I found this today while looking at INTV. Wish I saw it yesterday.
To: Armand Charbonneau (114 )
From: Hubert Vaz-Nayak
Dec 12 1996 9:37AM EST
Reply #115 of 120
1. After market - that's sales you make after you've made your first sale. For example,
you sell someone a system or a voicemail platform. That's usually sold at cost. Then,
since the customer is 'hooked' onto your system, they can only come back to you for
upgrades, and new applications. That's where you make the money. So, if INTV has a
good, solid base, then they stand to make good money down the road. One company
that has been pushing this is Boston Tech. They have huge accounts including AT&T
long distance. Who the hell ever heard of a demand in Long Distance voice mail
boxes?? Right? But that's where BSTN has a leg up. AT&T will soon move to local
access services and other telecom services. And since BSTN has their voicemail
equipment platform hooked onto AT&T's switches, they can easily get AT&T's local
access voicemail business. So, my question still from earlier still stands - who does
INTV sell to?
2. In the long run, most sales WILL be made overseas. The US infrastructure is
extremely well established compared to foreign infrastructures. Also, when upgrades of
networks, etc. happen in the US, they generally happen quickly. (90% of PCS
infrastructure needed for the next 10 years will be installed by YE'98). So, companies
will have to look overseas for new business opportunities.
3. Not clear what you're trying to ask over here. But I'll give it a shot. If you're allied
with a voicemail equipment supplier, and they have a bad rep/are having probs. with
customers, then obviously, you can get screwed, unless you decide to dumpt the
voicemail supplier, and go around - in which case you can kiss your voicemail
partnership goodbye.
4. AT&T's new equipment company is called Lucent Technologies (LU). I don't know
if they offer system level voicemail systems. I do know they produce extremely robust
PBX voicemail systems. (What types of voicemail systems/applications does INTV
produce?). However, even with LU a competitor, it doesn't mean that INTV will get
shunned by AT&T. Take BSTN - they're supplying AT&T Long Distance and SBC.
Hope this helps. While you're looking at INTV, you may also want to look at 2 other
stocks - BSTN (though the upside here may not happen for a while) and BBTK - cash
rich - $10.5/share on a price of $16.5. If their platform is accepted, this could go to
$60 relatively quickly. |
