> So many people - and I'm surely not pointing fingers - focus SOLELY
> on the concept of PRICE. I get calls and e-mails and other
> solicitations from ths network, that network and this other provider
> over there, telling Me that they can save Me "50% on your VAN
> costs!"... Frankly, it's a bunch of BS and sales hype. I already
> get a pretty damn good rate on My VAN bill - well under a dime per
> KC. And the overage is even less...
I was reminded of this just yesterday. I was speaking with a client about a
series of requests he recently received from a half-dozen or so of his
current electronic trading partners to change from 'VAN A' - a major well,
known VAN - to brand "G", a fairly new firm (apparently with an agressive
and effective sales staff).
Brand 'A' offers pretty much what you'd expect... multiple communications
modes, archive and restore facilities, audit and traffic reports, etc.
Brand 'G' offers ... FTP, and you better delete files from the server after
you pick up unless you want the same files again the next time you pick up.
Brand 'G' has a lower cost. Excuse me, that's not quite accurate: You write
smaller monthly hecks to 'Brand G'.
MCM
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