Masonry Magazine April 1992 Page. 10
good market, there are products that
exist on several points along a contin-
uum: everything from the very high
end product (Cadillac to the low-end
(Chevrolet). Both are good products
and serve different needs. The same
also be operating with too much over-
head (programmers). If he is able to do
the customizing, he might be overex-
tending his development and support
people.
7. Am I buying more power or
functionality than I need? In any
holds true for computer software.
Keep in mind, too, that any point on
the continuum can be occupied by
several vendors. Some are more qual-
ified to occupy that spot than others.
You should know in advance where
on the continuum you should be
shopping.
Generally, price fluctuates with func-
tionality, level of service, and matu-
rity of product. However, there are al-
ways aberrations, so be careful. You
will also find vendors who try to
claim multiple positions on the con-
There are plenty
of good reasons
why we call it
the Ultimate
Brick Trowel
* Ultimate comfort
Exclusive soft-grip
UFH handle helps reduce fatigue
* Ultimate quality
Blade, post, and tang
forged from a single piece
of high grade tool steel,
then accurately heat treated
* Ultimate strength
Impact area redesigned
to provide maximum endurance
* Ultimate flexibility
Blade expertly taper
ground from heel to toe
Marshalltown For ultimate performance and depend-
ability, nothing beats Marshalltown's
Ultimate™ Brick Trowels, now available with your
choice of wood, leather, plastic, or Marshalltown's
new exclusive user-friendly handle (UFH). It's every-
thing a great brick trowel should be to the ultimate!
and dependability
A
The Standard of Quality Since Since 1890
MARSHALLTOWN TROWEL COMPANY
P.O. Box 738 Marshalltown, lowa 50158 (515) 753-0127
The computer and
software alone
aren't going to make
the difference in
your bottom line.
tinuum. That claim is nearly impossi-
ble unless they have multiple prod-
ucts. Don't buy more than you need.
It is tempting. when you see all the
bells and whistles, to decide that you
have to have a certain program, but
will you (can you) realistically use it
all? It works the other way as well. If
you have an information oriented
group of managers, don't take the
cheap route and get a deficient prod-
uct. You will only frustrate your man-
agers and clerical staff.
8. Have I got an apples-to-apples
comparison of the finalists? To find
out, ask yourself. "Do I have a list of
criteria on which I will base my deci
sion?" The criteria should have been
developed before any software was
identified. Then, for each criterion
ask, "Has the vendor given me ade-
quate response and/or has my orga-
nization done adequate research?" As
with any buying decision, deciding
what you want in general, and then
looking for it specifically, works much
better than the reverse.
9. Have I identified the best pur-
chasing alternative for this system?
-There are many companies avail-
able to lease you the system with an
option to buy. You can get a loan from
your local lender, or you could use
your own working capital to make the
purchase. With each of these options
there are advantages and disadvan
tages. The purchase is usually of such
magnitude that the financing deci
sion can have an impact worth con
sidering. Look at the cash flow, tax,
and balance sheet implications of
each alternative.
10. Was the reference calling I did
really helpful?-The reference call-
ing exercise is often given significant
weight in the decision. You hear
many different things when you call a
vendor's customers. What the refer-
ence says is influenced by what the
person does within the company.
how the company uses the system, how
long the system has been running.
procedural issues that you cannot
know about, how much training the
company accepted, and the kind of
Continued on Page 46
10 MASONRY-MARCH/APRIL, 1992