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Microcap & Penny Stocks : FRANKLIN TELECOM (FTEL) -- Ignore unavailable to you. Want to Upgrade?

To: William Harvey who wrote (25346)	1/16/1998 12:44:00 PM
From: jim bowman	Read Replies (1) \| Respond to of 41046

Maybe (?) this has been said but I'll say again anyway. Please don't be disappointed if we don't see strings of multi-million dollar sales immediately following the evaluation periods. This is not a realistic Selling new and cost-effective technology to companies is not easy even for the best products and even when the benifits are obvious; the decision making process seldom happens overnight especially for larger accounts. Purchasing managers are always very cautious when looking at new, large purchases, especially those that will be highly visable like IP. They know that careers can be made or busted with the decision to buy cutting edge technology. Sometimes it is easier for very conservative companies to make no decision at all, so they don't. However, many do eventually buy in after they see others gain a competitive advantage. Again, delays don't necessarily reflect poorly on a company, it's products or evaluations of the products. It can simply mean that that key people need time to get as much buyoff and A*s covering in place as possible before inking the deal. The WCOM deal just might be a case in point. Jim