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Technology Stocks : Advanced Fibre (AFCI) ** IPO -- Ignore unavailable to you. Want to Upgrade?

To: E_K_S who wrote (1969)	3/12/1999 8:21:00 PM
From: E_K_S	Read Replies (1) \| Respond to of 3299

To Thread: Our VP of Sales and Marketing of Domestic sales died of Brain Cancer in December 1998; I guess that is why Mr. Webley was appointed Vice President of Marketing (http://www.fibre.com/news/AFCInfo/execmgt.asp) "...It is with a deep sense of sadness and loss that we inform you that Glenn Lillich, our former Vice President of Sales and Marketing, passed away in December after a courageous 14 month battle with brain cancer. Glenn joined AFC almost 6 years ago and was a major contributor to the early success of the company and was instrumental in building our domestic sales organization. Glenn was an inspiration to all and was a key player in the development of our AFC Core Values. Glenn is survived by his wife Joanne and his mother..." =================================================================== It is interesting to note that many of the executive management were formerly with DSC. DSC was acquired by ALA late last year. IMO, AFC needs to work on building their management resources, perhaps recruiting from a Nortel, LU or from one of the RBOC's. I believe we have to fill both a (1)VP of domestic sales position and (2) a VP of international sales position. Another alternative is to establish joint marketing and partnership agreements with a large integrator like LU, Nortel or even ALA. Each of these large integrators has or is designing their own products. AFC must convince one of these integrators that their product and technology is better and establish "joint marketing" terms that make sense for both companies. The only other solution is to work with a large Networking company that is not currently competing in this market. The obvious candidate is CSCO; other companies might include COMS, TLLBS, and maybe even Intel. I have a hard time seeing AFC making it on their own. It will take time to recruit the seasoned management necessary to exploit the market opportunities available both domestic and international. The xDSL business will double in the next few years and AFC must position their products and services to grow their market share. IMO, AFC is in a very important transition period. A key partnership or merger is critical for AFC to gain market share in the future. EKS