HP HP-Measure-1965-04 free download

File name HP-Measure-1965-04.pdf

Our increasing competition The journey to journeyman www.HPARCHIVE.com Competition: It's getting tougher and there's more of it AS ONE HP MARKETING EXECUTIVE PUT IT: "Com- 1""\. petition is particularly rugged in our business, because many of the instruments we sell can be developed by a couple of bright engineers in a garage." o The point he was making explains, in large part, some peculiar characteristics of the competition which HP sales people must cope with on a day-to-day basis. This competi- tion is made up of more than 200 companies, of which the great majority are young, relatively small, aggressive, and smart. Most often they are highly specialized and concentrate on one or just a few lines of instruments. Not many of them actually had to start in a garage, because investment dollars in recent years have been increasingly available to those new electronics enterprises which are based on good ideas and sound technical capabilities. With expressive gesture, Sr. Field Engineer John Chiarella holds dinner Big doesn't mean best in the electronics industry. These meeting with customers after a day at the IEEE show. Chiarellathinh un- small companies can contribute significantly to science and derstanding customer problems is first line of defense against competition. technology. When they do, they make very rough competi- tors indeed. o Hewlett-Packard must also face a dozen or so large cor- Photo permission of General Radio 1'1 I -.1. porations which operate on an international scale and have extensive R&D, manufacturing, and marketing resources. A company like General Radio competes with several HP di