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Show Enterprise Review, March 24, 1976 Car Dealer Credits Computer for Volume by M. M. Gaber You are a business manager You think youre great. Your mind is as sharp as a computer and everything is going fine. Suddenly a salesperson runs into your office. A huge order just fell into my lap! he cries. It's ours if we can deliver in 90 days. Can we? You panic because you dont know the answer. You lose the order. That afternoon you wander into the backshop and peruse the inventory supply. You discover an item has been there on the shelf for three years. I'm understocked on items we need, and overstocked on items we dont, you grumble. You are not alone. Many other managers like you have confronted this very dilemma in their business operations, and have concluded the problem is an inadequate method of accounting. They have found they need more access to data about their own business. They want the ability to react quickly to changing economic conditions. The solution they often discover, is a computer. Expanding in Other Areas traditional computer users. But now, says Frank Platt, manager of Univac marketing department, computer use is expanding into the areas of manufacturing and research and development as well as growing in the traditional accounting use. Some industries, like the aerospace industry, have grown totally dependent upon the machine. The NASA program would have been impossible without the computer, Platt claims. Although not many Utah businesses are as sophisticated as NASA, many depend on the computer to maintain their present level of business volume. One such business is Laury Miller Pontiac, Inc., in Salt Lake City. Laury Miller started using electronic accounting methods in 1965. Like most other Miller says the firm feels a definite need to stay in touch with customers. needs. Because of his computer system, Miller claims the company was able to make a profit during the energy crisis, when many other dealerships flirted Joseph Hancock, currently contract manager at Wasatch and 1974 were profitable years Electric Co., has announced Miller says, and in fact sales formation of his own consultvolume has doubled since ing engineering firm, Valenco. 1972. The name stands for value Laury Miller mails remindHancock ers to customers before their engineering, check-up-s are due. He explained. Hancock said he expects to sends them merchandising start with about four employmaterial, offering them special discounts or sales. It is this ees, mainly drafters and designers. He said the firm customer contact. Miller, will specialize in electrical claims, that kept money comengineering for commercial ing in when people didnt and industrial projects. want to buy big cars. They Valenco will be located at came in for service, he 275 East South Temple. Hanexplains, adding the firm cock said he expects to move continued on page 12b in to the new office April 1. with bankruptcy. Both 1973 So Miller, after what he describes as a few courses in computer science and a few IBM courses, developed a computer program to meet the needs of his company. The computer keeps track of all parts in inventory and lists all customers and their service Valenco Gears For Business . atomobile dealers, Laury Miller must report accurate information to the manufacturer on time. Theirs is a volatile business. We need to change our sales efforts from week to week, explains Mark Miller, business manager for the firm. If service sales drop, salespeople are asked to begin selling service. If car sales drop, another method of attracting consumers is initiated. Customer Contact Traditionally, computers have originated in the account In addition to the need to ing department. 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