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Remington Rand was the first company to sell computers - it sold the UNIVAC in 1951, eventually selling 46 machines at $1M each. To put this price into context, the average salery in the 1950s was around $3000.
Remington Rand was lucky to sell that many:
- Even though Remington Rand had bought EMCC, the makers of UNIVAC, they did not understand it or like it. They considered data processing could only be done on punched cards where a human could examine the card and see what was on it, not this mysterious new magnetic tape.
- Initially they did not train their salesmen to sell the machine. The salesmen also got no incentives or bonuses for selling a UNIVAC, like they were used to getting for every other Remington Rand product they sold. At this point if a customer wanted a UNIVAC he had to seek out a salesman himself and for all practical purposes "bribe" the salesman to order one for him.
- When they did decide to train the salesmen they assigned a man that wrote all the training and marketing materials for UNIVAC without talking to any of the EMCC designers or programmers of UNIVAC. If they tried to help him, he felt they were meddling and told them he didn't need them and get back to their work.
- When it became obvious to EMCC that Remington Rand was effectively sabotaging UNIVAC sales (through benign neglect), they sought permission and got it to assign a programmer to each sales office to assist in sales presentations. Since virtually all of EMCC's programmers were women, they got assigned first spot in the presentation and when they finished were hurried away so the "real" salesmen could come in and pitch "real" equipment like typewriters, desks, chairs, punchcard processing equipment, etc. To most Remington Rand salesmen the woman was "just for show" and was a good attention getter before the real sales pitch.
- Remington Rand lost one major multimillion dollar UNIVAC sale (that was practically already in the bag) because the programmer assigned to that office had become pregnant and could not travel to the customer's site or even work full days, and they wouldn't allow EMCC to find a replacement for her. Eventually the customer gave up in frustration and decided to wait another year for the IBM 701 to come out and they got one of those instead of UNIVAC.
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