CONTACTS 
0201 - Merrill Lynch Institnl Sales                                                                                                                                       O-00000469 0201
020101 - Mr. Lee Kirbach
020102 - Equity Research Sales

SUBJECTS
Fitness, exercise

0403 -
0403 -    ..
0404 - Summary/Objective
0405 -
040501 - Follow up
040502 -
040503 - x0001 Lee and I played in the GGTC annual Club Doubles tournament.
040505 -  ..
040506 - We lost in the finals of the consolation bracket 6 1, 7 6 (7 5).
040508 -  ..
040509 - Afterwards we came here to visit, and take a look at SDS.  Lee is
040510 - using a number of SDS features in his business practice, and feels
040511 - this along with the administrative support available in his company
040512 - adequately serve his needs.
040513 -
040515 -  ..
0406 -
0407 -
0408 - General
0409 -
040901 - Lee graduated from college in 1981, and initially worked as a cable
040902 - stringer for a cable TV company.  He has direct sales experience and
040903 - is now in stock sales, a position where he travels internationally.
040905 -  ..
040906 - We had an interesting and wide ranging discussion about international
040907 - and socio-economic matters.
040909 -  ..
040910 - Lee mentioned being suprised that English is not more widely used in
040911 - Hong Kong.  This led to discussing the benefits of knowing a foreign
040912 - language.  Lee feels foreign language skill provides incites into the
040913 - culture of other peoples.  I noted that for those who travel widely,
040914 - it would be difficult to learn the language of every country where
040915 - commerce is done.
040917 -  ..
040918 - English is evolving into the universal language of commerce; Lee
040919 - speculated that Japanese is another candidate.  We considered at some
040920 - length the basis for Japan's rise to economic prominence since WWII. I
040921 - offered that Japan, like England, is likely to be constrained by its
040922 - geography from attaining extended hegemony in world markets.
040924 -  ..
040925 - The US advantages of a large geography with room for population
040926 - growth, plus relatively reliable education, distribution, communica-
040927 - tion and legal systems, would seem to permit continued economic
040928 - expansion that will not be available anywhere else for a long time. It
040929 - is most likely the concept of capitalism that is the main engine of US
040930 - growth in that it permits the movement of resources to the "ideas"
040931 - that appear most promising.  Thereafter the dynamics of idea creation
040932 - and the political freedom to act according to one's view of one's
040933 - interests, creates wealth.  There are some wrong answers that evolve
040934 - from this process, and some right ones.  Over time, the right answers
040935 - help everone.  Perhaps this is what was ment by those who crafted the
040936 - preamble in the constitution, in mentioning "...the pursuit of
040937 - happiness."
040939 -  ..
040940 - Cultural and language differences in Europe and elsewhere inhibit
040941 - commerce.  Growth rates in other locals will from time to time
040942 - necessarily exceed US growth simply because, like Japan of 40 years
040943 - ago, many places are starting from zero.
040944 -
040945 -
040946 -
0410 -

SUBJECTS
Marketing, Customer analysis, perceived value
Notepad, replace
Sales Resistance
Writing "everything" down
Too busy to manage effectively
Correlation to accepted practice and concepts
Thinking Through Writing
SDS Expedites Reading & Writing
Writing is Primary Knowledge Tool
Time, Balance Meeting, Preparing, Analysing
Writing Improves Creativity, SDS Synergy
Understanding - Writing & Linking Unlock

1514 -
151501 -  ..
151502 - SDS Demonstration for Communiction Metrics
151503 -
151504 - Lee is using some SDS features through manual applications.  He keeps
151505 - a diary of important events, and has a due diligence checklist
151506 - procedure for customer contacts.
151507 -
151508 - He has experimented with automated note taking, and found he could not
151509 - keep up with the pace of his work.  It was not clear how this effort
151510 - differed from his manual Diary.  Why does it take longer to write
151511 - notes in a computer environment than to write them with pen and
151512 - paper?  I created SDS to do it faster.
151514 -  ..
151515 - I suggested that the automated system he tried previously may not have
151516 - offered efficient data entry capability.  SDS is designed for fast
151517 - and flexible data entry, so information can be created as a form of
151518 - "thinking."
151519 -
151521 -  ..
151522 - Benefits of Diary
151523 -
151524 - He did say that he has found the practice of keeping the daily diary
151525 - reveals greater depth of understanding about what has occurred and
151526 - what needs to be done as a result.
151527 -
151528 - I showed him how the SDS diary can be accessed by Date, Subject,
151529 - Contact, or an object, like a letter, invoice, etc.  Demonstrated how
151530 - events are "linked" to form associations emulating human memory.
151532 -  ..
151533 - For example this record covers a number of subjects (see lines 0701 -
151534 - 0705).
151535 -
151537 -  ..
151538 - Document Log
151539 -
151540 - Showed how a variety of reports can be quickly assembled on corres-
151541 - pondence Issued and Received, to insure effective management of
151542 - commitments and entitlements.
151543 -
151545 -  ..
151546 - Productivity Arises from Harmony Synergy from Integrated Tasks
151547 -
151548 - Discussed briefly how personal and organizational productivity can be
151549 - improved through integration and automation of all information.
151550 -
151551 -     Lee feels time required to develop the SDS record diminishes the
151552 -     value of organizational memory, relative to the support available
151553 -     in a large organization, similar to Morris at Chips, ref SDS 1
151554 -     5930 and Ross at IBM. ref SDS 1 3S6H  On 910626 Ross reported that
151555 -     technologies approved for use by IBM employees offers an easier
151556 -     path than trying SDS. ref SDS 2 AH6L
151558 -      ..
151559 -     I asked to see an example of how Lee captures and manages
151560 -     organizational memory.  He said there is not enough time, and
151561 -     noted it is not as extensive as he observed in SDS today.
151563 -          ..
151564 -         It seems to me this view is reflects Lee's point about the
151565 -         European market.  Lee feels his best "idea" in the European
151566 -         market is very likely better than the 200th stock in someone's
151567 -         US portfolio.  Similarly the time devoted to writing the
151568 -         record is a function of importance.  Every issue does not
151569 -         require detailed analysis, but certainly some do.  Just as
151570 -         purchasers are rewarded to decide which stocks to buy,
151571 -         managers are paid to decide which situations require care to
151572 -         ensure full understanding and follow up.  Those issues that
151573 -         require such care can be managed better with SDS.
151574 -
151576 -  ..
151577 - I will send along some further analysis of this point for Lee to
151578 - consider at his leisure, ref SDS 1 and 2.
151579 -
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151581 -
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151583 -
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151585 -
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1516 -