The Gift of Hindsight
TCOM Systems Inc., a generator of electronic computer mail service, has learned from the mistakes of the US Postal Service in its attempts to get into the business. Rather than buying in advance the equipment necessary to become established, TCOM has signed on partners such as GTE Data Services for communications/data processing, Pitney Bowes for paper handling, and IBM Corp. for laser printing. A central processing facility run by GTE sorts and transmits mail electronically to 25 regional operating centers where the mail is printed by laser printers. By December 1988, TCOM expects to be mailing 10 million pieces a month by offering its customers speedy service unavailable through advertising agencies' direct mail. While the high price TCOM charges for the mailings -- between 65c and 75c per piece -- could inhibit the company's success, cofounder Robert F. Ryan contends that the real issue is service. The overall impact of TCOM's features can help companies increase their bottom line.
Full text: Venture, Apr 1988
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