Smart engineers Zubehörlieferers Memorex puts the cart before the business on the back. The Method: Reverse Engineering. In a small laboratory, they dismantled an IBM disk unit (2311) in its components, reconstructed the parts list, corrected some flaws and went with the production in series.
The result was striking: The customer accepted the large mix despite "parasites and parasite-cries" of IBM. Compatibility was in. Within a short time
shot mixed-hardware vendors such as mushrooms and occupied by the IBM product range all that was not nailed down and. Records, tapes and printers. But what began as a great battle, ended as a small war. The guerrillas tore each other, and the first highly offended IBM amused.
The inventors of the mixed-hardware strategy had clearly recognized that the BM steadily declining production costs for hardware design in their final price not properly acknowledged. In the periphery was enormous profit.
Example: The cost of playing for the IBM 2311-disk unit with six months' rent, the average installation time was four years ago. Similar rates, the ratio for tape units and printers.
, sent by IBM profit margin was so large that the first mixer, the cost could be ignored. Their sales strategy was simple and easy: with a random set off on the IBM price, they went into the market and collect orders. That was not good for a while because serious competition was created by the mixer from next door.
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