MRV Communications (MRVC) opinions? Message Board

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Technology Stocks : MRV Communications (MRVC) opinions?

MRVC 9.975

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Aug 15 5:00 PM EST

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To: Mike Winn who wrote (6454)	12/15/1997 11:23:00 AM
From: Dee Jay	Read Replies (2) of 42804

"Channel management" refers to sales channels which, typically, are distributors but also include sales to large scale end users. with distributors there are certain accounting questions - is the product "sold" when it's shipped to the distributor or does it become a sales only when the end user has purchased it and, in some cases, actually installed it and has it up and running? An example of the latter would be an Ascend TNT switch which is a complex piece of equipment and Ascend typically doesn't recognize the revenue until it's fully installed and operational. That puts revenue recognition off until a later date, well after it was shipped to the distributor. 3COM got itself in a bind because its acquiree, US Robotics, counted as sales a huge amount of modems that were in the hands of distributors, far greater quantities than were likely to be sold in a reasonable period of time. They've been accused of "channel stuffing", or inflating sales by shoving product down the channel's throats, and ow the practice has come back to haunt them - at least that's my understanding of the class action lawsuits filed against them (5 so far). So if they've hired someone at a highlevel to head up the marketing effort through the various channels it would appear that they're going to be making an aven greater effort at sales through distributors, IMHO, or perhaps better manage the sales they're getting. I think the former is a more correct possibility and that indicates to me that they expect much greater volumes...or that they had some problems and want to make sure they're doing it right. In either event I would guess that this is a positive sign all around. Dee Jay

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