Santa Maria Times from Santa Maria, California • 37

Sunday, February 28, 1988, Santa Maria Times 37 Bob Timmons Business Editor Service tarnishes IBM's reputation PnnsnniicBsS" Tom Peters ym. 1 Unity 'HW ri before fr; success 'lWi VtT A Richard Fife QUESTION: I have been watching the price of IBM stock since the October stock market crash. Two things: (1) There has been a great deal of negative analysts information on IBM, and (2) IBM's stock price is down to about 60 percent of what it was before the crash. Do you think this is a good time to buy IBM stock or could IBM even go lower? RESPONSE: If a company is to remain competitive and therefore attractive as an investment in this machine-eat-machine world, (1) it must meet the needs of old, new and future buyers; (2) it must be willing to sacrifice short-term trends for longer-term benefits and goal satisfaction; and (3) it must continue to support its research and develop- ment activities which gives the competitive edge. There are other factors which should be reviewed in evaluating any company but these are a good place to start.

Continued on Page 38 a A- 1 WE SPECIALIZE IN REFINANCING HOME LOANS AT TODAY'S LOW RATES GREATER SUBURBAN MORTGAGE GROUP Times Jeff May Mayor Hobbs, left, and contractor Bob Engel, right, at site KCOY's Charles Stauffer and Fifth Dist. Sup. Toru Miyoshi also lend hand Ground broken for new KCOY television facility on McCoy How To Cut House Payments 25 OR MORE range in diversity from a new station in Huntsville, Alabama, to the NBC Center in Chicago. Consulting architects are HallHur-leyDeutsch of Santa Maria. KCOY's broadcast center is being built by Harris Construction Company, Inc.

of Fresno. For more than 20 years, Channel 12 has been at its present location on McClelland Street. technical operation, production facilities, offices and newsroom. The studio will open onto the news department. Rees Associates, Architects, Planners, Consultants of Oklahoma City, is the project architect.

The firm specializes in the- design and construction of broadcast facilities of all sixes. Their recent projects A groundbreaking ceremony was held earlier this week at the site of KCOY TV Channel 12's new facility at 1211 McCoy Lane. Construction costs will exceed $1.8 million, and completion is scheduled for October, according to a news release. Plans call for a landscaped courtyard in the center of the facility. The building itself will include the latest conrrn" f- Phone for FREE Refinancing Analysis 1517 Stowell Center Plaza I 701 E.

Ocean Ave. 925-2589 I 735-2789 Santa Maria I Lompoc Se Habla Espanol I've used this column as a bully pulpit time and again to rail about the need for unfettered competition to spur the necessary, once-a-century revolution in management practice. This week I want to introduce a paradox: Much more competition demands much more cooperation. Cooperation is not our instinct. We have always had an adversarial bent.

James Madison may have inadvertently started it in political affairs with the Federalist Papers. Our fragile democracy survives by maintaining dynamic tension between the executive, judicial and legislative branches; the competitive assertion of interest-group rights comes naturally to us. Likewise, in economic affairs, Americans are the ultimate proponents of Adam Smith's unbridled competitive capitalism. I hardly mean to challenge the overall efficacy of the American system. But Americans' adversarial attitude toward anything (for instance, we have 655,000 lawyers, while Japan, with half our population, has 13,000) is causing us untold harm in the changing commercial sphere.

Our enterprises are at war. Outside the firm we go at it with suppliers. Our arms-length, contractual dealings aim to induce rival vendors to engage in bloody price wars with quality often suffering. But now, the most innovative firms, such as Harley-Davidson, are preaching heresy: supplier partnerships and sole-source arrangements. Suppliers and buyers are becoming teammates, dedicated to constant, joint projects aimed at quality and productivity improvement.

Most firms also have long engaged in warlike relationships with customers the ultimate user of the product or service (witness the auto industry's approach to warranty claim adjudication), and especially the wholesaler, retailer, franchisee or manufacturing rep. Yet in today's more competitive setting, developing lifelong customer relationships is paramount. For instance, teams of company and franchisees, company and distributors and company and end users must continually be formed to exchange information and rapidly create new products. Only partnership with all members of the distribution-user channel will promote world-class competitiveness. Joint ventures are a final type of external relationship that must Continued on Page 38 Building awards to honor best in West F7TT A Nl San Luis Bay Limited Partnership Pelican Point Bonita American Bonita American and land-use planning for residential and commercial projects.

Deadline tor completed entry submissions is Tuesday, March 22. Entry form request should be mailed to Pacific Coast Builders Conference, Attn: Gold Nugget Awards, 605 Market Street, Suite 600, San Francisco, 94105. The Terraces 1 1 i These Quality Central Coast Volume Builders Chose DuPont Corian in Kitchens UUilAt2iiz3 SAN FRANCISCO In an effort to salute innovative housing "gems" in building, the Pacific Coast Builders Conference is seeking entries in the new category of Most Innovative Housding Product, Concept or Floor Plan for its 25 annual Gold Nugget --Best in the West awards competition. The category is one of four added to this years' Gold Nugget competition, which is co-sponsored by PCBC and SunCoast ArchitectBuilder Magazine of Glendale. The awards ceremony will be held during PCBC on Thursday, May 26 at Moscone Convention Center.

The other additional categories are: Best HotelHotel Resort Project; Most Innovative Commercial, Industrial or Institutional Project or Concept; and Best Special Use Residential Project --Retirement, Second Home or Resort Related Residential Project. The Gold Nugget Award is a nationally recognized symbol of excellence in architectural design sire Custom Program Writing for the IBM 937-0853 Announcing the Opening of the Santa Maria Offices of Daniel J. Harrigan Attorney At Law Our Readers Engaged in the general practice of law including but not limited to: Are you losing out? AN HFC equity line may make your Interest tax deductible. During 1987, you began losing your interest tax deductions tor interest paid on consumer credit, with an HFC equity credit line you can buy onyttiing on credit, ond the interest is tax deductible to the maximum permitted by law. Why because this type ol loan is secured by your home equity.

You can now get a low Introductory Rate It you apply now, you can get our NOME EQUITY credit line at the PRIME RATE! beginning May 15th, 1988, the APR varies at 4.75 percentage points above the Prime Rate. On January 1st this rate would nave been 13.50. The origination fee is equal to 2X of the credit limit (minimum $300) and the annual fee is $35.00. You can get more money Household can lend you 5 to 15 more ol your equity than banks. Find out how much more money you can get and how much faster you can get it with an HFC equity credit line.

HOUSEHOLD FINANCE We're where the money is! 1425 S. Broadway Santa Maria 805-925-0981 Porsonal Injury Auto Accidents Drunk Driving Insurance Claims Wills Probate Trials DebtorCreditor Business Law Collections Contracts Bankruptcy Partnerships Reorganizations Corporations LandlordTenant Prob. Real Estate Laws Evictions Arbitrations Want You! Advertise in SANTA MARIA TIMES "Tax Preparation Directory' This directory gives readers convenient access to your 'valuable services. And, with changing tax regulations, many people will need expert financial advice. Make the most of this tax season call now to place your ad! Advertising deadline is 11:30 a.m.

day before publication 925-2691 SANTA MARIA Personal Service at Reasonable Rates Serving Santa Maria, Santa Barbara and San Luis Obispo Law Offices of Daniel J. Harrigan For an Appointment Please Call 928-4040 TIMES a Classified Advertising Department nH JL.