0192   201/812-1428.

       Cool CD-ROM to boost your marketing into high gear. THE AMERICAN
       BUSINESS PHONE BOOK. A complete directory of ALL U.S. businesses
       as of June 1992. Search by business name, partial name, phone,
       Zip. Contact: IPSE DIXIT Software, 3333 N. 7th Ave, Phoenix, AZ 85013
       800/786-IPSE.

       Vendors:

       A growing disk vendor to consider for shareware submissions is
       MICROTECH USA headed by Bill Ferro. This vendor is rapidly
       expanding into rack sales and counter sales at many Seattle
       computer stores in a BIG way. Mr. Ferro promotes DOS, Windows
       and vertical market shareware. In my conversations with him I
       think this is a vendor to consider for disk updates. Mail to POB
       59403, Renton, WA 98058. Voice tel: [phone].

       The Comtel Group (1090 Rock Rd Court, East Dundee, IL 60118) has
       an interesting spin on shareware. They have produced a colorful
       brochure on "income opportunities for the 90's" and prepared a
       calendar of "invitation only" seminars in major American cities.
       Topic of the seminar involves three money-making business for
       entrepreneurs: 1) Rack sales of Disney toys 2) An automated
       public FAX and phone terminal 3) Rack sales of shareware. I
       suppose a small businessman could become involved in any one or
       all three ventures. I have seen one of the Comtel racks already
       at a local Seattle computer store so it would appear that the
       venture is already underway. It's interesting to see a pre-
       packaged shareware rack operation offered during seminars along
       with Disney toys, but I guess someone had to think up a
       different angle! Their toll free number (to attend a seminar) is
       800/524-0077.

       JCS Marketing (POB 1216, Lakeville, MN 55044  612/469-1161)
       provided some interesting news on their disk vending operation
       recently which speaks volumes about the politics of shareware
       marketing. It seems many authors had been solicited by ASP
       affiliated JCS to send shareware update disks for a forthcoming
       CD-ROM. The intention at that time was to also provide authors
       with a copy of the CD-ROM for $6.00 (shipping and handling) and
       promote the product in PC Magazine. The politically odd wrinkle
       is that recently PC Magazine discontinued ALL classified
       listings for shareware! JCS will advertise the CD-ROM in Windows
       Magazine in January and February 1993 as well as PC Computing
       Magazine. One can only speculate at the reason for PC Magazine
       discontinuing shareware classified ads (perhaps at the behest of
       commercial software manufacturers). Curious when you consider
       that PC Magazine is owned by Ziff-Davis who also owns Public
       Brand Software, one of the larger shareware operations. Ziff
       also acts to provide the Public Brand shareware library on
       CompuServe's Ziffnet and also acts as the gateway for shareware
       offerings on Prodigy. Apparently Ziff does not favor shareware
       in one publication but loves it in other forums. Not an entirely
       consistent behavior, possibly; but at least it is probably
       consistent with profits and the bottom line. Sigh...

       Note that Freebooter Software (POB 19624, Portland, OR 97219) no
       longer accepts shareware submissions. It's not that business is
       bad, just that owner Darrell Fichtl is having better success
       with the many fine shareware packages which he has authored.
       Most of his packages specialize in gambling and lotto gaming,
       but his Software Jukebox package is also doing well. Be sure to
       delete Freebooter from your mailing list for disk submissions.

       Long standing ASP disk vendor Praireware (POB 265, 316
       Washington Blvd, Great Falls, MT 59403) has changed ownership
       and management to the hands of Gregg Brown, a longtime associate
       and partner of former owner, Mr. Richardson.

       Adams Copyware (6067 E. Oktibbeha St, Bay Saint Louis, MS 39520)
       is urgently requesting shareware updates for their 1993 catalog.
       In addition Adams Copyware is also offering customers one free
       program upon proof of registration of any shareware package
       obtained from the company. Nice touch and send them a disk!

       The Software Labs (100 Corporate Point, Suite 195, Culver City,
       CA 90231) has just added my PC-Learn shareware disk to a clever
       "New User Start-Up Kit" which is now hitting the stands in their
       Winter/Christmas flyer. I wish more vendors offered a true
       "beginners kit" which is pretty easy to assemble from off-the-
       shelf shareware. Here's what TSL has included in their kit: PC-
       Learn, PC Primer, What's in that Box, Turbo Menu, List, Viraway,
       PKZIP. In addition the kit includes the book "DOS for Dummies
       written by Dan Gookin.

       Disk vendor Howard's Computer Programs (POB 1, Ortonville, MI
       48462) is seeking recent addresses of computer owners (such as
       lists of shareware customers/registrants) from shareware
       authors. Owner Fred Howard will swap additional addresses of
       computer owners or pay for your addresses.

       Suppliers, services, publications and conventions:

       When I need CHEAP floppies for large vendor mailings I always
       contact Ann Deaver Enterprises. Ann specializes in USED/RECYCLED
       floppies which are actually better than the usual 23 cent
       specials since these are bulk lot HIGH QUALITY diskettes
       containing discontinued software with the labels still attached.
       Slap your new label over the old label, pay as low as 15 to 16
       cents for a 360K floppy and you are in business. Other media
       formats at similar low prices.  408/274-5795.

       Katherine McDougle (POB 740, Palermo, CA 95968  916/533-5325) is
       a proofreader for a large weekly publication in her community
       and offers editorial/documentation preparation skills to
       shareware authors. Would be willing to barter and/or exchange
       her skills for shareware disks for her BBS and pending shareware
       disk vending operation. Cash payment also accepted.

       An item from Reseller Management, November 1992: Ever heard of
       the National Association for the Self-Employed or NASE for
       short? Although its 68 page color catalog offers services such a
       discount magazine subscriptions, lobbying services in Washington
       D.C. and other seemingly worthwhile goods and services for the
       self-employed, be aware that NASE is really a disguise for an
       insurance multi-level system! Ads running in major US newspapers
       tout HUGE incomes for local "managers and sales agents" who sign
       up new members. The really big bucks in this cleverly disguised
       system are the sales agents who sign up individual entrepreneurs
       for hospital and medical insurance benefits with the parent
       corporation. It's all a matter of clever positioning and a bit
       of a pyramid game to me...

       Author Diana Gruber mentions that a COOL studio of software
       artists has been recently placed in operation by Les Pardue who
       you can reach at 801/226-3282. The idea is to offer one-stop
       gorgeous artwork services needed for software games. Nice
       idea.

       Don't miss a hot convention for software programmers. SOFTWARE
       DEVELOPMENT '93 will be held February 23-25 in Santa Clara,
       California. Programming tools and vendors you need. Info?
       Write Software Development, Conferences and Shows, POB 7797, San
       Francisco, CA 94120-7797.  415/905-2741.

       Join US Department of Commerce trade delegation to London
       February 8-10, 1993. Find and meet trade representatives,
       distributors, licensees, joint venture partners. The U.S. holds
       a 90% share of U.K. software market - currently estimated at
       $1.5 billion per year! Write U.S. Dept of Commerce,
       International Trade Administration, Room H2012, Washington, D.C.
       20277-3027.  202/482-1793. Contact: Joan Hall. The Dept of
       Commerce will attempt to: locate and screen business partners
       and contacts for you, launch campaign in the U.K for your
       products, schedule one-on-one appointments, brief you on market
       requirements and laws. Cost: $1750.

       Learn how to use incentives to rev up sales and marketing. FREE
       SUBSCRIPTION to Incentive Magazine. Write: Incentive, c/o
       Venture Communications Inc., 60 Madison Ave, NY, NY 10160-0981.

       THE ONLY MAILING LIST CATALOG YOU NEED. A list of mailing list
       sources! Over 10,000 compiled subscriber, association membership
       and mail order buyer lists arranged in over 100 key direct mail
       categories plus SIC section. FREE catalog. American List Counsel
       Inc, List Sales Dept, 88 Orchard Rd (CN 5219), Princeton, NJ
       08543.

       FREE sample issue of WINDOWS/DOS DEVELOPMENT Magazine. Ultimate
       programmers source. Sample issue at no charge. Write:
       Windows/DOS Developers Journal, 1601 W. 23rd St, Suite 200,
       Lawrence, KS  66046-2270.

       Not free but worth knowing about. OBJECT MAGAZINE. Using object
       tools for application development. 1 year subscription $29.00.
       Write Object Magazine, Subscribers Services Dept OBJ, POB 3000,
       Denville, NJ 07834.

       FREE sample issue: THE C USERS JOURNAL. For C and C++ users.
       Debugging, tutorials, source code, tricks, etc. The C Users
       Journal, 1601 West 23rd St, Ste 200, Lawrence, KS  66046-2700.

       Want to try a promotion of your product in high volume card
       decks? Contact Marketing Bulletin Board, 117 W. Micheltorena,
       Santa Barbara, CA 93101  805/687-3137. Features 8 mailings per
       year, 120,000 revolving circulation.

       THE PERSONAL COMPUTER POCKET REFERENCE. Neat programmers book
       which slips in a pocket. Hardware release dates, keyboard scan
       codes, plotter paper sizes, hard drive configs, address and IO
       maps, interrupt lists, PC memory maps, more. $19.95. Write:
       ABBEON CAL INC., 123-882H Gray Ave, Santa Barbara, CA 93101-
       1895. 100% moneyback guarantee.

       Agents to handle shareware registrations and support in foreign
       countries include the following. AUSTRALIA: Budgetware, POB 496,
       Newtown, NSW 2042, Australia.  BRITAIN: PDSL, Winscombe House,
       Beacon Rd, Crowborough, Sussex, England, TN6 1UL. FRANCE: DP
       Tool Club, 102 Rue des fusilles, 59650 Villeneneuve d'Ascq,
       France. GERMANY: PD-Service-Lage, Postfach 1743, D-4937 Lage,
       West Germany.

       Shareware authors:

       Machine code guru Paul Scanlon is working on an authoring shell
       for tutorials which will run under Windows. Allows anyone to
       prepare text files and then attach a classy Windows menu system.
       Paul has moved from Palmdale, California to the San Diego
       vicinity for his new job coding - as you might expect - games
       for Nintendo and Sega. Paul's new address is 2301 Catalina
       Circle #114, Oceanside, CA 92056. Phone is [phone].

       A welcome is extended to new SMS Net member Samuel Kaplin (3520
       West 32nd Street #214, Minneapolis, MN 55416. Samuel has offered
       to assist our small but growing network of American authors who
       mutually upload each others shareware to local board. See the
       file RAPID.TXT elsewhere in this edition of SMS for further
       information.

       Former Expressware marketing directory Charles "Luke" Lukey has
       left that company to start his own enterprise WINDOWWARE (Box
       144, 401 NE Ravenna Blvd, Seattle, WA 98115). Lukey's new
       product, a windows system called WINDOW MAGIC is just now
       shipping and should be hitting a vendor near you soon. Of course
       Lukey is using SMS for the product distribution mailing. Seattle
       just keeps adding new shareware author operations all the time!

       Some authors have all the bad luck. There is a confirmed virus
       infection on recent disk submitted to vendors named GARLIC MAGIC
       version 1.0. Virus confirmed as variety: STONED. Disk submitted
       by GARLIC MAGIC author George Knoblauch, POB 818, Castroville,
       TX  78009. MacAfee Scanvirus ver 9.7 will detect. Unintentional,
       according to Mr. Knoblauch who received a software disk from his
       brother which apparently contained the virus.

       Author Christopher Noyes (28 Douglass St, Ground Floor, Brooklyn
       NY 11231  718/625-2262 or 718/625-2262) reports that he has
       obtained good results processing his VISA and Mastercard
       customer orders through Falsoft Inc. Rather than having to
       secure a merchant processing account on his own, Noyes notes
       that Falsoft will process and/or ship diskette orders for a low
       3.5% processing fee. Contact Falsoft at Box 385, 9509 US Highway
       42, Prospect, KY 40059  502/228-4492.

       Louis Puccio (90 Church Street, BOX 2517, NY, NY 10008) proves
       you DON'T have to know ANY programming to produce a wildly
       popular shareware package! The Software Labs, one of the largest
       disk vendors, notes on page 51 of their recent winter
       promotional flyer that Puccio's FANTASTIC FREEBIES (also known
       as COMPUFREEBIES) is their "ALL TIME BEST SELLING DISK."

       Quite a compliment when you consider that the disk is just a
       simple ASCII text file which explains how to contact over 450
       different companies for over 800 free disks, videos and other
       products. Louis authors other clever "infodisks" such as
       VIDEOLIST, MAGAZINE LIST, NY HOTLIST, PHONELIST, SUMMONS GUIDE
       and THE ONLINE GUIDE. Information on a disk or "disktop
       publishing" is where Louis is headed and more authors should
       consider this relatively untapped niche instead of the already
       filled niches for applications and utilities. Pay attention,
       because that will be THE NEXT BIG GROWTH MARKET IN SHAREWARE.

       Just to illustrate the untapped market which Louis has developed
       for "infodisks" and printed reports, here are descriptions of
       his packages.

                     COMPUFREEBIES   (Registered version)

       A listing of hundreds (over 800!) free items you can quickly
       receive from 450 companies, most with toll-free numbers.
       Everything is free and yours to keep with no obligation.
       Organized into 42 different computer categories including actual
       software. Yes, many companies do give away free, working
       software to the public as a promotion. One company gives away
       $150.00 worth of clip art (computer images to be put into your
       documents)! Free copy of Adobe Type Manager for Windows -
       $100.00+ program. No 'catches.' However, you must know the
       proper instructions as detailed in 'CompuFreebies.' Many of the
       free items are demo disks and working models of popular software
       programs. Largest source of free computer-related items in the
       U.S. There are also many free and helpful booklets, CD Roms, CD
       holders, game demo disks, posters (including posters from game
       companies), computer magazines, vinyl organizers, free
       membership BBS's, and lots more. Shows exactly how to receive
       free tickets to large computer expos, trade shows and company
       seminars. All neatly organized with complete company addresses
       and phone numbers. Alphabetical listing of each company and
       their free items also included. Yet another listing with only
       company name and addresses to be used as a mailing list. Also a
       'surprise' section with some photo-image files (see an actual
       photo on your screen!) and fun shareware programs.

                                  VIDEOLIST.

       Contains names and phone nos., most toll free, of companies
       offering free mainly computer-related videos. Also some travel
       and tour guide videos. 140 videos total! (VHS Only). Videos
       describe products and companies. Call companies directly from
       listing. Everything totally free. Videos are used for promotion
       and advertising. One company sends, with their video, a $10.00
       credit to be used when visiting any doctor! NOTE: CompuFreebies
       full version lists approx. 20 videos. (Price - $3.25, includes
       domestic postage. Add 50 cents for overseas airmail) Paper.

                                MAGAZINE LIST.

       A guide to obtaining free sample issues of magazines and free
       subscriptions. Total of 165 magazines! Yes, FREE subscriptions -
       even for magazines normally sold in stores. Free subscriptions
       help increase revenue from advertisers and are encouraged. All
       toll-free phone numbers and descriptions. Contact directly. All
       completely legal. Four categories: Computers, Business, General
       Interest and Health. Many first-rate, well-known magazines
       including the largest available. Includes all computer magazines
       with 'PC' in title. Windows, Macintosh, Networks, more. Many
       investment/financial newsletters. Same publications available on
       newsstands for $2.50 to $7.00 (more for investment newsletters.)
       Absol utely no cost to you. Under NO obligation to subscribe.
       Very easy to request, simple directions. (Price - $4.95,
       includes postage). Paper.

                                 NY HOTELIST.

       A guide listing 14 of the least expensive and best quality
       hotels in New York City. All hotels are in safe areas. As a long
       time NYC resident I know each area and only considered hotels in
       the safest areas. Lists hotel names, addresses, phone nos.,
       rates. Hotels in NYC are usually expensive - however, rates for
       these hotels are $65 to $130. One hotel has a view of Central
       Park. (Price - $3.00, includes postage) Paper. Add 50 cents for
       overseas airmail. Hotels can be called from any phone in the
       world.
                                  PHONELIST.

       The service described here (totally legal!) has no 50 - 75 cent
       surcharge for a calling card. Make telephone calls without using
       coins and without paying for surcharges from hotels and other
       places that usually charge extra (alot!) for calls made from
       their phones. Never worry about change for a call again! Totally
       legal. Used daily bymany businesses, now available for
       individuals. Also - how to save 15% on all your international
       calls - no minimums, no fees, no special hours. (Price $3.00,
       includes postage)  Paper. Add 50 cents for overseasairmail. Can
       only be used in U.S. However, if travelling here will be useful.

                                ON LINE GUIDE.

       Describes exactly how to get Compuserve and Prodigy membership
       kits for free - without paying $30.00 to $49.99 as commonly
       advertised! Totally legal. These companies do not mind at all
       (they gain new customers). Shows exactly how to become a member,
       using your computer and modem, of the 6 major national on-line
       services - Compuserve, Prodigy, Genie, America On Line, Delphi
       and BIX. Complete instructions, 800 numbers for customer
       service, best times to call, complete rates, some inside
       information, more. All in easy to read 5 page guide. Information
       not available anywhere else all together in one place. (Price
       $3.50, includes postage). Paper.

                                SUMMONS GUIDE.

       Guaranteed to save you money on parking and speeding fines.
       Using these methods you will void at least one future parking
       summons that you ordinarily would pay for. Everything legal!
       Shows exactly what to look for on a parking or speeding ticket
       to reduce the fine or void it completely. What to write in a
       letter and suggestions on what to say in court. Valid in all 50
       states. (Price $3.25, includes postage). Paper.

                       (End of article about Mr. Puccio)

       Let's shift gears to SECRETS OF THE UNIVERSE...

       Probably the most frequently asked question I hear is HOW can a
       shareware author/programmer increase shareware registrations.

       The answer is simply to offer the right mix of incentives. To
       that end I reprint an article on that topic kindly supplied by
       Bob Ostrander. Although the article specifically refers to ASP
       standards it is a good list of ideas and has been reprinted with
       the permission of Mr. Ostrander:

         (Article on incentives supplied by Bob Ostrander begins here)

       This list of possible registration incentives is published
       unofficially by the ASP. It is not an "official" list but these
       specific ideas have been reviewed by the ASP's Author Membership
       Committee, Author Compliance Committee, and the Board of
       Directors and are in keeping with the ASP's Policy on No
       Crippling.

       Thanks go to Bob Schenot, Paul Munoz-Colman, and Bob Ostrander
       for this compilation. Any suggestions should be sent to Bob
       Ostrander at 317-856-6052 (voice) - 72241,455 (CIS) - 317-856-
       2086 (fax) -72241,[e-mail] (Internet) - 317-856-2087
       (PBS-BBS)

       First, a couple of short explanations. The Policy on No
       Crippling is ASP's requirement that:

   1) Shareware and registered versions must be essential the same (with
      some exceptions.
   2) Programs must be fully documented. (note that the documentation
      doesn't have to be identical between shareware and registered
      versions, just that all the features of the shareware version
      must be explained)
   3) Solicitation of non-shareware versions (NSV), other than the
      registered version, have some restrictions.

       Please see the Policy of No Crippling statement available on
       ASP's CompuServe forum, library 4 as REQUIRE.TXT or from the
       Executive Director on the New Author disk (616-788-5131).

       Now (finally) for the ideas:

                          Additional Similar Programs

   Notably used with games and educational software where "more of the
   same" are often wanted by customers.
   Ex: Additional similar games
          7-card stud as a bonus for a 5-card stud game
          More "levels" of game in separate editions
       Alphabet learning system offered to registrants of Number learning
          system
       Typing tutor for Dvorak keyboard offered in addition to QWERTY
          layout
       Additional flashcards or languages
   NB: Additional pictures, fonts, icons, etc. are normally only
          acceptable when the collection offered is of such substantial
          size will deter distribution by BBS (ie is large enough that
          the download time will give pause to the customer)

                    Branding the User's name on the product

   Often psychological, this can be used to help prevent the spread of
   registered versions.
   Ex: Sign-on says "non-registered" in shareware version with a facility
          to put the user's name on the registered version.

   (See Customization and Watermarks)

                                  Bug Notices

   If a customer is going to rely on a program for financial gain they
   want to know of any problems ASAP.
   (See Newsletters and Update Notices)

                                  Cheat Codes

   "Cheat Codes" for games have been specifically approved by the ASP
   BoD as registration incentives. These are somewhat akin to hint books.

                                  Commissions

   Paying registered users who promote other registrations can build
   customer loyalty and help spread your product. The downside is that
   the administration of commissions is unwieldy.

                                   Contests

   Holding a contest for the best ..whatever.. can build good customer
   relations. The prizes can be as small as an acknowledgement in a future
   version.
   Ex: Best game design
       Best database design
       Most imaginative use
       Best add-on, icon, etc.

                                Current Version

   Obvious but sometimes overlooked. A disk with the current version is
   normal but not mandatory. Don't forget to ask what disk format the
   customer needs.

                                 Customization

   Adding user-specific data to the screens, printouts, etc. Also offering
   to customize to the user's specifications can generate lucrative
   contract work.
   Ex: Child's game with a specific welcome-in.
   (See Branding and Watermarks)

                  Data Conversion Programs (others' formats)

   Additional programs to convert data to or from competing or
   complementary programs.
   Ex: Word Processor addition to convert files from Word Perfect format
       Graphics programs addition to convert .PCX files to proprietary
          format
       Graphics programs addition to convert LaserJet fonts to internal
          format
       Payroll addition to convert files to Quicken format
       Genealogy addition to convert files to Gedcom format
   NB: Of course if the basic function of the system is to do data
          conversion this incentive doesn't apply

                  Data Conversion Programs (your old formats)

   New versions of a program that use a different file format are not
   usable by people who have built up a database with an older version.
   Offering a data conversion program to registrants enables these people
   to continue using your program (and has the side effect of encouraging
   people to register rather than key in their data all over again).

   This combined with an old-age warning can be a powerful registration
   incentive.
   (See Old-age Warning)
                                Discount Offers

   Discounts on your other programs, other peoples programs (by
   arrangement), and some standing offers for ASP members.
   Ex: Shareware Magazine, CompuServe discounts.
       Discount on a Thesaurus with a Word Processor.

                          Discounts on Registrations

   Discounts for certain classes of registrants can be effective. Often
   psychological.
   Ex: Discounts for User Group members, Senior Citizens, Students,
          Teachers, etc.
       Multiple-unit discounts and site licenses
       Discounts for on-line registration via your BBS

                               Enhanced Versions

   Other versions can be offered via advertising a "Non-Shareware Version"
   in your documentation. See the "NSV" discussion in REQUIRE.TXT. These
   versions can have more features, less features, or different features.
   Ex: LAN-capable versions
       TSR versions
       Word Processor with spelling checker as NSV

                                 Free Goodies

   On the theory that people will buy two packs of cigarettes to get a
   free pen, all sorts of freebies can be offered. They don't really have
   to be related. Some sample pre-printed forms can lead to more sales.
   Ex: A sky chart with an Astrology program
       A deck of cards with a Card game
       Note pads, pens, glasses, anti-glare screens, koala bears, or
          anything with your logo on it.
   (See Pre-printed Forms)

                                  Guarantees

   Lifetime warranties and money-back guarantees are good PR and are very
   rarely used by customers (after all, they've had a chance to try it
   before they bought it).

                                  Hint Books

   While this is normally associated with games, additional documentation
   to help the user get the most out of any system is suitable.
   Ex: Where the rubies are buried in the 3rd level maze
       How to best design a database with a DBMS
       Writers' guidebooks with a Word Processor

                                    Honesty

   Reminders that shareware is based on trust can be effective by
   themselves. Many people do register just because it is the "right thing
   to do". These can range from "good vibes" reminders through humorous to
   downright sinister.
   Ex: "Shareware is based on trust. I trust you to pay for this program
          if you are using it."
       "Support your local programmer."
       "If you don't register this program the bald bat of the Balkans
          will lay its eggs in your power supply."
       "Continued use of this program is a violation of 17 United States
          Code, sections 101 through 810. This carries severe financial
          penalties including but not limited to fines of up to $50,000
          per violation."

                              Icons and the like

   Any program that has customizable anything can build a real following
   by offering these items and possibly a program to do the editing.
   Ex: Custom tiles for a MahJongg game
       Custom card backs for a Solitaire game
       Entertaining screens for screen blankers
       Additional fonts (both on-screen and printed)

                          License for Future Versions

   Your registration license can be structured so that it only applies to
   the version customers have or the version you send them. It can also
   apply until a specific future version (such as the next major X.xx
   update). Including a license to use future versions is not mandatory
   but many users expect a perpetual license.
   (See Updates (Discounted or Free))

                                  Newsletters

   Regular communication with customers builds brand loyalty and enhances
   repeat sales and upgrade rates.
   (See Bug Notices and Update Notices)

                            Non-Essential Features

   Registered versions can have supplemental features which provide a
   convenience.
   Ex: Screen color changing module
       Built-in text editor in Menu system

                               Old-age Warnings

   Notices that a program is (for instance) over 2 years old and that a
   newer, more powerful version is probably available will entice customer
   contact when they get a program from an untended BBS or when they've
   been using a program for some time. These must be done in good taste
   to inform rather than annoy the user or they defeat the purpose.
   (See (Data Conversion Programs (your old formats))

                                   Passwords

   If your program has password protection of any kind, the effective use
   of this passwording can be restricted to the registered version. To do
   this, you can include a short line (on the data entry screen that asks
   for the password) that tells the user the valid password (of course
   with a short note that this little bit of help isn't shown in the
   registered version).

                               Pre-printed Forms

   Pre-printed forms can produce nicer looking output (especially on dot
   matrix printers. Nebs and other business forms have kickback schemes.
   Both pin-fed and laser forms are suitable.
   Ex: Invoice forms
       Rolodex cards
       Checks
   (See Free Samples)
                                Printed Manuals

   Powerful incentive when offering a large, bound manual. The larger the
   better.

                             Quick Reference Cards

   Similar to printed manuals, quick reference cards, keyboard overlays,
   etc. can help customers use your software more effectively.

                Registration Reminder Screens (elimination of)

   Shareware versions may have up to 2 RRSs per running. See REQUIRE.TXT
   for details.

   It is effective to have RRSs come up at random times, sometimes not
   appearing at all, other times appearing. Some people don't show RRSs
   until the program has been used a certain number of times.

                               Related Programs

   Non-essential accessories and tools that can aid the user. These can
   be from other programmers via licensing agreements. Shareware
   distribution versions of other programs can be sent to registrants.
   Ex: Stand-alone spelling or grammar checkers added to Word Processor
       Database browsers added to any program (several are available for
          .DBF file formats for instance)
       Formatted printers added to programming tools
       Teacher's Workbook with Educational programs

                                 Sample Files

   Examples, templates, and sample data can aid the learning process. They
   can also be tied to tutorials. Often this material is best included in
   the shareware version so the potential customer can better evaluate the
   product.
   Ex: Franklin Roosevelt's family tree set up for a Genealogy system
          (his family tree is extremely interesting by the way)
       Extra pictures to color for a coloring book
       Pre-setup databases with a DBMS
   (See Tutorials)

                                  Source Code

   Source for the product can be offered or sold for an additional price.

                               Subscription Data

   If the program requires data that needs to be kept up-to-date this is
   very effective. These can be offered via a pay BBS or through the mail.
   Ex: Zip code lists
       Postal/UPS rates
       Lottery results
       Baseball card databases
       Tax tables

                                    Support

   A minimal level of customer support is required by the ASP. This is 3
   months of at least support by mail. Support by telephone, BBS, or
   CompuServe is also a good idea. Unlimited, or lifetime support is no
   harder to offer since most customer inquiries come in the first few
   days of use. If you cannot give support yourself, there are companies
   who can do this for you.

   Additionally, customer support is a good way to gather information
   about what your customers (and therefore other potential customers)
   want. It can give you valuable information for designing the next
   version.

   It's also worth noting that having a telephone number in the
   documentation sometimes gives the user enough confidence in you to
   register. Some people try to phone the author before registering just
   to make sure that the author is still around. Even an evening-only
   phone number is enough.

                                T-Shirts, etc.

   If you generate a real following people love to show you off. These can
   be sold or given away.
   Ex: T-Shirts with your logo
       Mouse pads with your logo
       Baseball caps with your logo

                                   Tutorials

   Additional explanatory material can be a good incentive; especially
   for complicated systems that need to be taught to end users. These
   might be accompanied by sample databases.
   Ex: Teachers' workbooks with educational systems
       DOS tutorials with just about any system
   (See Sample Files)

                              Unrelated Programs

   Non-essential accessories and tools that can aid the user. These can
   be from other programmers via licensing agreements. Shareware
   distribution versions of other programs can be sent to registrants.
   Ex: Small utilities, screen blankers, text editors, etc.
       Obsolete software you happen to have sitting around doing nothing

                                Update Notices

   Customers like to have the latest version. Often a notice of an update
   will reach them months before they would see a new shareware version.
   Many people report excellent response rates! A good source of added
   revenue.
   (See Bug Notices and Newsletters)

                         Updates (Discounted or Free)

   If your license includes use of future versions customers might
   obtain them from a BBS or disk vendor or might get them directly
   from you. Promising low-cost updates as a registration incentive can
   give the customer a good feeling.

   Some people send free updates of minor versions (bug fixes, etc.) to
   registrants. If you have BBS support, these updates can be posted
   there.

                          Watermarks (elimination of)

   The shareware version shows "unregistered version" on the screen or on
   printouts. The registered version eliminates this or allows for the
   user to put a name or message there. Watermarks MUST be unobtrusive.
   Ex: Author's trademark at the bottom of printouts
       One-line "printed by unregistered Smudgiekeeper" at the bottom
          of reports
       Automatic "taglines" added to communications programs
   NB: Any watermark that covers or is background to other printed
          material is not acceptable

          (Article on incentives supplied by Bob Ostrander ends here)

       Next, a message in response to the previous list of registration
       incentives sent by Jim Hood to Bob Ostrander which might provide
       further ideas...

       Bob, thanks for disk with incentiv.txt, PBS update info, etc.

       Here are other oddball incentive ideas you might want to
       add to the list. Paul Scanlon and I use variations of these with
       reasonable success.

       My Laptop tutorial and Paul's Ultimate power tips tutorial offer
       a unique "instant discount" offer. Since both products are
       essentially tutorial compilations of tips and ideas the way this
       works is that if a registrant submits a new tip or idea for the
       tutorial they get an instant $5.00 discount on registration up
       front. No tip, no discount. They get the discount instantly
       whether or not we can use the tip. Thus author gets new fodder
       for the tutorial and registrant is sometimes motivated to
       contribute to the final product.

       Another variation I tried with SMS is the "poverty discount
       option" whose focus with SMS was to get authors to send a couple
       of blank disks and postage to get the latest unregistered SMS
       directly from me. The cost was zero so long as they supplied
       disks and postage. The incentive here is to get names and
       possible candidates for followup rather than having them go
       through a vendor and judge by an old copy of the product. Few
       shareware products offer a "poverty registration option" which
       although not full registration is at least closer marketing
       contact with potential users.

       Here's another: bonus disks. But the secret is NOT to spell out
       specifically what the bonus is other than "highly useful program
       accessories and packages" for the main program. This way you are
       not tied in to a specific bonus and can change bonus disks as
       you wish or mix and match bonus disks over time among several
       products or make one of your other products a bonus disk. This
       is the PC-Learn registration option. I am not locked in so I can
       always mix and match what I send out. Moral: if people know
       EXACTLY what they are getting as a registration bonus it is
       NEVER as impressive as what they IMAGINE what they will be
       getting especially if described as "highly useful accessories and
       tutorials to augment this package." Human nature (curiosity
       about an "unspecific" bonus) is a powerful registration
       incentive!!!!

       The most obvious incentive with SMS is the license itself which
       is fed by the (negative incentive of) decoy addresses imbedded
       in SMS. The subject of a user NOT having to worry about the
       decoys catching him or her using the mailing list is itself a
       strong registration motivation.

       Another oddball incentive which is not specifically mentioned,
       but I think clever, is the use of the LHA telop option which I
       use with SMS to generate a "contract" which the user responds as
       yes/no agreeing to some legal sounding terms on screen before
       the self extract archive unpacks. Silicon Frog batch file
       package also uses this on screen contract idea as an incentive,
       but I think the LHA telop option is much more elegant. The telop
       is simply a file named ! which is packed as the first file in a
       LHA self extractor and brings up a message and the prompt
       yes/no. Quite an elegant incentive if you use it cleverly. Few
       shareware packages use it to full benefit! By the way, I also
       use the telop to imply a "date of expiration" reminding the user
       that they should register or at least consider getting the
       update soon.

       Hope you find some of these oddball "incentive" ideas worth
       adding to the list. They work WELL for Paul Scanlon and
       myself...

       Jim Hood

              (End of messages regarding registration incentives)

       News about the formation of STAR, an association for shareware
       authors, customers and vendors. You can monitor STAR activity on
       CompuServe. Just GO UKSHARE and select the appropriate STAR
       forum area.

       Date:  23-Nov-92 07:48 PST
       From:  Diana Gruber [72000,1642]
       Subj:  STAR membership brochure

                             STAR is calling you!

       The time to join STAR has come.  STAR is a trade association for
       the shareware industry, under construction.  During the past
       several months, STAR has made great progress in its formation.
       We had a meeting at the Summer Shareware Seminar (SSS), we
       published a newsletter, we nominated interim officers, we got
       our own forum section on CompuServe, and we printed tee shirts.
       Now is the time for you to join STAR and get involved in this
       dynamic new organization.

       STAR Distribution Network _________________________

       Get your programs in the STAR distribution network!  Upload to
       Software Creations, and your program will be downloaded by
       sysops and users hunting for the latest and greatest in
       shareware.

       Software Creations is currently supporting 33 lines, RIME and
       Fidonet echo mail, and it is growing as fast as STAR!  Expect to
       see more phone lines, more echomail conferences, and more file
       areas.  To reach Software Creations, call:

       [phone] (2400 baud)
       [phone] (US Robotics HST)
       [phone] (Dual Standard, V.32bis, etc.)

       Jim Hood's $hareware Marketing $ystem
       _____________________________________

       The is a detailed two-part software package for shareware
       authors who need creative marketing ideas and a RATED mailing
       list of over 4,000 major shareware distributors, large computer
       clubs, key magazine editors, recommended BBS systems, and more!
       Contact Jim Hood for a special 60% discount on SMS for STAR
       members.

       Jim Hood
       $hareware Market $ystem
       POB 1506
       Mercer Island, WA 98040
       [phone]

       STARgazer _________

       Volume 1 of the STARgazer online newsletter will be sent to STAR
       members.  This first issue is chock-full of industry gossip,
       good ideas, historical notes and legal and marketing topics
       related to shareware.  You won't want to miss this!

       Online Forums _____________

       To participate in shareware discussions with other STAR members,
       join section 11 of the UK Shareware forum on CompuServe (GO
       UKSHARE), or find a local bulletin board echoing Ilink and join
       the Shareware Issues Forum.  The discussions are often lively
       and informative, with topics ranging from the ethics of
       shareware distribution to solid marketing advice.

       Special limited-time offer __________________________

       Join STAR and become a charter member for only $30.  This is a
       limited time offer, as STAR dues will surely go up!  Join now
       and enjoy the benefits of STAR.


       Name:

       Address:

       Phone:

       CompuServe ID:

       Membership class prefered:  [] developer  [] distributor [] user

       Annual membership dues enclosed: (Make checks payable to STAR)

       Mail to:

       Diana Gruber
       STAR
       P.O. Box 13408
       Las Vegas, NV 89112
       [phone] (voice)
       [phone] (FAX)

       Officers of STAR

       President:          Glen Tippets
       Vice President:     Gary Alston
       Treasurer:          Roger Arias
       Secretary:          Diana Gruber

       Board Members

       Glenn Tippets, OSCS Corp.
       Gary Alston, Alston Software Labs
       Roger Arias, Contact Plus Corp.
       Scott Miller, Apogee Software
       Diana Gruber, Ted Gruber Software
       Charles Kramer, Esq.

       Executive Director:   Joy-Lynd Chamberlain
       Contributing Editor:  Jim Hood
       Sysop:                Dan Linton
       Accountant:           Steve Meyer, S.J. Meyer & Co.

                             (End of STAR article)

       Shifting from STAR news, we switch to another IMPORTANT
       question. Who is making money in this business anyway? Public
       Brand Software was kind in sharing the following updated list of
       shareware authors who are making a living as shareware
       businesses. Provided by Bob Ostrander.

                        PBS's "Success" list hits 100.

       At PBS, we try to keep track of all the people who are
       successful in the shareware marketplace. Since we first
       published this list back in 1988 it has grown from 22 to 100. No
       doubt we've missed many people or companies who should be here
       and have missed some products published by people on this list.
       Also please realize that many of the entries here have not been
       verified (consider them rumor). Please report any inaccuracies
       to Bob Ostrander at 72241,455 (CIS) or 317-856-6052 (voice).
       Self-nominations are welcome.

                     $1,000,000+ shareware companies
                     -------------------------------

       Apogee Software Productions - Castle Wolfenstein 3D, Commander
       Keen, Dark Ages, Duke Nukem, Jumplan Lives, etc.

       Buttonware - PC-Calc+, PC-File, PC-Type III

       Exis (Canada) - Telix

       Expressware - Express Calc, Express Check, Express Graph, File
       Express, Onside

       Formgen Corp. (Canada) - FormGen, FormFill, etc.

       Hooper International - Cheque-It-Out, Takin' Care of Business
       series

       J.P. Software - 4DOS

       Magee Enterprises - Automenu, Treeview

       McAfee Associates - VirusScan and related utilities, LCD, Lace

       Mustang Software - Brainstorm, Mortplan, QModem, PrtLabel, OLX,
       Wildcat!

       PKWare - PKZip and associated programs

       Quicksoft - PC-Browse, PC-Write and supporting programs, PC-
       Write Lite

       SemWare - QEdit

       Shareware Publishing (UK) - Odyssey and representing many US
       shareware authors.

       Trius - AsEasyAs, Draft Choice, Odyssey, Pivot!

                                 Other major companies
                                 ---------------------

       Alive Software - Animal Quest, Magic Crayon, Jigsaw, Sharks

       AM Software - AM-Tax

       Brown Bag Software - Cash Trac, Goalseeker, Homebase, Mindreader,
       PC-Outline, PowerMenu

       Contact Plus Corp - Contact Plus

       Custom Technologies - Checkmate

       Ctrlalt Associates - Batutil, Stackey

       Datastorm - Procomm

       Elfring Soft Fonts - Elfring Soft fonts, TSR Download, and other
       HP LaserJet and HP DeskJet tools

       Epic Megagames - ZZT, Jill of the Jungle, etc.

       Eschalon Development (Canada) - EDI Install, etc.

       EZX Corporation - EZ-Copy, EZ-Crypt, EZ-Informa dB, EZ-Forms and
       related programs, EZ-Spreadsheet, EZXWrite, Menu-EZX, EZ-Labeler

       Formalsoft - InstaCalc

       Geoclock (Joseph Ahlgren) - Geoclock

       Innovative Data Concepts - Swap Utilities, TCXL, Tesseract

       Korenthal Associates - 4Print, Babble!, Taplex, Tapmark

       Ron Mills & Associates - CMS Gold

       Moraffware - Blast, Entrap, Fly, Pinball, Revenge, etc.

       On-Site Computers - Quikmenu

       Software Dynamics - Magic Screen Saver

       Soleau Shareware - Cuber, Doubolo, Goldhunt, Hyper Hangamn, Main
       Break,  Oilcap, Plotz, Tribolo, and many maze games, etc.

       Sonshine Software - Church Accounting, Church Membership,
       Purchase Order System

       Starlite Software - Galaxy Lite

       Sub Rosa Publishing (Canada) - SR-Info

       Support Group - TapCIS

       Sydex - 22Disk, 22Nice, Anadisk, CON>>Format, CopyQM, FormatQM

       Texasoft - Information Please!, Kwikstat, PC-CAI

       Wilson WindowWare - Command Post, WinCheck, and others

       Individuals who are making a living from registration fees
       ----------------------------------------------------------

       George Abbott - ProDev*Base, ProDev*Member, ProDev*Quote

       Bob Ainsbury - Technojock's Toolboxes

       Eric Anderson - Icon Tamer, Monitor Saver, Zip Manager

       Nels Anderson - Cipher, EGA Trek, Mah Jongg, Moustool, Shooting
       Gallery, SoundPAS

       Chris Anthistle (Canada) - Payroll Canada, Payroll USA

       Alan Avery - ElfTree

       Mike Buchanan - Calendar Wise

       Vern Buerg - List, ARCE, FV, etc.

       Orlando Dare - Multimedia 1, ABC-Talk, 123-Talk, Image Pro

       Gene Davis - Lotto Prophet

       Steve Extvanik - Fictionary, Ecomaster, Capbuf, Chronos, Quilt,
       Antic, etc.

       Darrell Fichtl - Apt Renter, Lotto Buster, MegaPups, Stock Trader

       David Gray - Hugo's Adventure series

       Len Gray - Almanac, PB Icon, and other Windows tools

       Ross Greenberg - Flu_Shot+, Virx

       Tom Guthery - Animated Alphabet, Shapes, Math, Memory

       Dave Hamel - Boxer

       Mark Harris - LQ, Active Life

       Jim Hass - AHelp, HDM III, HDM IV

       Mark Herring - .QWK QMail Reader

       Robert Hime - Letters 'n' Labels

       Jim Hood - PC-Learn, Shareware Marketing System

       Steve Hornback - Clipart and games artwork

       Steve Hudgik - Organize! series

       Eric Isaacson - A86, D86, Greendot, Zipkey

       Tom Johnson - Dayo accounting series

       Robert Jung - ARJ

       Dick Kelly - BillPower, Multitrack, Neavou, TickleX, RamDesk,
       ReSearch, etc.

       Frank LaRosa - Searchlight BBS

       Woody Leonhard - WOPR and other Word for Windows macros

       Dennis Lozen - Fastbucks

       Adrian Mardlin (UK) - Flexibak Plus

       Paul Mayer - Grab+, WinGrab, ZPay 3

       Jerry Medlin - PC-GL, PC-AP, PC-AR, PC-PR

       Ward Mundy - Badge-O-Magic, dLite, Wampum, Zephyr

       Jeff Napier - Another Program, Oxy-Acetelyne Tutor, etc.

       Christopher Noyes - Astro

       Dan Parsons - Robocomm

       Norm Patriquin - Patriquin Utilities, Stowaway, etc.

       Kendall Pierce - Painless Accounting series

       Keith Phipps - SageWords

       Rudy Ramsey - InContext

       Cary Ravitz - PrintGL

       Bill Rittenhouse - Bridge Pal, Names and Dates, PC-Names

       Eric Robichaud - Blankit, EZFormat, Programmers' Productivity
       Pack, Pro-Lite

       Rob Rosenberger - Lecture, PCFDial, QAnalyst

       Hans Salvisberg (Switzerland) - BOOT.SYS

       Orest Skrypuch (Canada) - Recon

       Dave Snyder - Battle Ground, Facing the Empire, Home Manager II,
       Robomaze II, Scripture Memory

       Dan Stasinski - ProWindows Lite, AddMem

       Sandi and Shane Stump - Back and Forth, File Commando II, Menu
       Commando  II, PC-Sweep

       Karl Thompson - SolveIt!, AmortizeIt!

       Nick Thompson (UK) - Representing many US shareware authors

       Kim Thornton - Micro Register, The Vet Assistant

       Bill Torbert - CMTS, Home Helper

       Dan Veaner - Darn!, Super-Maint

       Neil Wagstaff - Family Ties

       Rosemary West - Tarot, I Ching, Geomancy, Fortune Teller, etc.

                             (End of author list)

       Finally, as a close to this Winter newsletter, a self-serving
       pitch from your editor for a tutorial I recently authored which
       should be of special interest to computer coders and shareware
       authors. I get backaches like crazy from computing all day - bet
       you do to. Ask for the following tutorial at your local disk
       vendor or send me two bucks for an evaluation disk containing
       the following program.

                   BACKACHE RELIEF NOW!  (c) 1992   Jim Hood

       For over 7 million backache sufferers and 2 million added each
       year, this is a thorough and medically conservative tutorial
       written for the average layman. Topics include: spinal anatomy,
       backaches and computer operators, chronic backache, arthritis,
       chiropractic manipulation, the "slipped" disc, aging and back
       pain, tumors, infectious diseases, posture and backaches,
       medications, new medical technology, exercises, the orthopedic
       examination, surgery, pregnancy and backache, little-known
       therapies, the anthropology of backaches and more! Colorful
       popdown menus, help screens and high speed search features guide
       users through a variety of tutorials which can be printed or
       read on screen. Registered users ($25.00) receive a printed back
       care study and exercise guide plus two software disks.

       Finally, for those joining SMS for the first time, the newsletter
       from the previous SMS edition...

        --------------------------------------------------------------
                         Newsletter: Fall 1992 Edition
        --------------------------------------------------------------

       The rate of change in the shareware industry is normally
       ballistic. However even that pace seems slow as I glance at
       activity in shareware developments which have recently
       come into focus.

       One of the most profound changes is a DRAMATIC INCREASE IN
       BUSINESS CLOSINGS within shareware disk vendor ranks. This is
       both ominous since we lose marketing channels as well as
       beneficial since we shed poorly managed disk vendors. Normally
       the rate of change within the primary SMS mailing list
       (DATABASE.EXE) is almost predictable. Shareware disk
       vendors move or leave business at the rate of about 30 to 50
       addresses changes or deletions per month. Not surprising when
       you consider that the SMS mailing list tracks about 4,000
       entries. Lately, however, we are OFF THE SCALE. Vendors are now
       closing or moving at the rate of over 250 per month which is an
       order of magnitude higher. Clearly the marketing channel is
       changing.

       Some authors are not fairing well either. The August 12th
       edition of our local Seattle Times newspaper carried a story
       about local shareware author Scott Chaney who is probably going
       to close up shop and find other employment. This despite the
       fact that his packages were recently included in a "top
       shareware selection" edited by PC Magazine's John Dvorak and
       carried by all Egghead software stores. Scott's other packages
       were featured in a computer book disk enclosure which sold over
       HALF A MILLION copies. Still Scott is close to calling it quits
       for lack of registrations which, according to Scott's figures,
       have fallen almost 30 percent this year. Apparently another
       problem is that one of his more popular packages FALSELY
       triggered virus infection alarms in some virus detection
       packages. This obviously suggests that all authors beta test
       their packages in some OBSCURE and hitherto unforseen ways.

       But back to the point....

       Clearly something is happening in the shareware marketing
       channel that is weeding out weak disk vendors and smaller
       authors. The superficial conclusion is that our national
       economic recession is to blame. I'm not sure that this quick
       superficial conclusion is the right one, though. Frankly,
       I think we have done much of this to ourselves: dumb marketing,
       author and vendor associations which sometimes work at
       cross purposes, poorly capitalized disk vendors, sloppy
       catalogs, sloppier packages, lack of standards and finally
       simple greed. The economic recession clearly bears some
       culpability. But for the most part the bad voodoo is that which
       we have made ourselves. The upside is that the marketing channel
       is changing faster than ever. As more than one politician has
       noted, change is simply opportunity turned inside out.

       So where is shareware headed as we careen into the 1990's?
       Into a very competitive arena, to be sure. Commercial software
       houses are adopting both shareware-like prices and marketing
       methods. Programs are needed which work harder, smarter and more
       inexpensively than ever. DOS, OS/2 and Windows slug out a
       marketing battle in a global arena. New releases of extremely
       CLEVER SHAREWARE PACKAGES are popping up more frequently. The
       bad news is that authors and vendors are going to have to work
       SMARTER to find the right niche and product mix. The good news
       is that the shareware channel is at MORE THAN CRITICAL MASS for
       public attention and profit potential for both authors and
       vendors. That's the silver lining: that we now have sufficient
       density of channels, groups, customers, and vendors to do the
       job. It's just that we have to do it more cleverly and with
       higher quality products. We also need some standards in disk
       files, author groups, vendor catalogs and registration
       incentives.

       Let's move on....

       Time for some secret weapons! The following gentlemen are
       INFLUENTIAL CONTACTS who can position your shareware package for
       success since they are prominent shareware reviewers for LARGE
       NEWS ORGANIZATIONS. Send each your disk TODAY! One good review by
       these nationally-placed editors could land your package in the
       front row seat of product registrations:

       Noah Matthews, POB 7037, Long Beach, CA 90807-0037. 310/595-
       6870. FAX: [phone]. Noah produces a nationally syndicated
       newspaper column which is carried by most Knight-Ridder
       Newspapers as well as the Chicago Tribune and New York Daily
       News. He encourages disk submissions. A good review of your
       package can FLOOD you with registrations!

       Preston Gralla, 19 Beech ST, Cambridge, MA 02140  CIS: 76000,15.
       Preston is the chief shareware reviewer and editor for ALL of
       the Ziff-Davis computer publications and has also written
       detailed shareware books for Ziff. Preston also solicits disk
       submissions and frequently reviews new shareware in many Ziff
       publications. Ziff-Davis practically owns the computer
       publication business and for purposes of shareware, Preston is
       the man to know.

       More key addresses....

       Ever wish as a shareware author that you could send your disks
       to large computer clubs made up EXCLUSIVELY of BBS sysops?
       Here are a few addresses I recently scanned via the main SMS list
       which contain EXACTLY that profile. Ship these computer clubs a
       disk soon!

       CAPITOL AREA SYSOPS ASSOC
       POB 2963, MERRIFIELD, VA 22116
       ----------------------
       DENVER SYSOP ASSOC
       POB 20594, DENVER, CO 80220
       ----------------------
       SE MICHIGAN SYSOPS UG
       6648 PAYNE, DEARBORN, MI 48126-1741
       ----------------------
       SYSOP CORNER
       722 E MEMORIAL BLVD, LAKELAND, FL 33801
       ----------------------
       TEXAS SYSOP ASSOC
       POB 47494, AUSTIN, TX 77208
       ----------------------
       UNITED SYSOPS ASSOCIATION
       POB 28684, SAN JOSE, CA 95159
       ----------------------
       WWIVNET BBS SYSOPS
       401 LYONS #17, SPOKANE, WA 99208

       A few words about the main SMS mailing list as well as the
       companion list of bad and undeliverable addresses. At the
       request of several authors, I now change the date of revision
       for entries in BOTH lists (DATABASE.EXE AND DATABAS2.EXE) to
       help you determine what has changed since the last edition of
       SMS. To locate new or revised records in EITHER the list of good
       addresses or list of undeliverable addresses: 1) Sort the
       mailing list from your PREVIOUS SMS edition on the date revised
       field. 2) Jump to the top (or bottom) of that sorted list to
       find the LATEST date of revision and note it on a sheet of
       paper. 3) Next load and sort the NEWLY UPDATED SMS EDITION
       mailing list on the date revised field. 4) Using the OLD LIST
       REVISED DATE from your sheet of paper you can now easily locate
       all entries which are LATER than that specific date and are thus
       newly revised. Again, this process works for either the main
       mailing list or the list of undeliverable addresses. Special
       thanks to Dave Snyder of MVP Software for suggesting this
       change.

       Another highlight of this issue is an updated shareware disk
       vendor rating survey provided by Dave Beiter of Ritner, KY.
       Dave's infamous DOLLS index (date of last life sign) and other
       ratings of disk vendors appears at the end of the letters to the
       editor section of this edition of SMS (LETTERS.TXT.) Dave, as
       usual, slices and dices vendors as he sees fit. Also a special
       thanks to Dave for his recent submission of new vendor addresses
       and pruning and updating of older addresses.

       Also recently released is the 1992 shareware industry survey and
       Small Business Journal from Steve Hudgik and Homecraft. Copies
       can be obtained from the SMS GOODIES.TXT section as well as from
       Homecraft directly. EXCEPTIONAL RESOURCE! Information follows:

       HomeCraft Software (H.C.P. Services, Inc.)
       P.O. Box 974
       Tualatin, OR 97062
       [phone]
       [phone] (FAX)

       Program Name: HomeCraft Small Business Journal V1.#1
       Version: 1.02
       Recommended BBS filename: HSBJ01.ZIP (or HSBJ01.LZH)
       Release date: June 30, 1992
       Registration: $6.00 ($10.00 for two issues)

       HomeCraft's Small Business Journal is an on-disk magazine
       with helpful information for small businesses.  This is Vol 1,
       Issue 1 and this issue focus' on the shareware industry.  It
       provides a complete summary of Steve Hudgik's 1992 vendor and
       author surveys, which includes comments from authors and vendors
       telling each other how to improve what they do.  Also includes
       a section on vendor comments concerning the ASP.  And this issue
       introduces the Shareware Business Index. Order from Homecraft or
       evaluation copies by consulting the GOODIES.TXT section of SMS.

          (next, a paid advertisement, then newsletter continues...)

            **************** Super Shareware System ***************

       The Super Shareware System (SSS) is a comprehensive system for
       shareware authors, enabling them to track customers, prospects,
       distributors, contacts, products, sales, and expenses.  SSS
       allows you to quickly and easily target mailings to customers,
       prospects, or distributors using the mailing label or postcard
       options.  SSS creates 24 reports, some of which include:
       Customer, Distributor, and Contact Listings and Directories,
       Geographic Summaries for Customers and Distributors, Income over
       a specified time period with subtotals by day, month, or year,
       Expenses subtotaled by date or expense category, Balance Sheet,
       Payments Due, Tickler, and more.  Use the Querying capability of
       SSS with the postcard, label, and report options for further
       customization.  SSS allows you to easily enter customer
       registrations and to print invoices with accompanying labels.
       Import data in dBASE, Delimited, or SDF formats.  Export data
       for use with existing software.  SSS was designed specifically
       for shareware authors.  It's power and flexibility make it a
       tool that most shareware authors will not want to be without!

       Send $5.00 for a trial disk to:  PractiComp
                      6490 Dubois Rd.  Delaware, OH 43015-8931
                        614-548-5043  Compuserve 71043,3706
       (end of ad)

       Attorney Charles Kramer of New York recently submitted an
       article to SMS which all authors should review. Sometimes life
       in the fast lane of programming and marketing shareware
       overlooks intense LEGAL ISSUES which are also evolving in
       the shareware arena. Keep reading - a considerable amount of SMS
       news follows Mr. Kramer's article!

       (Start of Kramer article).

       _DATASTORM_ and IMPLIED LICENSES: WHAT HAPPENS WHEN YOU
       DISTRIBUTE A PROGRAM AS SHAREWARE

       - by Charles B. Kramer

       You may have heard that shareware authors don't lose their
       copyright in their programs just because they distribute them as
       shareware.  You may have also heard that the only thing
       VENDOR.DOCs can do is to *give* people permission to do things -
       - like distribute by rack -- that they wouldn't otherwise have.
       Using a VENDOR.DOC to *restrict* what people can do -- like
       saying "no permission is given to distribute by CD-ROM" -- is
       said to be unnecessary.  Authors already have their copyright
       (so the pitch goes), so they don't need a VENDOR.DOC to restrict
       anything -- authors can assert their copyright anytime they
       want, and stop people from doing things they didn't give them
       permission to do.  Besides, a court decision called _DataStorm_
       (so the pitch continues) is legal "precedent" for this point of
       view.

       Wrong.

       Authors do not lose their copyright by distributing their
       programs as shareware, but they can lose a little piece of it --
       enough to deprive them of control of their programs some of the
       times they most want to assert it.  And, as precedent, at least,
       _DataStorm_, the full text of which is below, has NOTHING to do
       with it.

       WHEN COPYRIGHT WAS EASY TO LOSE

       Copyrights used to be easy to lose.  You didn't get federal
       copyright protection until you "published" something you wrote
       with "notice".  If you accidently published without notice, you
       could lose your copyright.  You also automatically lost your
       copyright at the end of 28 years after you published unless you
       filed a "renewal application" with the Copyright Office.

       Making copyrights easy to lose was not an accident.  The idea of
       giving people a copyright is, in the words of the Constitution:

       "to promote the progress of... useful arts by securing for
       limited times to authors... the exclusive right to their...
       writings...."

       As one court explained it,

       "The limited scope of... copyright duration required by the
       Constitution, reflects a balance... creative work is to be
       encouraged and rewarded, but private motivation must ultimately
       serve the cause of promoting broad public availability of
       literature, music, and the other arts.... [T]he ultimate aim is,
       by this incentive, to stimulate artistic creativity for the
       general public good."

       In short, the purpose of copyright is to give authors a
       *limited* benefit from creating things -- just enough to
       encourage them to create.  The more authors create, and the
       sooner they lose their copyrights, the better off the public is.

       But times have changed, mostly to bring our copyright rules into
       greater harmony with the way copyright works in the rest of the
       world.  While copyrights still last only "limited times",
       they've become a lot harder to lose.

       COPYRIGHTS AND FLYPAPER

       Since 1978, when a change to the Copyright Act became effective,
       you own a copyright in what you write the moment you write it
       down or save it to a disk or any other tangible thing. The 1978
       change made renewals no longer needed, and made copyright notice
       less important for keeping a copyright.  And since a 1989 change
       to the Copyright Act, notice barely matters at all.  There are
       reasons to use it, but preserving your copyright is no longer
       one of them.

       Instead of being easy to lose, copyrights are now almost
       impossible to get rid of.  To contribute software to the public
       domain, for instance, an author must abandon his copyright
       clearly, unequivocally, and decisively.  Something like "I OWN
       ALL THE COPYRIGHT IN THIS SOFTWARE, AND FULLY ABANDON IT TO THE
       PUBLIC DOMAIN FOREVER", together with your name and year of
       abandonment, should do it.  Ironically, if you require the
       abandonment statement to be included on copies of the software,
       you haven't really abandoned your copyright 100%, since your
       power to require the statement's inclusion derives from your
       copyright.  Similarly, if you do not include (or make available)
       the program's source code with the copies you put the statement
       on, you may not have effectively abandoned your copyright-based
       right to make new versions of the program. Copyright has become
       a bit like the flypaper in late night movie comedies: if you
       have one, a little piece sticks to you almost no matter what you
       do.

       So, since 1989, at least, shareware authors don't lose their
       copyright simply by distributing their programs as shareware.
       But they do lose a little piece of it, because by distributing
       as shareware they grant "implied licenses".

       WHAT IS AN IMPLIED LICENSE?

       When shareware authors distribute their disks with nothing more
       than an ORDER.FRM and nag screen or end-of-program registration
       reminder, they implicitly give permission to freely copy and
       distribute their program in all of the traditional shareware
       ways:

       [] Everyone has permission to upload to BBSs.
       [] BBSs have permission to enable downloading.
       [] Vendors have permission to sell disk copies.
       [] Friends, computer user and hobby groups, and everyone
        else has permission to make copies and give them to
        someone else.

       Each of these "permissions" is a copyright license.  The
       licenses are "implied", because although shareware authors don't
       actually say "I grant these licenses to distribute my program",
       they grant them by distributing their programs as shareware.

       "Implied licenses" are real licenses, but their terms are
       determined by how the parties behave and by what (because of
       industry custom) they expect, rather than by what they write
       down.  Industry custom, for instance, is what makes it probably
       OK for a vendor to add an installation routine to shareware they
       distribute.  Common understanding is what makes selling
       shareware for retail prices under the banner "Cheap software!"
       arguably not OK.

       One way to look at implied licenses is from a disk vendor's
       point of view.  Vendors spend time, money and effort in
       marketing shareware, including by testing shareware, printing
       catalogs, and buying advertisements.  They do so in reliance on
       the understanding that shareware authors want them to distribute
       their programs.  Or, in legal lingo, they've "detrimentally
       relied" on the fact that shareware authors have given them an
       implied license.  Detrimental reliance can make an implied
       license enforceable, just as though the license was paid for.

       To suggest, as some do, that shareware authors can assert the
       copyright in their programs anytime they want to is just silly.
       If that were true, authors could send their programs out as
       shareware, and immediately sue all disk vendors and BBSs who
       distribute their programs for copyright infringement.

       What it is more likely true is that authors can reassert their
       copyright in a way that will prevent harm to whoever was relying
       on an implied license -- say by telling a vendor to stop
       distribution, but only after up-to 60 days to exhaust copies of
       the program he has in stock.  This approach wouldn't prevent
       distribution by CD-Rom, however, since exhausting copies in
       stock won't reimburse vendors for their start-up cost of making
       a master CD-Rom.  And what is most likely true is that once a
       shareware program is sent out without distribution restrictions,
       copyright can't be reasserted for that version, period.

       One of the curious things about the "permissions" is that many
       shareware authors do not know they have granted them. Shareware
       typically contains some license terms -- a registration fee
       requirement for users, of course, and often a limit on what
       shareware disk vendors can charge for the copies they
       distribute.  But shareware typically does not explicitly grant
       permission to upload to BBSs, or grant BBSs the right to enable
       distribution, or say anything about rackware or CD-Roms.

       There are two principal dangers in license by implication:

       []   There is no clear boundary at which the implication stops.
       Since terms are implied on the basis of industry "custom" and
       shared understandings, shareware authors may "implicitly grant"
       rights they don't want to give up.

       []   Once a "perpetual" license is implicitly granted, it cannot
       be retrieved.  This could be bad news for a shareware author who
       wants to stop distribution of his shareware and sell by ordinary
       retail distribution instead, or who wants to sell his rights to
       the program to a software publisher for a good price.

       Shareware authors can, if they want to, try to prevent their
       permission from being implicitly granted by including with their
       shareware a statement something like:

       "ALL OF THE SHAREWARE AUTHOR'S RIGHT, TITLE AND INTEREST IN AND
       TO THE SOFTWARE NOT EXPRESSLY GRANTED ARE RESERVED EXCLUSIVELY
       BY THE AUTHOR."

       The effect of this clause is to say "whoa! you can't 'imply'
       I've given you any rights!  If I don't say you have a right to
       my shareware, you don't have it".  The shareware license should
       then *explicitly* spell out which of the "permissions" the
       shareware author wants to give.  Shareware authors can limit the
       permissions they give, or give extra ones, or give some and not
       others.

       WHAT DOES _DATASTORM_ HAVE TO DO WITH IT?

       In a 1989 court decision called _Datastorm v. S-To-Go, Inc._, a
       company called Datastorm received copyright damages from a
       company that distributed its Procomm program without permission.
       The case is often said to be important "precedent" for the
       proposition that shareware authors can stop vendors from
       distributing their programs anytime they want to, because that's
       what the software company in _Datastorm_ was able to do.

       A decision is "precedent" when it provides guidance in later
       cases.  The degree to which it provides guidance depends in part
       on whether the decision was made by a court with superior
       authority on the issue.  A more important factor is the degree
       of similarity between the decision and later ones --the more
       similarity, the more controlling the earlier decision is as
       precedent.

       While _Datastorm_ may have been a nice victory for the software
       company involved, it is meaningless to the shareware industry as
       precedent.  Here's why:

       [1]  The _Datastorm_ decision contains very few facts.  It
       doesn't consider whether the version of the program involved was
       being distributed as shareware, or if it contained a VENDOR.DOC,
       or why the vendor who was distributing it thought he had a right
       to.  It never mentions implied licenses, never mentions
       detrimental reliance, and never even mentions shareware!

       [2]  To the extent _Datastorm_ contains any facts, it sheds no
       light whatsoever on the relationship between shareware authors
       and shareware vendors.  The case says that the company being
       sued was "engaged in the sale of computer software to dealers",
       and got its master copy of Datastorm's program from "a closely
       related company."

       [3]  _Datastorm_ is not available from either the usual law
       reporters or the online Lexis database that contains many cases
       not reported elsewhere.  While this alone doesn't mean that
       _Datastorm_ has no value as precedent, it suggests that editors
       who review such things didn't think its facts were developed
       enough to be worth reporting.

       In any event, the full text of the decision follows, so you can
       make your own judgement.  Those wanting further information can
       obtain it, as I did, by request (and payment of a small fee) to
       the court that decided it.  Feel free to email me for more
       information.

       - Charles B. Kramer [Atty]
       CIS: 72600,2026
       Internet: [e-mail] September 20, 1992


       IN THE UNITED STATES DISTRICT COURT

                     FOR THE NORTHERN DISTRICT OF TEXAS

                              LUBBOCK DIVISION

       DATASTORM TECHNOLOGIES, INC.,   *
                                       *
                       Plaintiff,      *
                                       *
       V.                              *      CIVIL ACTION
                                       *      CA-5-8-120W
       S-TO-GO-INC.,                   *
                                       *
                       Defendant.      *

           _FINDINGS OF FACT AND CONCLUSIONS OF LAW_

       The above titled and numbered case came on to be tried before
       the Court with all attorneys and parties present on June 12,
       1989. After considering the pleadings, the evidence, argument of
       counsel, and the briefs of the parties, the Court files this
       memorandum which shall constitute the Court's findings of fact
       and conclusions of law.

       The Plaintiff, Datastorm Technologies, Inc. (Datastorm) was the
       developer and publisher of a computer program known as
       "PROCOMM".  Plaintiff secured a valid copyright on this computer
       program which is registered with the U.S. Copyright Office under
       Certificate of Registration 2-017-398.  Plaintiff properly
       displayed the copyright notice on PROCOMM and its associated
       documentation.

       Defendant, S-To-Go, Inc. (STG) is a Texas corporation engaged in
       the sale of computer software to dealers.  STG has admitted that
       Plaintiff is the owner of a valid copyright on the software in
       question, and has further admitted that it has violated
       Plaintiff's copyright by copying and selling this software
       program without Plaintiff's express permission. However, the
       evidence does not show that STG's acts in copying and selling
       the PROCOMM program without Plaintiff's permission was willful,
       as STG ceased copying and selling the program upon learning of
       the claim of Plaintiff that STG was violating Plaintiff's
       copyright.

       The copies made by STG were made from a master disk it had
       obtained from another closely related company, Software-To-Go,
       Inc.  STG had manufactured and sold approximately 600 to 800
       copies of the PROCOMM program without the express permission of
       Plaintiff.  Each diskette containing the PROCOMM program was
       sold by STG for an amount ranging from $4.00 to $4.95 each.

       This court has jurisdiction pursuant to 28 U.S.C. Sections 1331
       and 1338(a) and the United States Copyright Act, 17 U.S.C.
       Sections 101, 210, and 501 et. seq.

       The Court finds that STG's manufacture and sales of the PROCOMM
       program without authorization from Plaintiff constitutes an
       infringement of Plaintiff's PROCOMM copyright. Plaintiff has
       elected to take statutory damages as provided by 17 U.S.C.
       504(c).  Because the PROCOMM copyright was registered prior to
       the occurrence of STG's infringement, Plaintiff's election of
       statutory damages is proper.  The Court has determined that the
       sum of Two Thousand Dollars ($2,000.00) is the proper statutory
       damages to be awarded to Plaintiff in this case.

       Further, the Court, after hearing sworn testimony, is of the
       opinion and finds that Twenty Thousand Dollars ($20,000.00) is a
       reasonable attorneys' fees to be awarded, jointly, to the two
       attorneys for the Plaintiff for the prosecution of this case
       through the date hereof.

       The clerk shall furnish a copy hereof to each attorney.

       Dated June 14th 1989.

                         ______________/S______________
                         HALBERT O. WOODWARD
                         Senior United States District Judge

       (End of article submitted by Charles Kramer)

       Shareware authors should closely note that CompuServe now offers
       an ONLINE REGISTRATION SERVICE for shareware packages carried
       by the service. Here's how it works. At the CIS prompt GO SWREG.
       Select the menu item "Submit Shareware" from the menu. Carefully
       read the agreement notice which covers warranty, payments and
       indemnification and type AGREE at the prompt if you wish to
       continue. Answer routine questions about your address, phone number
       and routine business information such as ASP membership (ASP
       status which is not a prerequisite.) Following this a CIS ID
       will be requested for customer support and information as well
       as an optional separate ID for contact with CIS management only.
       Next, CIS will request file information on the shareware package
       such as title, description, version, file name, size,
       compression method, keywords, registration fee, forum location,
       library and support contact info (address, CIS ID, phone
       number.)

       When a CIS member "registers" a program electronically through
       the Shareware Registration Database online, notification is sent
       to the author's CIS ID which includes the customer name,
       address, phone number program name, number of program copies and
       total fee. Payments are then sent to the author on a regular
       basis and the customer's charge account (VISA, MC) is debited
       electronically through CompuServe. Stringent performance
       criteria for customer service and support are implicit within
       the service. This could be a VERY good option for many authors!
       Questions regarding the process can be submitted to the CIS
       product manager at 70006,256.

       When two friends hold differing views....

       Paul Scanlon and I recently exchanged thoughts via CompuServe on
       an area of concern within the shareware industry: lack of author
       income and one method of solving the problem. The dialogue opens
       with Paul's response to a recent news item concerning Seattle
       shareware author Scott Chaney who may soon be departing from the
       shareware scene due to disappointing registration income. The
       following messages have been edited slightly for clarity.

       From PAUL SCANLON:

       Scott Chaney, won't be the last Author to say "enough". Until we
       authors, develop a method of distribution, which can bring in
       some income to authors, we will lose author after author. You
       probably think there are more than enough authors waiting in the
       wings. This may NOT be so, as rumor will get around, that
       Shareware "stinks", and fewer and fewer new authors will replace
       the departing ones. This will continue, until, there are only
       authors, just writing for fun, and we will return to "Public
       Domain" software only, along with "yuky" software, where there
       will be low interest. Vendors will start dropping like fly's!
       Authors can change this NOW, we all should sell our software to
       VENDORS. Sure, little guys "Mom/Pop type" vendors will have to
       go. But those left will reap the benefits. They will sell their
       selections a little higher, and net more profit on each sale.
       The author can get to work on creating software, and updates,
       and not be bothered by registration fees. Yes, vendors simply
       buy unlimited license to distribute registered versions.
       Imagine, There are only 1000 vendors, and they all must buy your
       software, say at $20. That's $20,000 For one program! You
       develop 6 programs, and you are making a living! Of course,
       there will still be more than 1000 vendors, and not all will
       want your particular software, some will specialize. This is as
       it should be. Still, all in all, I do believe that a typical
       program VENDOR who has to pay $20 for license, will net author
       well over $10,000. Many programs, will require license of much
       greater, such as Apogee at $250 (they should come down some),
       which will bring them in quite a chunk! If the high end product
       goes for $75, and that product has a high demand, most vendors
       will buy. This means, more than 1000 vendors will get it, and
       product could bring in well over $100,000! (One Product!) This
       puts a developer well on the way to going retail (if they want).
       Don't forget, the author no longer has to retain a staff of
       duplicators, or buy as many bulk disks, or have to receive
       registration requests. The Author can also, net income from
       support, such as printer manuals.

       FROM Jim Hood:

       On shareware licensing, I suspect that getting vendors to pay
       licensing fee for shareware is simply impractical except with
       the very biggest authors/products. By the way, Apogee may have
       already backed down on their proposal. Nope, I just don't think
       it will fly. How I intend to "motivate vendors" is to create
       solid high value packages which are unique niche fillers and
       then give free updates to major folks like PBS, PC-SIG
       because they get registrations in a DOCUMENTED and proven
       manner. Meanwhile charge mom and pop vendors a handling fee. Small
       vendors rarely produce any registrations in actual practice.
       Charging $2.00 per disk times maybe 5 or 10 packages times 200
       to 500 vendors who will pay up a "handling fee" is small but
       comfortable potatos to at least subsidize the flood of requests
       for free evaluation disks which probably go into a large black
       hole. Unfortunately shareware has a long tradition of not paying
       licensing fees, Apogee may have missed the mark by trying for
       $250 licensing fee on one game instead of $25 licensing for ALL
       apogee stuff. Even that may not have flown but would have been
       REALISTIC. I just honestly don't think the licensing thing will
       work. Frankly if someone needs to go that route 1) their product
       has to be outrageous which is maybe 5% of all shareware 2) the
       vendors have to go for it and maybe only 40 or so of the very
       biggest ever will. 3) An author might as well go commercial and
       skip shareware or start shareware and then shift to commercial
       (like button with pc file.) The real bottom line is that only a
       few authors are at the right place at right time with right
       product (luck) to get real dollars. A second tier of authors may
       make a modest but reasonable income. Other than that it is a
       pretty hard scrabble living albeit VERY addictive and motivated
       with lots of HOPE that tomorrow brings dollars for most authors.

       From PAUL SCANLON:

       Jim, my thought, on Distribution License Fee, is NOT in terms of
       1 or 2 Authors, but in terms of 1000+ Authors banding together,
       and saying "Take Our Offer, or Quit Shareware". How many vendors
       would drop distribution of over 1000 Authors programs? Apogee's
       real problem, was in NOT soliciting other Authors in banding
       together and all making the same offer! Of course, their asking
       price was still too HIGH!. My idea will NEVER work on a 1 and 2
       Author basis, and probably will simply NEVER come to pass, as
       Authors will NEVER ever really band together to obtain results.
       Everyone feels they can do a better job and continue to
       struggle! What would you do, if 90%+, of all Authors said to
       you, Jim, we want $10 for each program you continue to
       distribute ! 1) if you have funds, you'd probably pay 2) if you
       don't have funds (you probably don't) you'll drop everything,
       and simply quit Share sales! If I ever get enough money together
       at one time, I'll send out a flyer regarding this very issue.
       Personally, I'd rather sell my Shareware to all vendors, than
       give it away and hope for registrations from and end user (from
       the goodness of their heart). If I'm not mistaken, most Authors
       would benefit from this idea, and a few, would loose out. Some
       Author products would simply get dropped as Vendors decide what
       sells and what doesn't! Also, Vendors would take a more serious
       look at programs, and get rid of the crap! (I doubt that even a
       vendor would pay a license fee for crap!). Gotta go, catch ya
       later.

       FROM Jim Hood:

       On the topic of 1000 authors banding together and asking for
       licensing fee - this might work if you had industry leading
       shareware packages as part of the group. Chance of happening:
       maybe .001% since getting authors together as a group and all
       marching same direction is similar to herding kitty cats. Nope,
       I just don't think the idea will fly unless STAR, ASP, OSWAD or
       ASAD get LOTS of authors together. Plus there are over 20,000
       shareware items out there already and low life vendors could
       continue to carry what is out there (previous to licensing
       pitch) and keep peddling it for a long time since there is
       plenty to keep any vendor running for many years on existing
       stuff other authors have walked away from and could care less
       about. The other problem is that the big time vendors could form
       their OWN little group and as a monopoly refuse to carry any
       shareware which asks for licensing. Further, vendors are
       reasonably smart and well financed such that they could hire a
       small handful of starving authors to write shareware for them
       directly and make sure that since they own the product they lock
       OUT the licensing. Further, you could get some cute stuff
       wherein groups of affiliated authors collectively agree NOT to
       charge licensing fees and then vendors would simply say forget
       it: we will carry ONLY license-free shareware from that
       affiliated author group which is enough to fill our catalogs
       anyway and you "other" little authors can take a hike. The
       momentum of any industry tends towards status quo with long term
       changes taking about 12 to 20 years. My guess is you might see a
       variation of the herd of authors licensing fee concept come to
       pass further down the road. In the short run, an author can
       probably make MORE money simply by writing GREAT shareware and
       marketing it aggressively through existing shareware channels
       (crummy though that may be.) Basically Apogee had one chance to
       "maybe" pull off the idea but the price, timing, execution and
       lack of other authors doing it collectively probably invalidated
       the concept for about 5 years. The fact that Apogee may also
       have backed down further seals the coffin and now the vendors
       know how, when, where and why it might be tried again, if ever.
       I still say best way to make some (not a lot) of money is fill
       niche which isn't discovered yet, write world class item, market
       the heck out of it and live with that fact. The upside is some
       money comes in, you are in a large global market and finally
       (although somewhat indirectly) you are paying the price for
       marketing software on the cheap instead of capitalizing and
       advertising it in a more commercial manner. After looking at
       both sides of the argument shareware is still reasonable if you
       are willing to WORK at it. In fact shareware is getting better
       for author income because 1) SMS is convenient source of mailing
       lists and news 2) more groups forming such as STAR, OSWAD, etc
       3) CIS is getting cheap on the monthly plan so you can
       interconnect for critical marketing info and advice 4) TONS of
       computers sold in higher volume which all need software 5) BBS
       and vendors now a large market presence for marketing 6) public
       consciousness raising on shareware. Shareware is a simple
       marketing concept that does have a lot of problems as far as
       marketing, but people UNDERSTAND it. Finally, smart authors can
       tune up effective cripples, bonus disk or whatever that REALLY
       works if they take the time. Bottom line: it ain't a great
       system, it ain't even a good system, but it IS a system and
       little checks pop up from time to time in my mailbox.

       From PAUL SCANLON:

       Well! I'd say, you pretty much have hit the NUT and the SHELL!
       Basically, the reasons you gave in your response, are why Fred
       Parker failed in his plan of getting a SWAPS program going. It
       was slated to fail! There is, though, one flaw in your response,
       and that is, most of that 20,000 shareware items belongs to
       someone, and those someone's could revoke distribution rights,
       which would remove all (or virtually all) software from the
       vendors. If you check, very little GOOD software, is Public
       Domain, as most GOOD stuff is Shareware! The real pitch, and un-
       doubtedly the hardest thing to do, is to get enough Authors
       together to pull off the coup! As to big time vendors having a
       programming staff to create their own assortment of goodies,
       that's a lot more expensive than buying a license fee from and
       author, even a $250 fee! In addition, that means only a few,
       large vendors would be left. Again, this would result in an
       increase in software pricing. If only those few large vendors
       survived, say maybe 50, I'd bet software pricing would increase
       by 3 or 4 times! This would result in fewer people trying
       Shareware (or whatever the disk vendor may call it). My guess,
       is that over the next 5 years, more and more authors will simply
       drop shareware! This will happen as the recession receeds (it
       will!). We need to do something NOW if the shareware concept
       will survive long term!. Paul

       FROM Jim Hood:

       Good response to my reasoning. For now I'll leave the final
       outcome to time and the efforts of some of the new author groups
       to see if they can pull things off. By the way, here's a new
       vendor, just came in today and looks to me like a MUST send for
       your Sebfu package: American Products, Mr. Michael Moore, 1580
       Dylan Dr, Virginia Beach, VA 23464-6715. tel [phone]. Have
       a great weekend.

       (End of message exchange between Paul and Jim)

       Vendors and authors searching for a good mailing list of
       registered shareware users might want to contact Cooper
       Graphics. Noted for their clipart and illustration shareware
       packages, Cooper is offering a list of 3,173 registered
       shareware users of their packages on either a one time use basis
       ($150) or multiple use basis ($350). Cooper Graphics can be
       reached at 9406 Omar Khayyam Blvd, Louisville, KY 40272-3556.
       502/933-3007. Mr. Jim Cooper, President.

       Vendors and authors who continue to be nervous on the topic of
       Use Tax collection between various states might do well to
       consider a subscription to SALES AND USE TAX ALERT. The
       publication is provided monthly with a free trial issue
       available. Purchase price is $189 annually. Sample topics
       include interpretations and implications of the latest court
       rulings on Use Tax including Quill versus North Dakota, trends
       on Use Tax collection in your state, use of private collection
       agencies by states such as South Carolina and Tennesse and
       consideration of enforcement powers these private agencies may
       have. Other surprising developments include the practice by
       Maryland of prohibiting use of resale certificates to avoid
       sales tax payment on purchase under $500. Many trends and
       advance inside information presented. Contact The State
       Taxation Institute POB 81143, Atlanta, GA 30366  800/846-2202.

       On to news about shareware disk vendors....

       MAJOR ITEM. Good Times Video of New York is pushing for large
       scale shareware marketing clout with the imminent signing of a
       contract to supply racks of shareware in major Walmart store
       locations! In connection with their video retailing efforts
       already in place, WalMart honored the company as "Vendor of the
       Year." In video distribution, Good Times produces or distributes
       in excess of 50 million video packages for retail distribution
       per year and maintains a direct computer link with retailers
       whom they supply so that inventory and shipping of orders can
       be managed. In discussions I have had with Good Times Video
       principal Ron Chamowitz the deal should fly soon and put Good
       Times Video on the map as one of the LARGEST rack vendors of
       shareware in the U.S. Christopher Thomson is an alternate
       contact at Good Times if you cannot reach Ron Chamowitz. Disk
       submissions from authors are welcome Good Times Video can be
       reached at 16 East 40th Street, New York, NY 10016. 212/779-
       4116. FAX: [phone]. Send them a disk.

       A very GOOD vendor to send a disk to is SEVEN WORLDS
       CORPORATION. Primarily a religious mail order vendor, they have
       recently expanded to offer both religious and NON-RELIGIOUS
       general shareware to a HUGE audience: they used mailings of
       about 250,000 card decks in August of 1992 to promote their
       books, tapes and software and do mailings of 75,000 per month
       beyond August. Send these folks a disk: Seven Worlds
       Corporation, Ms. Patti Hodge, Computer Dept Mngr, POB 11565,
       Knoxville, TN 37939  615/584-7350.

       Looking for a friendly BBS sysop to upload and beta test your
       shareware? Contact Ed Bailey, BOX 425, Souris, MB, Canada ROK
       2C0. Retired, but still active in the BBS community, he has time
       for fun with computers and can get your shareware onto his BBS
       and all you have to do it mail it to him. Will give your disk a
       little beta test run through if you like. His BBS is "Just
       Another BBS" affiliated with Fidonet: 204/483-2552 for his BBS.

       Recently accepted for ASP approved status is Select Software.
       Be sure to send them a disk if you have not already. Stephan A.
       Campian, Select Software, 1528 43rd St. NW, Canton, OH 44709
       216/492-9191. CIS: 71034,3404.

       Vendor with LARGE marketing muscle seeking shareware submissions
       for CD-ROM shareware collection. Supports 1,200 resellers in over
       60 countries so your shareware will be in WIDE distribution!
       Product called POWER TOOLS and is focused on the home, education
       and small business markets. The CD-ROM will be updated every 3
       months. Shareware developers and authors can purchase a courtesy
       copy for ONLY $15!!! Mike Khoylar, Mediatec, One White Water,
       Irvine, CA 92715. 714/251-8600.

       Rack shareware vendor seeking disk submissions with MANY rack
       locations up and running. Primary market is in these states:
       WA, ID, OR and British Columbia, Canada. Marc Skansi, CEO,
       P.C. USA Company, POB 378, Burley WA 98322  206/895-1337.

       I recommend a disk submission to ON TARGET COMPUTING which is a
       computer newspaper with a LARGE printed catalog of shareware
       collected in the back pages. Quite a few copies of this
       newspaper are found at local computer stores in my area.
       Disk submissions to On Target Computing, Shareware Submissions,
       care of C&D Publishing, 20518 9th Ave E, Spanaway, WA 98387
       206/847-1054.

       Change of address for a LARGE computer club which maintains
       shareware library. New address: Nationwide Insurance PC Users,
       5075 Waycroft Ct, Hilliard, OH 43026. Send them a disk pronto.

       Consider a disk submission to a vendor who will also be coming
       out with a CD-ROM disk of shareware in late 1992. Submissions
       to: Norbert L. (Bud) Jay, Jr., JCS Marketing, POB 1216,
       Lakeville, MN 55044  612/469-1161  FAX: [phone].
       Recommended!

       New Vendor: Rabbit-Soft Shareware, POB 1583, Williams, CA 95987.
       Primary focus educational programs for first time users. Charges
       $1.00 for programs. Owners James and Nancy Street are disabled
       and welcome your disk submissions.

       Another disk vendor of interest suitable for disk submissions.
       Software USA, POB 471883, Tulsa, OK 74147 918/481-6533
       FAX: [phone]. Contact Justin O'Neal.

       I have listed KWN systems of New Jersey for some time in SMS.
       Here's a little additional info, courtesy of a recent letter from
       Ken Nelson of KWN: Custom 10K size install programs are placed
       on all disks to ease customer use. The install program checks to
       make sure disk space is available, allows various drive and
       subdirectory combinations, unarchives, etc. Most KWN business
       comes from postcard deck advertising. Postcard deck advertising
       is also accomplished through their sister company MANAGER'S
       ANSWER CARDS. I have seen other vendors use postcard decks, but
       KWN seems to make it their specialty! You can send disks to them
       at 220 Stonehurst Blvd, Freehold, NJ 07728  908/431-4244.

       Interested in Spanish translations and the Mexican market?
       I recently received a letter from Vance Venable of VenTek
       Computers and Software (34395 Dobson Way, Freemont, CA 94555
       510/796-5452  FAX [phone]). VenTek is soliciting shareware
       for possible translation into Spanish for distribution in Mexico
       by a local business there. I sent the following letter to VenTek
       and have as yet not received a response. For the most part I
       would suggest that authors be VERY cautious of the Mexican
       marketplace and secure all contracts and commitments in
       writing. Letter to VenTek follows to which I have NOT received a
       response which is LESS than a good sign of reliability.

       FROM: Jim Hood                           8/13/92
       POB 1506,  Mercer Island, WA, 98040

       TO: Ventek, Vance Venable

       Received your letter regarding proposed PC-Learn Spanish
       translation. Possibly interesting. PC-Learn already in Danish,
       French and soon German. Spanish obviously a candidate as things
       evolve. PC-Learn VERY popular and registration stream is
       favorable. With high technology influx into the Maquiladora
       factories there are LOTS of computers in use in US/Mexican
       factories - PC-Learn could be useful. However, some questions
       occur. 1) Your same address in Fremont used to be Assoc
       Shareware Auth/Dist. Is Ventek replacing that organization? What
       is connection between the two organizations? 2) What is
       financial charge, if any for translation? 3) Would Ventek (or
       your Mexican client) be regarded as EXCLUSIVE vendor for PC-
       Learn distribution or can other vendors/suppliers also
       distribute the translation in Mexico? Can US VENDORS distribute
       the Spanish translation in the US? Is your client actually
       supplying shareware for the public marketplace or translating
       the product for commercial, government or business use and NOT
       doing shareware distribution? 4) What is your experience with
       registration potential in Mexico/other southern neighbors -
       general feeling among most authors I chat with is that
       Mexico/South America (especially Argentina) are worthless as far
       as ACTUAL registrations which eventually get back to the author.
       Same goes for Italy. In France, Langway Co. is handling PC-learn
       translation as a purely commercial product through retail
       stores. That system is working WELL. My original plan for
       certain target countries such as France, Germany, Mexico and
       Netherlands was for COMMERCIAL release of PC-Learn since
       shareware does NOT produce registrations in those cultures to
       any degree according to LOTS of research. I release SHAREWARE
       versions of PC-Learn in English speaking countries since
       registration DOES work there somewhat. 5) PC-Learn menu systems
       and installation will also have to be translated. How closely do
       you coordinate on overall translation of entire product or do
       you just plan to translate the tutorials only? 6) I don't need
       to know name or address of the Mexican client/distributor, but
       is this company or person straight on explaining shareware (try
       before you buy)? 7) What do you think of this contract modification:
       if I do not receive a TARGET registration figure in dollars from
       Mexico within let us say six months to a year, can I remove the
       translation/distribution rights for PC-Learn from Ventek and
       your client? As you may be aware, I also produce the large
       $hareware Marketing $ystem disk set with many authors use for
       news and a master mailing list. If all works out on your Spanish
       situation I could give you some excellent coverage in a
       publication that many in the shareware community read. Could
       lead to more business on your unique Mexican connection. However
       if the PC-Learn thing blows up down the road, $hareware
       Marketing $ystem would probably cover that situation as a
       "mistaken marketing lesson" involving VenTek and PC-Learn.
       Sounds like I am doubtful on this whole deal. Actually it could
       be GREAT with the new trade agreement situation with Mexico and
       increased exposure of shareware to new markets. Send me a letter
       or CompuServe me at 72020,2176 and we'll firm up things a little
       more.

       Jim Hood

       End of letter

       Another disk vendor who is pushing for disk submissions is
       American Products, 1580 Dylan Drive, Virginia Beach, VA
       23464  804/479-3202. Apparently they are preparing for a large
       marketing push and it would probably be a good idea to either
       submit your disk or a least a letter of interest. American plans
       to release a specialized catalog listing top hits in shareware
       as well as regional top hits for various parts of the country.

       Also new to the scene is Moonlight Software which is currently
       completing a large mailing to shareware authors soliciting disk
       submissions. You can reach Moonlight Software at POB 178426, San
       Diego, CA 92177, Mr. Mitch Dijak. Their location in San Diego, a
       portion of the country noted for good shareware registration
       volume makes sending them a disk a wise idea!

       Bruce Wible of Wibles Computers and Solutions solicits disk
       submissions for a LARGE rack distribution operation going into
       full swing in the Pittsburgh area. Targets will be computer
       stores, book stores and local colleges. Expansion into the
       nearby tri state area in the works.  Unique "consumer follow up
       service program" tracks the sale of author disks and after every
       multiple of ten sales, author is sent names and addresses of the
       consumers who purchased the software. Wibles Computers and
       Solutions 4170 William Penn Hwy, Murrysville, PA 15668  412/327-
       2068.

       Major catalog marketing push and solicitation for author disk
       submissions: L.A. Software, Mr. Albert Madding, General Manager,
       525 Ferry St. SE, Suite 103, POB 5725, Salem, OR 97304.
       503/362-7581.

       New shareware products of interest to vendors and authors....

       I have added a fascinating selection of new shareware packages
       to the GOODIES.TXT section of this edition of SMS. Evaluation
       disks on any of the following packages can be ordered from SMS.
       A few highlights:

       Vendors and retailers should find THE SOFTWARE JUKEBOX a
       brilliant idea! Produced by FreeBooter Software and Darrell
       Fichtl, this package turns a hard drive equipped pc into a
       self-service shareware disk dispensing machine! Clever idea.
       Load up several hundred packages and watch as customers
       duplicate what they need. The package also prints a customer
       invoice and tracks orders for marketing/statistical purposes.
       Why didn't someone think up this BRILLIANT idea before? Authors
       and vendors should consider setting up small franchise operations
       in their towns at local video rental stores, computer stores and
       small convenience stores.

       SMSEDIT is a new package designed to work with the exclusively
       with the SMS database mailing list. Modify or add records,
       search and reposition records. Print mailing labels. Network
       support. Switch between browse and edit screens with a single
       keystroke. Switch and select between various index files. Help
       screens. Multiple indexes and sort orders can be maintained and
       updated. Even a fairly complete statistics checking section
       featuring totals and counts of various types of records by
       rating and address type! Written by Gary Kunkel of Irving, Texas.

       VERSATIL is a popup collection of programmers utilities which
       will also save all info from each utility that you access -
       even between utilities!

       VERSACAL is a popup appointment calendar with features including
       printing of calendars three to a page for viewing a full
       quarter or single enlarged calendar. Prints in portrait or
       landscape mode. Also keep notes and tie the note to a particular
       appointment automatically.

       I need to retrace my steps and again highlight an older package
       which has been in the SMS GOODIES section for some time:
       VERSADEX. Author Michael Glaze who wrote that program as well as
       VERSACAL and VERSATIL reports that he used VERSADEX to mass mail
       1,400 of his disks to vendors using the SMS mailing list. He
       also plans to use his own product to track registration and
       vendor responses so ALL authors should reconsider a close look at
       this fine package for managing their own disk mailings!

       Another EXCEPTIONAL new program is Executive Address Book which
       is oriented toward the needs and  activities of busy
       professionals and is MUCH MORE then the usual address book
       program.  Address book pages are printed in the handy 3 3/4" x 6
       3/4" size format to fit Day-Timer Senior (K) and Day Runner and
       other organizers. Page space is maximized to keep the address
       book as thin as possible. Up to nine different sections can be
       maintained making restaurants, lodgings, business names, 800
       reservations numbers, etc. easy to find. As addresses are added
       or changed only the pages which change are printed.  Multiple
       books are easily maintained. Rotary-file index cards  are
       printed providing a quick, alphabetized desk reference. Pages
       may be printed on standard paper or on preprinted, perforated 6
       ring paper available from Day-Timer in either dot matrix or
       laser formats.

       Sometime ago Paul Scanlon and I proposed a shareware industry
       standardized "README" file system called SIF or shareware
       information file. At that time we also created a SIF verification
       software utility. Now along comes a companion utility called
       ENTERSIF which eases the preparation of a standardized SIF file
       which is later verified by the SIFVER utility. Produced as a
       mutual project by both Paul Scanlon and Moonlite Solutions,
       the package is available by consulting the GOODIES.TXT section
       of this edition of SMS.

       What's hot and what's not....

       The following industry ratings and awards for a variety of
       shareware packages may give you clues about popular packages and
       ideas for future development efforts.

       The September-October 1992 edition of Shareware Magazine noted
       the following rankings (in priority of orders) for popular disk
       orders: Skyglobe, Viruscan, Desktop Paint 256, Graphics
       Workshop, Ultimate Spanish, Animated Memory, Ultimate Geography,
       Magic Crayon, Algebrax and Vacation Planner.

       Meanwhile, the July 1992 edition of PC Shareware Magazine from
       the United Kingdom offered the following ranking of popular disk
       orders: Wampum, As Easy As, Beginners Needs, Draft Choice,
       Skyglobe, Driving Simulators, Page Financial Controller, Family
       Tree Journal, Commander Keen, Page Cheque Book, Readability
       Plus, IKmageprint, Intermediate Needs, Jokes 1, PC Draft CAD,
       McAfees Utilities, Duke Nukem, Cooper .PCX, Advanced Utilities
       3 and finally C++ Tutor.

       The following month, August 1992, PC Shareware Magazine shuffled
       the deck to offer the following popular disk ranking: Page
       Financial Controller, As Easy As, Draft Choice, Beginners Needs,
       PowerMenu Plus, Odyssey, PC Draft CAD, Page CHecque Book,
       Wampum, Freeway PAYE Master, Skyglobe, Advanced Utilities 3,
       Galaxy Lite, Imageprint, A86/D86, Commander Keen, Family Tree
       Journal, Advanced Utilities 1, Easy Project, Label Makers.

       Disk Vendor Graematter (listed elsewhere in both the SMS mailing
       list database as well as this edition's letters to the editor)
       offers the following package rankings:

           1st Quarter 1992                2nd Quarter 1992
        ----------------------          ----------------------
          1. Moraff's World               1. HyperPAD
          2. Monuments of Mars           2a. Moraff's Stones
          3. Arctic Adventure            2b. Moraff's World
          4. Pharaoh's Tomb              2c. VGA Fish
          5. Jacaranda Jim                5. VGA ART
          6. VGA Fish                     6. Arctic Adventure
          7. HyperPAD                    7a. Another Lifeless Planet and
                                                 Me With No Beer
          8. Almanac 1992                7b. BOBPMGR (PrintMaster graphics)
          9. VGA ART                     7c. Dad's Choice
        10a. Air Traffic Controller      7d. Gotta Go
        10b. Moraff's Entrap             7e. Moraff's Super Blast
        10c. PKLite

                     Year-to-date 1992
                  -----------------------
                    1. Moraff's World
                    2. Arctic Adventure
                   3a. HyperPAD
                   3b. Monuments of Mars
                   3c. VGA Fish
                    6. Pharaoh's Tomb
                    7. Moraff's Super Blast
                    8. VGA ART
                    9. Jacaranda Jim
                  10a. Almanac 1992
                  10b. Moraff's Stones

       In the HOT column note the following packages received the first
       annual SHAREWARE INDUSTRY AWARDS for packages deemed best in our
       industry. Receiving awards were: 4DOS (best utility), As Easy As
       (best application), Paint Shop Pro (best graphics application),
       Medlin Accounting (best business and finance package), A86
       Assembler (best programming language), Animated Series (best
       educational), Commander Keen Series (best entertainment),
       SkyGlobe (best home or hobby), Kwikstat (best math or
       engineering), Surefire (best new product), Commander Keen Series
       (best overall), 4DOS (peoples choice award), Bob Wallace
       (personal service to the industry.) It should be noted that
       these awards honor the first ten years of shareware.

       Next, ideas for better shareware marketing....

       The Association of Shareware Authors and Distributors has
       finished its first mailing to prospective members interested in
       that group. Offering dues of only $35 per year, ASAD plans to
       offer a variety of author and distributor marketing support
       services and can be reached at 2425 North Limestone St,
       Springfield, OH 45503-1109  513/390-1099  FAX: [phone].
       Contact Mr. B. Lee Williams, Chief Executive Officer.

       Benefits to members include an association logo which may be
       used in advertising member products, printed bylaws, monthly
       newsletter, access to ASAD distribution channels including ASAD
       BBS and ASADnet to be available September 1, 1992.

       Extracting several notes from a recent press release submitted
       by ASAD the following statements and claims are offered: ASAD
       was not designed to replace or degrade any existing organizations
       such as STAR or ASP. Decisions to cripple or not cripple
       shareware belong exclusively with the author and ASAD has no
       formal stand on this issue.

       Goals of ASAD: 1) Promote shareware products as a viable
       alternative to commercial software. 2) Protect the right of
       those persons involved in the shareware industry. 3) Educate
       persons about the shareware concept. 4) Establish reasonable
       standards for the authoring, distributing and marketing of
       shareware. Organizational plans call for the following phases:
       1) initial bylaws formulated by charter members. 2) membership
       drive. 3) set up main node or base BBS for ASAD. 4) Establish
       forum area on CIS.

       ASAD advertisements in computer magazines are planned. A
       tollfree hot line for complaints in planned with ASAD providing
       Ombudsman resolution services. Later in January or February 1993
       a full-time secretary should be hired and will be the only
       person within ASAD receiving a small salary. Coop mailing of
       member packages to vendors not wishing to use the ASAD BBS are
       planned. Plans are to keep membership dues low and provide
       additional finances through tentative arrangements such as BBS
       charges for non ASAD members, compilation and sales of ASAD
       mailing lists, subscription newsletters, corporate sponsorship
       and auctions of hardware on the ASAD BBS. ASAD bylaws dated
       August 1992, version 1.2 are available by contacted the
       organization. Membership applications are now available.

       Have you put together a PUBLICITY KIT? The idea is that as your
       business grows you may be asked to speak before an association,
       receive a business award, or need to announce a new product in a
       local or national newspaper. A publicity kit is simply a pre-
       packaged kit of background material about your company which can
       be made available on short notice when publicity opportunities
       pop up. What are essentials of a good publicity kit? 1) a
       personal profile on your business background, product, business
       goals and accomplishments 2) a detailed one page company history
       including past and future plans for growth and product
       development 3) Photography - black and white head and shoulders
       view of yourself, professionally finished. 5 x 7 inch or 8 x 10
       inch size. 4) Product or service profile including brochure and
       technical explanations of products in simple english which
       newspapers can quote 5) Press releases and copies of previous
       newspaper articles. Also customer testimonials, product
       endorsements. If you have no published articles, do a free
       presentation or seminar and ask for coverage in that group's
       newsletter which you can obtain. 6) Fun free stuff: pens or
       other goodies with your logo, disk, newsletter, catalog or
       discount coupon. When publicity suddenly offers an opportunity,
       your publicity kit will be ready to go!

       There may come a time when you need a business credit report on
       a potential client. You might need to know things like bill
       payment history, highest credit amount extended, six month
       average account balance, industry payment comparison, past
       bankruptcies and liens. For $27.90 you can obtain a fast
       telephone report via MTC Corporation on most businesses and
       corporations (no personal credit reports.) For reports billed to
       credit cards call 800/488-5775. For reports billed to your
       telephone bill call 900/288-4258. A third option, for frequent
       credit reports, is to order CreditPro software which allows your
       pc to retrieve the reports directly. Call 800/488-5775 ext 4 for
       this option.

       Free subscription to a fascinating marketing magazine. Send a
       request on your company letterhead to SALES AND MARKETING
       STRATEGIES AND NEWS, c/o Hughes Communications, 211 W. State St,
       POB 197, Rockford, IL 61105.

       Good source of general public mailing lists popped up the other
       day. Maybe you have a shareware disk which needs to go out to
       insurance agents, woodworking customers or other specialists.
       Contact BEST MAILING LISTS, 38 West 32nd St., MY, NY 10001
       800/692-2378 or 212/868-1080 or FAX: [phone]. Free catalog
       available.

       Good books for better marketing. Following available from
       Dartnell Publishing, c/o Marketing Bulletin Board, 117 W.
       Micheltorena, Santa Barbara, CA 93101  805/687-3137

       DIRECT MAIL AND MAIL ORDER HANDBOOK. 1583 pages. Massive guide
       to sources, ideas and mailing lists for the direct mail
       industry.

       MAILING LIST STRATEGIES. 224 pages. Choose the most effective
       lists, how to rent and exchange lists, test mail lists, evaluate
       direct mail campaigns.

       HOW TO START AND OPERATE A MAIL ORDER BUSINESS. 560 pages. Over
       500 actual campaigns, ideas, strategies and case histories.
       Reveals blunders and new ideas.

       SALES MANAGERS HANDBOOK 1066 pages. Learn cost control,
       budgeting, sales training, direct mail methods.

       PERFORMANCE DRIVEN SALES MANAGEMENT 262 pages. Marketing tips
       use by the Fortune 500 companies.

       NEW TIME MANAGEMENT METHODS 260 pages. Focus on priorities,
       avoid telephone interruptions, schedule advertising campaigns
       for maximum profit, and more.

       DIRECT MARKETING HANDBOOK 704 pages. Every area of direct mail
       marketing strategy covered by over 60 specialists in the field.

       HANDBOOK ON SALES PROMOTION 624 pages. Proven techniques for
       strategy, mail order promotion, timing, rebates and more.

       Consider a subscription to BUSINESS MARKETING magazine.
       $40/year. 12 issues. Business to business marketing methods for
       profit. Recession strategies. New niche market opportunities.
       Business Marketing, 117 West Micheltorena, Santa Barbara, CA
       93101-9978

       Another specialized publication which could be useful. TRADESHOW
       WEEK. c/o R.R. BOWKER, POB 31, New Providence, NJ 07974-9904
       800/521-8110. Contains lists and calendars of trade shows, major
       exhibits. Published weekly.

       BOTTOM LINE/PERSONAL. BOX 50379, Boulder, CO 80321-0379. Free
       sample issues of a magazine which provides valuable insider
       strategies. Special tax deductions, bill paying strategies,
       special tours, how to cut medical expenses, when to sue for
       malpractice, how to obtain airline tickets at discount.

       Two good books: COST CONSCIOUS ADVERTISING. Interesting book
       with loads of tips for budget driven advertising tricks. Spend
       less on print and media. Improve image and product advertising
       delivery. A second pertinent book: HOW TO PARTICIPATE PROFITABLY
       IN TRADE SHOWS. Decide which trade shows to attend. Plan
       exhibits. Display product in most dramatic manner. Unique
       promotional methods. Contact Dartnell Company. 117 W.
       Micheltorena, Santa Barbara, CA 93101. 805/687-3137.

       Next, an article on disk-based publications submitted by David
       Batterson which contains reference material on a trade
       association involved with that area of shareware.

                Disk-Based Publications - A Growing Phenomenon

                              By David Batterson

       Books-on-disk are totally digital publications, they are
       not printed on paper.  This relatively new publishing method is
       also called electronic publishing, "disktop" publishing, or
       etext. Electronic publishing means publishing in computer-
       readable, digital, "disktop" format.  Materials are created on
       computer and saved in digital format on disk for others to read
       through their PCs.

       As Ron Albright, president of the Disktop Publishers Association
       (DPA) explains it, "the term encompasses everything from plain
       ASCII text (readable on any PC with most word processors or
       editors) to complex, hypertext publications that rely on
       machine-specific programs to view and navigate." The benefits of
       electronic publishing include faster production time, easier
       revision and updating, cheaper cost, reduced consumption of
       natural resources, and enhanced presentation and readability.
       The term includes digital publications not distributed on disk.
       Such publications are read and downloaded from commercial online
       services like CompuServe, free ones like the Internet, or on the
       thousands of BBSs around the world.

       Electronic publishing covers the whole gamut, including both
       fiction and non-fiction, magazines and newsletters.  An example
       of non-fiction is "The Virtual Society" by Harvey Wheeler "Fail
       Safe].  Wheeler's disk-based book recently won First place in
       its category in the DPA Quill Awards for excellence in
       electronic publishing. Fiction books include original works by
       noted authors like Harlan Ellison and Robert Anton Wilson.
       Their electronic books are published by a company called
       UserWare [4 Falcon Lane E., Fairport, NY  14450]. Other small
       publishers are springing up to publish books-on-disk by
       "unknown" authors.  These books range from mediocre to
       excellent, just like you find with traditional small publishers.

       There are some fine electronic magazines.  One of those is
       ShareDebate International [P.O. Box 20607, Bloomington, MI
       55420].  Another popular one is Electronic Publishing Forum
       edited by John Galuszka [Serendipity Systems, P. O. Box 140, San
       Simeon, CA 93452]. Electronic Publishing Forum is a quarterly,
       on-disk publication that covers the subject of electronic
       publishing. It contains updated databases of electronic books
       and publishers, and reviews of new disk-based books and text-
       viewing software. Electronic Publishing Forum is distributed as
       freeware. Original materials are copyrighted by their
       respective authors and/or publishers. Programs--designed for
       publishing text and/or graphics and facilitating their
       distribution and viewing--are some times bundled with the
       publication. These programs range from basic ASCII-text-readers
       such as LIST or READ.COM to more sophisticated ones that include
       hypertext capabilities, pull-down menus, mouse support and
       variable color screens.  Examples of the latter are DART and
       IRIS, both distributed by UserWare.  DART won a DPA Quill Award
       for best electronic publishing software. The DPA was created by
       computer journalist, medical doctor, BBS sysop and electronic
       publisher Ron Albright.  Dr. Albright was frustrated by the
       traditional publishing methods.  After publishing an on-disk
       book, he discovered that many others were doing the same, but
       they had no organization to assist them.

       The busy doctor found time to start up this association of
       electronic publishers and authors.  The purpose is to promote
       the benefits of electronic publishing, and to help authors and
       publishers improve their  distribution and marketing methods.
       Those interested in electronic publishing may contact Dr.
       Albright at: Disktop Publishing Association, 1160 Huffman Road,
       Birmingham, AL 35215.  His electronic addresses are:
       CompuServe: 75166,2473, GEnie: RALBRIGHT, MCI Mail: 370-7474 or
       RALBRIGHT, PRODIGY: DXBD80A, or the DPA BBS: 205-854-1660 (24
       hrs.).

       David Batterson of Portland is a tech writer, computer
       journalist and author of a disk-based publication titled "PC
       REVIEWS."  He is a member of DPA.

       (end of article)

       Are you producing shareware for the religion or church-oriented
       market? Consider obtaining specialty mailing lists for targeted
       mailings as well as placing your ads in suitable card decks and
       other mass mailings. TRI MEDIA publications. 2825 Bledsoe St,
       Fort Worth, TX 76107  817/332-5913.

       Note the recent addition of author William Schall of Solon
       Software to the SMS Net upload service. Further details in the
       file RAPID.TXT accompanying this edition of SMS. William
       specializes in shareware games packages with his solitaire games
       the most recently released.

       My sources tell me that INC Magazine will be doing a detailed
       article on shareware marketing and profit potential to be
       published late this year. When INC Magazine explores shareware
       as a business, you know our industry is on the financial map!

       Are you moving into rack sales and trying to track down the
       source for that clever clamshell-style clear stiff plastic
       packaging that folds around a disk and then hangs up on a rack
       or pegboard? Contact Data Envelope, 408/374-9720.

       Here's a tip. Recently I received an order from SoftDisk
       Publishing for a registered copy of SMS which they planned to
       use for mailing the latest COMMANDER KEEN game release to disk
       vendors. I quickly rolled up my sleeves and recycled this tidbit
       into a little news release which I sent out to shareware disk
       vendors, authors and reviewers within the industry. The point is
       that sometimes a simple customer order or award can be
       "recycled" into news which will net you more sales. A copy of
       that press release follows which might also give you ideas how
       to format and present a "lively" press release for your own
       products.

       TO: ---- Editor, Shareware Magazine
       FROM: -- Jim Hood                         FOR IMMEDIATE RELEASE
                POB 1506
                $hareware Marketing $ystem
                Mercer Island, WA, 98040
                [phone]  CIS: 72020,2176

       Mercer Island, WA - August 27- The secret story BEHIND Commander
       Keen & Softdisk Publishing's release of the "Lost Keen Episode"
       involves Jim Hood's $hareware Marketing $ystem...

       Shareware industry watchers have long awaited the "Lost Episode"
       of Commander Keen's new game disk now shipping to major
       shareware disk vendors. However, there is a news story "behind
       the news" of the exciting Commander Keen game disk release!

       Softdisk Publishing of Shreveport, LA, which handled shipment
       and release of the Keen disk, used Jim Hood's popular $hareware
       Marketing $ystem mailing list on disk to keep the good Commander
       right on schedule! This is a "behind the scenes" tip in which
       other shareware authors should take a "KEEN" interest! The
       $hareware Marketing $ystem is a two disk shareware package
       available through PC-SIG and other quality shareware disk
       vendors. The $hareware Marketing $ystem, currently circulating
       as version 92.19 and scheduled for routine quarterly update with
       release of the forthcoming Fall 1992 edition on September 20,
       contains over 4,000 addresses of shareware disk vendors, BBS
       systems, computer clubs and key shareware reviewers. The package
       also contains a newsletter on disk which is updated quarterly
       and contains key marketing information used by shareware authors
       and disk vendors alike to obtain crucial shareware marketing
       information and mailing lists of disk vendors. Single issue
       registration ($49.95) as well as annual subscriptions ($175/four
       quarterly issues) are available for the package.

       Editor, Jim Hood, notes that the September release of the SMS
       package will feature some surprising "insider" news about new
       shareware marketing methods and trends from the "marketing
       underground" of the shareware industry. Jim is also the author
       of the popular PC-Learn package recently reviewed in the
       "beginners" section of Shareware Magazine and selected as one of
       four "best computer beginners bets" by former ASP president Paul
       Mayer.

       (end of press release)

       Are you managing a LARGE mailing list and need it professionally
       purged of duplicates with ADVANCED ALGORITHMS for sound alike
       and "seem alike" addresses? Contact GDP for a quote: GDP Inc,
       Greenfield and Partners Company, 3355 N. Arlington Heights Rd,
       Arlington Heights, IL 60004  708/253-5515 ext 159.

       In case you missed it department. Shareware is increasing its
       market presence in mainstream "commercial" software stores.
       Until the present time a visit to the local Egghead Software
       store might have given you a glimpse of the "commercial"
       versions of PC-File or Procomm whose shareware roots are well
       known. Now Egghead has seen the light as their current catalog
       offers DVORAK'S TOP 30 ($29.44) which contains 30 of the top
       shareware packages collected into one attractively package box.
       Make no mistake, these are not the "commercial" versions of
       former shareware packages: these are SHAREWARE!

       Video department. A few editions of SMS prior to this I bemoaned
       the lack of opportunities present to market shareware via
       cleverly packaged video demos which might feature screen dumps
       of specific packages and interviews with programmer/authors.
       Moving the idea a step further, I received a nice packet of
       material from TV Software Direct who specializes is exactly this
       sort of thing. An enclosed video demo tape from TV Software
       Direct displayed clean advertising spots (suitable for
       television rebroadcast on cable or local media) with screen
       dumps and colorful graphics. The price is apparently quite
       attractive. Contact Irv Brechner, TV Software Direct, POB 5125,
       Ridgewood, NJ 07451  201/445-7196  FAX: [phone]. You could
       even prepare full length videos on your program and send along a
       tape in addition to/instead of the software directly to
       customers. Something along the lines of "send $5 for evaluation
       copy of shareware and $7.50 for demo video" might soon be the
       buzzword among smart authors who can seen an opportunity
       rushing at them. Late night television cable and notes on
       shareware brochures "as seen on tv" might become more common.

       The subject of foreign currency and shipment of shareware to
       foreign addresses comes up from time to time. My good friend
       Paul Scanlon recently had a puzzle to solve and you might find
       the following exchange of information enlightening!

       From PAUL SCANLON:

       Jim, do you get much foreign mail? I just got one and have no
       way to mail back a response. The return address is included, but
       the post office does NOT recognize a country (the country name
       must be clearly and boldly written) to mail anything to! I have
       the envelope that was mailed to me, a registration form, with
       the unrecognized address, and a check the bank doesn't know
       where it's from! Got any ideas? Should I just toss the thing in
       my circular file? (H E L P!)

       From Jim Hood:

       Maybe I can help on foreign address. ALL checks have a micro
       code strip at bottom. Take to your local bank (where your
       account is) and have them dig the identifying bank code
       address/country out of the code. If they fiddle around ask to
       talk to an operations officer. THEY DO have access to this stuff
       so don't let them stall around. Second, look at the envelope
       postmark and stamp which may reveal the country. Third, I get
       registrations from Puerto Rico which they always abbreviate as
       PR. Fourth, go to your local post office and ask to speak
       DIRECTLY with the Postmaster. Have him/her assign a gopher
       secretary to look it up. Also inspect the payment check to see
       if it is in US Dollars. Sometimes abbreviated on payment checks
       as USD. Also look at back of check for more clues. Finally, you
       can call the federal reserve bank (we have one in Seattle) and
       they will look up the code on the check to reveal the bank.
       There are still more ways of doing this, but this may get you
       started....

       From PAUL SCANLON.

       Thanks for the help. Although I've been to both the bank and
       post office twice already! Neither bank nor post office offered
       any aid, whatever, as to the source of this darn thing! NO, it's
       not from PR, I've gotten orders from there, and this is NOT one.
       My best hunch seems to be either Germany or Holland. The check
       does NOT appear to be written for US currency, so, guess, my
       best bet, is to toss it! Thanks any way...Paul

       From JIM HOOD:

       If you suspect from Germany or Holland you could send fax of the
       check to consular office of either country in Los Angeles.
       Checks from Germany are in Deutsch Marks sometimes abbreviated
       as DM on the check. The DM imprint will probably be very close
       to the denomination. Like 45.00 DM, for example. Here's another
       idea, very simple. Take the envelope, check, forms etc to local
       library and ask to speak to the HEAD librarian who can probably
       pull the bits and pieces together and give you a very good
       guess. I still say your BANK is fiddling around. Ask your bank
       if they have an INTERNATIONAL division at their head office and
       then phone them or send them xerox of check. Your bank is best
       and cheapest source, and they HAVE the answer even though
       bankers are simply lazy. Try 1) head librarian 2) international
       division of your bank 3) Send me GOOD QUALITY xerox of front and
       back of check plus (illegible) address and I will decipher it
       for you in one day.

       From: PAUL SCANLON

       You HIT it! It is German, has Currency field of 30.00 DM as
       title at top of field! As German Currency this was translated on
       my request (since they didn't know), to american dollars, from
       German, and came in at around $20! Well, now to check on how
       much it will be to send the letter! Thanks, I knew, you knew
       what I had! <W>...Paul

       From JIM HOOD:

       If the currency is drawn on American bank (typically a foreign
       customer or bank might also have a domestic account in New York)
       your bank can look at and simply COUNT the digits in the micro
       code at bottom of check and tell that it is drawn on AMERICAN
       bank! However, if a payment is in DM or Deutsch Marks (again the
       micro code at bottom of the check will suggest that it is a
       foreign bank and the DM imprint further supports the logic), ask
       your bank to "send it out on collection" which means they ship
       it out and it gradually makes its way to Germany (about
       three/four weeks) and then is eventually electronically credited
       to your bank. Also ask if your bank "does the collection" or if
       "a correspondent bank" (big bank with whom they do business
       since they might be too dinky to do their own German bank
       collection process) does the collection. Next step is to ship
       the customer the shareware. Best idea is to hand copy the
       address onto a larger disk mailer in your best writing and then
       ALSO tape a xerox of the scrawled address below it. Once it gets
       to Germany the post office workers there can look at both your
       best attempt and the ACTUAL CUSTOMER handwriting on the xerox
       and get it delivered. It seems odd, but this way you have TWO
       delivery addresses on the face of the envelope and if it does
       not get through, you did your best. Send software by airmail.
       Include a green customs declaration sticker. Here's what one
       clever shareware author in Canada recommended you put on customs
       declaration which you get from your post office. Probably a
       "gray" area of the law as to whether you are shipping evaluation
       copy or retail copy of software, so follow this logic and decide
       for yourself: on the small green customs declaration sticker
       which attaches to the disk mailer, write under description
       "software disk." For value at the bottom enter "0." Finally
       check the second little checkbox which refers to a "sample of
       merchandise." This will save your customer some duty and speed
       up delivery! Ship airmail. Don't bother insuring it. Be sure to
       put GERMANY clearly at bottom of mailer. By the way, I have a
       German foreign exchange student visiting us at the house for
       next two weeks. Small world of coincidence isn't it? In closing,
       tell your lazy bank to do some work for you. This is all pretty
       routine stuff and they could have helped you simply by looking
       at the check and saying "Oh, DM, that's deutschmarks from
       Germany." Look closely, though, just in case customer maybe sent
       it in USD (US dollars). In either event have your bank send it
       out "on collection". Urgent: keep the bank deposit receipt on
       your desk, write name of clerk who accepted your deposit of the
       German check (or better, get a bank OFFICER to accept the
       deposit) and then call bank once a week (after three weeks have
       passed) and ask "has it cleared and for how much." If you just
       passively sit there your bank may fiddle around with it (knowing
       bank efficiencies) so calling after a few weeks go by is SMART.
       However one fine day a "mysterious" deposit credit will show up
       on one of your bank statements which means the foreign check
       finally "cleared" and your account has REAL US dollars at last!


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       Please note that older material from previous SMS newsletters,
       containing HIGHLY valuable marketing information, has been moved
       to the SMS archives disks which is available from SMS. Consult
       the GOODIES section of SMS for information on ordering this
       archived material if you do not have previous editions of SMS.

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