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1 D M PRTPF *jmiy ft CW PRESIDENT'S mm GOOD MORNING. IT'S A PLEASURE FOR ME TO BE WITH YOU HERE TODAY. MY FEW REMARKS THIS MORNING ARE REALLY JUST A GOOD EXCUSE - AN EXCUSE TO SPEND SOME TIME WITH YOU WHICH OTHERWISE THE PRESS OF EVENTS SOMEHOW NEVER ALLOWS -- SO IT HAS BEEN A GREAT COUPLE OF DAYS AND I THANK PAUL AND YOU FOR INVITING ME. BEFORE I SPEAK ON THE STATUS AND OUTLOOK FOR THE COMPUTER GROUP, LET ME JUST TAKE A MOMENT AND LIST AND SIZE THE ELEMENTS WHICH MAKE IT UP.

2 HiBiLfi^M IT PRESIDENrs F0RUM THE COMPUTER GROUP COMPRISES TEN MAJOR BUSINESSES OR PRODUCT FAMILIES AS WE CALL THEM. THESE TEN PRODUCT FAMILIES IN TURN COME UNDER ONE OF THREE GROUPS OF BUSINESS: SERVICES, SYSTEMS & PERIPHERAL PRODUCTS. PERIPHERALS COMPRISES FOUR BUSINESSES: OEM, END USER OR PLUG COMPATIBLE PRODUCTS, TERMINALS & BUSINESS PRODUCTS, PERIPHERALS IN TOTAL IN 1977 ACHIEVED $525 MILLION IN REVENUES. SYSTEMS COMPRISES THREE BUSINESSES: EDP SYST, INSTRUMENTS & CONTROLS, & AEROSPACE & MILITARY PRODUCTS. TOGETHER, SYSTEMS PRODUCT FAMILIES HAD $395 MILLION IN 1977 REVENUES. SERVICES, THE MAJOR THRUST OF OUR BUSINESS, COVERS DATA SVCS, PROFESSIONAL SVCS. & ENGINEERING SVCS. TOTAL REVENUES FOR SERVICES WERE $555 MILLION LAST YEAR.

3 iffi%: WW! PRESIDENT'S F0RUM NOW I HAVE TO BE CAREFUL HERE OR I'LL SPEND ALL MY TIME -- AND PROBABLY PART OF JOHN LACEY'S - BORING YOU WITH THE CHARACTERISTICS, IMPORTANCE & PROBLEMS OF EACH PRODUCT FAMILY. SO LET ME INSTEAD JUST SAY THAT WITHIN THESE BUSINESSES CONTROL DATA IS MORE COMPREHENSIVELY INVOLVED IN THE INFORMATION INDUSTRY THAN ANY OTHER COMPANY IN THE WORLD. MORE IMPORTANT IS THAT WE HAVE EVOLVED FROM JUST A COMPUTER MAINFRAME MANUFACTURER INTO A SERVICE COMPANY -- A UNIQUE SERVICE COMPANY. THE BUSINESS OPPORTUNITY FOR SERVICES CANNOT BE OVERSTATED. ALL THE MAJOR SOCIETAL PROBLEMS INVOLVE AN OVERWHELMING NEED FOR INFORMATION; AND THIS IS WHAT DATA SVCS, EDUCATION & PROFESSIONAL SVCS, ARE ALL ABOUT.

4 .«%: WFW*m PRES1DENT'S F0RUM CONTROL DATA CAN BE VIEWED AS BEING A HIGHLY VERTICALLY INTEGRATED SERVICE COMPANY. THAT IS, WE MAKE ALL THE COMPONENTS - THE COMPUTER MAINFRAMES, THE FINANCIAL SERVICES, THE PERIP.PRODUCTS,THE SOFTWARE PRODUCTS, & THE CONSULTING SERVICES THAT GO INTO OUR FINAL INFORMATION SERVICE. AT THE SAME TIME, THE TOTAL MARKET FOR INFO. SERVICES IS SO HUGE AND IS APPROACHED IN SO MANY WAYS BY SO MANY DIFFERENT COMPANIES THAT THERE ARE ENORMOUS MARKETS FOR EACH OF THESE INDIVIDUAL COMPONENTS AS WELL. THUS IN PERIPHERAL PRODUCTS BY SELLING OEM, OR IN COMPUTER MAINFRAMES BY SELLING COMPLETE SYSTEMS, BY TREATING THAT AS A SEPARATE SERVICE, WE ACHIEVE ECONOMIES OF SCALE NOT POSSIBLE TO ANY OTHER SERVICE COMPANY.

5 ,-PBXCE - CQMMERCIAL CREDIT PRESIDENT'S FORUM M%: WFW*<M ANOTHER WAY TO LOOK AT IT IS STARTING FROM THE BASE LEVEL PRODUCTS SUCH A PERIPHERALS, COMPUTERS, FINANCIAL SERVICES SOFTWARE AND PROFESSIONAL PEOPLE. A VERY LARGE NUMBER OF EVER INCREASING VALUE ADDED PRODUCTS AND SERVICES CAN BE GENERATED. THE HIGHEST VALUE ADDED COMBINATION IS A SPECIFIC DATA SERVICE; THE LOWEST IS A SIMPLE PIECE OF HARDWARE. SO THESE COMBINATIONS CAN BE THOUGHT OF OF LEVELS OF VALUE ADDED SERVICES. AND, AS I HAVE INDICATED, ATTRACTIVE MARKETS EXIST FOR ALL LEVELS, WHILE AT THE SAME TIME THEY REINFORCE THE ULTIMATE SERVICES THRUST OF OUR BUSINESS.

6 1977 WAS A RECORD YEAR IN BOTH REVENUE AND PROFITS AND, OF COURSE, IT'S NICE TO BE ABLE TO SAY THAT. BUT HAVING SAID IT I WILL ALSO SAY THAT IT IS A RELATIVELY UNIMPORTANT STATISTIC TO US AS WE MOVE INTO FOR WE HAVE ONLY BEGUN TO REALIZE THE LEVERAGE THAT IS INHERENT IN OUR BASIC STRATEGY. LET ME GIVE YOU TWO EXAMPLES OF WHAT I MEAN. TAKE ENERGY. CONTROL DATA HAS BEEN A MAJOR SUPPLIER IN THIS FIELD SINCE LONG BEFORE IT WAS SO PROMINENTLY RECOGNIZED AS A CRITICAL WORLD PROBLEM. ALMOST EVERY PART OF THE COMPUTER BUSINESS IS INVOLVED. FOR EXAMPLE, WE HAVE AN ORGANIZATION, WHOSE ORIGINS GO BACK TEN YEARS, DEDICATED TO NUCLEAR POWER PLANT DESIGN & SAFETY. WE ALSO HAVE ONE FOR THE PETROLEUM INDUSTRY,

7 mm%: wfwmt president's forum MOST OF OUR HARDWARE DIVISIONS ARE INVOLVED WITH PRODUCTS AND EXPERTISE TO SERVE ENERGY MARKETS. AND WE OFFER AS PART OF DATA SERVICES DESIGN TOOLS TO ENGINEERS WORKING IN POWER PLANT DESIGN. THIS YEAR OUR CYBERNET DATA SERVICE AND PLATO WILL BEGIN WORKING TOGETHER. PLATO WILL TEACH ENGINEERS THE LATEST TECHNIQUES & TOOLS AVAILABLE TO THEM THROUGH CYBERNET AND, OF COURSE, THE NETWORK ACTUALLY BRINGS THESE PROBLEM-SOLVING TOOLS TO THE ENGINEER, THE SYNERGISM IS AMAZING. FOR EXAMPLE, THIS COMBINED PLATO/CYBERNET APPROACH WILL INCREASE REVENUES FOR JUST ONE DESIGN APPLICATION BY 50% THAT'S WHAT I MEAN BY JUST BEGINNING TO REALIZE OUR PRODUCT LEVERAGE. BUT PERHAPS ONE OF THE MOST EXCITING DEVELOPMENTS IS IN THE AREA OF ENERGY MANAGEMENT. THAT IS, MAKING BETTER USE OF THE ENERGY WE DO HAVE.

8 W»%:WW PR 'S F0RUM CONTROL DATA, BUILDING ON THE LONG EXPERIENCE OF ITS AUTOCON SUBSIDIARY WITH THE UTILITIES INDUSTRY, HAS DEVELOPED AN OPERATIONS CONTROL SYSTEM FOR ELECTRIC TOWER UTILITIES. THESE ARE LARGE AND COMPLEX SYSTEMS TYPICALLY COSTING SOME 10 MILLION DOLLARS. THE SYSTEM PAYS FOR ITSELF IN FUEL COST SAVINGS ALONE IN TWO TO FOUR YEARS. THE FIRST SUCH SYSTEM IN THE WORLD IS IN OPERATION AT WISCONSIN ELECTRIC POWER COMPANY. JUST A FEW OF THE BENEFITS INCLUDE: - HELPING AVOID BLACKOUTS - IMPROVED EFFICIENCY, WHICH REDUCES OPERATING COSTS - SAVINGS IN CAPITAL EQUIPMENT COSTS, BECAUSE THE UTILITY CAN SAFELY OPERATE CLOSER TO CAPACITY MARGINS. CONTROL DATA IS THE PIONEER AND LEADER IN THESE SYSTEMS. WEPCO ~ COMPLETED JUST LAST YEAR -- WAS THE FIRST AND REPRESENTED A FOUR-YEAR EFFORT.

9 mm%: ff.%it president's forum IN THE NEXT TWO YEARS THE UTILITIES INDUSTRY WILL INSTALL SIX MORE SYSTEMS. CONTROL DATA HAS FOUR OF THESE, AND THE BALL IS JUST STARTING TO ROLL, THE DEMAND IS SO ENORMOUS THAT WE CANNOT BID ALL THE OPPORTUNITIES. WE RECENTLY DECLINED TO BID FOR A SYSTEM AT CON ED IN NEW YORK. THE GROWING REPUTATION OF CD's ENERGY MANAGEMENT SYSTEMS IS SUCH THAT THEY DELAYED THE PROCUREMENT TO MEET OUR ABILITY TO MAKE A PROPOSAL, TO UNDERSTAND BETTER THE CONCERN (OR TO PUT ALL IN PERSPECTIVE), THE 1977 BLACKOUT IN NEW YORK IS ESTIMATED TO HAVE COST BUSINESS, INDUSTRY AND THAT COMMUNITY OVER ONE BILLION DOLLARS.

10 R.M.PRICE -COMMERCIAL CREDIT PRESIDENT'S FORUM JANUARY 31, PAGE TEN CON ED's LOSS IN REVENUE ALONE FOR THE TWENTY-ODD HOURS WAS NEAR TEN MILLION. AVOIDING THAT ONE EVENT WOULD HAVE PAID FOR THE COST OF THE SYSTEM. NOT REALLY UNRELATED TO ENERGY IS ANOTHER OLD BALIWICK OF OURS THAT IS RECEIVING INCREASED WORLD ATTENTION THESE DAYS, AND THAT IS WEATHER. WITH THE ADVENT OF COMPUTERS, A LONG-TERM SOCIETAL NEED OF ACCURATELY PREDICTING THE WEATHER WAS FINALLY WITHIN REACH, TODAY CONTROL DATA SYSTEMS AND SERVICES ARE PLAYING MAJOR ROLES IN HELPING MEET THIS NEED, CONTROL DATA SYSTEMS ARE INSTALLED IN HALF OF THE MAJOR WORLD WEATHER CENTERS AND PROVIDE GRAPHIC DISPLAY, COMMUNICATIONS AS WELL AS PREDICTION CAPABILITY.

11 M.'.PEJ^r CQ^ERCA$kCRED IT PRESI DENT' S FORUM JANUARY 31, PAGE ELEVEN WE ARE THE PREDOMINANT SUPPLIER OF SYSTEMS TO THE MAJOR WORLD CENTERS. THESE ORDERS WERE THE RESULT OF QUALITY MKTG. PROGRAMS ALONG WITH INDUSTRY KNOW-HOW. WE RECOGNIZED THE INDUSTRY TRENDS SEVERAL YEARS AGO AND SET FORTH PLANS TO MEET ITS REQUIREMENTS. WE DEVELOPED SPECIAL COMPUTER PROGRAMS INCLUDING GRAPHICAL DISPLAY OF WEATHER INFORMATION. WE FOUND A CONSULTING ORGANIZATION - OCEAN DATA SYSTEMS, INC, WITH A LONG-STANDING REPUTATION, TO PROVIDE THE TECHNICAL AND APPLICATIONS SOFTWARE EXPERTISE REQUIRED. THESE STRATEGIES ARE BEGINNING TO PAY OFF WITH ORDERS AND A GROWING INTEREST IN OUR PRODUCTS AND SERVICES. AS WEATHER PREDICTION TECHNOLOGY HAS CONTINUED TO ADVANCE, IT HAS CONTRIBUTED TO AN INCREASING AWARENESS OF NOT ONLY THE BENEFITS, BUT THE NEED FOR IMPROVED WEATHER PREDICTION.

12 .«%: TOERW»PR 'S F0RUH THE DRAIN ON OUR CRITICAL OIL AND GAS RESOURCES IS A PRIME EXAMPLE. ACCURATE WEATHER FORECASTS CAN RESULT IN SIGNIFICANT REDUCTIONS IN THE ENERGY RESOURCE REQUIRED TO PRODUCE ELECTRICITY, TO OPTIMALLY ROUTE A SHIP OR DRILL FOR OFFSHORE OIL. ON THE OTHER HAND, THE COMPUTING RESOURCE REQUIREMENTS ARE ENORMOUS. AND FEW INDISTRIAL ORGANIZATIONS CAN AFFORD A DEDICATED COMPUTER OF THE SIZE REQUIRED. CONSEQUENTLY, IN 1978 A NEW SERVICE - INDUSTRIAL WEATHER SERVICE - HAS BEEN CREATED AS A JOINT VENTURE PROGRAM WITH OCEAN DATA SYSTEMS.

13 THE INDUSTRIAL WEATHER SERVICE WILL DEVELOP TAILORED & SPECIALIZED WEATHER FORECASTS TO HELP INDUSTRY AND ALSO FOR EMERGING AND OTHER NATIONS WHO MAY NOT HAVE AVAILABLE THE TECHNOLOGICAL RESOURCES TO SOLVE THE PROBLEM BY THEMSELVES. SO HERE AGAIN WE HAVE THE LEVERAGE OF OUR EXISTING NETWORK RESOURCE & APPLICATION EXPERTISE WORKING TO CREATE NEW OPPORTUNITIES - AND ESPECIALLY NEW OPPORTUNITIES IN SERVICES. I'LL COME BACK TO THAT THOUGHT IN A MOMENT. LET'S TAKE A LOOK AHEAD AT 1978, IN A WORD OR TWO IT IS MORE OF THE SAME. MORE PROGRESS IN TERMS OF GREATER PROFITS AND GREATER CONSISTENCY. IN 1977 WE ACHIEVED A PROFIT OF 20 MILLION DOLLARS, AN INCREASE OF 60% OVER 1976.

14 K%: MWkm&* '* F THIS YEAR ANOTHER SIGNIFICANT INCREASE IN PROFITS IS PLANNED - WE HAVE BUDGETED A PROFIT OF JUST OVER 30 MILLION DOLLARS - ABOUT 50% OVER NINE OUT OF TEN PRODUCT FAMILIES SHOULD BE PROFITABLE. IN COMPARISON, IN 1977 EIGHT OUT OF TEN PRODUCT FAMILIES WERE PROFITABLE AND A YEAR EARLIER, IN 1976, ONLY HALF WERE PROFITABLE. SO, THE PROGRESS CONTINUES. THERE IS STILL MUCH TO BE DONE TO ACHIEVE LONG-RANGE CONSISTENCY AND 1978 WILL NOT MARK THE END OF THAT ROAD EITHERV AND WE WILL CONTINUE ON THE PATH TO MAKE DATA SERVICES THE MAIN THRUST OF OUR BUSINESS. THE AREA THAT WILL GET MOST ATTENTION WITH REGARD TO OUR FUTURE STRATEGIES IS THAT OF APPLICATION UNIQUENESS.

15 3«%: «WEWeside"t's F R»«APPLICATION UNIQUENESS IS A BROAD TERM, IT IMPLIES NOT JUST SOME COMPUTATION SOFTWARE UNIQUE TO US OR UNIQUE DELIVERY MECHANICS SUCH AS THE NETWORK OR GRAPHICAL DISPLAY CAPABILITY BUT AN EVER INCREASING EMPHASIS ON INFORMATION DATA BASES THEMSELVES, AND IT APPLIES EQUALLY TO SCIENTIFIC APPLICATIONS: PLASTICS, SOLAR ENERGY, WEATHER, AS WELL AS COMMERCIAL & FINANCIAL APPLICATIONS: ECONOMIC DATA, SECURITY, SAVINGS & LOAN STATISTICS, ETC. I CAN'T REALLY COVER THIS WHOLE SUBJECT IN A FEW MINUTES THIS MORNING, BUT I CAN GIVE YOU SOME DETAIL ON ONE MORE EXAMPLE, IT HAS TO DO WITH AGRICULTURE. AS MOST OF YOU KNOW, AGRIBUSINESS IS THE LARGEST INDUSTRY ON EARTH.

16 THE DEMAND FOR FOOD PRODUCTS WILL MORE THAN DOUBLE BY THE YEAR IT IS BECOMING INCREASINGLY IMPORTANT THAT WE KNOW CURRENT CROP CONDITIONS, NOT ONLY IN THE U.S. BUT IN THE REST OF THE WORLD ALSO - AS THE LATEST GRAIN SHORTFALL IN RUSSIA HAS TAUGHT US. THROUGH CYBERNET WE WILL OFFER A NEW CONCEPT IN PREDICTING LARGE AREA CORN & SOYBEAN PRODUCTION, THIS SERVICE IS CALLED AGSERV AND IT IS AIMED FIRST AT LARGE AGRIBUSINESS FIRMS IN THE U.S. & OVERSEAS WHO MUST TAKE A POSITION REGARDING FUTURE GRAIN CROP SUPPLY AND DEMAND. THE HEART OF AGSERV IS A PROPRIETARY DATA BASE WHICH IS AN AGGREGATION OF PUBLIC "N W S".DATA, PUBLIC USDA DATA, AND CD PRIVATE AGRONOMIC & SOIL MOISTURE DATA,

17 THROUGH THIS COMBINATION OF DATA WE ARE ESSENTIALLY SIMULATING THE ACTUAL CORN & SOYBEAN GROWING ENVIRONMENT. THE VALUE OF THE DATA BASE IS ACHIEVED BY THE WAY IT IS COMBINED INTO USEFUL FORM, THE EMPHASIS WE PLACE ON HIGH QUALITY DATA SOURCES, AND THE LARGE NUMBER OF SAMPLING POINTS WE USE TO REPRESENT THE CORN AND SOYBEAN BELT. GIVEN THIS DYNAMIC, ACCURATE SIMULATION OF THE ENVIRONMENT, WE THEN MIMIC THE GROWTH OF THE CROP. THE RESULT IS THAT AT ANY POINT DURING THE GROWING SEASON WE CAN PREDICT THE CORN & SOYBEAN YIELD POTENTIAL, THE MARKET POTENTIAL FOR THIS SERVICE IS ENORMOUS. THE 1978 EFFORT IS BASICALLY DEVELOPMENTAL BUT EVENTUALLY, WE WILL OFFER VARIATIONS OF THE SERVICE TO ALL ELEMENTS OF AGRIBUSINESS - FROM THE FARMER TO FOREIGN GOVERNMENTS,

18 AGSERV IS A GOOD EXAMPLE OF APPLYING EXISTING DATA BASE TECHNOLOGY TO PENETRATE A NEW MARKET AREA FOR CDC, ANOTHER MAJOR ELEMENT OF OUR SERVICES STRATEGY IS THAT OF DATA SERVICES AND MINI COMPUTERS, WE HAVE HAD A FEW BEGINNINGS OF COMBINED DATA SERVICES AND SMALL COMPUTERS, BUT IN 1978 WE WILL BEGIN MUCH MORE AGGRESSIVELY TO LOOK AT STRATEGIES INVOLVING SMALL SYSTEMS AND DATA SERVICES AS A PART OF A TOTAL APPLICATION OFFERING,' THOSE THEN ARE A FEW STATISTICS AND A LITTLE PERSPECTIVE ON THE COMPUTER GROUP

19 THERE IS, THOUGH, ONE FINAL THOUGHT. 0 I WANT TO SHARE WITH YOU - AND THIS CONCERNS ALL OF US. FOR ME, AND I HOPE EACH OF YOU, o THERE IS BEYOND THE NUMBERS, THE PROBLEMS & THE CHALLENGES, THE SHEER EXCITEMENT OF CONTROL DATA. 0 THE TREMENDOUS CHALLENGE & EXCITEMENT 0 OF MAKING THINGS POSSIBLE FOR PEOPLE. YOU, WE, ALL OF US ARE SO INCREDIBLY FORTUNATE TO BE INVOLVED IN THE BUSINESS OF THE FUTURE, OF BRINGING INFORMATION & FINANCIAL SERVICES TO ALL ELEMENTS OF WORLD SOCIETY, THAT IS THE GIFT WE HAVE BEEN GIVEN, TOGETHER WITH DEDICATION TO THE FUNDAMENTALS OF OUR BUSINESS WE HAVE AN OPPORTUNITY OF AWESOME PROPORTIONS. IT WILL BE HARD... IT CAN BE FUN... AND ILOOK FORWARD TO SHARING IT ALL WITH YOU, THANK YOU AGAIN FOR HAVING ME,