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Technology Stocks : Newbridge Networks

NN 14.21

+1.7%

Nov 28 9:30 AM EST

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To: Rob Riordan who wrote (11443)	5/11/1999 3:42:00 PM
From: pat mudge	Read Replies (1) of 18016

Rob -- NN doesn't compete in a market where products can be substituted willy-nilly by its customers. When vendors and customers, in this case NN at the end of Q4, negotiate prices its not based on "give it to me for less or I'll take my business somewhere else," but on the customer's knowledge the vendor needs to meet analysts' expectations, i.e., "I'll book in time to meet your numbers if you'll give me a discount." NN knows what needs to change --- and is making those changes --- and will have their numbers met earlier in the quarter and not be vulnerable closer to the wire. In many industries your "I'll take my business elsewhere" argument is valid. In the carrier space this just isn't so. Pat

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