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Technology Stocks : Ultratech Stepper
UTEK 30.230.0%Jun 5 5:00 PM EST
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To: Andrew Vance who wrote (1061)7/30/1997 9:56:00 AM
From: Ian@SI   of 3696
 
Andrew,

Do you understand UTEK's sales strategy re Mix and Match?
i.e. - Do they expect their alliance partners (ASMLF) to sell UTEK steppers? ... or do they target ASMLF customers with their own sales force showing the customers benefits from ordering 1 UTEK stepper for each pair of ASMLF Litho tools?

Clearly, on a short term basis, the ASMLF Salesman is much more likely to get a huge commission if he ignores the customers' best interests. After the customer finds out he's been <taken advantage of>, those commissions may be much less going forward.

Just wondering why Mix and Match hasn't been more successful.

Ian.
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