The Age from Melbourne, Victoria, Australia • Page 46

THE AGE, Tuesday 2 June 1987 C0MPUTERS8 ir Brothers making Drama behind Wang ad campaign By LORI VAUORA, new Tone, aaonuay The scene was more reminiscent of a professional seminar than a sale. Men in pin-striped Tyf pwvvaa viiiHiniig tA.i tivvo nvi am imiiuivu pany needed to soend advertbrtatv tor their: By WILLIAM QLABERSON, It suits took turns at the podium COMPUTER INDUSTRY Eastern Suburbs and pointed to slides that flashed by on a screen. But the 1600 people packed into a conference room at a Holiday Inn 1 1. Realm Computing Services Victoria Limited is one of millions from auctioning computers line." Among the Hill Holllday people In the room that night there were two especially whose own reputations were also on the line. One was creative director Don Easdon, a 31-year-old who had joined Hill Holllday two years before after II years at Young It Rublcam, one of the national advertising giants.

The other was Eas- don's partner. Bill Heater, a rumpled 33-year-old copywriter who looked slightly out of place at Hill Holllday's plush offices in the John Hancock Building. The boys," as H1U Holllday's chairman, Jay Hill, sometimes calls them, were fresh from collecting Just about every award there is, Including the Grand Prix of the Cannes Film Festival of millions of dollars on a new ad campaign. Wang, the second computer company after IBM to go on the air with ads, hadnt done much television advertising in nearly four years. "We got Dr Wang to spend huge amounts when spending money was not the flavor of the month," Mr Ollsa said.

"Our reputation was, and Is, very much on the in Massachusetts recently were bargain hunting in cast-off computers. documentary-style' "Real life, Real AC swers" John Hancock campaign. Heater had enhance his celebrity by playing himseIMn one of the real-life Hancock dramas whispering about his financial dreams as he cuddled a month-old baby. New York Times They would have plenty of opp me BMfor computer support racwues in Australia. Operating on a cost-recovery basis, we provide a complete -range of computer services mainly to fjabiehr-funded health organisations.

A vacancy exists in our senior management team. The pottOM is entitled 'Deputy Operations Manager. We now seek applications from people with managerial aiptrteace In the operation of large-scale bureau-type mainframes, and also with experience in the dcvatofment of new computer software. Applicants will need cxoerience in: portunities to buy. More than 500 personal computers were on the block, including popular Apple and IBM models.

There were Ber noulli boxes. Zenith monitors and JoM ached ulingproduction control of DP operations by Lynn Johnston FOR BETTER OR WORSE such popular software packages as Lotus 1-2-3, Microsoft Word and the Harvard Project Manager. fly ball ii 1 In the end, some buyers found their high-technology bargain, but many paid more for their merchandise than they would have at afaciine operations and output despatch Sjatuiiu analysis and design Software project management Our ati includes large Burroughs (UNISYS) and IBM mainframes, minis, micros and an extensive coounuaicatioas network. A salary above $40,000 will be negotiated, and employment conditions are attractive. Further information is available from Vic Miller, Richard Touton or Geoff Baker, on tel.

(03) 541 7500. Written applications (including names of referees) a discount computer store. vately held company employs 25 people, and says that its average auction brings in about $1 million. For its efforts, the company collects a 10 per cent fee, which will work out to about $5 million worth of business this year. "They're superior to anyone else in the business because of their expertise," said Lee Former, a field representative for the Credit Managers Association of Southern California in Los Angeles, which liquidates the assets of bankrupt companies.

Mr Former hires Ross-Dove about six times a year to sell more than SUS1 million in assets at each auction. That the way it goes at a Ross- Dove auction. A rarity only three years ago, auctions of used, outdated or unpopular computers have become the bread and butter of the Ross-Dove CO, of San Mateo, California. It is the country's only should be addressed to: irrmi auctioneer specialising in high- manager, ArLnii 1th Computing Services Victoria Ltd, SSt Blackburn Raad, CLAYTON, VIC. SIN Applications will be considered in the order that they are received.

technology products and now criss-crosses the nation holding an auction a week. by Brant Parker and Johnny THE WIZARD OF ID Far cry Insolvencies and foreclosures 7 make up about half of Ross-Dove's business. The other half comes COHrXfiRVOH PRECIPITATION from thriving companies, which than 5000 laptop computers were sold for more than $1 million and the Doves collected their 10 per cent commission. More important, managers from the Xerox Corp, who were attending the auction, decided to retain Ross-Dove. Since then, Ross-Dove's list of corporate clients has grown to include Apple Computer Inc.

the Businessland Corp, the General Electric Co and the Hewlett-Packard Co. Ross-Dove is able to attract big-name clients because it is able to bring in high prices for those clients. "To do an auction well you need to satisfy the buyers and the customers," explained David Flascnen, vice president and director of Dataquest Inc. a market research company. "Ross-Dove does an excellent job in getting good prices." And the Doves command high prices at their auctions because they are able to draw interested buyers.

The company maintains a data base of 30,000 potential buyers. The list not only contains the names of people who attended previous auctions, but shows what they bought and the price they paid. That data base helps to relieve a seller's worst fear not enough buyers. The Doves have developed other tactics as well. They sometimes hold auctions on weekdays because people who are missing work are more likely to buy in order to justify the time spent at the auction.

"A guy will pay an extra $50 because he's taken the day off from work," said Eric Klaft, owner of Apple Ill-Mac XL Service in Boston. New York Timet Newt Service M0V1N6.NONA IV rX? FRONT THAT-XHE CCW5ARE need the latest high-technology gear in order to keep their edge. Over the next six months, Ross-Dove expects that 80 per cent of its auctions will be motiviated by just this kind of trading up. txttsnumnuaaumaan COHJTEI.SYSTtT.lS. 07HCER CLASS 1 SALARY RANGE: $22,994 $29,395 The Management Services group, which is responsible for the provision of computer based information systems throughout the Authority, seeking a COMPUTER SYSTEMS OFFICER CLASS 1.

The Authority is currently engaged in replacing and expanding its computer systems besed on IBM mainframe bureau facilities, three Prime minicomputers, and ICL minicomputer, over 100 microcomputers and an extensive network. QUALIFICATIONS: Ideally, candidates should Cf-vvu 'Successful companies often 1 1 LSI ifBv POWN are successful because they're on the leading edge of technology," explained Ross Dove, 34, the company's chairman. "They must sell their equipment to get better equipment" Selling computers is a far cry from Ross-Dove's roots. The company got its start 50 years ago as the Ross Mercantile Co, auctioning failed restaurants and other businesses. Then, in 1984, Ross-Dove held a series of auctions for the Osborne Computer Corp, one of the first casualties of the shake-out in the personal computer market The company pulled in SUS2 million for Osborne's assets, and collected a fee.

"We struggled tremendously at the start," said Kirk Dove, Ross Dove's 32-year-old brother who serves as the company's president "None of us could work a personal computer, and we didn't know a disk drive from a modem." The turning point came later that year when Ross-Dove was chosen to sell a division of Convergent Technologies Inc. a maker of personal computers. Convergent's plant and more Josv ReD Voof? roiND sane, to i Sou ohm xsofts on UJHfVT ft BORING ORDINARY LlTTlX-rorN JONES IS There are, of course, many i 1 I "41 1" ways of getting rid of unwanted high technology goods. Some alternatives warehouse or broker sales do not bring in as much 1 I money as quickly as an auction, however. And while there may be other auctioneering companies, none 51 have staked out the computer trioV, market like Ross-Dove.

The pri- TUMBLEWEEOS by Tom Ryan (t CnD Internal FDR LBGH-MAROON PTY. LIMITED I elpti Meiitui fjiannka Diiieiji Xanui wy A tertiary qualification in computer science. Previous appropriate experience. Good analytical, technical and communication Skrirs, Ability to work effectively as an individual, or as a team member. DUTIES: Reporting to a Project Leader, or the Manager Systems Development, the appointee will be Involved ire Analysing user requirements.

Specification and design of computer systems. Coding and testing of programs. Final testing and installation of systems. Production of user and operations documentation. Maintenance and enhancement of existing systems.

Benefits include a non-contributory and the option of contributory superannuation, a nineteen day month, and free travel on the Authority's train, tram and bus services. VlWffen applications including telephone number, should be addressed to: Manager Staffing Metropolitan Transit Authority G.PO. Box 4528 Melbourne 3001 Further'mformation can be obtained from Mr. IN. Briant on 618 3497.

3 SOFTWARE PROFESSIONALS rs MOTORING with CHRISTOPHER de FRAGA IbII II IIWI I INI Auditor Australian Eagle Insurance, a major, long established and progressive General and Life Insurance Company, with its head office in Melbourne, has a position for an EDP Internal Auditor. The successful applicant will report to the Internal Audit Manager and responsibilities will include: Development of Computer Assisted Audit Techniques; Systems Development Audits; Systems Applications Audits; EDP Environmental Audits. The person we are seeking will ideally have 3-6 years' practical experience in EDP audit, and possess good communication skills and pleasant personality as liaison will be required at all levels of management, with both EDP and non-EDP personnel. An attractive salary will be negotiated based on qualifications and experience. Confidential written applications should be addressed to the Internal Audit Manager.

Boston It was one those pain fal moments that people in the advertising business remember forever. The top talents ef Boa-ton's hottest advertising agency, Hill Holllday Connors Cesmopnlos were crowded Into the Sfth floor conference room late on a December afternoon. There, too, was Kenneth Ollsa, the new marketing chief of Wang Laboratories, for years the agency's most important client He was making It plain he was waiting for magic to happen. And everybody knew it wasn't happening. Wang, as the business pages had been reporting for months, was In deep trouble.

Steep losses and layoffs underscored the obvious: The computer company had to do something. Now, here was Mr Ollsa, with a mnttimilllon del-lar budget for a big-splash campaign, and he was waiting. One after another, Hill Holllday's best and brightest sketched out ideas. As fast as they came, they fizzled. Mr Olisa dldnt like this one; hated that one.

Hill Holllday's supply of beer nuts ran out As evening turned into night the mood In the room grew darker and darker. But on 5 March, Just II weeks later, HU1 Holllday hit the air with a Wang campaign that Is becoming an advertising classic: a series of television, radio and print ads that mix "hip computerese" with yuppie power-talk in inti-mate, overheard conversations. "MIS guys" are learning about "SNA "Nodes" are connecting Bankers In wing tips and power ties are impressed, and there isnt any IBM "iron" In sight The splash has been big indeed. 'Newsweek' and the Today show have done pieces en Hill Holllday's esoteric pitch. Wang says its 8M-number Is ringing off the modem with leads for big-ticket accounts, and it is planning a new generation of the ads.

Wang's technobabble could be the "plop, plop, fizz, fizz" of the Max Headroom age. The company and the agency are enjoying the success of the ads. "A lot of all of us are in them, because we worked so hard in such a short period of time," said Terri Keeler, Hill Holllday's account executive for Wang. There was a good deal more than hard work involved, though. The II weeks It took to create the campaign became a kind of high-pressure drama, complete with confrontations, ultimatums and resignations in short it was just what you'd expect when a group of highly ambitious people work together to create a new Image for a corporation in trouble.

Around the U-shaped table In the Hill Holllday conference room that December night the pressures were already intense. Just the month before, Wang's pioneering founder, Dr An Wang, had stepped aside as president naming as his replacement his 31-year-old son, Frederick Wang. Fred Wang had brought In a new chief of US operations, Ian Diery, an Australian whose personal drive had taken him to the top of Wang's European unit One of Dlerys first moves had been to ask his energetic British deputy, the M-year-old Olisa, to take on the tough task of transforming Wang's image. Most corporate buyers thought of Wang as a company to turn to for word processing, not the full range of computer services. Those who thought otherwise were frequently discouraged by the company's product delays.

Olisa had to move fast Wang could not take much more bad news. And he had a personal stake In the ad campaign as welL While, the company was going through the pain of lay-lag off workers by the hundreds, Diery and Ollsa had persuaded Fred Wang and his father, who remained as chairman, that the com Sid has a punch WITH IMAGINATION We are seeking experienced or trainee programmeranalysts who approach software projects with innovation and imagination. Vbu will be challenged by projects including graphic and image processing, computerised pagination, and database development and management. Knowledge of Pnme operating system. Unix or Micro-computers is desirable.

Experience in Fortran or Pascal is a plus. Graduates in computer science, physics, or mathematic backgrounds preferred. In a world of information technology, Leigh-Mardon is set apart by leading Join our front-running team. Initial enquiries should be addressed to the Personnel Officer on (03) 556 81 1 1. Written applications will be treated confidentially and should be addressed to: METROPOLITAN TRANSIT AN EQUAL OPPORTUNITY EMPLOYER I Australian Eagle Insurance Co.

Ltd. THE UNIVERSITY OF NEWCASTLE New South Wales Hakono, Monday THIS is the story of Sid. the Lady and the Tramp, three of the Nissan cars a group of Australian motoring writers nick-named and drove last week in Japan. For the first time, a Japanese car maker had launched its new models on a public road system up here instead of on a sterile and controlled test track. Nissan presented a range of its sportier models, including the new Pulsar that is coming to Aus mi i -r imr- The Personnel Officer, Lelgh-Mardon Graphics, P.O.

BOX 157, Mootabbin, Vic 3189. P.O. Box 1883R, Melbourne. Vic. 3001.

telephone: 604 2593 Nissan's new Pulsar has low air drag and good grip. 1 JbL DEPARTMENT OF EMPLOYMENT AND INDUSTRIAL RELATIONS JtW7T Turbo-boost came in so strongly at 3000 rpm that it made the car very difficult to drive smoothly and almost impossible to balance on the accelerator in a corner. It really needed the suspension's Hicas computer assistance. Every corner was an adventure and the PERFORMANCE ANALYST Controls and Capacity Planning The Department of Employment and Industrial Relations invites applications from interested men and women for appointment Computer Systems Officer Grade 2. The position is located in the Systems Software Section of the Oepartmtnt's Melbourne Central Office.

The Computer Centre currently has installed three large FUJITSU mainframe computers (2 M200s and 1 M382) and a VAX 11750 computer. Ttoequtpmeffl supports of over 2.000 devices which are used in the CES Job Bank application: for the development of new applications: by staff using 4GU for the development of their own arJCcati)nsandfw01rAutorrticflV Processing facilities, hi the near future this network will be expanded by the addition of over GOO rrocrottimputers whirt wril rxrjvi loial Socessing facilities as well as access to the central rrwrrframes. 3MS and GL software in use indudtt AIM D60C and AIM ROB. (FUJITSU'S data base management system): ADABASrMTURAl: STATUS: FOCUS (Mainframe and PC DATAFLEX SAS: and PHOENIX (Computer Based Training Software). To ensure that Departmental processing reoufements are met it is essential that a stable and up-to-date System Software is maintained and supported by capable systems software staff.

This support wiO include performance monrtonnj and tuning activities, research and development of routines to assist or enhance system performance and capabilities; and the evaluation and mpkvnenlation of software packages. DEPARTMENT OF COMPUTER SCIENCE SENIOR LECTURER LECTURER (TENURABLE OR 3 YEAR FIXED TERM) or SENIOR TUTOR TUTOR (3 YEAR FIXED TERM) IN COMPUTER SCIENCE (Position No. 6947) Applications are invited from suitably qualified men and women tor a position either at the level of Senior Lecturer lecturer or at Tutor- Senior Tutor within the Department of Computer Science, which commenced its activities in January 1987. following the appointment of Professor J.L Ready 1985 to the Foundation Chair in Computer Science. The Department has six academic Staff, and offers computer science majors in the B.Sc..

B.A.. B.Com. and B.Ec. degrees. A new Comp Sc.

degree, with a double computer Science major, has been introduced in 1987. as also coursework M.Comp. and thesis M.Comp.Sc. degrees. The Diploma in Computer Science has also been completely revised.

Computer science research is currently based mainly on the MONADS Project, which has recently developed the MONADS-PC (a multi-user capability-based 60 bit virtual address computer) and LEIBNIZ (a new very high level object oriented programming language). New MONADS research directions include a software development envnonrcent. a local area network based on virtual memory, artificial intelligence and data base research. Candidates capable of setting up a second major research protect are encouraged to apply. The Department has a Gould 9005 computer with Unix for computer science teaching and research.

Applicants at the LecturerSenior Lecturer level should have a Ph.D. in Computer Science or a related discipline and a proven record in computer science teaching and research. Applicants at the TutorSenior Tutor level should have a good honours degree in Computer Science or a related discipline. Preference may be given to applicants with a strong research record in one of more of the areas of: artificial intetfioenco. computer networks, compiler design, data has design, programming languages.

VLSI. Ifewever. applicants with other research interests are also encouraged to apply. The successful candidate will be expected to participate in the-teaching and research of the department. Commencing salary will depend upon qualifications and experience and wM be in one of the following ranges: 'Senior Lecturers S37.381-S43.S68 pa.

J-Mcturer S27.859-$36,600 a Senior Tutor Tutor ljnW information can be obtained from Professor Keedy. telephone (049) 680401 ext. 453. Applications Close 19th June, 1967. matlcally improve the car's straight line stability where one; wheel has insufficient traction.

On a narrow bitumen road, they! will keep the car tracking straight- when two wheels are moved into1 the roadside dirt to leave room on the road for an oncoming car. a What's more, through the ted track's mountain corners, the visj cous coupling prevented the inside front wheel from spinning off excess power. The car just -gripped and leapt out of the cor ners. It also had proper spring and damping rates. It could be driven confidently very hard and, because of that would produce similar speeds, de-: spite its smaller engine, to the Hi- cas Skyline.

1 A yellow Nismo version of Sid. had firmer springing and, some- where between the two, it was possible to forecast where the, Australian Pulsar suspension will fall basically a good riding, good handling compromise. Australia's Pulsars will have -less top-end punch than the 1.6 11- tre high performance-engined- -cars in Japan. But the Australian'. cars' low-down performance wHl be better because their 1.8 litre Family II GM engine from Fishermen's Bend will have more torque.

That should suit them better to-Australian driving than the super-' rewy Japanese engines. The Exa engine In the Pulsar makes the car a rival for the twin tralia next month, on the tight twisting, bumpy bitumen roads around this mountain resort west of Tokyo. The use of public roads shows a new confidence by Nissan, the second biggest Japanese maker, where a younger and more dy-, namic management under president Yutaka Kume has taken over and changed the direction of the company. At last week's announcement of an loss for the previous trading year, Nissan named seven new directors. There were, coincidentally, seven new models for test in the mists of an early spring day in the mountains.

Nissan has developed a new suspension system which costs Japanese buyers $500 and which will steer the rear, wheels of the car a little to help cornering. Nissan calls it Hicas, an acronym involving high-tech and computerisation. It was fitted to a Skyline coupe similar to that raced by Nissan in Australia but not available in Australian showrooms. The modified coupe came from Nismo, Nissan's new motor sport group modelled on BMW's Motor-sport and which also produces modified cars. The Skyline had a straight six cylinder, turbocharged engine with four valves a cylinder and plenty of power.

The gearbox had proper, sportingly close ratios and there were four disc brakes. Its seats were particularly and resembled the one 'color, one piece seats of a competition car but they could be adjusted for backrest rake. Under its tall, cbmputer-con-tirolled hydraulic rams altered the angle of the independent rear suspension's mounting frame to steer the tail into a corner. The car turned into impressively, the: steering being sharply responsive. The tail stayed in place when the car was not given full power or flicked with the steering as it was entering the corner.

The car was dubbed the Tramp because of the powerful effect produced when the driver tramped on its accelerator. PROGRAMMERS TO PROJECT MANAGERS BRAND "NEW DEVELOPMENT "RARE" IBM S38 TRAINING This is a unique IBM S38 Training opportunity involving "new" program development package customizatioa While optimizing your career potential, you will also enjoy excellent remuneration, security exposure to a National Network. Requirements are for Programmers, AnalystProgrammers, Systems Analysts and Project Managers. ANY exposure to the following would be ideal: COBOL life Insurance IBM S38 Candidate with General Insurance, Finance, Commercial or Manufacturing backgrounds are also invited to apply. For Confidential Enquiries, please call Chris Smith in Compact Personnel Consultants PL Suite 4, 564 St Hilda Road, 3004.

Tel: 529 3188, 211 4425 AH) COMPUTER SYSTEMS OFFICER GRADE 2 (PosittaNoSSM) DvtJec Under hmited direction develop and implement procedures for the management and control for the Departmem'SRiainframe driver was very busy indeed. Better suspension design might not have needed the Hicas. And it would have cost less and been less complex. The Australian Skyline handles better with its live rear axle. The Lady was the Fairlady, a model named for the show 'My Fair Lady' by a Nissan chief who was an Anglophile.

Nissan sells it in the United States and Japan without a back seat while, in Australia, the Fairlady is called a 300ZX and has a small back seat The newly re-styled car, with fatter mudguards and extensions to the side-sills under the doors to improve aerodynamics, is on its way to the Australian market Although the Lady lacked the punch of the Hicas-fitted Nismo Skyline, it had strong performance from its 24-valve V6 engine and it handled more predictably, turning into corners obediently and gripping properly. It felt heavy and over-soft In specification, but it is not a sports car any more and was considerably easier to drive than the so- -called sporty Skyline. Both the Lady and the Tramp were painted dark, menacing colors and their chrome was blacked-out indicative of the latest Japanese fashion in things technical including hi-fi sets. The best of the bunch, oddly, was the silver Pulsar nicknamed Sid (Vicious the rock star) for its viscous-coupled limited slip differential. Sid had an Exa, four-cylinder, four-valve-a-cylinder 1.6 litre engine with plenty of punch between 5000 and 7000 rpm and the right traction through its very special differentiaL These differentials are unquestionably good.

They cost Japanese buyers about 3250 and would cost more In Australia, but they dra- Experience in comouter capacity manaoement (with emphasis on DAS0 space and perlormance management) or a strong technical background in Operations or Systems Software is highly desirable. Organisational stoHs. the ability to work eitfier individually or in a team together with ternary qualifications are desirable. Conditions include 4 weeks annual leave with bonus payment, cumulative sack leave. 3 months' long service leave after 10 years continuous service and a coritiftitury superannuation scheme.

Fares and removal expenses to take up duty and a short-term accommodj-tiai allowance may also be payable in sorne circumstances. To be eligible for appointment, it is expected that applicants would be Australian citizens. However, applicants who have permanent resident status may be offered appointment on probation pending the granting of citizenship. Jully documented applications including details of work experience anDejuaDqcipons snouo oe lorwaiMO to: Oejce. Department of cam, four-valve-a-cylinder Corolla now on sale in Australia.

But with the GM engine, the less sporting-oriented Pulsar should accelerate better when the lights turn! green, an important marketing: point in Australia. Summing Up: There are some good cars coming for Australian Nissan buyers, but Nissan has yet to show that added complexity for showroom appeal is not going to supplant good basic design. GPU BOX ZB17AA MELBOURNE VIC 3001 'GENERAL MFOIUT10N Condrrjons of employment, including method of application and other particulars, may be obtained from the Staff Office. The University of Newcastle. 8308: Applications (in duplicate) should be addressed to tbrs.Unl EQUALITY Of EMPLOYMENT OPPORTUNITY IS UNIVERSITY POLICY Applications dose on tS June B67.

People inftresM in this poiSM rray oocun wwi r. urierang on (uJ vat yuu. AW EQUAL OPWWTWaTrFJaTlJmR VV V't i -l -S -i rii i ii i.