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Technology Stocks : Cornerstone Imaging (CRNR)
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To: sand wedge who wrote (419)3/29/1998 5:10:00 PM
From: Mad Bulgarian  Read Replies (1) of 430
 
I would agree with you in general but not in this specific case.

CRNR's customers are large VARs and system integrators, for both hardware and software. And even though it's true that selling software is very different from selling hardware, the perception of CRNR as a company whose products are already accepted and ubiquitous is very important.

A lot of this is relationship selling, and a lot of it is VARs and integrators covering their posteriors by buying the familiar. In that case, a known brand name = less risk to the buyer, even if technically the connection is a little fuzzy. CRNR won't give up that advantage.

Their hardware niche is very well-defined - "Imaging Displays" for large document imaging installations - and there again, the VARs and integrators look to CRNR. I see the companies you mentioned keeping a lid on monitor margins, but long-term they will not be a factor given CRNR's shift to software.

P.S. Tom, I really like the buying that's been going on in the 5's - probably some of it is still the co. buying back its own shares? - But the floor seems to have been established very nicely at these levels. No news that I've heard, but this buying doesn't look news-driven; much more methodical and restrained. I like that.
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