       
        

                               NEWSLETTER UPDATE 

        
       
       Do you have a press release, an idea, a disk, a shareware 
       catalog or a need for a program which relates to the shareware 
       software industry? Shareware authors and vendors would like your 
       information! Send press releases, product announcements and 
       shareware for possible inclusion within this package. Submit 
       text in ASCII on disk so it can be imported directly into this 
       package. Please note that older material from previous SMS 
       newsletters, containing valuable marketing information, has been 
       moved to the SMS archives. Consult the GOODIES section of SMS 
       for information on ordering this archived material (SMS catalog 
       number SMS-202.) 

        --------------------------------------------------------------
                         Newsletter: Winter 1992 Edition 
        --------------------------------------------------------------

              "Progress always involves risk; you can't 
              steal second base and keep your foot on first."   
                            
                                            - Frederick Wilcox
       
       The Global Shareware Market is poised for a surge of activity. 
       But not without changes. The alignment of market forces which 
       will spell long range success for shareware is remarkable: PC 
       clones are commodity items which now sell in large retail 
       stores, shareware disk vendors have developed new styles of 
       marketing such as rackware and vertical market specialties and 
       programmers have better software tools then ever. From my 
       vantage point, we have finally hit critical marketing channel 
       density which will make all the difference in the years ahead: 
       sufficient numbers of outlets and computer users for our 
       product. That's the good news. Now the bad...
       
       Out in mainstream America, shareware is NOT a familiar concept 
       no matter how much our industry prides itself on the wealth of 
       opportunities to popularize and sell shareware. We are still 
       small players in the grand scheme of things.
       
       From my discussions with vendors and authors I would suspect 
       that shareware is more commonly used on a PER CAPITA basis in 
       Germany and England than in the U.S. where shareware as a 
       marketing method was invented. So what is next for our industry? 
       
       As I stare down the barrel of 1993 I think we might start 
       approaching the per capita consumption and market recognition 
       which shareware deserves in about three or four years. Why so 
       long? The reasons are legion...
       
       1) We still lack a unifying standard on file conventions and 
       structure for shareware packages which authors and vendors need 
       to agree on. One author might use a README file for 
       documentation while the next puts all documentation inside a 
       self extracting screen. We need standards badly. Customers tell 
       me shareware is a crazy quilt of files and documentation. 
       Primitive attempts like the FILE_ID.DIZ standard are a tiny step 
       in the right direction. An earlier standard which Paul Scanlon 
       and I proposed, the SIF file, died a stillborn death. It 
       fascinates me that every year the Summer Shareware Seminar comes 
       and goes and this CRUCIAL item remains overlooked. If a standard 
       was proposed and disk vendors and large BBS systems refused to 
       accept a file from an author without the necessary "structure" 
       we could see standards and profits finally blossom. 

       2) The best packages have yet to be written which will DEFINE 
       our industry. Example: It took Lotus 123 to "make" the PC a hit. 
       In a sense the PC was born as a mass market device at that 
       moment. The 123 defined the PC and made it a success. We have 
       quite a few shareware packages out there, but we have not hit OUR 
       defining package which will make shareware a runaway hit. 
       
       3) Politics. Now we have the ASP, STAR, ASAD and OSWAD as trade 
       organizations to support authors and vendors. All of these 
       groups were formed with the idea of "organizing and promoting" 
       the shareware industry. However politics seems to be the order 
       of the day. The ASP promotes structure and a sharing of crucial 
       marketing information which authors and vendors have needed. But 
       growing pains are still evident. STAR is the new association on 
       the block and offers a less structured point of view. The same 
       with OSWAD and ASAD. Programmers and vendors tend to be strong 
       willed and outspoken at times. This leads to politics as well as 
       diversity - which can be both good and bad. The point is this. 
       We are NOT working together. The Summer Shareware Seminar 
       conference held in Indianapolis each year is probably where the 
       sticky issues will be solved. Eventually. 
       
       4) Whither bundling? What I mean here is why can't the shareware 
       industry get more VAR's and computer sellers to bundle 
       shareware with new computers like Microsoft does with DOS 
       and Windows? I have had great success with my PC-Learn in this 
       mass market (bundled on hard drives), but why not an industry 
       package put together by shareware professionals for VAR's? 
       Cheap, effective solutions for the masses. If it could be 
       integrated into a single "bundle" and updated every year we 
       might have something with greater circulation than the current 
       hard drive bundle in the VAR channel which is mainly DOS 5.0 and 
       Windows 3.1. 
       
       5) Speaking of bundling, why aren't we yet in retail stores like 
       Egghead? Dvorak has a shareware collection on the shelf of 
       Egghead. Shareware in a true retail setting is coming but oh, so 
       slowly.
       
       6) CD-ROM is a natural for the shareware industry since we have 
       so much to offer the public. But what is missing is REALLY cheap 
       CD-ROM drives. If we could team up with a marketer like DAK 
       Industries or other LARGE vendors to offer CD-ROM players for 
       under $100 when bundled with five or six great shareware CD-ROMS 
       then we might just have something which would become as standard 
       with every computer purchase as DOS and a disk drive. Think of 
       it - every computer sold automatically comes with the option off 
       a $100 purchase for a CD-ROM player and a stack of shareware. 

       7) Positioning. Authors and vendors still have not learned to 
       cultivate an identity or POSITION in the marketplace. Specialize 
       in something: Windows programs, vertical market software for 
       architects, games, pets, education. Pick a niche for your disk 
       vending operation or programming business. Too many vendors and 
       authors thrash about carrying everything in the hope that 
       shareware success is just around the corner. Wrong. 

       Changing gears...

       Will the change on the national political front do anything for 
       shareware? Probably. Consider this. In 1992 an estimated 30.4 
       million Americans worked from their homes according of Link 
       Resources of New York. That's a lot of people who probably are 
       using or could use a computer for business - potential shareware 
       customers to you and me. President-elect Clinton and Vice 
       President-elect Gore communicate by email frequently and Vice 
       President-elect Gore owns three computers. I wonder how much 
       shareware is running on those computers? Better question: how 
       much REGISTERED shareware is running on those computers?

       Back to the present... 

       I will be a guest visitor on the nationally syndicated radio 
       program The Home Office Show on Sunday January 3, 1993. The show 
       is broadcast by hosts Paul and Sarah Edwards every Sunday from 
       10:00PM to 11:00PM Eastern Standard time by the Business Radio 
       Network in many American communities. I will be a guest visitor 
       between approximately 10:30PM and 10:50PM EST. Topics to be 
       discussed are the state of shareware in the US and operating a 
       shareware business as a profitable venture. A list of affiliated 
       radio stations follows. 
                                                                 
       Albuquerque                  KMBA AM 1050      
       Amarillo, TX                 KGNC AM  710      
       Atlanta, GA                  WPBE AM 1050      
       Birmingham, AL               WCEO AM 1260      
       Charlotte, NC                WSTP AM 149O      
       Corpus Christi, TX           KEYS AM 1440      
       Dallas-Ft. Worth             KUII AM 1190      
       Erie, PA                     WPSE AM 1450      
       Ft. Myers/Naples, FL         WDCQ AM 1200      
       Grand Rapids (Live and TD)   WGRD AM 1410      
       Kansas City                  KBEA AM 1480      
       Portland, OR                 KBNP AM 141O      
       Raleigh-Durham               WCHL AM 1360      
       Sacramento/Stockton          KST  AM  950      
       St. Cloud, MN                KNSI AM 1450      
       St. Louis, MO                WILY AM 1210      
       Salt Lake                    KMGR AM 1230      
       Santa Barbara/Santa Maria    KSMA AM 1240      
       Seattle (TD)                 KEZX AM 1150      
       Tampa/St. Petersburg         WTMY AM 1280      
       Traverse City, MI            WMKT AM 1270      
       Tulsa                        KTRT AM 1270      
       Utica, NY                    WRUN AM 1150      
       Washington, D.C.             WPGC AM 1580      
       West Palm Beach              WSBR AM  740      
       Wilmington, DE               WDEL AM 1410      

       While on the subject of small business and working at home, note 
       that Paul and Sarah Edwards are also the SYSOPS of the Working 
       from Home forum on CompuServe and have developed a number of 
       unique proposals for new legislation to assist this class of 
       worker. A detailed list is available in the file POLICY.TXT 
       available in Library 17 of CompuServe forum GO WORK. Some of the 
       interesting ideas include Small Business Administration 
       "microloans" for home-based workers, tax deductable long term 
       disability insurance, allowance for one half of social security 
       payments to accrue in a private retirement account, education to 
       move the US education system away from a paycheck mentality to 
       self-employment mentality. Worth a read - download the file and 
       give it a glance!

       Note! On disk B of this issue of SMS you will find SDNKIT.EXE 
       which is a self-extracting file containing necessary information 
       on using the SDN network of BBS systems to rapidly upload your 
       shareware to MANY fine Bulletin Boards! Give this file a close 
       read.

       Next, news regarding the annual Summer Shareware Seminar 
       which ALL authors and vendors should attend! 

       Date:  05-Jan-93 19:54 PST                  
       From:  Bob Ostrander(PBS/SCoop) [72241,455] 
   
       The 1993 Summer Shareware Seminar in Indianapolis is a confirmed 
       go for June 18th through the 20th. Friday and Saturday will be 
       full days and it will conclude with more sessions on Sunday 
       morning. 
 
       Last year 390 people attended; this year there might be 500. 
       There will be two full tracks of forums on Friday and Saturday. 
       This, an exhibit area, and receptions on Thurs and Fri evenings 
       will keep everybody busy. 
 
       There are planned sessions for new and experienced authors, disk 
       distributors, BBSs, and user groups. The emphasis will be on 
       learning how to make the business of shareware more profitable 
       for everybody. The panel discussion format with audience 
       participation will be retained. 
 
       Scheduled for Saturday evening is a gala dinner where the second 
       annual Shareware Industry Awards will be presented (organized by 
       a committee of authors). This will honor the best and most 
       innovative shareware products over the last 10 years. 

       The site of the `93 SSS will again be the Adam's Mark hotel 
       complex in Indianapolis, Indiana. More complete details of who, 
       what, etc. will be mailed out in early April. All previous 
       attendees; ASP and PBS authors; ASP and $M$ vendors and BBSs; 
       and APCUG User Groups will be automatically sent a flier. If you 
       want to make sure you are included, please call PBS at 317-856-
       4144. 
 
       Bob Ostrander will be glad to give more information. Feel free 
       to call him at 317-856-6052 (voice) 10a-8p eastern time. Email 
       contact through CompuServe/ZiffNet 72241,455 or the PBS-BBS at 
       317-856-2087. 

       Suggestions and session volunteers are, of course, welcome. 
 
       A tentative schedule follows. 
 
       Thursday, June 17                                                      
                                                                              
        1:00p-5:00p    Golf outing by prior appointment                       
                                                                              
        1:00p-4:00p    Open house at PBS (2 miles from hotel).                
                       A shuttle bus will run from hotel lobby to PBS.        
                                                                              
        2:00p          SIA Selection panel meets                              
                                                                              
        7:00p-??       SSSASPirilla get-together - Fortune Square Ballroom    
                       (ASP Sponsorship)                                      
                                                                              
       Friday, June 18                                                        
                                                                              
        9:30a-5:00p    Seminar sessions.                                      
                       Newcomer's track (aimed at new authors).               
                       Selling by retail track (aimed at distributors and     
                                                experienced authors).         
                                                                              
       12:00n-10:00p   Display tables open (sort of a mini "vendor" area -    
                                            think of it as "Sharedex").       
                                                                              
        7:00p-??       Hosted reception - (PBS Sponsorship)                   
                                                                              
       Saturday, June 19                                                      
                                                                              
        9:30a-5:00p    Seminar sessions.                                      
                       Selling by shareware track (aimed at all authors).     
                       Special sessions track (various).                      
                                                                              
       12:00n-7:00p    Display tables open                                    
                                                                              
        7:00p-??       SIA Awards Banquet                                     
                                                                              
       Sunday, June 20                                                        
                                                                              
        9:30a-12:30p   Special sessions (including Lance Rose's 
                       always-popular legalese discussion)                 
                                                                              
        1:00p-3:00p    ASP Luncheon and meeting.                              
 
       An addition this year will be an organized Exhibit area during 
       Friday and Saturday. One or two day rentals will be reasonably 
       priced and aimed at the "little guys" who want to sell stuff as 
       well as just for authors, disk vendors, etc to show off their 
       wares. 
       
          (End of Press Release regarding Summer Shareware Seminar)

       Catherine Gile and Garnet Brown of the German PEARL AGENCY have 
       recently moved to Seattle, Washington. Representing one of the 
       larger shareware vendors in Germany and also DOS Trend  
       Magazine, they will be serving as author liasons for the  
       European/German market. Garnet and Catherine will be living in 
       Seattle and operating PEARL'S American office for at least a 
       year. Their primary goal is to seek out shareware products, 
       software, hardware and unique technology items for export or 
       representation into the booming German/European market. They 
       also solicit press and news release items for DOS Trends 
       Magazine (150,000 circulation!) PEARL also offers translation 
       services and registration collections. This is a commitment by 
       Pearl to DIRECTLY access the American technology development 
       community. I urge you to send products, news, shareware to them. I 
       might add on a personal level, I receive a GROWING volume of 
       registrations from Germany. I have met personally with Garnet 
       and Catherine - nice folks! Contact: Catherine Gile & Garnet 
       Brown, 3946 - SW Ida, Seattle, WA 98136 tel: 206/938-0336. CIS: 
       71043,674. 

       One my British SMS customers informs me that in addition to 
       author and vendor associations in the U.S. a new association is 
       forming in Britain. Details are contained in a Compuserve 
       message to me which follows: 
       
       Date:  22-Nov-92 13:52 PST             
       From:  Mike Thurman [100021,3440]      
       Subj:  sms... UK-ASV                   

       Jim, 

       The replies from our mailing are just starting to come back. 
       This is great! Vendors' letters keep turning up every morning... 

       Anyway, the purpose of this message is to tell you something you 
       might know already, but I thought I'd tell you in case you 
       didn't. There's a new British shareware association which has 
       recently started up (5th August, actually, but I've only just 
       heard about it.) They're called UK Association of Shareware 
       Vendors, or UK-ASV for short. 

       Their aims (so they say in their letter to me) are these: 1) to 
       increase the proportion of Shareware adverts in magazines, as 
       against commercial ones, 2) to set up a magazine called "UK-ASV 
       NEWS" at #19.95/year, to include a discount card. 3) A master 
       disk catalogue of all programs sold by their members. 4) "Get a 
       better deal from publishers of registered programs." 5) Act as 
       UK agents for USA authors. 6) Discourage piracy. 7) Encourage 
       shareware. 

       I know that SMS Shareware, D&E S/ware Services, & Databak are 
       members, there are probably others. If authors send them their 
       programs they'll send it to all their members, the downside is 
       that they want 10% of all registrations from copies sold by 
       members (they rely on authors' honesty.) 

       Their address is: UK-ASV, c/o 19 Carshalton Rd., Camberley, 
       Surrey GU15 4AQ, tel: 0276 681864. You might want to include 
       information about them in the next edition of SMS. 
       
                               (End of message)
              
       Next, an article about mail order laws and practices which all 
       shareware authors should review. Written by attorney and SMS 
       reader Charles Kramer who lives in New York.

                       (Start of article by Mr. Kramer)

                       THE "MAIL ORDER MERCHANDISE" RULE 
             WHAT YOU SHOULD KNOW IF YOU IF YOU SELL BY MAIL ORDER 
      
       Copr. 1993 Charles B. Kramer, Esq. 

       For all of the variety of ways shareware is distributed, 
       shareware catalog vendors and authors often use the mail to 
       receive orders and payment for shareware.  Sometimes -- because 
       the ordered shareware has been withdrawn from distribution, or 
       an order backlog occurred, or the mail order gremlins are at 
       work again -- the order can't be shipped on time.  What are you 
       supposed to do when there is a delay? 

       THE RULE 

       The main rule that defines your obligations in the event of a 
       mail order delay is the Federal Trade Commission's "Mail Order 
       Merchandise" rule, sometimes just called "The Rule".  The Rule 
       applies to most people that solicit orders through the mails, 
       and regulates what happens when they cannot ship the orders on 
       time. 

       __Who the Rule Applies To__ 

       The Rule covers situations in which a customer uses the mail to 
       finalize a sale.  This includes when a customer mails a check or 
       credit card number with an order form from a shareware vendor's 
       catalog, or shareware disk's "ORDER.FRM".  The Rule also applies 
       to orders made by telephone when the customer mails in payment.  
       The Rule doesn't apply, however, to orders by telephone when the 
       customer gives a credit card number during the call, since the 
       customer hasn't used the mail to finalize the sale.  This 
       exception isn't very logical, and the Federal Trade Commission 
       has considered changing it. 

       The application of the Rule has a peculiar twist for some 
       shareware registration payments.  In many cases, a shareware 
       customer is only paying for to register the right to use a 
       program he already has.  While many shareware authors promise to 
       send something tangible in return for the registration payment -
       - printed documentation, or a version of the program without nag 
       screens, or additional episodes of a game, for instance --
       authors don't *have* to.  When author don't promise to send 
       anything tangible, nothing has been ordered by mail, and the 
       Rule doesn't apply. 

       __Time You Must Ship__ 

       The Rule requires you to ship when your catalog, order form or 
       other "solicitation" says you will.  If don't state a time, you 
       must ship within 30 days.  If you do state a time (with a 
       statement like "please allow 6 weeks for shipment"), the time 
       must be "clearly and conspicuously stated". 

       When a customer pays by check, the count-down to your shipping 
       deadline begins when you receive his properly completed order.  
       You can wait until his check clears as long as you don't delay 
       shipment past the deadline.  When a customer pays by a credit 
       card account, the count-down starts when you charge his account 
       (although the Federal Trade Commission has considered changing 
       this to the time you receive the pertinent credit information). 

       __Late Shipment__ 

       If your shipment is going to be delayed, you must notify the 
       customer.  The notice must be sent when you first become aware 
       of the delay, and before the shipping deadline.  What the notice 
       says depends on the length of the delay. 

       If the delay will be 30 days or less, your notice must inform 
       the customer of the revised shipping date, and that he has the 
       right to cancel his order and receive a prompt refund. The 
       notice must also inform the customer that if he doesn't cancel 
       the order, you will assume he has accepted the revised shipping 
       date.  As the Rule puts it, 

       "unless the seller receives, prior to shipment and prior to the 
       expiration of the definite revised shipping date, a response 
       from the buyer rejecting the delay and canceling the order, the 
       buyer will be deemed to have consented to a delayed shipment on 
       or before the definite revised shipping date." 

       If the delay will be *more* than 30 days, or if it will last an 
       indefinite time, the notice must inform your customer of a 
       revised shipping date, or if necessary, stating that the delay 
       will last indefinitely.  The notice must also inform the 
       customer that you will automatically cancel his order and 
       provide a refund unless within the 30 days following the 
       original shipping date: 

       [*]  you ship his order before he cancels it; or 

       [*]  you receive his consent to the revised shipping date. 

       What happens when you've set a revised shipping date, and 
       discover you won't be able to meet that one either?  You must 
       notify the customer again, giving him the option to cancel his 
       order for a prompt refund, or to consent to yet another date. 
       The notice must also inform the customer that you will 
       automatically cancel his order and provide a refund unless 
       before the revised shipping date you receive his consent in 
       writing to the new shipping date. 

       Whenever a delay may last indefinitely, you can ask a customer 
       to accept it.  Whenever a customer accepts an indefinite delay, 
       however, you must also inform him that will he have a continuing 
       right to cancel his order and obtain a prompt refund by 
       notifying you before you make the shipment. 

       You should furnish your mail order buyers with adequate means to 
       notify you of their intentions to cancel their orders, and to 
       consent to revised shipping dates.  The best way to do this is 
       to send notices by first class mail, and to provide your 
       customers with a postage prepaid envelope or postage card. 

       OTHER RULES 

       The Rule doesn't apply to C.O.D. orders, or to a few other types 
       of mail order sales. Other rules control mail orders paid by 
       credit card, and how and when refunds should be paid.  In 
       addition, several states (such as New York and Wisconsin) have 
       mail order merchandise rules that supplement the Federal Trade 
       Commission one. 

       While record keeping isn't required by the Rule, it's a good 
       idea.  The Federal Trade Commission recommends that you keep 
       records for three to five years that demonstrate that you sent 
       out the notices required by the Rule, and answered customer 
       complaints regarding delays in shipment and the like. 

       MORE INFORMATION 

       You can obtain a copy of the Mail Order Merchandise rule and 
       other useful information from the Direct Marketing Association, 
       Inc., the largest trade association for the direct marketing 
       field.  You can contact the DMA at 11 West 42nd Street, New 
       York, NY 10036-8096 (telephone 212/768-7277). 

       CHARLES B. KRAMER is a member of the New York and Illinois Bars 
       and has lived and practiced law in New York City since 1982. His 
       practice includes corporate, copyright, and trademark law, 
       including for clients in the software development and online 
       information businesses.  He can be reached at CompuServe 
       72600,2026, and Internet 72600.2026@compuserve.com. 
      
                        (End of article by Mr. Kramer)

       Rackware is a growing channel for shareware but new developments 
       are afoot. Some authors now require royalty payments for 
       rackware and some vendors now pay royalties. Consider the 
       following press release from Dave Snyder....
       
                   (Start of press release from Dave Snyder)
       
       Date:  27-Dec-92 20:47 PST                             
       From:  David Snyder [70363,15]                         
       Subj:  Rack Vending                                    
                                                              
       For immediate release                                  
       For more information contact Dave Snyder (616) 245-8376
                                                CIS 70363,15  

       Twenty-four shareware authors, representing over 115 different 
       shareware products, announced that they now require "rack 
       vendors" and CD-ROM compilers to pay royalties for shareware 
       sold in a retail setting or on a CD-ROM. Although many of these 
       authors have already informed vendors of their actions, the 
       authors also will be sending a joint letter to known shareware 
       vendors reminding them of authors' distribution terms. 

       "Sending a joint letter is simply a matter of exercising 
       economies of scale," according to Dave Snyder of MVP Software.  
       "Authors all have their own individual distribution policies, 
       and some may have requirements in addition to paying royalties.  
       The letter is really a reminder that all vendors must pay 
       attention to authors' distribution licenses included with their 
       shareware." 

       Snyder emphasized that although the authors are requiring 
       royalties on shareware sold on CD-ROMs and in retail locations, 
       most authors do not require royalties from catalog sales or 
       downloads from BBSs or online services. 

       "Many authors feel that they receive few registrations from 
       shareware sold on CD-ROM collections or sold in retail 
       locations," Snyder said.  "Therefore it is necessary to receive 
       a modest royalty to compensate the author's time and investment 
       in creating the product." 

       Shareware is the term commonly used to refer a method of buying 
       software in which the user is allowed a trial period to evaluate 
       the software before making a purchase decision.  If the user 
       wishes to continue using the software, he registers it by 
       sending the purchase price to the author or publisher.  In 
       exchange the user normally receives the latest version of the 
       product, a printed manual, technical support, upgrade notices, 
       and in many cases, an upgraded product or extra utilities. 

       Following is the text of the letter being sent to vendors and 
       the list of the participating authors and their products. 

       Dear Shareware Vendor, 

       The shareware authors listed below want to express their 
       appreciation for the services provided by shareware vendors.  
       You promote and distribute our products, you help us reach 
       markets we would not otherwise reach, you educate shareware 
       users, and in general you do a terrific job.  We also appreciate 
       the traditional goodwill between shareware vendors and authors, 
       and in this spirit we are sending this letter to you. 

       Recently an issue has become important to many shareware 
       authors, and we wish to tell you about this issue and remind you 
       of the distribution policies adopted by some authors for their 
       products.  The authors whose names appear on this letter are by 
       no means the only authors with an interest in the issue. 

       In recent years shareware rack vending (SRV) and CD-ROMs have 
       become popular methods for vendors to sell shareware disks.  We 
       authors certainly applaud efforts to expand shareware awareness 
       and usage.  However, SRV and CD-ROMs have caused a number of 
       problems for some authors.  For one thing, they may conflict 
       with retail sales on which authors receive royalties.  In 
       addition, some authors report getting irate calls from users who 
       did not understand that the shareware disk they bought from a 
       store requires separate payment to the author. 

       But the biggest problem is that many authors report very few 
       registrations from SRV and CD-ROMs.  Dave Snyder of MVP Software 
       reports that he receives fewer than 1 registration for every 
       2,000 SRV disks sold.  Mike Prestwich of Imagisoft reports that 
       Fat Cat Software shipped 12,000 SRV copies of Chinese Checkers, 
       and to date Mike has received only one registration that can be 
       traced to this distribution.  Other authors can trace no or very 
       few registrations to CD-ROM distribution. 

       These dismal statistics are bad for all of us.  When authors 
       don't make money from shareware they abandon it, leaving 
       unsupported software behind.  Or they simply stop developing new 
       shareware. 

       As a result of this some authors have adopted policies regarding 
       SRV and CD-ROMs.  The authors participating in this mailing are 
       among them.  Each author has his/her own policies, arrived at 
       individually after considering his/her business plans and needs. 

       IF YOU PLAN TO SELL SHAREWARE PRODUCTS IN A RETAIL ENVIRONMENT 
       OR ON A CD-ROM, OR IF YOU ARE CURRENTLY SELLING SHAREWARE 
       PRODUCTS IN A RETAIL ENVIRONMENT OR ON A CD-ROM, FROM ANY OF 
       THESE AUTHORS, THIS LETTER IS A REMINDER THAT YOU MUST RECEIVE 
       WRITTEN PERMISSION FROM THE AUTHOR(S) WHOSE PRODUCTS YOU WISH TO 
       CARRY.  THIS INCLUDES SHAREWARE SOLD INDIVIDUALLY OR IN PACKAGES 
       CONTAINING 

       MULTIPLE SHAREWARE PROGRAMS. 

       These authors require that shareware rack vendors and CD-ROM 
       compilers pay royalties for every disk sold.  These royalties 
       are individually negotiated, but without a written royalty 
       distribution agreement signed by the author, rack vendors may be 
       violating US copyright laws which permit not more than $100,000 
       in statutory damages per work, or actual damages plus additional 
       profits of the infringer, and in either case may also include 
       attorney's fees. Individual authors may have additional 
       distribution requirements.  It is very important that you follow 
       these requirements, so contacting authors individually whose 
       works you wish to sell is critical. 

       IF YOU WISH TO SELL ANY OF THESE AUTHORS' PRODUCTS IN A RETAIL 
       ENVIRONMENT OR ON A CD-ROM, YOU MUST SECURE WRITTEN PERMISSION 
       TO DO SO BEFORE YOU PROCEED. IF YOU ARE CURRENTLY DISTRIBUTING 
       ANY OF THESE PRODUCTS IN A RETAIL ENVIRONMENT OR ON A CD-ROM, 
       AND YOU DO NOT HAVE WRITTEN PERMISSION FROM THE AUTHOR, PLEASE 
       STOP IMMEDIATELY AND CONTACT THE AUTHOR IN QUESTION. 

       Most authors intend that these requirements apply only to their 
       shareware sold in a retail environment or on a CD-ROM.  In most 
       cases, catalog vendors, sysops and online services are 
       unaffected by these policies.  However, each author sets his/her 
       own distribution policy, so all vendors are encouraged routinely 
       to pay careful attention to the license agreements of the 
       shareware products they distribute.  The authors whose names 
       appear below are not the only authors with distribution 
       restrictions, and in the interest of a strong, healthy shareware 
       industry, the requirements of all shareware authors must be 
       respected. 

       You may be interested to know that some leading rack vendors are 
       already planning to pay royalties to authors.  These include Jim 
       Green of Shareware Testing Labs, Mike Comish of Software 
       Revolution, Bill Shor of Pik A Program, UAV Corporation, Mike 
       Caines of Forest Park Software, Bill Barclay of Tallon Software, 
       and Greg Wilson of Galactic Software.  We authors appreciate 
       these vendors' efforts to make shareware work for everyone. 

       Once again, we authors appreciate your contribution to the 
       shareware industry. We hope that your shareware business is a 
       success.  We recognize the necessity for a strong vendor 
       presence in the shareware world, and we know you recognize the 
       necessity for authors to receive reasonable compensation for 
       their work. 

       Participating authors: 

       Gary Alston, Alston Software Labs: Collect!, Hangman Jr, 
       FuzzGen, WCS. 

       Michael Buchanan, Blue Cannon Software: Calendarwise. 

       Casey T. Butler, Viable Software Alternatives: World Empire, 
       World Empire II for Windows, Heavy Water Jogger. 

       Karen Crowther: Talking ABC's. 

       Bill Dedes, Alive Software: Magic Crayon, Animal Quest, VGA 
       Jigsaw, VGA Concentration, VGA Sharks, PC Jigsaw, Crazy Shuffle, 
       Alive Sharks. 

       Gary Elfring: DOWNLOAD, DISPFONT, MAPSYM, ESF's LaserJet Fonts & 
       Utilities, 

       ESF'S DeskJet Fonts & Utilities, ESF's European LaserJet Fonts, 
       ESF's DeskJet European Fonts, Super Fonts I, Top Fonts Sampler, 
       PC Write Fonts & Utilities, ESF's Scalable LaserJet III Fonts, 
       TSR Download. 

       Steve Estvanik, Cascoly Software: ATC, Green, EcoMaster, Towers, 
       Chronos, Bible Timeline, Super VGA Puzzle, Basic Training, 
       AntiC, Quilt, Palette Pleezer. 

       Barry Fetter, Micro Computer Resources - Division of MCR Agency, 
       Inc.: Wisdom of the Ages, Men on Women/Women on Men, Lowdown on 
       Doctors, Lawyers and Politicians. 

       Diana Gruber, Ted Gruber Software: Scramble, Las Vegas EGA 
       Casino, MicroBucks II, Klondike, Keno, Poker Galore. 

       Ted Gruber, Ted Gruber Software: Fastgraph/Light. 

       Steve Hudgik, Homecraft Software: The Organize your Collection 
       series, Organize your Business, The HomeCraft Small Business 
       Journal, Play and Learn. 

       Scott Jibben, Jibben Software: Archive Sizer, LHA Chunker, and 
       Zip Chunker. 

       Everett Kaser: Snarf, Solitile, Sherlock, and Hero's Heart. 

       Bob Lancaster, MicroLink Games: MLYaht, MLLoyd, MLOtra, MLShut, 
       MLPush, MLCrux. 

       Hung Le, Polysoft: Windowbook. 

       Bill Mann, Desert Frog Software: Desert Frog Screen Scenes, 
       ShowLogo. 

       Mike Mezaros, Checkbox Software. 

       Steve Moraff, Moraffware: Moraff's Blast, Moraff's Revenge, 
       Moraff's Entrap, 

       Moraff's Stones, Moraff's Pinball, all other Moraffware 
       products. 

       Mike Prestwich, Imagisoft: Chinese Checkers, Redhook's Revenge. 

       Joey Robichaux: Brandon's Big Lunchbox, Christmas Organizer, 
       PhotoPack, Fogfind, Hotnet. 

       Dave Snyder, MVP Software: Robomaze II, Robomaze III, Sand 
       Storm, Corncob 3D, Hoosier City, Rapid Response, MVP Paint. 

       John Wagner: Improces. 

       Rosemary West: Bible Challenge, Book of Changes, By the Numbers, 
       Crystal Ball, Citizen, Creativity Package, Fortune Teller, 
       Curses!, Hard at Work, LoveDOS, Maillist, Mayan Calendar, 
       Geomancy, Richard Webster's Aura Reading, Richard Webster's 
       Numerology, Your ESP Test, Workbase, Nag, IQ Challenge, Wynter 
       Stone's Guide, Wynter Stone's I Ching, Personal Tarot, Recap, 
       Poetry Generator, Cliche Finder, Soothsayer aka Oracle. 

       Jeff Woods, deltaComm Dev.: Telix. 

       ** David Snyder/Rack Vending ** 
              
                    (End of press release from Dave Snyder)

       Next, a technical marketing tip.
       
       Are you using BBS file descriptions? Shareware authors normally 
       put two specialized files on every program they ship to the 
       shareware community. The DESC.SDI and FILE_ID.DIZ files are 
       essential components of every shareware package. Both files 
       contain a specially formatted ASCII text description of your 
       package which many BBS systems will automatically post to your 
       description which appears on the BBS regardless of what the 
       sender transmitted as the description. YOUR description in YOUR 
       words will appear on the board. Both of these files need to be 
       formatted NO GREATER than about 40 characters wide and contain a 
       maximum of about 8 to 10 lines formatted FLUSH LEFT. An example 
       of my PC-Learn FILE_ID.DIZ contents: 
       
       PC-Learn Beginners Computer Tutorial  Ver 5.6
       The ultimate beginners computer tutorial.    
       Study DOS, history of computers, batch files,
       virus prevention, how to buy a PC, telephone 
       support numbers to call, software selection, 
       how to use shareware, video standards,       
       computer glossary of terms, word processing, 
       tricks and tips. Features color or monochrome
       popdown menus, help screens, search features,
       tutorial printing, more. By Jim Hood.        

       Remember: 1) Formatting is FLUSH left, NOT the seven space 
       indented left margin you currently see. 2) The BBS software will 
       automatically search inside your ZIPPED package and find the 
       file 3) Construct the descriptions so that various boards can 
       use ONE line, TWO line or more lines. Some boards may truncate 
       your description. 4) Include version number, author name and a 
       DETAILED description which is SHORT. 5) Both FILE_ID.DIZ and 
       DESC.SDI contain the same information. Ask any SYSOP on your 
       local boards for more detail if necessary. You will be surprised 
       how much you will increase your registrations by adding these 
       two simple files. 

       Here's another curious marketing tip. I recently received a 
       letter from a potential SMS customer asking how to obtain SMS in 
       pure ASCII text. One might shrug this off and send the customer 
       a letter and explain that most of the files are already text, 
       but here is the curve ball which a little research turned up: 
       The person making the request is blind and apparently uses a 
       custom speech board and PC to scan ASCII text files which are 
       then converted to HUMAN SPEECH. This is becoming more common 
       within the community of the blind. The point is that there is a 
       segment of the population which has this sophisticated capability 
       and obviously uses or at least investigates shareware. Better 
       ASCII documentation and (hold your breath) a NEW STANDARD file 
       on all disks (sort of like a FILE_ID.DIZ but for the blind) 
       would be a godsend. This file would be an ASCII guide to the 
       disk but would be configured for speech synthesis for this segment 
       of the market! Blind people are already scanning our ASCII files and 
       converting them to words they can hear. A little extra effort 
       might yield something profitable for all concerned.

       New packages:

       For authors using Jeff Napier's classic WRITERS DREAM authoring 
       shell, note that Jeff is beta testing version 4.0 which now 
       includes PCX file support, data encryption and more. Many 
       vendors and authors use this SIMPLE system to quickly build 
       shareware catalogs and tutorials. Reach Jeff at CIS: 71022,175 
       Voice: 503/846-7884, Another Company, POB 298 Applegate, OR 97530 
       Consult the GOODIES section of this disk for a sample copy of 
       version 3.0.

       If you own or manage a disk vending operation, get this 
       evaluation package for free. Although this one is NOT shareware, 
       it is worth a look and the 4 disk set is yours for the asking. 
       THE PERFECT SOFTWARE SYSTEM for shareware dealers and 
       distributors keeps a complete customer profile, prospect list, 
       order entry system with invoices printable to plain paper or 
       pre-printed form #9059 from NEBS. Prints mailing labels and 
       shipping labels, packing lists with bin locations. Supports 
       quantity pricing, dealer pricing, tax exempt status. Tracks 
       where customer saw your ad and from which catalog ordered. 
       Print sale reports to check how much revenue each ad or catalog 
       produced - determine which ads to renew and which to drop!
       Inventory can be divided into unlimited categories and inventory 
       is automatically adjusted as orders are posted. If an item is 
       discontinued, hit F10 to see listing of alternate items so you 
       do not have to lose a sale! Tracks receivables, prints late 
       notices and statements. Reports include sales tracking, low stock 
       items, financial aging reports, credit card reports, order 
       status, customer history. Obtain free NON-SHAREWARE evaluation 
       set from Automated System, 386 Main Street, POB 192, Little 
       Falls, NJ 07424-0192   201/812-1428. 

       Cool CD-ROM to boost your marketing into high gear. THE AMERICAN 
       BUSINESS PHONE BOOK. A complete directory of ALL U.S. businesses 
       as of June 1992. Search by business name, partial name, phone, 
       Zip. Contact: IPSE DIXIT Software, 3333 N. 7th Ave, Phoenix, AZ 85013   
       800/786-IPSE.

       Vendors: 

       A growing disk vendor to consider for shareware submissions is 
       MICROTECH USA headed by Bill Ferro. This vendor is rapidly 
       expanding into rack sales and counter sales at many Seattle 
       computer stores in a BIG way. Mr. Ferro promotes DOS, Windows 
       and vertical market shareware. In my conversations with him I 
       think this is a vendor to consider for disk updates. Mail to POB 
       59403, Renton, WA 98058. Voice tel: 206/575-9322. 
       
       The Comtel Group (1090 Rock Rd Court, East Dundee, IL 60118) has 
       an interesting spin on shareware. They have produced a colorful 
       brochure on "income opportunities for the 90's" and prepared a 
       calendar of "invitation only" seminars in major American cities. 
       Topic of the seminar involves three money-making business for 
       entrepreneurs: 1) Rack sales of Disney toys 2) An automated 
       public FAX and phone terminal 3) Rack sales of shareware. I 
       suppose a small businessman could become involved in any one or 
       all three ventures. I have seen one of the Comtel racks already 
       at a local Seattle computer store so it would appear that the 
       venture is already underway. It's interesting to see a pre-
       packaged shareware rack operation offered during seminars along 
       with Disney toys, but I guess someone had to think up a 
       different angle! Their toll free number (to attend a seminar) is 
       800/524-0077. 

       JCS Marketing (POB 1216, Lakeville, MN 55044  612/469-1161) 
       provided some interesting news on their disk vending operation 
       recently which speaks volumes about the politics of shareware 
       marketing. It seems many authors had been solicited by ASP 
       affiliated JCS to send shareware update disks for a forthcoming 
       CD-ROM. The intention at that time was to also provide authors 
       with a copy of the CD-ROM for $6.00 (shipping and handling) and 
       promote the product in PC Magazine. The politically odd wrinkle 
       is that recently PC Magazine discontinued ALL classified 
       listings for shareware! JCS will advertise the CD-ROM in Windows 
       Magazine in January and February 1993 as well as PC Computing 
       Magazine. One can only speculate at the reason for PC Magazine 
       discontinuing shareware classified ads (perhaps at the behest of 
       commercial software manufacturers). Curious when you consider 
       that PC Magazine is owned by Ziff-Davis who also owns Public 
       Brand Software, one of the larger shareware operations. Ziff 
       also acts to provide the Public Brand shareware library on 
       CompuServe's Ziffnet and also acts as the gateway for shareware 
       offerings on Prodigy. Apparently Ziff does not favor shareware 
       in one publication but loves it in other forums. Not an entirely 
       consistent behavior, possibly; but at least it is probably 
       consistent with profits and the bottom line. Sigh... 
      
       Note that Freebooter Software (POB 19624, Portland, OR 97219) no 
       longer accepts shareware submissions. It's not that business is 
       bad, just that owner Darrell Fichtl is having better success 
       with the many fine shareware packages which he has authored. 
       Most of his packages specialize in gambling and lotto gaming, 
       but his Software Jukebox package is also doing well. Be sure to 
       delete Freebooter from your mailing list for disk submissions.

       Long standing ASP disk vendor Praireware (POB 265, 316 
       Washington Blvd, Great Falls, MT 59403) has changed ownership 
       and management to the hands of Gregg Brown, a longtime associate 
       and partner of former owner, Mr. Richardson. 
       
       Adams Copyware (6067 E. Oktibbeha St, Bay Saint Louis, MS 39520) 
       is urgently requesting shareware updates for their 1993 catalog. 
       In addition Adams Copyware is also offering customers one free 
       program upon proof of registration of any shareware package 
       obtained from the company. Nice touch and send them a disk!
       
       The Software Labs (100 Corporate Point, Suite 195, Culver City, 
       CA 90231) has just added my PC-Learn shareware disk to a clever 
       "New User Start-Up Kit" which is now hitting the stands in their 
       Winter/Christmas flyer. I wish more vendors offered a true 
       "beginners kit" which is pretty easy to assemble from off-the-
       shelf shareware. Here's what TSL has included in their kit: PC-
       Learn, PC Primer, What's in that Box, Turbo Menu, List, Viraway, 
       PKZIP. In addition the kit includes the book "DOS for Dummies 
       written by Dan Gookin.

       Disk vendor Howard's Computer Programs (POB 1, Ortonville, MI 
       48462) is seeking recent addresses of computer owners (such as 
       lists of shareware customers/registrants) from shareware 
       authors. Owner Fred Howard will swap additional addresses of 
       computer owners or pay for your addresses. 

       Suppliers, services, publications and conventions:

       When I need CHEAP floppies for large vendor mailings I always 
       contact Ann Deaver Enterprises. Ann specializes in USED/RECYCLED 
       floppies which are actually better than the usual 23 cent 
       specials since these are bulk lot HIGH QUALITY diskettes 
       containing discontinued software with the labels still attached. 
       Slap your new label over the old label, pay as low as 15 to 16 
       cents for a 360K floppy and you are in business. Other media 
       formats at similar low prices.  408/274-5795. 

       Katherine McDougle (POB 740, Palermo, CA 95968  916/533-5325) is 
       a proofreader for a large weekly publication in her community 
       and offers editorial/documentation preparation skills to 
       shareware authors. Would be willing to barter and/or exchange 
       her skills for shareware disks for her BBS and pending shareware 
       disk vending operation. Cash payment also accepted. 
       
       An item from Reseller Management, November 1992: Ever heard of 
       the National Association for the Self-Employed or NASE for 
       short? Although its 68 page color catalog offers services such a 
       discount magazine subscriptions, lobbying services in Washington 
       D.C. and other seemingly worthwhile goods and services for the 
       self-employed, be aware that NASE is really a disguise for an 
       insurance multi-level system! Ads running in major US newspapers 
       tout HUGE incomes for local "managers and sales agents" who sign 
       up new members. The really big bucks in this cleverly disguised 
       system are the sales agents who sign up individual entrepreneurs 
       for hospital and medical insurance benefits with the parent 
       corporation. It's all a matter of clever positioning and a bit 
       of a pyramid game to me...       
       
       Author Diana Gruber mentions that a COOL studio of software 
       artists has been recently placed in operation by Les Pardue who 
       you can reach at 801/226-3282. The idea is to offer one-stop 
       gorgeous artwork services needed for software games. Nice 
       idea.
       
       Don't miss a hot convention for software programmers. SOFTWARE 
       DEVELOPMENT '93 will be held February 23-25 in Santa Clara, 
       California. Programming tools and vendors you need. Info?
       Write Software Development, Conferences and Shows, POB 7797, San 
       Francisco, CA 94120-7797.  415/905-2741.        

       Join US Department of Commerce trade delegation to London 
       February 8-10, 1993. Find and meet trade representatives, 
       distributors, licensees, joint venture partners. The U.S. holds 
       a 90% share of U.K. software market - currently estimated at 
       $1.5 billion per year! Write U.S. Dept of Commerce, 
       International Trade Administration, Room H2012, Washington, D.C. 
       20277-3027.  202/482-1793. Contact: Joan Hall. The Dept of 
       Commerce will attempt to: locate and screen business partners 
       and contacts for you, launch campaign in the U.K for your 
       products, schedule one-on-one appointments, brief you on market 
       requirements and laws. Cost: $1750. 

       Learn how to use incentives to rev up sales and marketing. FREE 
       SUBSCRIPTION to Incentive Magazine. Write: Incentive, c/o 
       Venture Communications Inc., 60 Madison Ave, NY, NY 10160-0981.

       THE ONLY MAILING LIST CATALOG YOU NEED. A list of mailing list 
       sources! Over 10,000 compiled subscriber, association membership 
       and mail order buyer lists arranged in over 100 key direct mail 
       categories plus SIC section. FREE catalog. American List Counsel 
       Inc, List Sales Dept, 88 Orchard Rd (CN 5219), Princeton, NJ 
       08543.

       FREE sample issue of WINDOWS/DOS DEVELOPMENT Magazine. Ultimate 
       programmers source. Sample issue at no charge. Write: 
       Windows/DOS Developers Journal, 1601 W. 23rd St, Suite 200, 
       Lawrence, KS  66046-2270.

       Not free but worth knowing about. OBJECT MAGAZINE. Using object 
       tools for application development. 1 year subscription $29.00. 
       Write Object Magazine, Subscribers Services Dept OBJ, POB 3000, 
       Denville, NJ 07834.

       FREE sample issue: THE C USERS JOURNAL. For C and C++ users. 
       Debugging, tutorials, source code, tricks, etc. The C Users 
       Journal, 1601 West 23rd St, Ste 200, Lawrence, KS  66046-2700.

       Want to try a promotion of your product in high volume card 
       decks? Contact Marketing Bulletin Board, 117 W. Micheltorena, 
       Santa Barbara, CA 93101  805/687-3137. Features 8 mailings per 
       year, 120,000 revolving circulation.

       THE PERSONAL COMPUTER POCKET REFERENCE. Neat programmers book 
       which slips in a pocket. Hardware release dates, keyboard scan 
       codes, plotter paper sizes, hard drive configs, address and IO 
       maps, interrupt lists, PC memory maps, more. $19.95. Write: 
       ABBEON CAL INC., 123-882H Gray Ave, Santa Barbara, CA 93101-
       1895. 100% moneyback guarantee.

       Agents to handle shareware registrations and support in foreign 
       countries include the following. AUSTRALIA: Budgetware, POB 496, 
       Newtown, NSW 2042, Australia.  BRITAIN: PDSL, Winscombe House, 
       Beacon Rd, Crowborough, Sussex, England, TN6 1UL. FRANCE: DP 
       Tool Club, 102 Rue des fusilles, 59650 Villeneneuve d'Ascq, 
       France. GERMANY: PD-Service-Lage, Postfach 1743, D-4937 Lage, 
       West Germany. 
       
       Shareware authors:

       Machine code guru Paul Scanlon is working on an authoring shell 
       for tutorials which will run under Windows. Allows anyone to 
       prepare text files and then attach a classy Windows menu system. 
       Paul has moved from Palmdale, California to the San Diego 
       vicinity for his new job coding - as you might expect - games 
       for Nintendo and Sega. Paul's new address is 2301 Catalina 
       Circle #114, Oceanside, CA 92056. Phone is (619) 724-2555. 
       
       A welcome is extended to new SMS Net member Samuel Kaplin (3520 
       West 32nd Street #214, Minneapolis, MN 55416. Samuel has offered 
       to assist our small but growing network of American authors who 
       mutually upload each others shareware to local board. See the 
       file RAPID.TXT elsewhere in this edition of SMS for further 
       information. 

       Former Expressware marketing directory Charles "Luke" Lukey has 
       left that company to start his own enterprise WINDOWWARE (Box 
       144, 401 NE Ravenna Blvd, Seattle, WA 98115). Lukey's new 
       product, a windows system called WINDOW MAGIC is just now 
       shipping and should be hitting a vendor near you soon. Of course 
       Lukey is using SMS for the product distribution mailing. Seattle 
       just keeps adding new shareware author operations all the time! 

       Some authors have all the bad luck. There is a confirmed virus 
       infection on recent disk submitted to vendors named GARLIC MAGIC 
       version 1.0. Virus confirmed as variety: STONED. Disk submitted 
       by GARLIC MAGIC author George Knoblauch, POB 818, Castroville, 
       TX  78009. MacAfee Scanvirus ver 9.7 will detect. Unintentional, 
       according to Mr. Knoblauch who received a software disk from his 
       brother which apparently contained the virus. 

       Author Christopher Noyes (28 Douglass St, Ground Floor, Brooklyn 
       NY 11231  718/625-2262 or 718/625-2262) reports that he has 
       obtained good results processing his VISA and Mastercard 
       customer orders through Falsoft Inc. Rather than having to 
       secure a merchant processing account on his own, Noyes notes 
       that Falsoft will process and/or ship diskette orders for a low 
       3.5% processing fee. Contact Falsoft at Box 385, 9509 US Highway 
       42, Prospect, KY 40059  502/228-4492. 

       Louis Puccio (90 Church Street, BOX 2517, NY, NY 10008) proves 
       you DON'T have to know ANY programming to produce a wildly 
       popular shareware package! The Software Labs, one of the largest 
       disk vendors, notes on page 51 of their recent winter 
       promotional flyer that Puccio's FANTASTIC FREEBIES (also known 
       as COMPUFREEBIES) is their "ALL TIME BEST SELLING DISK." 
       
       Quite a compliment when you consider that the disk is just a 
       simple ASCII text file which explains how to contact over 450 
       different companies for over 800 free disks, videos and other 
       products. Louis authors other clever "infodisks" such as 
       VIDEOLIST, MAGAZINE LIST, NY HOTLIST, PHONELIST, SUMMONS GUIDE 
       and THE ONLINE GUIDE. Information on a disk or "disktop 
       publishing" is where Louis is headed and more authors should 
       consider this relatively untapped niche instead of the already 
       filled niches for applications and utilities. Pay attention, 
       because that will be THE NEXT BIG GROWTH MARKET IN SHAREWARE.
       
       Just to illustrate the untapped market which Louis has developed 
       for "infodisks" and printed reports, here are descriptions of 
       his packages.
       
                     COMPUFREEBIES   (Registered version)            
  
       A listing of hundreds (over 800!) free items you can quickly 
       receive from 450 companies, most with toll-free numbers. 
       Everything is free and yours to keep with no obligation. 
       Organized into 42 different computer categories including actual 
       software. Yes, many companies do give away free, working 
       software to the public as a promotion. One company gives away 
       $150.00 worth of clip art (computer images to be put into your 
       documents)! Free copy of Adobe Type Manager for Windows - 
       $100.00+ program. No 'catches.' However, you must know the 
       proper instructions as detailed in 'CompuFreebies.' Many of the 
       free items are demo disks and working models of popular software 
       programs. Largest source of free computer-related items in the 
       U.S. There are also many free and helpful booklets, CD Roms, CD 
       holders, game demo disks, posters (including posters from game 
       companies), computer magazines, vinyl organizers, free 
       membership BBS's, and lots more. Shows exactly how to receive 
       free tickets to large computer expos, trade shows and company 
       seminars. All neatly organized with complete company addresses 
       and phone numbers. Alphabetical listing of each company and 
       their free items also included. Yet another listing with only 
       company name and addresses to be used as a mailing list. Also a 
       'surprise' section with some photo-image files (see an actual 
       photo on your screen!) and fun shareware programs. 
                                                                         
                                  VIDEOLIST.  

       Contains names and phone nos., most toll free, of companies 
       offering free mainly computer-related videos. Also some travel 
       and tour guide videos. 140 videos total! (VHS Only). Videos 
       describe products and companies. Call companies directly from 
       listing. Everything totally free. Videos are used for promotion 
       and advertising. One company sends, with their video, a $10.00 
       credit to be used when visiting any doctor! NOTE: CompuFreebies 
       full version lists approx. 20 videos. (Price - $3.25, includes 
       domestic postage. Add 50 cents for overseas airmail) Paper.  

                                MAGAZINE LIST. 

       A guide to obtaining free sample issues of magazines and free 
       subscriptions. Total of 165 magazines! Yes, FREE subscriptions - 
       even for magazines normally sold in stores. Free subscriptions 
       help increase revenue from advertisers and are encouraged. All 
       toll-free phone numbers and descriptions. Contact directly. All 
       completely legal. Four categories: Computers, Business, General 
       Interest and Health. Many first-rate, well-known magazines 
       including the largest available. Includes all computer magazines 
       with 'PC' in title. Windows, Macintosh, Networks, more. Many 
       investment/financial newsletters. Same publications available on 
       newsstands for $2.50 to $7.00 (more for investment newsletters.) 
       Absol utely no cost to you. Under NO obligation to subscribe. 
       Very easy to request, simple directions. (Price - $4.95, 
       includes postage). Paper. 

                                 NY HOTELIST. 

       A guide listing 14 of the least expensive and best quality 
       hotels in New York City. All hotels are in safe areas. As a long 
       time NYC resident I know each area and only considered hotels in 
       the safest areas. Lists hotel names, addresses, phone nos., 
       rates. Hotels in NYC are usually expensive - however, rates for 
       these hotels are $65 to $130. One hotel has a view of Central 
       Park. (Price - $3.00, includes postage) Paper. Add 50 cents for 
       overseas airmail. Hotels can be called from any phone in the 
       world. 
                                  PHONELIST. 

       The service described here (totally legal!) has no 50 - 75 cent 
       surcharge for a calling card. Make telephone calls without using 
       coins and without paying for surcharges from hotels and other 
       places that usually charge extra (alot!) for calls made from 
       their phones. Never worry about change for a call again! Totally 
       legal. Used daily bymany businesses, now available for 
       individuals. Also - how to save 15% on all your international 
       calls - no minimums, no fees, no special hours. (Price $3.00, 
       includes postage)  Paper. Add 50 cents for overseasairmail. Can 
       only be used in U.S. However, if travelling here will be useful.
                                      
                                ON LINE GUIDE. 

       Describes exactly how to get Compuserve and Prodigy membership 
       kits for free - without paying $30.00 to $49.99 as commonly 
       advertised! Totally legal. These companies do not mind at all 
       (they gain new customers). Shows exactly how to become a member, 
       using your computer and modem, of the 6 major national on-line 
       services - Compuserve, Prodigy, Genie, America On Line, Delphi 
       and BIX. Complete instructions, 800 numbers for customer 
       service, best times to call, complete rates, some inside 
       information, more. All in easy to read 5 page guide. Information 
       not available anywhere else all together in one place. (Price 
       $3.50, includes postage). Paper. 

                                SUMMONS GUIDE. 

       Guaranteed to save you money on parking and speeding fines. 
       Using these methods you will void at least one future parking 
       summons that you ordinarily would pay for. Everything legal! 
       Shows exactly what to look for on a parking or speeding ticket 
       to reduce the fine or void it completely. What to write in a 
       letter and suggestions on what to say in court. Valid in all 50 
       states. (Price $3.25, includes postage). Paper. 

                       (End of article about Mr. Puccio)

       Let's shift gears to SECRETS OF THE UNIVERSE...

       Probably the most frequently asked question I hear is HOW can a 
       shareware author/programmer increase shareware registrations. 
       
       The answer is simply to offer the right mix of incentives. To 
       that end I reprint an article on that topic kindly supplied by 
       Bob Ostrander. Although the article specifically refers to ASP 
       standards it is a good list of ideas and has been reprinted with 
       the permission of Mr. Ostrander: 

         (Article on incentives supplied by Bob Ostrander begins here)

       This list of possible registration incentives is published 
       unofficially by the ASP. It is not an "official" list but these 
       specific ideas have been reviewed by the ASP's Author Membership 
       Committee, Author Compliance Committee, and the Board of 
       Directors and are in keeping with the ASP's Policy on No 
       Crippling. 

       Thanks go to Bob Schenot, Paul Munoz-Colman, and Bob Ostrander 
       for this compilation. Any suggestions should be sent to Bob 
       Ostrander at 317-856-6052 (voice) - 72241,455 (CIS) - 317-856-
       2086 (fax) -72241,455@compuserve.com (Internet) - 317-856-2087 
       (PBS-BBS) 
       
       First, a couple of short explanations. The Policy on No 
       Crippling is ASP's requirement that:

   1) Shareware and registered versions must be essential the same (with
      some exceptions.
   2) Programs must be fully documented. (note that the documentation
      doesn't have to be identical between shareware and registered
      versions, just that all the features of the shareware version
      must be explained)
   3) Solicitation of non-shareware versions (NSV), other than the
      registered version, have some restrictions.
       
       Please see the Policy of No Crippling statement available on 
       ASP's CompuServe forum, library 4 as REQUIRE.TXT or from the 
       Executive Director on the New Author disk (616-788-5131). 
       
       Now (finally) for the ideas: 

                          Additional Similar Programs
   
   Notably used with games and educational software where "more of the
   same" are often wanted by customers.
   Ex: Additional similar games
          7-card stud as a bonus for a 5-card stud game
          More "levels" of game in separate editions
       Alphabet learning system offered to registrants of Number learning
          system
       Typing tutor for Dvorak keyboard offered in addition to QWERTY
          layout
       Additional flashcards or languages
   NB: Additional pictures, fonts, icons, etc. are normally only
          acceptable when the collection offered is of such substantial
          size will deter distribution by BBS (ie is large enough that
          the download time will give pause to the customer)

                    Branding the User's name on the product
   
   Often psychological, this can be used to help prevent the spread of
   registered versions.
   Ex: Sign-on says "non-registered" in shareware version with a facility
          to put the user's name on the registered version.

   (See Customization and Watermarks)

                                  Bug Notices
   
   If a customer is going to rely on a program for financial gain they
   want to know of any problems ASAP.
   (See Newsletters and Update Notices)

                                  Cheat Codes
   
   "Cheat Codes" for games have been specifically approved by the ASP
   BoD as registration incentives. These are somewhat akin to hint books.

                                  Commissions
   
   Paying registered users who promote other registrations can build
   customer loyalty and help spread your product. The downside is that
   the administration of commissions is unwieldy.

                                   Contests
   
   Holding a contest for the best ..whatever.. can build good customer
   relations. The prizes can be as small as an acknowledgement in a future
   version.
   Ex: Best game design
       Best database design
       Most imaginative use
       Best add-on, icon, etc.

                                Current Version
   
   Obvious but sometimes overlooked. A disk with the current version is
   normal but not mandatory. Don't forget to ask what disk format the
   customer needs.

                                 Customization
   
   Adding user-specific data to the screens, printouts, etc. Also offering
   to customize to the user's specifications can generate lucrative
   contract work.
   Ex: Child's game with a specific welcome-in.
   (See Branding and Watermarks)

                  Data Conversion Programs (others' formats)
   
   Additional programs to convert data to or from competing or
   complementary programs.
   Ex: Word Processor addition to convert files from Word Perfect format
       Graphics programs addition to convert .PCX files to proprietary
          format
       Graphics programs addition to convert LaserJet fonts to internal
          format
       Payroll addition to convert files to Quicken format
       Genealogy addition to convert files to Gedcom format
   NB: Of course if the basic function of the system is to do data
          conversion this incentive doesn't apply

                  Data Conversion Programs (your old formats)
   
   New versions of a program that use a different file format are not
   usable by people who have built up a database with an older version.
   Offering a data conversion program to registrants enables these people
   to continue using your program (and has the side effect of encouraging
   people to register rather than key in their data all over again).

   This combined with an old-age warning can be a powerful registration
   incentive.
   (See Old-age Warning)
                                Discount Offers
   
   Discounts on your other programs, other peoples programs (by
   arrangement), and some standing offers for ASP members.
   Ex: Shareware Magazine, CompuServe discounts.
       Discount on a Thesaurus with a Word Processor.

                          Discounts on Registrations
   
   Discounts for certain classes of registrants can be effective. Often
   psychological.
   Ex: Discounts for User Group members, Senior Citizens, Students,
          Teachers, etc.
       Multiple-unit discounts and site licenses
       Discounts for on-line registration via your BBS

                               Enhanced Versions
   
   Other versions can be offered via advertising a "Non-Shareware Version"
   in your documentation. See the "NSV" discussion in REQUIRE.TXT. These
   versions can have more features, less features, or different features.
   Ex: LAN-capable versions
       TSR versions
       Word Processor with spelling checker as NSV

                                 Free Goodies
   
   On the theory that people will buy two packs of cigarettes to get a
   free pen, all sorts of freebies can be offered. They don't really have
   to be related. Some sample pre-printed forms can lead to more sales.
   Ex: A sky chart with an Astrology program
       A deck of cards with a Card game
       Note pads, pens, glasses, anti-glare screens, koala bears, or
          anything with your logo on it.
   (See Pre-printed Forms)

                                  Guarantees
   
   Lifetime warranties and money-back guarantees are good PR and are very
   rarely used by customers (after all, they've had a chance to try it
   before they bought it).

                                  Hint Books
   
   While this is normally associated with games, additional documentation
   to help the user get the most out of any system is suitable.
   Ex: Where the rubies are buried in the 3rd level maze
       How to best design a database with a DBMS
       Writers' guidebooks with a Word Processor

                                    Honesty
   
   Reminders that shareware is based on trust can be effective by
   themselves. Many people do register just because it is the "right thing
   to do". These can range from "good vibes" reminders through humorous to
   downright sinister.
   Ex: "Shareware is based on trust. I trust you to pay for this program
          if you are using it."
       "Support your local programmer."
       "If you don't register this program the bald bat of the Balkans
          will lay its eggs in your power supply."
       "Continued use of this program is a violation of 17 United States
          Code, sections 101 through 810. This carries severe financial
          penalties including but not limited to fines of up to $50,000
          per violation."

                              Icons and the like
   
   Any program that has customizable anything can build a real following
   by offering these items and possibly a program to do the editing.
   Ex: Custom tiles for a MahJongg game
       Custom card backs for a Solitaire game
       Entertaining screens for screen blankers
       Additional fonts (both on-screen and printed)

                          License for Future Versions
   
   Your registration license can be structured so that it only applies to
   the version customers have or the version you send them. It can also
   apply until a specific future version (such as the next major X.xx
   update). Including a license to use future versions is not mandatory
   but many users expect a perpetual license.
   (See Updates (Discounted or Free))

                                  Newsletters
   
   Regular communication with customers builds brand loyalty and enhances
   repeat sales and upgrade rates.
   (See Bug Notices and Update Notices)

                            Non-Essential Features
   
   Registered versions can have supplemental features which provide a
   convenience.
   Ex: Screen color changing module
       Built-in text editor in Menu system

                               Old-age Warnings
   
   Notices that a program is (for instance) over 2 years old and that a
   newer, more powerful version is probably available will entice customer
   contact when they get a program from an untended BBS or when they've
   been using a program for some time. These must be done in good taste
   to inform rather than annoy the user or they defeat the purpose.
   (See (Data Conversion Programs (your old formats))

                                   Passwords
   
   If your program has password protection of any kind, the effective use
   of this passwording can be restricted to the registered version. To do
   this, you can include a short line (on the data entry screen that asks
   for the password) that tells the user the valid password (of course
   with a short note that this little bit of help isn't shown in the
   registered version).

                               Pre-printed Forms
   
   Pre-printed forms can produce nicer looking output (especially on dot
   matrix printers. Nebs and other business forms have kickback schemes.
   Both pin-fed and laser forms are suitable.
   Ex: Invoice forms
       Rolodex cards
       Checks
   (See Free Samples)
                                Printed Manuals
   
   Powerful incentive when offering a large, bound manual. The larger the
   better.

                             Quick Reference Cards
   
   Similar to printed manuals, quick reference cards, keyboard overlays,
   etc. can help customers use your software more effectively.

                Registration Reminder Screens (elimination of)
   
   Shareware versions may have up to 2 RRSs per running. See REQUIRE.TXT
   for details.

   It is effective to have RRSs come up at random times, sometimes not
   appearing at all, other times appearing. Some people don't show RRSs
   until the program has been used a certain number of times.

                               Related Programs
   
   Non-essential accessories and tools that can aid the user. These can
   be from other programmers via licensing agreements. Shareware
   distribution versions of other programs can be sent to registrants.
   Ex: Stand-alone spelling or grammar checkers added to Word Processor
       Database browsers added to any program (several are available for
          .DBF file formats for instance)
       Formatted printers added to programming tools
       Teacher's Workbook with Educational programs

                                 Sample Files
   
   Examples, templates, and sample data can aid the learning process. They
   can also be tied to tutorials. Often this material is best included in
   the shareware version so the potential customer can better evaluate the
   product.
   Ex: Franklin Roosevelt's family tree set up for a Genealogy system
          (his family tree is extremely interesting by the way)
       Extra pictures to color for a coloring book
       Pre-setup databases with a DBMS
   (See Tutorials)

                                  Source Code
   
   Source for the product can be offered or sold for an additional price.

                               Subscription Data
   
   If the program requires data that needs to be kept up-to-date this is
   very effective. These can be offered via a pay BBS or through the mail.
   Ex: Zip code lists
       Postal/UPS rates
       Lottery results
       Baseball card databases
       Tax tables

                                    Support
   
   A minimal level of customer support is required by the ASP. This is 3
   months of at least support by mail. Support by telephone, BBS, or
   CompuServe is also a good idea. Unlimited, or lifetime support is no
   harder to offer since most customer inquiries come in the first few
   days of use. If you cannot give support yourself, there are companies
   who can do this for you.

   Additionally, customer support is a good way to gather information
   about what your customers (and therefore other potential customers)
   want. It can give you valuable information for designing the next
   version.

   It's also worth noting that having a telephone number in the
   documentation sometimes gives the user enough confidence in you to
   register. Some people try to phone the author before registering just
   to make sure that the author is still around. Even an evening-only
   phone number is enough.

                                T-Shirts, etc.
   
   If you generate a real following people love to show you off. These can
   be sold or given away.
   Ex: T-Shirts with your logo
       Mouse pads with your logo
       Baseball caps with your logo

                                   Tutorials
   
   Additional explanatory material can be a good incentive; especially
   for complicated systems that need to be taught to end users. These
   might be accompanied by sample databases.
   Ex: Teachers' workbooks with educational systems
       DOS tutorials with just about any system
   (See Sample Files)

                              Unrelated Programs
   
   Non-essential accessories and tools that can aid the user. These can
   be from other programmers via licensing agreements. Shareware
   distribution versions of other programs can be sent to registrants.
   Ex: Small utilities, screen blankers, text editors, etc.
       Obsolete software you happen to have sitting around doing nothing

                                Update Notices
   
   Customers like to have the latest version. Often a notice of an update
   will reach them months before they would see a new shareware version.
   Many people report excellent response rates! A good source of added
   revenue.
   (See Bug Notices and Newsletters)

                         Updates (Discounted or Free)
   
   If your license includes use of future versions customers might
   obtain them from a BBS or disk vendor or might get them directly
   from you. Promising low-cost updates as a registration incentive can
   give the customer a good feeling.

   Some people send free updates of minor versions (bug fixes, etc.) to
   registrants. If you have BBS support, these updates can be posted
   there.

                          Watermarks (elimination of)
   
   The shareware version shows "unregistered version" on the screen or on
   printouts. The registered version eliminates this or allows for the
   user to put a name or message there. Watermarks MUST be unobtrusive.
   Ex: Author's trademark at the bottom of printouts
       One-line "printed by unregistered Smudgiekeeper" at the bottom
          of reports
       Automatic "taglines" added to communications programs
   NB: Any watermark that covers or is background to other printed
          material is not acceptable

          (Article on incentives supplied by Bob Ostrander ends here)
       
       Next, a message in response to the previous list of registration 
       incentives sent by Jim Hood to Bob Ostrander which might provide 
       further ideas... 
       
       Bob, thanks for disk with incentiv.txt, PBS update info, etc. 

       Here are other oddball incentive ideas you might want to 
       add to the list. Paul Scanlon and I use variations of these with 
       reasonable success. 

       My Laptop tutorial and Paul's Ultimate power tips tutorial offer 
       a unique "instant discount" offer. Since both products are 
       essentially tutorial compilations of tips and ideas the way this 
       works is that if a registrant submits a new tip or idea for the 
       tutorial they get an instant $5.00 discount on registration up 
       front. No tip, no discount. They get the discount instantly 
       whether or not we can use the tip. Thus author gets new fodder 
       for the tutorial and registrant is sometimes motivated to 
       contribute to the final product. 

       Another variation I tried with SMS is the "poverty discount 
       option" whose focus with SMS was to get authors to send a couple 
       of blank disks and postage to get the latest unregistered SMS 
       directly from me. The cost was zero so long as they supplied 
       disks and postage. The incentive here is to get names and 
       possible candidates for followup rather than having them go 
       through a vendor and judge by an old copy of the product. Few 
       shareware products offer a "poverty registration option" which 
       although not full registration is at least closer marketing 
       contact with potential users. 

       Here's another: bonus disks. But the secret is NOT to spell out 
       specifically what the bonus is other than "highly useful program 
       accessories and packages" for the main program. This way you are 
       not tied in to a specific bonus and can change bonus disks as 
       you wish or mix and match bonus disks over time among several 
       products or make one of your other products a bonus disk. This 
       is the PC-Learn registration option. I am not locked in so I can 
       always mix and match what I send out. Moral: if people know 
       EXACTLY what they are getting as a registration bonus it is 
       NEVER as impressive as what they IMAGINE what they will be 
       getting especially if described as "highly useful accessories and 
       tutorials to augment this package." Human nature (curiosity 
       about an "unspecific" bonus) is a powerful registration 
       incentive!!!! 

       The most obvious incentive with SMS is the license itself which 
       is fed by the (negative incentive of) decoy addresses imbedded 
       in SMS. The subject of a user NOT having to worry about the 
       decoys catching him or her using the mailing list is itself a 
       strong registration motivation.

       Another oddball incentive which is not specifically mentioned, 
       but I think clever, is the use of the LHA telop option which I 
       use with SMS to generate a "contract" which the user responds as 
       yes/no agreeing to some legal sounding terms on screen before 
       the self extract archive unpacks. Silicon Frog batch file 
       package also uses this on screen contract idea as an incentive, 
       but I think the LHA telop option is much more elegant. The telop 
       is simply a file named ! which is packed as the first file in a 
       LHA self extractor and brings up a message and the prompt 
       yes/no. Quite an elegant incentive if you use it cleverly. Few 
       shareware packages use it to full benefit! By the way, I also 
       use the telop to imply a "date of expiration" reminding the user 
       that they should register or at least consider getting the 
       update soon. 

       Hope you find some of these oddball "incentive" ideas worth 
       adding to the list. They work WELL for Paul Scanlon and 
       myself...   
       
       Jim Hood 
       
              (End of messages regarding registration incentives)

       News about the formation of STAR, an association for shareware 
       authors, customers and vendors. You can monitor STAR activity on 
       CompuServe. Just GO UKSHARE and select the appropriate STAR 
       forum area. 

       Date:  23-Nov-92 07:48 PST      
       From:  Diana Gruber [72000,1642]
       Subj:  STAR membership brochure 
                                       
                             STAR is calling you!
 
       The time to join STAR has come.  STAR is a trade association for 
       the shareware industry, under construction.  During the past 
       several months, STAR has made great progress in its formation.  
       We had a meeting at the Summer Shareware Seminar (SSS), we 
       published a newsletter, we nominated interim officers, we got 
       our own forum section on CompuServe, and we printed tee shirts.  
       Now is the time for you to join STAR and get involved in this 
       dynamic new organization. 
 
       STAR Distribution Network _________________________ 
 
       Get your programs in the STAR distribution network!  Upload to 
       Software Creations, and your program will be downloaded by 
       sysops and users hunting for the latest and greatest in 
       shareware. 
 
       Software Creations is currently supporting 33 lines, RIME and 
       Fidonet echo mail, and it is growing as fast as STAR!  Expect to 
       see more phone lines, more echomail conferences, and more file 
       areas.  To reach Software Creations, call: 
 
       (508) 365-2359 (2400 baud)                   
       (508) 368-4137 (US Robotics HST)             
       (508) 368-7423 (Dual Standard, V.32bis, etc.)
       
       Jim Hood's $hareware Marketing $ystem 
       _____________________________________ 
 
       The is a detailed two-part software package for shareware 
       authors who need creative marketing ideas and a RATED mailing 
       list of over 4,000 major shareware distributors, large computer 
       clubs, key magazine editors, recommended BBS systems, and more!  
       Contact Jim Hood for a special 60% discount on SMS for STAR 
       members.  
 
       Jim Hood                    
       $hareware Market $ystem     
       POB 1506                    
       Mercer Island, WA 98040     
       (206) 238-0470              
       
       STARgazer _________ 
 
       Volume 1 of the STARgazer online newsletter will be sent to STAR 
       members.  This first issue is chock-full of industry gossip, 
       good ideas, historical notes and legal and marketing topics 
       related to shareware.  You won't want to miss this! 
 
       Online Forums _____________ 

       To participate in shareware discussions with other STAR members, 
       join section 11 of the UK Shareware forum on CompuServe (GO 
       UKSHARE), or find a local bulletin board echoing Ilink and join 
       the Shareware Issues Forum.  The discussions are often lively 
       and informative, with topics ranging from the ethics of 
       shareware distribution to solid marketing advice. 
 
       Special limited-time offer __________________________ 
       
       Join STAR and become a charter member for only $30.  This is a 
       limited time offer, as STAR dues will surely go up!  Join now 
       and enjoy the benefits of STAR. 
                                                                      
                                                                            
       Name:                                                                
       
       Address:                                                             
       
       Phone:                                                               
       
       CompuServe ID:                                                       
       
       Membership class prefered:  [] developer  [] distributor [] user     
       
       Annual membership dues enclosed: (Make checks payable to STAR)       

       Mail to:              
                             
       Diana Gruber          
       STAR                  
       P.O. Box 13408        
       Las Vegas, NV 89112   
       (702) 735-1980 (voice)
       (702) 735-4603 (FAX)  
                       
       Officers of STAR
                                                                             
       President:          Glen Tippets                                      
       Vice President:     Gary Alston                                       
       Treasurer:          Roger Arias                                       
       Secretary:          Diana Gruber                                      
                                                                             
       Board Members                                                         
                                                                             
       Glenn Tippets, OSCS Corp.                                             
       Gary Alston, Alston Software Labs                                     
       Roger Arias, Contact Plus Corp.                                       
       Scott Miller, Apogee Software                                         
       Diana Gruber, Ted Gruber Software                                     
       Charles Kramer, Esq.                                                  
                                                                             
       Executive Director:   Joy-Lynd Chamberlain                            
       Contributing Editor:  Jim Hood                                        
       Sysop:                Dan Linton                                      
       Accountant:           Steve Meyer, S.J. Meyer & Co.                   
       
                             (End of STAR article)

       Shifting from STAR news, we switch to another IMPORTANT 
       question. Who is making money in this business anyway? Public 
       Brand Software was kind in sharing the following updated list of 
       shareware authors who are making a living as shareware 
       businesses. Provided by Bob Ostrander. 

                        PBS's "Success" list hits 100.
 
       At PBS, we try to keep track of all the people who are 
       successful in the shareware marketplace. Since we first 
       published this list back in 1988 it has grown from 22 to 100. No 
       doubt we've missed many people or companies who should be here 
       and have missed some products published by people on this list. 
       Also please realize that many of the entries here have not been 
       verified (consider them rumor). Please report any inaccuracies 
       to Bob Ostrander at 72241,455 (CIS) or 317-856-6052 (voice). 
       Self-nominations are welcome. 

                     $1,000,000+ shareware companies
                     -------------------------------

       Apogee Software Productions - Castle Wolfenstein 3D, Commander 
       Keen, Dark Ages, Duke Nukem, Jumplan Lives, etc. 

       Buttonware - PC-Calc+, PC-File, PC-Type III    
                                                      
       Exis (Canada) - Telix                          
                                                      
       Expressware - Express Calc, Express Check, Express Graph, File 
       Express, Onside 

       Formgen Corp. (Canada) - FormGen, FormFill, etc.                         
                                                                                
       Hooper International - Cheque-It-Out, Takin' Care of Business 
       series     
                                                                                
       J.P. Software - 4DOS                                                     
                                                                                
       Magee Enterprises - Automenu, Treeview                                   
                                                                                
       McAfee Associates - VirusScan and related utilities, LCD, Lace           
                                                                                
       Mustang Software - Brainstorm, Mortplan, QModem, PrtLabel, OLX, 
       Wildcat! 
                                                                                
       PKWare - PKZip and associated programs                                   
                                                                                
       Quicksoft - PC-Browse, PC-Write and supporting programs, PC-
       Write Lite   
                                                                                
       SemWare - QEdit                                                          
                                                                                
       Shareware Publishing (UK) - Odyssey and representing many US 
       shareware authors. 
                                                                                
       Trius - AsEasyAs, Draft Choice, Odyssey, Pivot!                          
                                                                                
                                 Other major companies                          
                                 ---------------------                          
                                                                                
       Alive Software - Animal Quest, Magic Crayon, Jigsaw, Sharks              
                                                                                
       AM Software - AM-Tax                                                     
                                                                                
       Brown Bag Software - Cash Trac, Goalseeker, Homebase, Mindreader,        
       PC-Outline, PowerMenu                                                    
                                                                                
       Contact Plus Corp - Contact Plus                                         
                                                                                
       Custom Technologies - Checkmate                                          
                                                                                
       Ctrlalt Associates - Batutil, Stackey                                    
                                                                                
       Datastorm - Procomm                                                      
                                                                                
       Elfring Soft Fonts - Elfring Soft fonts, TSR Download, and other 
       HP LaserJet and HP DeskJet tools
                                                                                
       Epic Megagames - ZZT, Jill of the Jungle, etc.                           
                                                                                
       Eschalon Development (Canada) - EDI Install, etc.                        
                                                                                
       EZX Corporation - EZ-Copy, EZ-Crypt, EZ-Informa dB, EZ-Forms and 
       related programs, EZ-Spreadsheet, EZXWrite, Menu-EZX, EZ-Labeler
                                                                                
       Formalsoft - InstaCalc                                                   
                                                                                
       Geoclock (Joseph Ahlgren) - Geoclock                                     
                                                                                
       Innovative Data Concepts - Swap Utilities, TCXL, Tesseract               
                                                                                
       Korenthal Associates - 4Print, Babble!, Taplex, Tapmark                  
                                                                                
       Ron Mills & Associates - CMS Gold                                        
                                                                                
       Moraffware - Blast, Entrap, Fly, Pinball, Revenge, etc.                  
                                                                                
       On-Site Computers - Quikmenu                                             
                                                                                
       Software Dynamics - Magic Screen Saver                                   
                                                                                
       Soleau Shareware - Cuber, Doubolo, Goldhunt, Hyper Hangamn, Main 
       Break,  Oilcap, Plotz, Tribolo, and many maze games, etc.      
                                                                                
       Sonshine Software - Church Accounting, Church Membership, 
       Purchase Order System   
                                                                                
       Starlite Software - Galaxy Lite                                          
                                                                                
       Sub Rosa Publishing (Canada) - SR-Info                                   
                                                                                
       Support Group - TapCIS                                                   
                                                                                
       Sydex - 22Disk, 22Nice, Anadisk, CON>>Format, CopyQM, FormatQM           
                                                                                
       Texasoft - Information Please!, Kwikstat, PC-CAI                         
                                                                                
       Wilson WindowWare - Command Post, WinCheck, and others                   
                                                                                
       Individuals who are making a living from registration fees  
       ----------------------------------------------------------  
                                                                                
       George Abbott - ProDev*Base, ProDev*Member, ProDev*Quote                 
                                                                                
       Bob Ainsbury - Technojock's Toolboxes                                    
                                                                                
       Eric Anderson - Icon Tamer, Monitor Saver, Zip Manager                   
                                                                                
       Nels Anderson - Cipher, EGA Trek, Mah Jongg, Moustool, Shooting 
       Gallery, SoundPAS
                                                                                
       Chris Anthistle (Canada) - Payroll Canada, Payroll USA                   
                                                                                
       Alan Avery - ElfTree                                                     
                                                                                
       Mike Buchanan - Calendar Wise                                            
                                                                                
       Vern Buerg - List, ARCE, FV, etc.                                        
                                                                                
       Orlando Dare - Multimedia 1, ABC-Talk, 123-Talk, Image Pro               
                                                                                
       Gene Davis - Lotto Prophet                                               
                                                                                
       Steve Extvanik - Fictionary, Ecomaster, Capbuf, Chronos, Quilt, 
       Antic, etc.
                                                                                
       Darrell Fichtl - Apt Renter, Lotto Buster, MegaPups, Stock Trader        
                                                                                
       David Gray - Hugo's Adventure series                                     
                                                                                
       Len Gray - Almanac, PB Icon, and other Windows tools                     
                                                                                
       Ross Greenberg - Flu_Shot+, Virx                                         
                                                                                
       Tom Guthery - Animated Alphabet, Shapes, Math, Memory                    
                                                                                
       Dave Hamel - Boxer                                                       
                                                                                
       Mark Harris - LQ, Active Life                                            
                                                                                
       Jim Hass - AHelp, HDM III, HDM IV                                        
                                                                                
       Mark Herring - .QWK QMail Reader                                         
                                                                                
       Robert Hime - Letters 'n' Labels                                         
                                                                                
       Jim Hood - PC-Learn, Shareware Marketing System
                                                                                
       Steve Hornback - Clipart and games artwork                               
                                                                                
       Steve Hudgik - Organize! series                                          
                                                                                
       Eric Isaacson - A86, D86, Greendot, Zipkey                               
                                                                                
       Tom Johnson - Dayo accounting series                                     
                                                                                
       Robert Jung - ARJ                                                        
                                                                                
       Dick Kelly - BillPower, Multitrack, Neavou, TickleX, RamDesk, 
       ReSearch, etc.
                                                                                
       Frank LaRosa - Searchlight BBS                                           
                                                                                
       Woody Leonhard - WOPR and other Word for Windows macros                  
                                                                                
       Dennis Lozen - Fastbucks                                                 
                                                                                
       Adrian Mardlin (UK) - Flexibak Plus                                      
                                                                                
       Paul Mayer - Grab+, WinGrab, ZPay 3                                      
                                                                                
       Jerry Medlin - PC-GL, PC-AP, PC-AR, PC-PR                                
                                                                                
       Ward Mundy - Badge-O-Magic, dLite, Wampum, Zephyr                        
                                                                                
       Jeff Napier - Another Program, Oxy-Acetelyne Tutor, etc.                 
                                                                                
       Christopher Noyes - Astro                                                
                                                                                
       Dan Parsons - Robocomm                                                   
                                                                                
       Norm Patriquin - Patriquin Utilities, Stowaway, etc.                     
                                                                                
       Kendall Pierce - Painless Accounting series                              
                                                                                
       Keith Phipps - SageWords                                                 
                                                                                
       Rudy Ramsey - InContext                                                  
                                                                                
       Cary Ravitz - PrintGL                                                    
                                                                                
       Bill Rittenhouse - Bridge Pal, Names and Dates, PC-Names                 
                                                                                
       Eric Robichaud - Blankit, EZFormat, Programmers' Productivity 
       Pack, Pro-Lite
                                                                                
       Rob Rosenberger - Lecture, PCFDial, QAnalyst                             
                                                                                
       Hans Salvisberg (Switzerland) - BOOT.SYS                                 
                                                                                
       Orest Skrypuch (Canada) - Recon                                          
                                                                                
       Dave Snyder - Battle Ground, Facing the Empire, Home Manager II, 
       Robomaze II, Scripture Memory 
                                                                                
       Dan Stasinski - ProWindows Lite, AddMem                                  
                                                                                
       Sandi and Shane Stump - Back and Forth, File Commando II, Menu 
       Commando  II, PC-Sweep 
                                                                                
       Karl Thompson - SolveIt!, AmortizeIt!                                    
                                                                                
       Nick Thompson (UK) - Representing many US shareware authors              
                                                                                
       Kim Thornton - Micro Register, The Vet Assistant                         
                                                                                
       Bill Torbert - CMTS, Home Helper                                         
                                                                                
       Dan Veaner - Darn!, Super-Maint                                          
                                                                                
       Neil Wagstaff - Family Ties                                              
                                                                                
       Rosemary West - Tarot, I Ching, Geomancy, Fortune Teller, etc.           
       
                             (End of author list)
       
       Finally, as a close to this Winter newsletter, a self-serving 
       pitch from your editor for a tutorial I recently authored which 
       should be of special interest to computer coders and shareware 
       authors. I get backaches like crazy from computing all day - bet 
       you do to. Ask for the following tutorial at your local disk 
       vendor or send me two bucks for an evaluation disk containing 
       the following program. 
       
                   BACKACHE RELIEF NOW!  (c) 1992   Jim Hood 
       
       For over 7 million backache sufferers and 2 million added each 
       year, this is a thorough and medically conservative tutorial 
       written for the average layman. Topics include: spinal anatomy, 
       backaches and computer operators, chronic backache, arthritis, 
       chiropractic manipulation, the "slipped" disc, aging and back 
       pain, tumors, infectious diseases, posture and backaches, 
       medications, new medical technology, exercises, the orthopedic 
       examination, surgery, pregnancy and backache, little-known 
       therapies, the anthropology of backaches and more! Colorful 
       popdown menus, help screens and high speed search features guide 
       users through a variety of tutorials which can be printed or 
       read on screen. Registered users ($25.00) receive a printed back 
       care study and exercise guide plus two software disks. 
       
       Finally, for those joining SMS for the first time, the newsletter
       from the previous SMS edition...

        --------------------------------------------------------------
                         Newsletter: Fall 1992 Edition 
        --------------------------------------------------------------
       
       The rate of change in the shareware industry is normally
       ballistic. However even that pace seems slow as I glance at 
       activity in shareware developments which have recently 
       come into focus.
       
       One of the most profound changes is a DRAMATIC INCREASE IN 
       BUSINESS CLOSINGS within shareware disk vendor ranks. This is 
       both ominous since we lose marketing channels as well as 
       beneficial since we shed poorly managed disk vendors. Normally 
       the rate of change within the primary SMS mailing list 
       (DATABASE.EXE) is almost predictable. Shareware disk 
       vendors move or leave business at the rate of about 30 to 50 
       addresses changes or deletions per month. Not surprising when 
       you consider that the SMS mailing list tracks about 4,000 
       entries. Lately, however, we are OFF THE SCALE. Vendors are now 
       closing or moving at the rate of over 250 per month which is an 
       order of magnitude higher. Clearly the marketing channel is 
       changing.

       Some authors are not fairing well either. The August 12th 
       edition of our local Seattle Times newspaper carried a story 
       about local shareware author Scott Chaney who is probably going 
       to close up shop and find other employment. This despite the 
       fact that his packages were recently included in a "top 
       shareware selection" edited by PC Magazine's John Dvorak and 
       carried by all Egghead software stores. Scott's other packages 
       were featured in a computer book disk enclosure which sold over 
       HALF A MILLION copies. Still Scott is close to calling it quits 
       for lack of registrations which, according to Scott's figures, 
       have fallen almost 30 percent this year. Apparently another 
       problem is that one of his more popular packages FALSELY 
       triggered virus infection alarms in some virus detection 
       packages. This obviously suggests that all authors beta test 
       their packages in some OBSCURE and hitherto unforseen ways. 
       
       But back to the point.... 
       
       Clearly something is happening in the shareware marketing 
       channel that is weeding out weak disk vendors and smaller 
       authors. The superficial conclusion is that our national 
       economic recession is to blame. I'm not sure that this quick
       superficial conclusion is the right one, though. Frankly, 
       I think we have done much of this to ourselves: dumb marketing, 
       author and vendor associations which sometimes work at 
       cross purposes, poorly capitalized disk vendors, sloppy 
       catalogs, sloppier packages, lack of standards and finally 
       simple greed. The economic recession clearly bears some 
       culpability. But for the most part the bad voodoo is that which 
       we have made ourselves. The upside is that the marketing channel 
       is changing faster than ever. As more than one politician has 
       noted, change is simply opportunity turned inside out. 
       
       So where is shareware headed as we careen into the 1990's? 
       Into a very competitive arena, to be sure. Commercial software 
       houses are adopting both shareware-like prices and marketing 
       methods. Programs are needed which work harder, smarter and more 
       inexpensively than ever. DOS, OS/2 and Windows slug out a 
       marketing battle in a global arena. New releases of extremely 
       CLEVER SHAREWARE PACKAGES are popping up more frequently. The 
       bad news is that authors and vendors are going to have to work 
       SMARTER to find the right niche and product mix. The good news 
       is that the shareware channel is at MORE THAN CRITICAL MASS for 
       public attention and profit potential for both authors and 
       vendors. That's the silver lining: that we now have sufficient 
       density of channels, groups, customers, and vendors to do the 
       job. It's just that we have to do it more cleverly and with 
       higher quality products. We also need some standards in disk 
       files, author groups, vendor catalogs and registration 
       incentives. 

       Let's move on....

       Time for some secret weapons! The following gentlemen are 
       INFLUENTIAL CONTACTS who can position your shareware package for 
       success since they are prominent shareware reviewers for LARGE 
       NEWS ORGANIZATIONS. Send each your disk TODAY! One good review by 
       these nationally-placed editors could land your package in the 
       front row seat of product registrations: 

       Noah Matthews, POB 7037, Long Beach, CA 90807-0037. 310/595-
       6870. FAX: 310/426-0110. Noah produces a nationally syndicated 
       newspaper column which is carried by most Knight-Ridder 
       Newspapers as well as the Chicago Tribune and New York Daily 
       News. He encourages disk submissions. A good review of your 
       package can FLOOD you with registrations! 

       Preston Gralla, 19 Beech ST, Cambridge, MA 02140  CIS: 76000,15. 
       Preston is the chief shareware reviewer and editor for ALL of 
       the Ziff-Davis computer publications and has also written 
       detailed shareware books for Ziff. Preston also solicits disk 
       submissions and frequently reviews new shareware in many Ziff 
       publications. Ziff-Davis practically owns the computer 
       publication business and for purposes of shareware, Preston is 
       the man to know. 

       More key addresses....

       Ever wish as a shareware author that you could send your disks 
       to large computer clubs made up EXCLUSIVELY of BBS sysops?
       Here are a few addresses I recently scanned via the main SMS list 
       which contain EXACTLY that profile. Ship these computer clubs a 
       disk soon!
       
       CAPITOL AREA SYSOPS ASSOC              
       POB 2963, MERRIFIELD, VA 22116         
       ----------------------                 
       DENVER SYSOP ASSOC                     
       POB 20594, DENVER, CO 80220            
       ----------------------                 
       SE MICHIGAN SYSOPS UG                  
       6648 PAYNE, DEARBORN, MI 48126-1741    
       ----------------------                 
       SYSOP CORNER                           
       722 E MEMORIAL BLVD, LAKELAND, FL 33801
       ----------------------                 
       TEXAS SYSOP ASSOC                      
       POB 47494, AUSTIN, TX 77208            
       ----------------------                 
       UNITED SYSOPS ASSOCIATION              
       POB 28684, SAN JOSE, CA 95159          
       ----------------------                 
       WWIVNET BBS SYSOPS                     
       401 LYONS #17, SPOKANE, WA 99208       
       
       A few words about the main SMS mailing list as well as the 
       companion list of bad and undeliverable addresses. At the 
       request of several authors, I now change the date of revision 
       for entries in BOTH lists (DATABASE.EXE AND DATABAS2.EXE) to 
       help you determine what has changed since the last edition of 
       SMS. To locate new or revised records in EITHER the list of good 
       addresses or list of undeliverable addresses: 1) Sort the 
       mailing list from your PREVIOUS SMS edition on the date revised 
       field. 2) Jump to the top (or bottom) of that sorted list to 
       find the LATEST date of revision and note it on a sheet of 
       paper. 3) Next load and sort the NEWLY UPDATED SMS EDITION 
       mailing list on the date revised field. 4) Using the OLD LIST 
       REVISED DATE from your sheet of paper you can now easily locate 
       all entries which are LATER than that specific date and are thus 
       newly revised. Again, this process works for either the main 
       mailing list or the list of undeliverable addresses. Special 
       thanks to Dave Snyder of MVP Software for suggesting this 
       change. 
       
       Another highlight of this issue is an updated shareware disk 
       vendor rating survey provided by Dave Beiter of Ritner, KY.
       Dave's infamous DOLLS index (date of last life sign) and other 
       ratings of disk vendors appears at the end of the letters to the 
       editor section of this edition of SMS (LETTERS.TXT.) Dave, as 
       usual, slices and dices vendors as he sees fit. Also a special 
       thanks to Dave for his recent submission of new vendor addresses 
       and pruning and updating of older addresses. 

       Also recently released is the 1992 shareware industry survey and 
       Small Business Journal from Steve Hudgik and Homecraft. Copies 
       can be obtained from the SMS GOODIES.TXT section as well as from 
       Homecraft directly. EXCEPTIONAL RESOURCE! Information follows: 

       HomeCraft Software (H.C.P. Services, Inc.)
       P.O. Box 974                              
       Tualatin, OR 97062                        
       (503) 692-3732                            
       (503) 692-0382 (FAX)                      

       Program Name: HomeCraft Small Business Journal V1.#1   
       Version: 1.02                                          
       Recommended BBS filename: HSBJ01.ZIP (or HSBJ01.LZH)   
       Release date: June 30, 1992                            
       Registration: $6.00 ($10.00 for two issues)            

       HomeCraft's Small Business Journal is an on-disk magazine       
       with helpful information for small businesses.  This is Vol 1,  
       Issue 1 and this issue focus' on the shareware industry.  It     
       provides a complete summary of Steve Hudgik's 1992 vendor and   
       author surveys, which includes comments from authors and vendors
       telling each other how to improve what they do.  Also includes  
       a section on vendor comments concerning the ASP.  And this issue
       introduces the Shareware Business Index. Order from Homecraft or 
       evaluation copies by consulting the GOODIES.TXT section of SMS.

          (next, a paid advertisement, then newsletter continues...)

            **************** Super Shareware System ***************
  
       The Super Shareware System (SSS) is a comprehensive system for 
       shareware authors, enabling them to track customers, prospects, 
       distributors, contacts, products, sales, and expenses.  SSS 
       allows you to quickly and easily target mailings to customers, 
       prospects, or distributors using the mailing label or postcard 
       options.  SSS creates 24 reports, some of which include: 
       Customer, Distributor, and Contact Listings and Directories, 
       Geographic Summaries for Customers and Distributors, Income over 
       a specified time period with subtotals by day, month, or year, 
       Expenses subtotaled by date or expense category, Balance Sheet, 
       Payments Due, Tickler, and more.  Use the Querying capability of 
       SSS with the postcard, label, and report options for further 
       customization.  SSS allows you to easily enter customer 
       registrations and to print invoices with accompanying labels.  
       Import data in dBASE, Delimited, or SDF formats.  Export data 
       for use with existing software.  SSS was designed specifically 
       for shareware authors.  It's power and flexibility make it a 
       tool that most shareware authors will not want to be without! 

       Send $5.00 for a trial disk to:  PractiComp 
                      6490 Dubois Rd.  Delaware, OH 43015-8931 
                        614-548-5043  Compuserve 71043,3706 
       (end of ad)

       Attorney Charles Kramer of New York recently submitted an 
       article to SMS which all authors should review. Sometimes life 
       in the fast lane of programming and marketing shareware 
       overlooks intense LEGAL ISSUES which are also evolving in 
       the shareware arena. Keep reading - a considerable amount of SMS 
       news follows Mr. Kramer's article! 

       (Start of Kramer article).
              
       _DATASTORM_ and IMPLIED LICENSES: WHAT HAPPENS WHEN YOU 
       DISTRIBUTE A PROGRAM AS SHAREWARE 
       
       - by Charles B. Kramer 

       You may have heard that shareware authors don't lose their 
       copyright in their programs just because they distribute them as 
       shareware.  You may have also heard that the only thing 
       VENDOR.DOCs can do is to *give* people permission to do things -
       - like distribute by rack -- that they wouldn't otherwise have.  
       Using a VENDOR.DOC to *restrict* what people can do -- like 
       saying "no permission is given to distribute by CD-ROM" -- is 
       said to be unnecessary.  Authors already have their copyright 
       (so the pitch goes), so they don't need a VENDOR.DOC to restrict 
       anything -- authors can assert their copyright anytime they 
       want, and stop people from doing things they didn't give them 
       permission to do.  Besides, a court decision called _DataStorm_ 
       (so the pitch continues) is legal "precedent" for this point of 
       view. 

       Wrong. 

       Authors do not lose their copyright by distributing their 
       programs as shareware, but they can lose a little piece of it -- 
       enough to deprive them of control of their programs some of the 
       times they most want to assert it.  And, as precedent, at least, 
       _DataStorm_, the full text of which is below, has NOTHING to do 
       with it. 

       WHEN COPYRIGHT WAS EASY TO LOSE 

       Copyrights used to be easy to lose.  You didn't get federal 
       copyright protection until you "published" something you wrote 
       with "notice".  If you accidently published without notice, you 
       could lose your copyright.  You also automatically lost your 
       copyright at the end of 28 years after you published unless you 
       filed a "renewal application" with the Copyright Office. 

       Making copyrights easy to lose was not an accident.  The idea of 
       giving people a copyright is, in the words of the Constitution: 

       "to promote the progress of... useful arts by securing for 
       limited times to authors... the exclusive right to their... 
       writings...." 

       As one court explained it, 

       "The limited scope of... copyright duration required by the 
       Constitution, reflects a balance... creative work is to be 
       encouraged and rewarded, but private motivation must ultimately 
       serve the cause of promoting broad public availability of 
       literature, music, and the other arts.... [T]he ultimate aim is, 
       by this incentive, to stimulate artistic creativity for the 
       general public good." 

       In short, the purpose of copyright is to give authors a 
       *limited* benefit from creating things -- just enough to 
       encourage them to create.  The more authors create, and the 
       sooner they lose their copyrights, the better off the public is. 

       But times have changed, mostly to bring our copyright rules into 
       greater harmony with the way copyright works in the rest of the 
       world.  While copyrights still last only "limited times", 
       they've become a lot harder to lose. 

       COPYRIGHTS AND FLYPAPER 

       Since 1978, when a change to the Copyright Act became effective, 
       you own a copyright in what you write the moment you write it 
       down or save it to a disk or any other tangible thing. The 1978 
       change made renewals no longer needed, and made copyright notice 
       less important for keeping a copyright.  And since a 1989 change 
       to the Copyright Act, notice barely matters at all.  There are 
       reasons to use it, but preserving your copyright is no longer 
       one of them. 

       Instead of being easy to lose, copyrights are now almost 
       impossible to get rid of.  To contribute software to the public 
       domain, for instance, an author must abandon his copyright 
       clearly, unequivocally, and decisively.  Something like "I OWN 
       ALL THE COPYRIGHT IN THIS SOFTWARE, AND FULLY ABANDON IT TO THE 
       PUBLIC DOMAIN FOREVER", together with your name and year of 
       abandonment, should do it.  Ironically, if you require the 
       abandonment statement to be included on copies of the software, 
       you haven't really abandoned your copyright 100%, since your 
       power to require the statement's inclusion derives from your 
       copyright.  Similarly, if you do not include (or make available) 
       the program's source code with the copies you put the statement 
       on, you may not have effectively abandoned your copyright-based 
       right to make new versions of the program. Copyright has become 
       a bit like the flypaper in late night movie comedies: if you 
       have one, a little piece sticks to you almost no matter what you 
       do. 

       So, since 1989, at least, shareware authors don't lose their 
       copyright simply by distributing their programs as shareware.  
       But they do lose a little piece of it, because by distributing 
       as shareware they grant "implied licenses". 

       WHAT IS AN IMPLIED LICENSE? 

       When shareware authors distribute their disks with nothing more 
       than an ORDER.FRM and nag screen or end-of-program registration 
       reminder, they implicitly give permission to freely copy and 
       distribute their program in all of the traditional shareware 
       ways: 

       [] Everyone has permission to upload to BBSs.
       [] BBSs have permission to enable downloading.
       [] Vendors have permission to sell disk copies.
       [] Friends, computer user and hobby groups, and everyone
        else has permission to make copies and give them to
        someone else.
     
       Each of these "permissions" is a copyright license.  The 
       licenses are "implied", because although shareware authors don't 
       actually say "I grant these licenses to distribute my program", 
       they grant them by distributing their programs as shareware. 

       "Implied licenses" are real licenses, but their terms are 
       determined by how the parties behave and by what (because of 
       industry custom) they expect, rather than by what they write 
       down.  Industry custom, for instance, is what makes it probably 
       OK for a vendor to add an installation routine to shareware they 
       distribute.  Common understanding is what makes selling 
       shareware for retail prices under the banner "Cheap software!" 
       arguably not OK. 

       One way to look at implied licenses is from a disk vendor's 
       point of view.  Vendors spend time, money and effort in 
       marketing shareware, including by testing shareware, printing 
       catalogs, and buying advertisements.  They do so in reliance on 
       the understanding that shareware authors want them to distribute 
       their programs.  Or, in legal lingo, they've "detrimentally 
       relied" on the fact that shareware authors have given them an 
       implied license.  Detrimental reliance can make an implied 
       license enforceable, just as though the license was paid for. 

       To suggest, as some do, that shareware authors can assert the 
       copyright in their programs anytime they want to is just silly.  
       If that were true, authors could send their programs out as 
       shareware, and immediately sue all disk vendors and BBSs who 
       distribute their programs for copyright infringement. 

       What it is more likely true is that authors can reassert their 
       copyright in a way that will prevent harm to whoever was relying 
       on an implied license -- say by telling a vendor to stop 
       distribution, but only after up-to 60 days to exhaust copies of 
       the program he has in stock.  This approach wouldn't prevent 
       distribution by CD-Rom, however, since exhausting copies in 
       stock won't reimburse vendors for their start-up cost of making 
       a master CD-Rom.  And what is most likely true is that once a 
       shareware program is sent out without distribution restrictions, 
       copyright can't be reasserted for that version, period. 

       One of the curious things about the "permissions" is that many 
       shareware authors do not know they have granted them. Shareware 
       typically contains some license terms -- a registration fee 
       requirement for users, of course, and often a limit on what 
       shareware disk vendors can charge for the copies they 
       distribute.  But shareware typically does not explicitly grant 
       permission to upload to BBSs, or grant BBSs the right to enable 
       distribution, or say anything about rackware or CD-Roms. 

       There are two principal dangers in license by implication: 

       []   There is no clear boundary at which the implication stops. 
       Since terms are implied on the basis of industry "custom" and 
       shared understandings, shareware authors may "implicitly grant" 
       rights they don't want to give up. 

       []   Once a "perpetual" license is implicitly granted, it cannot 
       be retrieved.  This could be bad news for a shareware author who 
       wants to stop distribution of his shareware and sell by ordinary 
       retail distribution instead, or who wants to sell his rights to 
       the program to a software publisher for a good price. 

       Shareware authors can, if they want to, try to prevent their 
       permission from being implicitly granted by including with their 
       shareware a statement something like: 

       "ALL OF THE SHAREWARE AUTHOR'S RIGHT, TITLE AND INTEREST IN AND 
       TO THE SOFTWARE NOT EXPRESSLY GRANTED ARE RESERVED EXCLUSIVELY 
       BY THE AUTHOR." 

       The effect of this clause is to say "whoa! you can't 'imply' 
       I've given you any rights!  If I don't say you have a right to 
       my shareware, you don't have it".  The shareware license should 
       then *explicitly* spell out which of the "permissions" the 
       shareware author wants to give.  Shareware authors can limit the 
       permissions they give, or give extra ones, or give some and not 
       others. 

       WHAT DOES _DATASTORM_ HAVE TO DO WITH IT? 

       In a 1989 court decision called _Datastorm v. S-To-Go, Inc._, a 
       company called Datastorm received copyright damages from a 
       company that distributed its Procomm program without permission.  
       The case is often said to be important "precedent" for the 
       proposition that shareware authors can stop vendors from 
       distributing their programs anytime they want to, because that's 
       what the software company in _Datastorm_ was able to do. 

       A decision is "precedent" when it provides guidance in later 
       cases.  The degree to which it provides guidance depends in part 
       on whether the decision was made by a court with superior 
       authority on the issue.  A more important factor is the degree 
       of similarity between the decision and later ones --the more 
       similarity, the more controlling the earlier decision is as 
       precedent. 

       While _Datastorm_ may have been a nice victory for the software 
       company involved, it is meaningless to the shareware industry as 
       precedent.  Here's why: 

       [1]  The _Datastorm_ decision contains very few facts.  It 
       doesn't consider whether the version of the program involved was 
       being distributed as shareware, or if it contained a VENDOR.DOC, 
       or why the vendor who was distributing it thought he had a right 
       to.  It never mentions implied licenses, never mentions 
       detrimental reliance, and never even mentions shareware! 

       [2]  To the extent _Datastorm_ contains any facts, it sheds no 
       light whatsoever on the relationship between shareware authors 
       and shareware vendors.  The case says that the company being 
       sued was "engaged in the sale of computer software to dealers", 
       and got its master copy of Datastorm's program from "a closely 
       related company." 

       [3]  _Datastorm_ is not available from either the usual law 
       reporters or the online Lexis database that contains many cases 
       not reported elsewhere.  While this alone doesn't mean that 
       _Datastorm_ has no value as precedent, it suggests that editors 
       who review such things didn't think its facts were developed 
       enough to be worth reporting. 

       In any event, the full text of the decision follows, so you can 
       make your own judgement.  Those wanting further information can 
       obtain it, as I did, by request (and payment of a small fee) to 
       the court that decided it.  Feel free to email me for more 
       information. 

       - Charles B. Kramer [Atty] 
       CIS: 72600,2026 
       Internet: charles.kramer@factory.com September 20, 1992 


       IN THE UNITED STATES DISTRICT COURT                               
                                                                         
                     FOR THE NORTHERN DISTRICT OF TEXAS                  
                                                                         
                              LUBBOCK DIVISION                           
                                                                         
       DATASTORM TECHNOLOGIES, INC.,   *                                 
                                       *                                 
                       Plaintiff,      *                                 
                                       *                                 
       V.                              *      CIVIL ACTION               
                                       *      CA-5-8-120W                
       S-TO-GO-INC.,                   *                                 
                                       *                                 
                       Defendant.      *                                 
                                                                         
           _FINDINGS OF FACT AND CONCLUSIONS OF LAW_ 

       The above titled and numbered case came on to be tried before 
       the Court with all attorneys and parties present on June 12, 
       1989. After considering the pleadings, the evidence, argument of 
       counsel, and the briefs of the parties, the Court files this 
       memorandum which shall constitute the Court's findings of fact 
       and conclusions of law. 

       The Plaintiff, Datastorm Technologies, Inc. (Datastorm) was the 
       developer and publisher of a computer program known as 
       "PROCOMM".  Plaintiff secured a valid copyright on this computer 
       program which is registered with the U.S. Copyright Office under 
       Certificate of Registration 2-017-398.  Plaintiff properly 
       displayed the copyright notice on PROCOMM and its associated 
       documentation. 

       Defendant, S-To-Go, Inc. (STG) is a Texas corporation engaged in 
       the sale of computer software to dealers.  STG has admitted that 
       Plaintiff is the owner of a valid copyright on the software in 
       question, and has further admitted that it has violated 
       Plaintiff's copyright by copying and selling this software 
       program without Plaintiff's express permission. However, the 
       evidence does not show that STG's acts in copying and selling 
       the PROCOMM program without Plaintiff's permission was willful, 
       as STG ceased copying and selling the program upon learning of 
       the claim of Plaintiff that STG was violating Plaintiff's 
       copyright. 

       The copies made by STG were made from a master disk it had 
       obtained from another closely related company, Software-To-Go, 
       Inc.  STG had manufactured and sold approximately 600 to 800 
       copies of the PROCOMM program without the express permission of 
       Plaintiff.  Each diskette containing the PROCOMM program was 
       sold by STG for an amount ranging from $4.00 to $4.95 each. 

       This court has jurisdiction pursuant to 28 U.S.C. Sections 1331 
       and 1338(a) and the United States Copyright Act, 17 U.S.C. 
       Sections 101, 210, and 501 et. seq. 

       The Court finds that STG's manufacture and sales of the PROCOMM 
       program without authorization from Plaintiff constitutes an 
       infringement of Plaintiff's PROCOMM copyright. Plaintiff has 
       elected to take statutory damages as provided by 17 U.S.C. 
       504(c).  Because the PROCOMM copyright was registered prior to 
       the occurrence of STG's infringement, Plaintiff's election of 
       statutory damages is proper.  The Court has determined that the 
       sum of Two Thousand Dollars ($2,000.00) is the proper statutory 
       damages to be awarded to Plaintiff in this case. 

       Further, the Court, after hearing sworn testimony, is of the 
       opinion and finds that Twenty Thousand Dollars ($20,000.00) is a 
       reasonable attorneys' fees to be awarded, jointly, to the two 
       attorneys for the Plaintiff for the prosecution of this case 
       through the date hereof. 

       The clerk shall furnish a copy hereof to each attorney. 

       Dated June 14th 1989. 
 
                         ______________/S______________
                         HALBERT O. WOODWARD
                         Senior United States District Judge

       (End of article submitted by Charles Kramer)

       Shareware authors should closely note that CompuServe now offers 
       an ONLINE REGISTRATION SERVICE for shareware packages carried
       by the service. Here's how it works. At the CIS prompt GO SWREG. 
       Select the menu item "Submit Shareware" from the menu. Carefully 
       read the agreement notice which covers warranty, payments and 
       indemnification and type AGREE at the prompt if you wish to 
       continue. Answer routine questions about your address, phone number 
       and routine business information such as ASP membership (ASP 
       status which is not a prerequisite.) Following this a CIS ID 
       will be requested for customer support and information as well 
       as an optional separate ID for contact with CIS management only. 
       Next, CIS will request file information on the shareware package 
       such as title, description, version, file name, size, 
       compression method, keywords, registration fee, forum location, 
       library and support contact info (address, CIS ID, phone 
       number.) 
       
       When a CIS member "registers" a program electronically through 
       the Shareware Registration Database online, notification is sent 
       to the author's CIS ID which includes the customer name, 
       address, phone number program name, number of program copies and 
       total fee. Payments are then sent to the author on a regular 
       basis and the customer's charge account (VISA, MC) is debited 
       electronically through CompuServe. Stringent performance 
       criteria for customer service and support are implicit within 
       the service. This could be a VERY good option for many authors! 
       Questions regarding the process can be submitted to the CIS 
       product manager at 70006,256. 
       
       When two friends hold differing views....

       Paul Scanlon and I recently exchanged thoughts via CompuServe on 
       an area of concern within the shareware industry: lack of author 
       income and one method of solving the problem. The dialogue opens 
       with Paul's response to a recent news item concerning Seattle 
       shareware author Scott Chaney who may soon be departing from the 
       shareware scene due to disappointing registration income. The 
       following messages have been edited slightly for clarity. 
       
       From PAUL SCANLON: 

       Scott Chaney, won't be the last Author to say "enough". Until we 
       authors, develop a method of distribution, which can bring in 
       some income to authors, we will lose author after author. You 
       probably think there are more than enough authors waiting in the 
       wings. This may NOT be so, as rumor will get around, that 
       Shareware "stinks", and fewer and fewer new authors will replace 
       the departing ones. This will continue, until, there are only 
       authors, just writing for fun, and we will return to "Public 
       Domain" software only, along with "yuky" software, where there 
       will be low interest. Vendors will start dropping like fly's! 
       Authors can change this NOW, we all should sell our software to 
       VENDORS. Sure, little guys "Mom/Pop type" vendors will have to 
       go. But those left will reap the benefits. They will sell their 
       selections a little higher, and net more profit on each sale. 
       The author can get to work on creating software, and updates, 
       and not be bothered by registration fees. Yes, vendors simply 
       buy unlimited license to distribute registered versions. 
       Imagine, There are only 1000 vendors, and they all must buy your 
       software, say at $20. That's $20,000 For one program! You 
       develop 6 programs, and you are making a living! Of course, 
       there will still be more than 1000 vendors, and not all will 
       want your particular software, some will specialize. This is as 
       it should be. Still, all in all, I do believe that a typical 
       program VENDOR who has to pay $20 for license, will net author 
       well over $10,000. Many programs, will require license of much 
       greater, such as Apogee at $250 (they should come down some), 
       which will bring them in quite a chunk! If the high end product 
       goes for $75, and that product has a high demand, most vendors 
       will buy. This means, more than 1000 vendors will get it, and 
       product could bring in well over $100,000! (One Product!) This 
       puts a developer well on the way to going retail (if they want). 
       Don't forget, the author no longer has to retain a staff of 
       duplicators, or buy as many bulk disks, or have to receive 
       registration requests. The Author can also, net income from 
       support, such as printer manuals. 

       FROM Jim Hood: 
  
       On shareware licensing, I suspect that getting vendors to pay
       licensing fee for shareware is simply impractical except with 
       the very biggest authors/products. By the way, Apogee may have 
       already backed down on their proposal. Nope, I just don't think 
       it will fly. How I intend to "motivate vendors" is to create 
       solid high value packages which are unique niche fillers and 
       then give free updates to major folks like PBS, PC-SIG 
       because they get registrations in a DOCUMENTED and proven 
       manner. Meanwhile charge mom and pop vendors a handling fee. Small 
       vendors rarely produce any registrations in actual practice. 
       Charging $2.00 per disk times maybe 5 or 10 packages times 200 
       to 500 vendors who will pay up a "handling fee" is small but 
       comfortable potatos to at least subsidize the flood of requests 
       for free evaluation disks which probably go into a large black 
       hole. Unfortunately shareware has a long tradition of not paying 
       licensing fees, Apogee may have missed the mark by trying for 
       $250 licensing fee on one game instead of $25 licensing for ALL 
       apogee stuff. Even that may not have flown but would have been 
       REALISTIC. I just honestly don't think the licensing thing will 
       work. Frankly if someone needs to go that route 1) their product 
       has to be outrageous which is maybe 5% of all shareware 2) the 
       vendors have to go for it and maybe only 40 or so of the very 
       biggest ever will. 3) An author might as well go commercial and 
       skip shareware or start shareware and then shift to commercial 
       (like button with pc file.) The real bottom line is that only a 
       few authors are at the right place at right time with right 
       product (luck) to get real dollars. A second tier of authors may 
       make a modest but reasonable income. Other than that it is a 
       pretty hard scrabble living albeit VERY addictive and motivated 
       with lots of HOPE that tomorrow brings dollars for most authors. 

       From PAUL SCANLON: 
 
       Jim, my thought, on Distribution License Fee, is NOT in terms of 
       1 or 2 Authors, but in terms of 1000+ Authors banding together, 
       and saying "Take Our Offer, or Quit Shareware". How many vendors 
       would drop distribution of over 1000 Authors programs? Apogee's 
       real problem, was in NOT soliciting other Authors in banding 
       together and all making the same offer! Of course, their asking 
       price was still too HIGH!. My idea will NEVER work on a 1 and 2 
       Author basis, and probably will simply NEVER come to pass, as 
       Authors will NEVER ever really band together to obtain results. 
       Everyone feels they can do a better job and continue to 
       struggle! What would you do, if 90%+, of all Authors said to 
       you, Jim, we want $10 for each program you continue to 
       distribute ! 1) if you have funds, you'd probably pay 2) if you 
       don't have funds (you probably don't) you'll drop everything, 
       and simply quit Share sales! If I ever get enough money together 
       at one time, I'll send out a flyer regarding this very issue. 
       Personally, I'd rather sell my Shareware to all vendors, than 
       give it away and hope for registrations from and end user (from 
       the goodness of their heart). If I'm not mistaken, most Authors 
       would benefit from this idea, and a few, would loose out. Some 
       Author products would simply get dropped as Vendors decide what 
       sells and what doesn't! Also, Vendors would take a more serious 
       look at programs, and get rid of the crap! (I doubt that even a 
       vendor would pay a license fee for crap!). Gotta go, catch ya 
       later. 
 
       FROM Jim Hood: 
 
       On the topic of 1000 authors banding together and asking for 
       licensing fee - this might work if you had industry leading 
       shareware packages as part of the group. Chance of happening: 
       maybe .001% since getting authors together as a group and all 
       marching same direction is similar to herding kitty cats. Nope, 
       I just don't think the idea will fly unless STAR, ASP, OSWAD or 
       ASAD get LOTS of authors together. Plus there are over 20,000 
       shareware items out there already and low life vendors could 
       continue to carry what is out there (previous to licensing 
       pitch) and keep peddling it for a long time since there is 
       plenty to keep any vendor running for many years on existing 
       stuff other authors have walked away from and could care less 
       about. The other problem is that the big time vendors could form 
       their OWN little group and as a monopoly refuse to carry any 
       shareware which asks for licensing. Further, vendors are 
       reasonably smart and well financed such that they could hire a 
       small handful of starving authors to write shareware for them 
       directly and make sure that since they own the product they lock 
       OUT the licensing. Further, you could get some cute stuff 
       wherein groups of affiliated authors collectively agree NOT to 
       charge licensing fees and then vendors would simply say forget 
       it: we will carry ONLY license-free shareware from that 
       affiliated author group which is enough to fill our catalogs 
       anyway and you "other" little authors can take a hike. The 
       momentum of any industry tends towards status quo with long term 
       changes taking about 12 to 20 years. My guess is you might see a 
       variation of the herd of authors licensing fee concept come to 
       pass further down the road. In the short run, an author can 
       probably make MORE money simply by writing GREAT shareware and 
       marketing it aggressively through existing shareware channels 
       (crummy though that may be.) Basically Apogee had one chance to 
       "maybe" pull off the idea but the price, timing, execution and 
       lack of other authors doing it collectively probably invalidated 
       the concept for about 5 years. The fact that Apogee may also 
       have backed down further seals the coffin and now the vendors 
       know how, when, where and why it might be tried again, if ever. 
       I still say best way to make some (not a lot) of money is fill 
       niche which isn't discovered yet, write world class item, market 
       the heck out of it and live with that fact. The upside is some 
       money comes in, you are in a large global market and finally 
       (although somewhat indirectly) you are paying the price for 
       marketing software on the cheap instead of capitalizing and 
       advertising it in a more commercial manner. After looking at 
       both sides of the argument shareware is still reasonable if you 
       are willing to WORK at it. In fact shareware is getting better 
       for author income because 1) SMS is convenient source of mailing 
       lists and news 2) more groups forming such as STAR, OSWAD, etc 
       3) CIS is getting cheap on the monthly plan so you can 
       interconnect for critical marketing info and advice 4) TONS of 
       computers sold in higher volume which all need software 5) BBS 
       and vendors now a large market presence for marketing 6) public 
       consciousness raising on shareware. Shareware is a simple 
       marketing concept that does have a lot of problems as far as 
       marketing, but people UNDERSTAND it. Finally, smart authors can 
       tune up effective cripples, bonus disk or whatever that REALLY 
       works if they take the time. Bottom line: it ain't a great 
       system, it ain't even a good system, but it IS a system and 
       little checks pop up from time to time in my mailbox. 
       
       From PAUL SCANLON: 
 
       Well! I'd say, you pretty much have hit the NUT and the SHELL! 
       Basically, the reasons you gave in your response, are why Fred 
       Parker failed in his plan of getting a SWAPS program going. It 
       was slated to fail! There is, though, one flaw in your response, 
       and that is, most of that 20,000 shareware items belongs to 
       someone, and those someone's could revoke distribution rights, 
       which would remove all (or virtually all) software from the 
       vendors. If you check, very little GOOD software, is Public 
       Domain, as most GOOD stuff is Shareware! The real pitch, and un-
       doubtedly the hardest thing to do, is to get enough Authors 
       together to pull off the coup! As to big time vendors having a 
       programming staff to create their own assortment of goodies, 
       that's a lot more expensive than buying a license fee from and 
       author, even a $250 fee! In addition, that means only a few, 
       large vendors would be left. Again, this would result in an 
       increase in software pricing. If only those few large vendors 
       survived, say maybe 50, I'd bet software pricing would increase 
       by 3 or 4 times! This would result in fewer people trying 
       Shareware (or whatever the disk vendor may call it). My guess, 
       is that over the next 5 years, more and more authors will simply 
       drop shareware! This will happen as the recession receeds (it 
       will!). We need to do something NOW if the shareware concept 
       will survive long term!. Paul 
 
       FROM Jim Hood: 

       Good response to my reasoning. For now I'll leave the final 
       outcome to time and the efforts of some of the new author groups 
       to see if they can pull things off. By the way, here's a new 
       vendor, just came in today and looks to me like a MUST send for 
       your Sebfu package: American Products, Mr. Michael Moore, 1580 
       Dylan Dr, Virginia Beach, VA 23464-6715. tel 804/479-3202. Have 
       a great weekend. 
 
       (End of message exchange between Paul and Jim)
 
       Vendors and authors searching for a good mailing list of 
       registered shareware users might want to contact Cooper 
       Graphics. Noted for their clipart and illustration shareware 
       packages, Cooper is offering a list of 3,173 registered 
       shareware users of their packages on either a one time use basis 
       ($150) or multiple use basis ($350). Cooper Graphics can be 
       reached at 9406 Omar Khayyam Blvd, Louisville, KY 40272-3556. 
       502/933-3007. Mr. Jim Cooper, President. 
       
       Vendors and authors who continue to be nervous on the topic of 
       Use Tax collection between various states might do well to 
       consider a subscription to SALES AND USE TAX ALERT. The 
       publication is provided monthly with a free trial issue 
       available. Purchase price is $189 annually. Sample topics 
       include interpretations and implications of the latest court 
       rulings on Use Tax including Quill versus North Dakota, trends 
       on Use Tax collection in your state, use of private collection 
       agencies by states such as South Carolina and Tennesse and 
       consideration of enforcement powers these private agencies may 
       have. Other surprising developments include the practice by 
       Maryland of prohibiting use of resale certificates to avoid 
       sales tax payment on purchase under $500. Many trends and 
       advance inside information presented. Contact The State 
       Taxation Institute POB 81143, Atlanta, GA 30366  800/846-2202.

       On to news about shareware disk vendors....

       MAJOR ITEM. Good Times Video of New York is pushing for large 
       scale shareware marketing clout with the imminent signing of a 
       contract to supply racks of shareware in major Walmart store 
       locations! In connection with their video retailing efforts 
       already in place, WalMart honored the company as "Vendor of the 
       Year." In video distribution, Good Times produces or distributes 
       in excess of 50 million video packages for retail distribution 
       per year and maintains a direct computer link with retailers 
       whom they supply so that inventory and shipping of orders can 
       be managed. In discussions I have had with Good Times Video 
       principal Ron Chamowitz the deal should fly soon and put Good 
       Times Video on the map as one of the LARGEST rack vendors of 
       shareware in the U.S. Christopher Thomson is an alternate 
       contact at Good Times if you cannot reach Ron Chamowitz. Disk 
       submissions from authors are welcome Good Times Video can be 
       reached at 16 East 40th Street, New York, NY 10016. 212/779-
       4116. FAX: 212/685-2585. Send them a disk. 

       A very GOOD vendor to send a disk to is SEVEN WORLDS 
       CORPORATION. Primarily a religious mail order vendor, they have 
       recently expanded to offer both religious and NON-RELIGIOUS 
       general shareware to a HUGE audience: they used mailings of 
       about 250,000 card decks in August of 1992 to promote their 
       books, tapes and software and do mailings of 75,000 per month 
       beyond August. Send these folks a disk: Seven Worlds 
       Corporation, Ms. Patti Hodge, Computer Dept Mngr, POB 11565, 
       Knoxville, TN 37939  615/584-7350. 

       Looking for a friendly BBS sysop to upload and beta test your 
       shareware? Contact Ed Bailey, BOX 425, Souris, MB, Canada ROK 
       2C0. Retired, but still active in the BBS community, he has time 
       for fun with computers and can get your shareware onto his BBS 
       and all you have to do it mail it to him. Will give your disk a 
       little beta test run through if you like. His BBS is "Just 
       Another BBS" affiliated with Fidonet: 204/483-2552 for his BBS.

       Recently accepted for ASP approved status is Select Software. 
       Be sure to send them a disk if you have not already. Stephan A. 
       Campian, Select Software, 1528 43rd St. NW, Canton, OH 44709  
       216/492-9191. CIS: 71034,3404.

       Vendor with LARGE marketing muscle seeking shareware submissions 
       for CD-ROM shareware collection. Supports 1,200 resellers in over 
       60 countries so your shareware will be in WIDE distribution! 
       Product called POWER TOOLS and is focused on the home, education 
       and small business markets. The CD-ROM will be updated every 3 
       months. Shareware developers and authors can purchase a courtesy 
       copy for ONLY $15!!! Mike Khoylar, Mediatec, One White Water, 
       Irvine, CA 92715. 714/251-8600. 

       Rack shareware vendor seeking disk submissions with MANY rack
       locations up and running. Primary market is in these states:
       WA, ID, OR and British Columbia, Canada. Marc Skansi, CEO,
       P.C. USA Company, POB 378, Burley WA 98322  206/895-1337.

       I recommend a disk submission to ON TARGET COMPUTING which is a 
       computer newspaper with a LARGE printed catalog of shareware 
       collected in the back pages. Quite a few copies of this 
       newspaper are found at local computer stores in my area. 
       Disk submissions to On Target Computing, Shareware Submissions, 
       care of C&D Publishing, 20518 9th Ave E, Spanaway, WA 98387  
       206/847-1054. 
        
       Change of address for a LARGE computer club which maintains 
       shareware library. New address: Nationwide Insurance PC Users,
       5075 Waycroft Ct, Hilliard, OH 43026. Send them a disk pronto.

       Consider a disk submission to a vendor who will also be coming 
       out with a CD-ROM disk of shareware in late 1992. Submissions 
       to: Norbert L. (Bud) Jay, Jr., JCS Marketing, POB 1216, 
       Lakeville, MN 55044  612/469-1161  FAX: 612/469-5898. 
       Recommended! 

       New Vendor: Rabbit-Soft Shareware, POB 1583, Williams, CA 95987.
       Primary focus educational programs for first time users. Charges 
       $1.00 for programs. Owners James and Nancy Street are disabled 
       and welcome your disk submissions.

       Another disk vendor of interest suitable for disk submissions.
       Software USA, POB 471883, Tulsa, OK 74147 918/481-6533
       FAX: 918/622-7889. Contact Justin O'Neal.

       I have listed KWN systems of New Jersey for some time in SMS. 
       Here's a little additional info, courtesy of a recent letter from 
       Ken Nelson of KWN: Custom 10K size install programs are placed 
       on all disks to ease customer use. The install program checks to 
       make sure disk space is available, allows various drive and 
       subdirectory combinations, unarchives, etc. Most KWN business 
       comes from postcard deck advertising. Postcard deck advertising 
       is also accomplished through their sister company MANAGER'S 
       ANSWER CARDS. I have seen other vendors use postcard decks, but 
       KWN seems to make it their specialty! You can send disks to them 
       at 220 Stonehurst Blvd, Freehold, NJ 07728  908/431-4244.

       Interested in Spanish translations and the Mexican market?
       I recently received a letter from Vance Venable of VenTek 
       Computers and Software (34395 Dobson Way, Freemont, CA 94555
       510/796-5452  FAX 510/796-1876). VenTek is soliciting shareware 
       for possible translation into Spanish for distribution in Mexico 
       by a local business there. I sent the following letter to VenTek 
       and have as yet not received a response. For the most part I 
       would suggest that authors be VERY cautious of the Mexican 
       marketplace and secure all contracts and commitments in 
       writing. Letter to VenTek follows to which I have NOT received a 
       response which is LESS than a good sign of reliability.

       FROM: Jim Hood                           8/13/92 
       POB 1506,  Mercer Island, WA, 98040 
       
       TO: Ventek, Vance Venable 
       
       Received your letter regarding proposed PC-Learn Spanish 
       translation. Possibly interesting. PC-Learn already in Danish, 
       French and soon German. Spanish obviously a candidate as things 
       evolve. PC-Learn VERY popular and registration stream is 
       favorable. With high technology influx into the Maquiladora 
       factories there are LOTS of computers in use in US/Mexican 
       factories - PC-Learn could be useful. However, some questions 
       occur. 1) Your same address in Fremont used to be Assoc 
       Shareware Auth/Dist. Is Ventek replacing that organization? What 
       is connection between the two organizations? 2) What is 
       financial charge, if any for translation? 3) Would Ventek (or 
       your Mexican client) be regarded as EXCLUSIVE vendor for PC-
       Learn distribution or can other vendors/suppliers also 
       distribute the translation in Mexico? Can US VENDORS distribute 
       the Spanish translation in the US? Is your client actually 
       supplying shareware for the public marketplace or translating 
       the product for commercial, government or business use and NOT 
       doing shareware distribution? 4) What is your experience with 
       registration potential in Mexico/other southern neighbors - 
       general feeling among most authors I chat with is that 
       Mexico/South America (especially Argentina) are worthless as far 
       as ACTUAL registrations which eventually get back to the author. 
       Same goes for Italy. In France, Langway Co. is handling PC-learn 
       translation as a purely commercial product through retail 
       stores. That system is working WELL. My original plan for 
       certain target countries such as France, Germany, Mexico and 
       Netherlands was for COMMERCIAL release of PC-Learn since 
       shareware does NOT produce registrations in those cultures to 
       any degree according to LOTS of research. I release SHAREWARE 
       versions of PC-Learn in English speaking countries since 
       registration DOES work there somewhat. 5) PC-Learn menu systems 
       and installation will also have to be translated. How closely do 
       you coordinate on overall translation of entire product or do 
       you just plan to translate the tutorials only? 6) I don't need 
       to know name or address of the Mexican client/distributor, but 
       is this company or person straight on explaining shareware (try 
       before you buy)? 7) What do you think of this contract modification: 
       if I do not receive a TARGET registration figure in dollars from 
       Mexico within let us say six months to a year, can I remove the 
       translation/distribution rights for PC-Learn from Ventek and 
       your client? As you may be aware, I also produce the large 
       $hareware Marketing $ystem disk set with many authors use for 
       news and a master mailing list. If all works out on your Spanish 
       situation I could give you some excellent coverage in a 
       publication that many in the shareware community read. Could 
       lead to more business on your unique Mexican connection. However 
       if the PC-Learn thing blows up down the road, $hareware 
       Marketing $ystem would probably cover that situation as a 
       "mistaken marketing lesson" involving VenTek and PC-Learn. 
       Sounds like I am doubtful on this whole deal. Actually it could 
       be GREAT with the new trade agreement situation with Mexico and 
       increased exposure of shareware to new markets. Send me a letter 
       or CompuServe me at 72020,2176 and we'll firm up things a little 
       more. 

       Jim Hood 

       End of letter

       Another disk vendor who is pushing for disk submissions is 
       American Products, 1580 Dylan Drive, Virginia Beach, VA
       23464  804/479-3202. Apparently they are preparing for a large 
       marketing push and it would probably be a good idea to either 
       submit your disk or a least a letter of interest. American plans 
       to release a specialized catalog listing top hits in shareware 
       as well as regional top hits for various parts of the country.
       
       Also new to the scene is Moonlight Software which is currently 
       completing a large mailing to shareware authors soliciting disk 
       submissions. You can reach Moonlight Software at POB 178426, San 
       Diego, CA 92177, Mr. Mitch Dijak. Their location in San Diego, a 
       portion of the country noted for good shareware registration 
       volume makes sending them a disk a wise idea! 

       Bruce Wible of Wibles Computers and Solutions solicits disk 
       submissions for a LARGE rack distribution operation going into 
       full swing in the Pittsburgh area. Targets will be computer 
       stores, book stores and local colleges. Expansion into the 
       nearby tri state area in the works.  Unique "consumer follow up 
       service program" tracks the sale of author disks and after every 
       multiple of ten sales, author is sent names and addresses of the 
       consumers who purchased the software. Wibles Computers and 
       Solutions 4170 William Penn Hwy, Murrysville, PA 15668  412/327-
       2068. 

       Major catalog marketing push and solicitation for author disk 
       submissions: L.A. Software, Mr. Albert Madding, General Manager, 
       525 Ferry St. SE, Suite 103, POB 5725, Salem, OR 97304.  
       503/362-7581.

       New shareware products of interest to vendors and authors....

       I have added a fascinating selection of new shareware packages 
       to the GOODIES.TXT section of this edition of SMS. Evaluation 
       disks on any of the following packages can be ordered from SMS. 
       A few highlights: 

       Vendors and retailers should find THE SOFTWARE JUKEBOX a 
       brilliant idea! Produced by FreeBooter Software and Darrell 
       Fichtl, this package turns a hard drive equipped pc into a 
       self-service shareware disk dispensing machine! Clever idea.
       Load up several hundred packages and watch as customers 
       duplicate what they need. The package also prints a customer 
       invoice and tracks orders for marketing/statistical purposes.
       Why didn't someone think up this BRILLIANT idea before? Authors 
       and vendors should consider setting up small franchise operations 
       in their towns at local video rental stores, computer stores and 
       small convenience stores.

       SMSEDIT is a new package designed to work with the exclusively
       with the SMS database mailing list. Modify or add records, 
       search and reposition records. Print mailing labels. Network 
       support. Switch between browse and edit screens with a single 
       keystroke. Switch and select between various index files. Help 
       screens. Multiple indexes and sort orders can be maintained and 
       updated. Even a fairly complete statistics checking section 
       featuring totals and counts of various types of records by 
       rating and address type! Written by Gary Kunkel of Irving, Texas. 

       VERSATIL is a popup collection of programmers utilities which 
       will also save all info from each utility that you access - 
       even between utilities! 

       VERSACAL is a popup appointment calendar with features including 
       printing of calendars three to a page for viewing a full 
       quarter or single enlarged calendar. Prints in portrait or 
       landscape mode. Also keep notes and tie the note to a particular 
       appointment automatically. 
       
       I need to retrace my steps and again highlight an older package 
       which has been in the SMS GOODIES section for some time: 
       VERSADEX. Author Michael Glaze who wrote that program as well as 
       VERSACAL and VERSATIL reports that he used VERSADEX to mass mail 
       1,400 of his disks to vendors using the SMS mailing list. He 
       also plans to use his own product to track registration and 
       vendor responses so ALL authors should reconsider a close look at 
       this fine package for managing their own disk mailings! 

       Another EXCEPTIONAL new program is Executive Address Book which 
       is oriented toward the needs and  activities of busy 
       professionals and is MUCH MORE then the usual address book 
       program.  Address book pages are printed in the handy 3 3/4" x 6 
       3/4" size format to fit Day-Timer Senior (K) and Day Runner and 
       other organizers. Page space is maximized to keep the address 
       book as thin as possible. Up to nine different sections can be 
       maintained making restaurants, lodgings, business names, 800 
       reservations numbers, etc. easy to find. As addresses are added 
       or changed only the pages which change are printed.  Multiple 
       books are easily maintained. Rotary-file index cards  are 
       printed providing a quick, alphabetized desk reference. Pages 
       may be printed on standard paper or on preprinted, perforated 6 
       ring paper available from Day-Timer in either dot matrix or 
       laser formats.

       Sometime ago Paul Scanlon and I proposed a shareware industry 
       standardized "README" file system called SIF or shareware 
       information file. At that time we also created a SIF verification 
       software utility. Now along comes a companion utility called 
       ENTERSIF which eases the preparation of a standardized SIF file 
       which is later verified by the SIFVER utility. Produced as a 
       mutual project by both Paul Scanlon and Moonlite Solutions, 
       the package is available by consulting the GOODIES.TXT section 
       of this edition of SMS.

       What's hot and what's not....

       The following industry ratings and awards for a variety of 
       shareware packages may give you clues about popular packages and 
       ideas for future development efforts. 

       The September-October 1992 edition of Shareware Magazine noted 
       the following rankings (in priority of orders) for popular disk 
       orders: Skyglobe, Viruscan, Desktop Paint 256, Graphics 
       Workshop, Ultimate Spanish, Animated Memory, Ultimate Geography, 
       Magic Crayon, Algebrax and Vacation Planner. 
       
       Meanwhile, the July 1992 edition of PC Shareware Magazine from 
       the United Kingdom offered the following ranking of popular disk 
       orders: Wampum, As Easy As, Beginners Needs, Draft Choice, 
       Skyglobe, Driving Simulators, Page Financial Controller, Family 
       Tree Journal, Commander Keen, Page Cheque Book, Readability 
       Plus, IKmageprint, Intermediate Needs, Jokes 1, PC Draft CAD, 
       McAfees Utilities, Duke Nukem, Cooper .PCX, Advanced Utilities 
       3 and finally C++ Tutor.

       The following month, August 1992, PC Shareware Magazine shuffled 
       the deck to offer the following popular disk ranking: Page 
       Financial Controller, As Easy As, Draft Choice, Beginners Needs, 
       PowerMenu Plus, Odyssey, PC Draft CAD, Page CHecque Book, 
       Wampum, Freeway PAYE Master, Skyglobe, Advanced Utilities 3, 
       Galaxy Lite, Imageprint, A86/D86, Commander Keen, Family Tree 
       Journal, Advanced Utilities 1, Easy Project, Label Makers. 

       Disk Vendor Graematter (listed elsewhere in both the SMS mailing 
       list database as well as this edition's letters to the editor) 
       offers the following package rankings:
       
           1st Quarter 1992                2nd Quarter 1992     
        ----------------------          ----------------------   
          1. Moraff's World               1. HyperPAD                      
          2. Monuments of Mars           2a. Moraff's Stones              
          3. Arctic Adventure            2b. Moraff's World        
          4. Pharaoh's Tomb              2c. VGA Fish                   
          5. Jacaranda Jim                5. VGA ART                   
          6. VGA Fish                     6. Arctic Adventure                
          7. HyperPAD                    7a. Another Lifeless Planet and 
                                                 Me With No Beer 
          8. Almanac 1992                7b. BOBPMGR (PrintMaster graphics)   
          9. VGA ART                     7c. Dad's Choice                    
        10a. Air Traffic Controller      7d. Gotta Go                    
        10b. Moraff's Entrap             7e. Moraff's Super Blast       
        10c. PKLite                          

                     Year-to-date 1992
                  -----------------------
                    1. Moraff's World
                    2. Arctic Adventure
                   3a. HyperPAD
                   3b. Monuments of Mars
                   3c. VGA Fish
                    6. Pharaoh's Tomb
                    7. Moraff's Super Blast
                    8. VGA ART
                    9. Jacaranda Jim
                  10a. Almanac 1992
                  10b. Moraff's Stones

       In the HOT column note the following packages received the first 
       annual SHAREWARE INDUSTRY AWARDS for packages deemed best in our 
       industry. Receiving awards were: 4DOS (best utility), As Easy As 
       (best application), Paint Shop Pro (best graphics application), 
       Medlin Accounting (best business and finance package), A86 
       Assembler (best programming language), Animated Series (best 
       educational), Commander Keen Series (best entertainment), 
       SkyGlobe (best home or hobby), Kwikstat (best math or 
       engineering), Surefire (best new product), Commander Keen Series 
       (best overall), 4DOS (peoples choice award), Bob Wallace 
       (personal service to the industry.) It should be noted that 
       these awards honor the first ten years of shareware.

       Next, ideas for better shareware marketing....
       
       The Association of Shareware Authors and Distributors has 
       finished its first mailing to prospective members interested in 
       that group. Offering dues of only $35 per year, ASAD plans to 
       offer a variety of author and distributor marketing support 
       services and can be reached at 2425 North Limestone St, 
       Springfield, OH 45503-1109  513/390-1099  FAX: 513/399-2501. 
       Contact Mr. B. Lee Williams, Chief Executive Officer. 
       
       Benefits to members include an association logo which may be 
       used in advertising member products, printed bylaws, monthly 
       newsletter, access to ASAD distribution channels including ASAD 
       BBS and ASADnet to be available September 1, 1992. 
       
       Extracting several notes from a recent press release submitted 
       by ASAD the following statements and claims are offered: ASAD 
       was not designed to replace or degrade any existing organizations 
       such as STAR or ASP. Decisions to cripple or not cripple 
       shareware belong exclusively with the author and ASAD has no 
       formal stand on this issue. 
       
       Goals of ASAD: 1) Promote shareware products as a viable 
       alternative to commercial software. 2) Protect the right of 
       those persons involved in the shareware industry. 3) Educate 
       persons about the shareware concept. 4) Establish reasonable 
       standards for the authoring, distributing and marketing of 
       shareware. Organizational plans call for the following phases: 
       1) initial bylaws formulated by charter members. 2) membership 
       drive. 3) set up main node or base BBS for ASAD. 4) Establish 
       forum area on CIS. 
       
       ASAD advertisements in computer magazines are planned. A 
       tollfree hot line for complaints in planned with ASAD providing 
       Ombudsman resolution services. Later in January or February 1993 
       a full-time secretary should be hired and will be the only 
       person within ASAD receiving a small salary. Coop mailing of 
       member packages to vendors not wishing to use the ASAD BBS are 
       planned. Plans are to keep membership dues low and provide 
       additional finances through tentative arrangements such as BBS 
       charges for non ASAD members, compilation and sales of ASAD 
       mailing lists, subscription newsletters, corporate sponsorship 
       and auctions of hardware on the ASAD BBS. ASAD bylaws dated 
       August 1992, version 1.2 are available by contacted the 
       organization. Membership applications are now available. 

       Have you put together a PUBLICITY KIT? The idea is that as your 
       business grows you may be asked to speak before an association, 
       receive a business award, or need to announce a new product in a 
       local or national newspaper. A publicity kit is simply a pre-
       packaged kit of background material about your company which can 
       be made available on short notice when publicity opportunities 
       pop up. What are essentials of a good publicity kit? 1) a 
       personal profile on your business background, product, business 
       goals and accomplishments 2) a detailed one page company history 
       including past and future plans for growth and product 
       development 3) Photography - black and white head and shoulders 
       view of yourself, professionally finished. 5 x 7 inch or 8 x 10 
       inch size. 4) Product or service profile including brochure and 
       technical explanations of products in simple english which 
       newspapers can quote 5) Press releases and copies of previous 
       newspaper articles. Also customer testimonials, product 
       endorsements. If you have no published articles, do a free 
       presentation or seminar and ask for coverage in that group's 
       newsletter which you can obtain. 6) Fun free stuff: pens or 
       other goodies with your logo, disk, newsletter, catalog or 
       discount coupon. When publicity suddenly offers an opportunity, 
       your publicity kit will be ready to go! 

       There may come a time when you need a business credit report on 
       a potential client. You might need to know things like bill 
       payment history, highest credit amount extended, six month 
       average account balance, industry payment comparison, past 
       bankruptcies and liens. For $27.90 you can obtain a fast 
       telephone report via MTC Corporation on most businesses and 
       corporations (no personal credit reports.) For reports billed to 
       credit cards call 800/488-5775. For reports billed to your 
       telephone bill call 900/288-4258. A third option, for frequent 
       credit reports, is to order CreditPro software which allows your 
       pc to retrieve the reports directly. Call 800/488-5775 ext 4 for 
       this option.

       Free subscription to a fascinating marketing magazine. Send a 
       request on your company letterhead to SALES AND MARKETING 
       STRATEGIES AND NEWS, c/o Hughes Communications, 211 W. State St,
       POB 197, Rockford, IL 61105.

       Good source of general public mailing lists popped up the other 
       day. Maybe you have a shareware disk which needs to go out to 
       insurance agents, woodworking customers or other specialists.
       Contact BEST MAILING LISTS, 38 West 32nd St., MY, NY 10001 
       800/692-2378 or 212/868-1080 or FAX: 212/947-0136. Free catalog 
       available.

       Good books for better marketing. Following available from 
       Dartnell Publishing, c/o Marketing Bulletin Board, 117 W. 
       Micheltorena, Santa Barbara, CA 93101  805/687-3137
       
       DIRECT MAIL AND MAIL ORDER HANDBOOK. 1583 pages. Massive guide 
       to sources, ideas and mailing lists for the direct mail 
       industry.

       MAILING LIST STRATEGIES. 224 pages. Choose the most effective 
       lists, how to rent and exchange lists, test mail lists, evaluate 
       direct mail campaigns.

       HOW TO START AND OPERATE A MAIL ORDER BUSINESS. 560 pages. Over 
       500 actual campaigns, ideas, strategies and case histories. 
       Reveals blunders and new ideas.

       SALES MANAGERS HANDBOOK 1066 pages. Learn cost control, 
       budgeting, sales training, direct mail methods. 

       PERFORMANCE DRIVEN SALES MANAGEMENT 262 pages. Marketing tips 
       use by the Fortune 500 companies.

       NEW TIME MANAGEMENT METHODS 260 pages. Focus on priorities, 
       avoid telephone interruptions, schedule advertising campaigns 
       for maximum profit, and more.

       DIRECT MARKETING HANDBOOK 704 pages. Every area of direct mail 
       marketing strategy covered by over 60 specialists in the field.

       HANDBOOK ON SALES PROMOTION 624 pages. Proven techniques for 
       strategy, mail order promotion, timing, rebates and more.
       
       Consider a subscription to BUSINESS MARKETING magazine. 
       $40/year. 12 issues. Business to business marketing methods for 
       profit. Recession strategies. New niche market opportunities. 
       Business Marketing, 117 West Micheltorena, Santa Barbara, CA 
       93101-9978 

       Another specialized publication which could be useful. TRADESHOW 
       WEEK. c/o R.R. BOWKER, POB 31, New Providence, NJ 07974-9904  
       800/521-8110. Contains lists and calendars of trade shows, major 
       exhibits. Published weekly. 

       BOTTOM LINE/PERSONAL. BOX 50379, Boulder, CO 80321-0379. Free 
       sample issues of a magazine which provides valuable insider 
       strategies. Special tax deductions, bill paying strategies, 
       special tours, how to cut medical expenses, when to sue for 
       malpractice, how to obtain airline tickets at discount.

       Two good books: COST CONSCIOUS ADVERTISING. Interesting book 
       with loads of tips for budget driven advertising tricks. Spend 
       less on print and media. Improve image and product advertising 
       delivery. A second pertinent book: HOW TO PARTICIPATE PROFITABLY 
       IN TRADE SHOWS. Decide which trade shows to attend. Plan 
       exhibits. Display product in most dramatic manner. Unique 
       promotional methods. Contact Dartnell Company. 117 W. 
       Micheltorena, Santa Barbara, CA 93101. 805/687-3137. 
              
       Next, an article on disk-based publications submitted by David 
       Batterson which contains reference material on a trade 
       association involved with that area of shareware.

                Disk-Based Publications - A Growing Phenomenon 

                              By David Batterson 

       Books-on-disk are totally digital publications, they are 
       not printed on paper.  This relatively new publishing method is 
       also called electronic publishing, "disktop" publishing, or 
       etext. Electronic publishing means publishing in computer-
       readable, digital, "disktop" format.  Materials are created on 
       computer and saved in digital format on disk for others to read 
       through their PCs. 

       As Ron Albright, president of the Disktop Publishers Association 
       (DPA) explains it, "the term encompasses everything from plain 
       ASCII text (readable on any PC with most word processors or 
       editors) to complex, hypertext publications that rely on 
       machine-specific programs to view and navigate." The benefits of 
       electronic publishing include faster production time, easier 
       revision and updating, cheaper cost, reduced consumption of 
       natural resources, and enhanced presentation and readability. 
       The term includes digital publications not distributed on disk.  
       Such publications are read and downloaded from commercial online 
       services like CompuServe, free ones like the Internet, or on the 
       thousands of BBSs around the world. 

       Electronic publishing covers the whole gamut, including both 
       fiction and non-fiction, magazines and newsletters.  An example 
       of non-fiction is "The Virtual Society" by Harvey Wheeler "Fail 
       Safe].  Wheeler's disk-based book recently won First place in 
       its category in the DPA Quill Awards for excellence in 
       electronic publishing. Fiction books include original works by 
       noted authors like Harlan Ellison and Robert Anton Wilson.  
       Their electronic books are published by a company called 
       UserWare [4 Falcon Lane E., Fairport, NY  14450]. Other small 
       publishers are springing up to publish books-on-disk by 
       "unknown" authors.  These books range from mediocre to 
       excellent, just like you find with traditional small publishers. 

       There are some fine electronic magazines.  One of those is 
       ShareDebate International [P.O. Box 20607, Bloomington, MI 
       55420].  Another popular one is Electronic Publishing Forum 
       edited by John Galuszka [Serendipity Systems, P. O. Box 140, San 
       Simeon, CA 93452]. Electronic Publishing Forum is a quarterly, 
       on-disk publication that covers the subject of electronic 
       publishing. It contains updated databases of electronic books 
       and publishers, and reviews of new disk-based books and text-
       viewing software. Electronic Publishing Forum is distributed as 
       freeware. Original materials are copyrighted by their 
       respective authors and/or publishers. Programs--designed for 
       publishing text and/or graphics and facilitating their 
       distribution and viewing--are some times bundled with the 
       publication. These programs range from basic ASCII-text-readers 
       such as LIST or READ.COM to more sophisticated ones that include 
       hypertext capabilities, pull-down menus, mouse support and 
       variable color screens.  Examples of the latter are DART and 
       IRIS, both distributed by UserWare.  DART won a DPA Quill Award 
       for best electronic publishing software. The DPA was created by 
       computer journalist, medical doctor, BBS sysop and electronic 
       publisher Ron Albright.  Dr. Albright was frustrated by the 
       traditional publishing methods.  After publishing an on-disk 
       book, he discovered that many others were doing the same, but 
       they had no organization to assist them. 

       The busy doctor found time to start up this association of 
       electronic publishers and authors.  The purpose is to promote 
       the benefits of electronic publishing, and to help authors and 
       publishers improve their  distribution and marketing methods.  
       Those interested in electronic publishing may contact Dr.  
       Albright at: Disktop Publishing Association, 1160 Huffman Road, 
       Birmingham, AL 35215.  His electronic addresses are:  
       CompuServe: 75166,2473, GEnie: RALBRIGHT, MCI Mail: 370-7474 or 
       RALBRIGHT, PRODIGY: DXBD80A, or the DPA BBS: 205-854-1660 (24 
       hrs.). 
       
       David Batterson of Portland is a tech writer, computer 
       journalist and author of a disk-based publication titled "PC 
       REVIEWS."  He is a member of DPA. 
              
       (end of article)

       Are you producing shareware for the religion or church-oriented 
       market? Consider obtaining specialty mailing lists for targeted 
       mailings as well as placing your ads in suitable card decks and 
       other mass mailings. TRI MEDIA publications. 2825 Bledsoe St, 
       Fort Worth, TX 76107  817/332-5913.

       Note the recent addition of author William Schall of Solon 
       Software to the SMS Net upload service. Further details in the 
       file RAPID.TXT accompanying this edition of SMS. William 
       specializes in shareware games packages with his solitaire games 
       the most recently released.

       My sources tell me that INC Magazine will be doing a detailed 
       article on shareware marketing and profit potential to be 
       published late this year. When INC Magazine explores shareware 
       as a business, you know our industry is on the financial map!

       Are you moving into rack sales and trying to track down the 
       source for that clever clamshell-style clear stiff plastic 
       packaging that folds around a disk and then hangs up on a rack 
       or pegboard? Contact Data Envelope, 408/374-9720. 

       Here's a tip. Recently I received an order from SoftDisk 
       Publishing for a registered copy of SMS which they planned to 
       use for mailing the latest COMMANDER KEEN game release to disk 
       vendors. I quickly rolled up my sleeves and recycled this tidbit 
       into a little news release which I sent out to shareware disk 
       vendors, authors and reviewers within the industry. The point is 
       that sometimes a simple customer order or award can be 
       "recycled" into news which will net you more sales. A copy of 
       that press release follows which might also give you ideas how 
       to format and present a "lively" press release for your own 
       products. 

       TO: ---- Editor, Shareware Magazine
       FROM: -- Jim Hood                         FOR IMMEDIATE RELEASE       
                POB 1506  
                $hareware Marketing $ystem
                Mercer Island, WA, 98040 
                (206) 236-0470  CIS: 72020,2176

       Mercer Island, WA - August 27- The secret story BEHIND Commander 
       Keen & Softdisk Publishing's release of the "Lost Keen Episode" 
       involves Jim Hood's $hareware Marketing $ystem...

       Shareware industry watchers have long awaited the "Lost Episode" 
       of Commander Keen's new game disk now shipping to major 
       shareware disk vendors. However, there is a news story "behind 
       the news" of the exciting Commander Keen game disk release! 

       Softdisk Publishing of Shreveport, LA, which handled shipment 
       and release of the Keen disk, used Jim Hood's popular $hareware 
       Marketing $ystem mailing list on disk to keep the good Commander 
       right on schedule! This is a "behind the scenes" tip in which 
       other shareware authors should take a "KEEN" interest! The 
       $hareware Marketing $ystem is a two disk shareware package 
       available through PC-SIG and other quality shareware disk 
       vendors. The $hareware Marketing $ystem, currently circulating 
       as version 92.19 and scheduled for routine quarterly update with 
       release of the forthcoming Fall 1992 edition on September 20, 
       contains over 4,000 addresses of shareware disk vendors, BBS 
       systems, computer clubs and key shareware reviewers. The package 
       also contains a newsletter on disk which is updated quarterly 
       and contains key marketing information used by shareware authors 
       and disk vendors alike to obtain crucial shareware marketing 
       information and mailing lists of disk vendors. Single issue 
       registration ($49.95) as well as annual subscriptions ($175/four 
       quarterly issues) are available for the package. 

       Editor, Jim Hood, notes that the September release of the SMS 
       package will feature some surprising "insider" news about new 
       shareware marketing methods and trends from the "marketing 
       underground" of the shareware industry. Jim is also the author 
       of the popular PC-Learn package recently reviewed in the 
       "beginners" section of Shareware Magazine and selected as one of 
       four "best computer beginners bets" by former ASP president Paul 
       Mayer. 

       (end of press release)
       
       Are you managing a LARGE mailing list and need it professionally 
       purged of duplicates with ADVANCED ALGORITHMS for sound alike 
       and "seem alike" addresses? Contact GDP for a quote: GDP Inc, 
       Greenfield and Partners Company, 3355 N. Arlington Heights Rd, 
       Arlington Heights, IL 60004  708/253-5515 ext 159.

       In case you missed it department. Shareware is increasing its 
       market presence in mainstream "commercial" software stores.
       Until the present time a visit to the local Egghead Software 
       store might have given you a glimpse of the "commercial" 
       versions of PC-File or Procomm whose shareware roots are well 
       known. Now Egghead has seen the light as their current catalog 
       offers DVORAK'S TOP 30 ($29.44) which contains 30 of the top
       shareware packages collected into one attractively package box. 
       Make no mistake, these are not the "commercial" versions of 
       former shareware packages: these are SHAREWARE! 

       Video department. A few editions of SMS prior to this I bemoaned 
       the lack of opportunities present to market shareware via 
       cleverly packaged video demos which might feature screen dumps 
       of specific packages and interviews with programmer/authors. 
       Moving the idea a step further, I received a nice packet of 
       material from TV Software Direct who specializes is exactly this 
       sort of thing. An enclosed video demo tape from TV Software 
       Direct displayed clean advertising spots (suitable for 
       television rebroadcast on cable or local media) with screen 
       dumps and colorful graphics. The price is apparently quite 
       attractive. Contact Irv Brechner, TV Software Direct, POB 5125, 
       Ridgewood, NJ 07451  201/445-7196  FAX: 201/447-3972. You could 
       even prepare full length videos on your program and send along a 
       tape in addition to/instead of the software directly to 
       customers. Something along the lines of "send $5 for evaluation 
       copy of shareware and $7.50 for demo video" might soon be the 
       buzzword among smart authors who can seen an opportunity 
       rushing at them. Late night television cable and notes on 
       shareware brochures "as seen on tv" might become more common.
       
       The subject of foreign currency and shipment of shareware to 
       foreign addresses comes up from time to time. My good friend 
       Paul Scanlon recently had a puzzle to solve and you might find 
       the following exchange of information enlightening! 

       From PAUL SCANLON: 
       
       Jim, do you get much foreign mail? I just got one and have no 
       way to mail back a response. The return address is included, but 
       the post office does NOT recognize a country (the country name 
       must be clearly and boldly written) to mail anything to! I have 
       the envelope that was mailed to me, a registration form, with 
       the unrecognized address, and a check the bank doesn't know 
       where it's from! Got any ideas? Should I just toss the thing in 
       my circular file? (H E L P!) 

       From Jim Hood: 
       
       Maybe I can help on foreign address. ALL checks have a micro 
       code strip at bottom. Take to your local bank (where your 
       account is) and have them dig the identifying bank code 
       address/country out of the code. If they fiddle around ask to 
       talk to an operations officer. THEY DO have access to this stuff 
       so don't let them stall around. Second, look at the envelope 
       postmark and stamp which may reveal the country. Third, I get 
       registrations from Puerto Rico which they always abbreviate as 
       PR. Fourth, go to your local post office and ask to speak 
       DIRECTLY with the Postmaster. Have him/her assign a gopher 
       secretary to look it up. Also inspect the payment check to see 
       if it is in US Dollars. Sometimes abbreviated on payment checks 
       as USD. Also look at back of check for more clues. Finally, you 
       can call the federal reserve bank (we have one in Seattle) and 
       they will look up the code on the check to reveal the bank. 
       There are still more ways of doing this, but this may get you 
       started....  

       From PAUL SCANLON. 
       
       Thanks for the help. Although I've been to both the bank and 
       post office twice already! Neither bank nor post office offered 
       any aid, whatever, as to the source of this darn thing! NO, it's 
       not from PR, I've gotten orders from there, and this is NOT one. 
       My best hunch seems to be either Germany or Holland. The check 
       does NOT appear to be written for US currency, so, guess, my 
       best bet, is to toss it! Thanks any way...Paul 

       From JIM HOOD: 

       If you suspect from Germany or Holland you could send fax of the 
       check to consular office of either country in Los Angeles. 
       Checks from Germany are in Deutsch Marks sometimes abbreviated 
       as DM on the check. The DM imprint will probably be very close 
       to the denomination. Like 45.00 DM, for example. Here's another 
       idea, very simple. Take the envelope, check, forms etc to local 
       library and ask to speak to the HEAD librarian who can probably 
       pull the bits and pieces together and give you a very good 
       guess. I still say your BANK is fiddling around. Ask your bank 
       if they have an INTERNATIONAL division at their head office and 
       then phone them or send them xerox of check. Your bank is best 
       and cheapest source, and they HAVE the answer even though 
       bankers are simply lazy. Try 1) head librarian 2) international  
       division of your bank 3) Send me GOOD QUALITY xerox of front and 
       back of check plus (illegible) address and I will decipher it 
       for you in one day. 

       From: PAUL SCANLON 

       You HIT it! It is German, has Currency field of 30.00 DM as 
       title at top of field! As German Currency this was translated on 
       my request (since they didn't know), to american dollars, from 
       German, and came in at around $20! Well, now to check on how 
       much it will be to send the letter! Thanks, I knew, you knew 
       what I had! <W>...Paul 
       
       From JIM HOOD: 

       If the currency is drawn on American bank (typically a foreign 
       customer or bank might also have a domestic account in New York) 
       your bank can look at and simply COUNT the digits in the micro 
       code at bottom of check and tell that it is drawn on AMERICAN 
       bank! However, if a payment is in DM or Deutsch Marks (again the 
       micro code at bottom of the check will suggest that it is a 
       foreign bank and the DM imprint further supports the logic), ask  
       your bank to "send it out on collection" which means they ship 
       it out and it gradually makes its way to Germany (about 
       three/four weeks) and then is eventually electronically credited 
       to your bank. Also ask if your bank "does the collection" or if 
       "a correspondent bank" (big bank with whom they do business 
       since they might be too dinky to do their own German bank 
       collection process) does the collection. Next step is to ship 
       the customer the shareware. Best idea is to hand copy the 
       address onto a larger disk mailer in your best writing and then 
       ALSO tape a xerox of the scrawled address below it. Once it gets 
       to Germany the post office workers there can look at both your 
       best attempt and the ACTUAL CUSTOMER handwriting on the xerox 
       and get it delivered. It seems odd, but this way you have TWO 
       delivery addresses on the face of the envelope and if it does 
       not get through, you did your best. Send software by airmail. 
       Include a green customs declaration sticker. Here's what one 
       clever shareware author in Canada recommended you put on customs 
       declaration which you get from your post office. Probably a 
       "gray" area of the law as to whether you are shipping evaluation 
       copy or retail copy of software, so follow this logic and decide 
       for yourself: on the small green customs declaration sticker 
       which attaches to the disk mailer, write under description 
       "software disk." For value at the bottom enter "0." Finally 
       check the second little checkbox which refers to a "sample of 
       merchandise." This will save your customer some duty and speed 
       up delivery! Ship airmail. Don't bother insuring it. Be sure to 
       put GERMANY clearly at bottom of mailer. By the way, I have a 
       German foreign exchange student visiting us at the house for 
       next two weeks. Small world of coincidence isn't it? In closing, 
       tell your lazy bank to do some work for you. This is all pretty 
       routine stuff and they could have helped you simply by looking 
       at the check and saying "Oh, DM, that's deutschmarks from 
       Germany." Look closely, though, just in case customer maybe sent 
       it in USD (US dollars). In either event have your bank send it 
       out "on collection". Urgent: keep the bank deposit receipt on 
       your desk, write name of clerk who accepted your deposit of the 
       German check (or better, get a bank OFFICER to accept the 
       deposit) and then call bank once a week (after three weeks have 
       passed) and ask "has it cleared and for how much." If you just 
       passively sit there your bank may fiddle around with it (knowing 
       bank efficiencies) so calling after a few weeks go by is SMART. 
       However one fine day a "mysterious" deposit credit will show up 
       on one of your bank statements which means the foreign check 
       finally "cleared" and your account has REAL US dollars at last! 

       
        

       Please note that older material from previous SMS newsletters, 
       containing HIGHLY valuable marketing information, has been moved 
       to the SMS archives disks which is available from SMS. Consult 
       the GOODIES section of SMS for information on ordering this
       archived material if you do not have previous editions of SMS.
      
       
     
       

