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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

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