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DCMI has built a successful business providing services to its customers like systems integration and web-enabled applications. They have installed AS/400 on networks, making existing RS/6000 - AS/400 multiple platforms operate seemlessly. The value adds DCMI has focused on heavily include e-Business applications and LANs. Most AS/400 accounts have solid data base applications but few have e-Business applications on the AS/400. DCMIs staff includes full time consultants and contractors with expertise in Imaging, Communications/Networking, COBOL and RPG programming. DCMI serves clients in a wide range of industries including: Associations/Nonprofits, Distribution, Wholesale, Insurance, and Trucking. One of the software packages they have had great success with is a turn-key system for Law Firm administration called MANAC. Sam does not see the AS/400 and the RS/6000 as competing, but rather filling different needs. His firm steers some customers, such as heavily Data Base type applications toward the AS/400. More scientific or processor-intensive applications (like imaging) point to an RS/6000 solution. Sam is positive about using a team approach in bringing about customer solutions. Therefore, sources have been identified to bring about a package solution. The customer can expect the best support available; whether they have products like Windows NT, Novell, Domino, Java, Sockets or unique software packages that require support/service. DCMI is a full service company with experts in the areas of sales support, dealing with ICC, maintenance programs, and getting prices and configurations. In looking over the opportunities for his business in 1999, Sam points to a historical mix which has been 70% services and software and 30% hardware. The trend will be more toward services and software. He sees growth in sales of hardware, but feels downward pressure on pricing will diminish the revenue potential. |
Sam Searcy,
President of Data Communications Management Inc., sees
