1993-1996 TSI: AdDept-Burdines Interface

The proverbial brass ring? Continue reading

Even before I became a professional software developer, my friends and acquaintances often approached me with their ideas for computer programs. It started in the Army with Doc Malloy’s idea for a tennis game, continued through graduate school, and was nearly ever-present in my business life. It seemed peculiar to me that so many people seemed to imagine that I had a skill that they lacked but no idea how best to employ it.

I have a great idea for a software project!

In point of fact, the limiting factor in software development was almost always money. A new software system required a substantial investment to cover development and testing costs, as well as marketing expenses. Very seldom did the people who propose these project give any thought to helping to finance them. At least they never volunteered information about having a secret source of funds. They evidently thought that they should share in the imaginary profits because they provided the original idea. I sometimes told them, “ideas are a dime a dozen. Implementation is everything, and marketing brings it home.”

I had plenty of ideas of my own. A few of them, such as the idea of running several simultaneous “threads” for the cost accounting programs generated a bit of revenue for TSI. One of my ideas, the use of a butterfly-shaped website for insertion orders and emails for notifications, resulted in a very profitable product for TSI, AxN. The genesis of its design and the marketing concept that turned it into a financial winner is described here.

TSI’s clients also had a large number of ideas for programming, but they seldom expected us to work pro bono. I spent many hours researching and writing quotes for changes to our systems requested by our clients. I doubt that a month went by in which I failed to produce produce ten or twenty of them. I considered my most important responsibility at TSI to be providing a clear description of each requested project and assigning an appropriate cost figure.

Gilbert’s LinkedIn Photo.

Very seldom did someone approach me with a project that included funding. I can think of three times in forty years. Only one of these concerned software that we had already designed and coded. The person making the proposal was Gilbert Lorenzo1, who was one of the top bosses in the advertising department at Burdines, the Florida division of Federated Department Stores.

Gilbert telephoned TSI’s office in the early nineties. He had received one of our first mailings about AdDept, our administrative system for large retail advertising departments. He said that he would be in New England to meet with some people at Camex2, the company based in Boston that marketed a system for digitally producing page layouts for newspapers and large advertisers. He requested us to show him a demonstration of the AdDept system.

Most of this huge structure served IBM’s business partners.

We reserved some time in a demonstration room at the elegant IBM office in Waltham, MA. We had a relationship with this office, but we had never done an AdDept demo there before. I arrived there as early as I could to get the system set up for my presentation. It was a very nice facility that always impressed potential clients.

The AdDept system in those days was fundamentally sound, but many “bells and whistles” were added on in the subsequent decade. In almost every case they were suggested by and paid for by one AdDept client or another.

The most impressive thing about the demos in the early years was the speed with which the programs moved from one screen to the next. Once the tables were set up, a user could define all aspects of a new ad to run in dozens of papers in just a minute or so. This always generated the biggest “Wow!”

In our discussion after the meeting Gilbert said that he liked what he saw. He might have even said that he wanted to buy the system. However, I did not hear from him again for several years. This was consistent with what always seemed to happen with Federated’s divisions, a phenomenon that is explored in more detail here.


Meanwhile Burdines was—unbeknownst to me—experiencing explosive growth. In 1991 alone the number of stores increased from twenty-seven to fifty-eight through the assimilation of two Federated divisions— the Maas Brothers and Jordan Marsh stores in Florida. More stores were added throughout the rest of the nineties. By the end of the decade Burdines dominated the department store market throughout the entire state.

The purpose of Gilbert’s second contact with TSI was to invite me to Huntsville, AL, the home of a software company with which he was working at the time. I don’t remember the name of the company. I do recall that two of the team assigned to this project formerly worked as software developers at Camex before DuPont purchased the company and changed its focus. One of them was Mike Rafferty3, whom I had met at Camex’s headquarters when our common customers had requested that an interface should be constructed between the two systems, a project that was described here.

The software company in Huntsville had a very impressive headquarters. As I understood it, the company’s primary customers were NASA and companies that worked with NASA. That was de rigueur in Huntsville.

Gilbert explained that he was working with Mike and the others to develop a comprehensive software system for the advertising department at Burdines, and he hoped and expected that the other Federated divisions would also use it. He wanted TSI (or at least me) to participate in the project, and he insisted that he had the funding for it.

Mike described their approach to the project. They intended to use a home-grown database that resided on a server, but most of the programs would reside on the individual “clients”—PC’s or Macs. When I told him that TSI’s programs were written in BASIC, he suggested that we consider converting them to use Microsoft’s Visual Basic.

Most of the discussion concerned the scope of the project. They were interested in integrating something like AdDept into the unitary structure that they envisioned. No one addressed how TSI would be integrated into the development process. Maybe they expected me to fill in some of the details or to volunteer to research how difficult it would be. Maybe they knew that we seldom backed down from a project just because it was difficult.

The atmosphere was cordial and positive. I remember that we all went out to lunch together, and I ordered a Monte Cristo sandwich. Nevertheless, this meeting made me very uncomfortable. On the one hand, the prospect of installing a version of the AdDept system into all the remaining Federated divisions was way beyond tantalizing. It would be a dream come true. What they suggested would undoubtedly a big job, but TSI had a talented group of programmers who were quite familiar with both the subject matter, and the way that I liked to approach big challenges.

On the other hand, from my perspective the way that this project was described was adorned with “red flags”.

  • I had already researched the possibility of using Visual Basic. It might have been possible to convert some of the programs, but there were no tools designed to help. It would certainly have taken TSI several years to produce a workable system. We would be discarding all of the tools that we used in favor or ones that we had never used and, to my knowledge, had never been used by anyone in a data-intensive situation. TSI’s programmers would certainly need a lot of training. We would probably need to hire skilled employees or at least consultants to achieve any degree of efficiency.
  • Their whole architecture was different from what we used. In the AdDept system the data and all the programs resided on the AS/400 server. The “client-server” approach that they proposed located the data on a server, but the program were all distributed to the PC and Mac clients. To me this sounded like an administrative nightmare. All changes—including emergency fixes—must be installed on all of the clients.
  • I considered the AS/400 integral to AdDept’s success, and so did our customers. The operating system code was built on the database rather than the other way around. That meant that the system itself could never be used for programs with the the huge requirements for memory, disk, and processing speed that design and creation of advertising layouts required. The AS/400 was definitely not designed for that. However, it was ideal for administrative systems like AdDept. It competently handled so many problems with which all-purpose operating systems constantly struggled.
  • I trusted IBM and the AS/400’s database. I knew how to get the latter to function efficiently, and IBM’s support was unmatched in the industry. The idea of converting to a home-grown database seemed just preposterous.
  • By the time of the meeting in Huntsville TSI had finally turned the corner. The AdDept product had a solid client base and a good number of prospects outside of Federated. How could we continue to pursue AdDept development for those companies—which was relatively certain to generate revenue and good will—while devoting a great deal of time and attention to the massive Federated project? It did not seem possible to me.
  • Gilbert had said that he had funding, but he never provided any details about who, how, or how much.

Something about the project sounded fishy to me. They were interested in my participation, but they never specified how. Did they want to buy TSI? No one mentioned anything like that. Did they want to hire some or all of us? Did they just want me to consult with them as to the system design? Or was there something else?

At the end of the meeting, Mike asked me what format TSI preferred for exchange of information. Both of the programmers were very surprised when I told them that our offices were connected to all of the clients’ AS/400s via phone lines. We used the AS/400’s built-in messaging and word processing. No one had ever asked us to communicate outside of that.4 I told them that TSI’s employees had PC’s, and the company had a few modems, but we mostly used the PC’s as terminals to the AS/400.

The group did not come to any agreement about how the project was to proceed. I had an impression that they thought that I (who was well into my fifth decade on the planet) was a fossil. I, on the other hand, thought that they, who had dealt almost exclusively with production of ads for newspapers, dramatically underestimated the difficulty of designing a single multi-user database that was capable of handling all aspects of scheduling and managing the financial aspects of all media. The planning and cost accounting modules were even more challenging.

After the meeting I had a little bit of private time with one of the principals of the software company. He asked me what I thought about the project. I told him that it was interesting, but I did not see the ROI (return on investment) for combining the two systems. I remember his exact words. “ROI. Oh, yeah, where’s the ROI?”


I did not hear from any of them again, and I did not press for inclusion in their project. In all honesty I had too many other things demanding my attention. After a year or two I sometimes wondered whether Gilbert had abandoned the project or had gone ahead with it. The answer, it turned out, was somewhere in between. I spent no time searching for information about the project, but little hints turned up occasionally.

Our liaison at Lord & Taylor, Tom Caputo, described to me his experience interviewing for a job in the advertising department at Bloomingdale’s, a Federated division in New York City. He asked the people there about their computer system. They showed him boxes that contained the software for the FedAd system, which Federated had sent them and told them to use. The people at Bloomies had never unsealed the boxes.

When I installed the AdDept system at Macy’s South5 in December of 2005, TSI’s liaison there was Amy Diehl. Her official title was “FedAd Coordinator.” By then I knew that FedAd was the culmination of the project begun by Gilbert Lorenzo more than a decade earlier.

I soon learned that the advertising department at Macy’s South was not actually using the FedAd system at all because the programmers had admitted that it could not handle the department’s planning process. Instead they had been using parts of a previous version called Assets for a few tasks. I was astounded to learn that the Assets system used a Microsoft Access database. They had sent a boy to do a man’s job! Federated Systems Group no longer supported it.

Later we heard that Macy’s East was using the FedAd system, which by then had been given a different name. At the time its advertising department was still using the Loan Room system that TSI had written and implemented for them in the early nineties. That meant that for years the details of every ad were being entered into at least two separate systems.

I even quoted a bizarre request from Macy’s systems people to write an interface between their system and AxN. I provided them with a quote, but nothing came of it.

In all of that time—more than two decades—I never heard anyone say anything good about FedAd. As far as I know it generated a great deal of expense and not a penny of revenue for the company. I only knew of one department that used it. TSI, in contrast, sold and installed thirty-five AdDept systems, each of which was customized to the needs of the individual departments.


On the other hand, I might have been able to carve out a career as the guru for Macy’s concerning administrative software for advertising. That would have certainly been something to crow about. After all, when the game was finally ended, Macy’s had all the marbles.

I doubt that they would have let me—and whatever portion of TSI was involved—participate from Enfield or East Windsor, and I doubt that they would have let us continue to perform or oversee work for their competitors. They might have allowed me to program for the AS/400—I saw several of them at the FSG data center in the Atlanta area. However, it was more likely the Gilbert would have required everyone in the process to use the same database. He seemed to be calling all the shots.

So, I probably would have had to sell my soul to Macy’s. I might have made a lot of money, but I think that I would have been miserable. Almost everyone in my acquaintance who had worked for one of our clients and then worked for Macy’s or a Federated division quit in the first few years and was openly bitter about the experience.

Finally, I must add that I suspect that there was a good possibility that the invitation to Huntsville was just a ruse to get me to expose the totality of the AdDept system to people who might be able to replicate it.


Epilogue: While researching the blog entry for TSI’s relationship with Federated Department Stores (posted here), I discovered that Val Walser’s LinkedIn page prominently features how she “directed development of a sophisticated, integrated software product” in the division run from Seattle. It must be referring to the system that Gilbert and Mike envisioned so many years earlier. I never heard anyone mention any other such system.


1. For some reason Gilbert Lorenzo has two LinkedIn pages. They are available here and here.

2. The Camex system was used by both of the first two AdDept users, Macy’s East, and the P.A. Bergner Co.

3. Mike Rafferty’s LinkedIn page is here. It did not provide much information about him when I discovered it in 2022.

4. Keep in mind that the Internet was in its infancy. At that time Microsoft had not yet completed its domination of the word processing and spreadsheet markets. Technical people used “message boards”, not email, for communication. AOL did not hit the web until 1997.

5. The installation at Macy’s South is described in detail here.

1988-2008 TSI: AdDept: Amtrak Adventures

All aboard! Continue reading

Over the course of my years at TSI I probably took Amtrak trains to and from New York City over one hundred times. The easiest way to get from Enfield to New York was by Amtrak. It was not the cheapest, but it was the most comfortable. I actually got a fair amount of work done on Amtrak trains.

During this period there was no Amtrak stop in Enfield. The closest ones were in Springfield, MA, and Windsor Locks, CT. Both places offered free parking. The Springfield station was a slightly longer drive, but it boasted an actual station with modern conveniences such as toilets and heat. Also, there was a ticket counter where one could buy a round-trip ticket. If I boarded in Windsor Locks, I had to stand in line in Penn Station to buy a ticket for the return trip. Nevertheless, because of the thirty additional minutes that I needed to spend on the train if I left from and returned to Springfield, I almost always chose Windsor Locks.

The Windsor Locks train platform was (and still is) almost certainly the least glamorous of all Amtrak stops in the entire nation. At one time there was a train station in Enfield, and an unused station in Windsor Locks still existed in 2020. You can read about the town’s plans for the site here.

My sample case.

Clothing and equipment: In the 1990’s all the males who worked at department stores in New York City wore suits or sport coats with white shirts and ties. I complied with these norms. By the time of my last few trips I may have downgraded to “business casual”.

As soon as IBM finally marketed a true laptop, I bought one. I kept it and all my other materials in a large leather sample case that was extremely durable. It was later supplanted by a large briefcase that Sue bought me.

In 1995 I bought a Thinkpad 701C, the one with a “butterfly keyboard”. You always had to fight the temptation to pick it up by the edges of the keyboard, but I loved it because it was easy to use on a train or airplane. However, I hated the tiny red ball that everyone was expected to use to place the cursor. I always brought a mouse with me. My last laptop was, I think, a Dell. I used it both on the road and as my workstation in the office, where I mounted it into a “docking station” for all of its cabling. It had a big screen, large enough to keep two windows open side-by-side. It had also a “bay” for a second battery or a CD drive. It also was very heavy.

After I bought my Bose headphones, I also brought them, my opera albums, and a CD player with me. Having them on these trips was not as important as it was for dealing with airports, but after some training sessions or vituperative meetings I needed a little Mozart.

Wi-fi was introduced near the end of my train-riding years. I tried to use it, but it was unreliable.

An interesting view of the Windsor Locks platform. Whoever took this photo was rather brave. The grating in the foreground is on a rather short and steep slope that leads directly to the Connecticut River.

The platform: Absolutely no one liked the train stop in Windsor Locks. Its only redeeming features were that the property was evidently not valuable for anything else, and its parking lot doubled as a small park-and-ride area.

The stop had two facilities. One was very important—a pay telephone. On cold winter nights only a few people disembarked at this stop. In the days before cell phones that telephone could serve as a lifeline for for those expecting to be met there and for people whose cars would not start or were absent without leave. I always made sure that I had change, but I never had to use the phone. I suspect that this one will be the last pay telephone in America if it is not already.

The other facility, the shelter, was essentially useless. It only had room for about three people, and it provided little protection for them. Furthermore, the seasoned travelers never stood on the platform in inclement weather. They stayed in their cars until the train’s light was visible under the bridge at the top of the photo. The engineers knew this, and stopped here even if no one was visible on the platform.

No masks in my era.

For some reason the platform in Windsor Locks was built lower than most. Only one door on the train was ever opened for this stop. One of the conductors had to lower the stairs so that people could enter. He/she (it was almost always a he) would then announce, “Amtrak to New Haven and Penn Station” and then assist people who had luggage or might find the climbing difficult.

After everyone was aboard, the conductors collected tickets. Because there was nowhere to buy tickets in Windsor Locks, most of us who boarded there did not have one. The conductor had to sell each of us a one-way fare. In theory they took credit cards, but often the little machine for processing them on the train did not work. In that case the conductor would need to go inside at one of the subsequent stations so that an agent there could effect the transaction. This was annoying to the conductors and to the passengers who could not understand the delay. I usually paid cash, and I tried to have exact change.

Maybe three at Christmas time.

There were usually only two cars on the train that went from New Haven to Springfield. The conductor would announce which door was opening for Windsor Locks as we pulled away from the Windsor station. We all gather up our stuff and moved toward the designated door. Sometimes I was the only person exiting.

As the train slowed down, the conductor opened the door and let down the stairs. He/she helped everyone on the last step.

On one memorable occasion there was a hitch. It was bitterly cold that night, and the door was frozen shut. We were all required to exit on the other side. At any other stop this would have been a minor inconvenience. However, the east side of the tracks in Windsor Locks was covered with gravel, and that gravel was covered with ice that night. It was also on a steep slope toward the frigid Connecticut River, which was only a few yards away. To make matters worse, it was pitch dark on that side. We all descended onto the gravel,. The conductor went aboard, drew up the steps, and closed the door. After the train had departed, we all managed to clamber up over the tracks to the parking lot.

No harm; no foul, I guess.

The conductors: The conductors on Amtrak seemed to me to be both professional and competent. I made a genuine effort to avoid making their life more difficult. On one occasion I did get into an argument1 with one of them, but his partner resolved the situation in a friendly and reasonable manner.

The seating: The seats were all reasonably comfortable, and there was always room aplenty in the overhead racks. I always tried to sit on the starboard side of the car on the way to the city and on the port side on the return trip. The sun was thereby always on the opposite side, and there was much less glare on my computer screen.

Four seats in every car had electrical outlets. Since Windsor Locks was the morning train’s first stop, it was usually rather easy to grab one of those seats for the first leg. It was much more difficult in the evening and if we had to change trains in New Haven. However, the cars all had the same layout, and I knew which seats had them. As soon as one became available, I would grab my ticket from the luggage rack and moved there.

The stop in New Haven: After we arrived in New Haven in the morning, we usually had to await the arrival of a train from Boston. It would usually park across the platform from our train, and our passengers were ordered to move to the other train. This was necessary because the engines on the Hew Haven-Springfield line were diesel powered. The tracks along the shore used electricity.

In the evening as we approached New Haven the conductors would move those of us going on towards Springfield (as opposed to Boston) to the last two cars, which would then be decoupled from the remainder of the train. The train to Boston would then leave, and a diesel engine would be brought in to transport us the rest of the way. This process took about twenty minutes, during which the train had no heat or light.

The passengers: When I first started to ride to Macy’s a group of eight or ten buyers from Casual Corner, which then had headquarters on South Road in Enfield, rode to New York on the first train every Tuesday. Most of them got on with me at Windsor Locks. Others boarded in Windsor or Hartford. Most people on that train said nary a word. These people, who were mostly women, were very talkative.

For some reason their bosses evidently put a stop to this practice while I was still going to Macy’s on a regular basis. The trips were less lively after that.

For many years a man who was about my age commuted from Windsor to the city. I never talked with him, but whenever I rode Amtrak in the morning I saw him get on at the station in Windsor every day. He often was also on the same train that I took home in the evening. I wondered to myself how he could bear that schedule. In his place I would have been very tempted to move closer to my place of work. If he could cut his commute down to an hour, it would free up twenty hours per week!

This is similar to what Amtrak had in the nineties, but there was always a line.

Train food: No food or drink was available between Springfield and New Haven. There was almost always a “café car” between New Haven and Penn Station. It contained four tables, two at either end. They were usually occupied by conductors or no one.

In the middle of the car was a small bar or, if you like, counter. There was always a line at the bar. For sale were coffee, soft drinks, snacks, beer, hot dogs, pastries in the morning, and a few other things. I would usually buy a cup of coffee and a muffin or a pastry in the morning. The coffee always tasted very bad, but it was hot, wet, and full of caffeine.

In the evening I always tried to buy food before I boarded. A deli and a Roy Rogers with tolerable fried chicken were right across the street from Penn Station. I also found the mini-pizzas at the Pizza Hut inside Penn Station to be edible. If I was unable to get any food before boarding, I might by some chips and hope that leftovers were available at home. After a rough trip I might buy a beer if the person at the counter guaranteed it was cold.

Tracks: There is only one set of tracks on the New Haven-Springfield line. There were so few trains that this was almost never a problem. Once, however, we encountered another train. We didn’t collide, but it took about thirty minutes to resolve the conflict and back up one of the trains to a side-track.

The track from New Haven to the city was owned by Metro North. The track around Bridgeport was banked so steeply that the engineer had to slow down to about ten miles per hour to keep the train on the track. This was still not fixed by the last time that I rode.

The bigger problem was that the Metro North trains had right of way. In the morning the Amtrak train usually had to pull over to a side-track to allow a Metro North express train zoom past. One or two of these could easily cause me to be late for an appointment, and there were no cell phones.

Joe D.

Celebritiess: The closest that I came to seeing a celebrity on Amtrak was when I was in the same car as Joe D’Ambrosio, the voice of the UConn Huskies. I first became familiar with him in the seventies when he was on WPOP. I knew his face from TV, but I would have recognized his voice anywhere. He told sports stories to his travel companions all the way to New York.

T.C. Boyle.

I didn’t talk to Joe. All right; I didn’t really talk to anyone. It is difficult for me to recall a single conversation that went beyond “Is that seat taken?” I do recall that on one return trip from New York someone who was probably two decades younger than I was asked me about The Tortilla Curtain a novel by T. Coraghesson Boyle, that I was reading. I told him that the first half was so-so, but it seemed to be improving. Actually, I did not end up liking it very much.

Penn Station: If I did not already have one, my first responsibility upon entering the station in the evening was to buy a one-way ticket to Windsor Locks. There was no way to jump the line.

No, no, no. Check the ARRIVALS board first.

The next step was to check the Arrivals board in the gate area to determine the number of the train and its status. The worst possible news was to see the word DELAYED. That meant that the train was still a long way from New York City or there were known problems on the track.

If I had enough time, and I had not already purchased food for supper, I stopped in at one of the fast food places in the station—usually Pizza Hut, Nathan’s, or an establishment that sold sandwiches. I also always bought a large Diet Coke. The fountain drinks were a much better deal than anything on the train. I would then usually find a relatively secluded seat in the waiting area and read and/or eat.

I sometimes visited the stores that sold books and magazines. I was surprised to find copies of Oggi and Panorama. In my trips after 2002 I always carried my Italian dictionary with me. I purchased a few issues of these magazines and did my best to translate the articles in them. Fortunately there was always an abundance of photos.

The northbound trains in the evening were often late. Some started the day in Florida. I frequently had to kill time in the station, which sometimes led to situations that annoyed me then but amuse me now. I found the following account in my notes for a trip to Lord and Taylor in November of 2007:

Penn station encounters: As I was waiting for my train and holding a Roy Rogers bag, a woman asked me for a piece of chicken. A little later a guy asked me for a cigarette, then two dollars, then one dollar, then a quarter. On Tuesday morning a guy tried to sell me a tourist guide to New York, which he said cost $11, for $10. I was wearing a dress shirt, tie, sweater vest, and dress overcoat and was consulting my laptop at the time. Evidently the guy’s tourist radar was on the blink. He asked me where I was going. I said, “work,” which was the only word other than “no” in any of these conversations.

One evening I heard over the loudspeaker a request for someone who spoke Italian to come to the information desk. I considered volunteering my very questionable services, but then it occurred to me that this was the Big Apple, not Dubuque. There must be at least a dozen people here who could really speak Italian. Besides, my hand gestures were not advanced enough for conversing with a real Italian.

One of my favorite things about Penn Station was the man who made the announcements over the loudspeaker, Danny Simmons2. He had an unmatched style. I can still here in my mind his incantation ringing in my ears: “… with station stops of Wallingford, Meriden, Berlin, Hartford, Windsor, Windsor Locks, and Springfield is now boarding on track …” You can listen to some of his calls here.

Someone should certainly have told him that in Connecticut the city “Berlin” is accented on the first syllable.

Train tips: The goal for the return trip was to snag the best seat possible.The priorities were:

  1. On the port side;
  2. Window;
  3. Both seats unoccupied;
  4. With electricity;
  5. Near the café car.

I almost always succeeded at finding a seat that met the first three criteria. I strove to be one of the first ten or so people in line at the departure gate, which was identified by a number and E or W. This was relatively easy. I always monitored the ARRIVALS board. Most people were assembled under the DEPARTURES board. They seemed unaware of two rather obvious facts about through trains: 1) They must have arrived before they could depart. 2) They always departed on the track on which they arrived.

So, if the ARRIVALS board listed the gate as 7, I went and stood by the escalator down to 7E. This pretty much assured me a good position in line no matter how many people eventually congregated there.

It was equally important to find the right car. The trains always went from west to east. I always walked toward the rear of the train until I found a car that met most of my criteria. I then entered and selected the seat by the port-side window. If the aisle seat was unoccupied, I placed my sample case or briefcase on it, opened it up, took out a book or a folder, and lay it beside the case.

I then pulled down both tray tables. If I had food with me, I lay it on the tray table in front of me and took a bite out of something. I inserted the straw into my large Diet Coke, and placed my drink on the tray table for the aisle seat. My objective for all of this was to make the aisle seat seem as undesirable as possible. It would have worked even better if I sat in the aisle seat and put my stuff in the window seat, but I found that that was not really necessary. I almost always was left to myself.

There was no reason to worry about people entering at subsequent stops. On the eastbound evening trains at each stop after Penn Station far more people exited the train than boarded it.

If I wanted to purchase something from the café car, it was necessary to do it before the train reached Bridgeport. The café car closed down well before the stop in New Haven, and there was always a line. In fact, it was usually a good idea to make any purchases before the first stop in New Rochelle. The selection in the café car got worse fairly rapidly.

Distressing events: Uneventful train rides were delightful. Any disruption of the routine was, at best, annoying.

One day the line behind me at the gate was unusually long, and the people in it were mostly college-aged. It was a Friday. Perhaps it was spring break, or the end of a term. In any case, every seat on the train was filled, even the aisle seat next to mine. Furthermore, a dozen or more people sat on the floor in my car. I presume that the situation was similar in all the other cars.

This could not have been legal, could it? It was the only time that I saw this happen. Evidently Amtrak had no way of determining that more tickets had been sold than there were seats.

I can only imagine what the café car was like. I did not dare to abandon my seat just to buy a can of Diet Coke for $2.

A more distressing event occurred on one of my last trips in 2006. I was returning from Macy’s, and I evidently left my Cascio point-and-shoot camera3 on the train. It must have fallen on the floor at some point. I had used that camera on the glorious Village Italy tour that we took in 2005. It is documented here.

In my notes from trips to Lord and Taylor in 2007 and 2008 I twice reported that I had almost lost the small Canon camera that I had purchased as a replacement for the Cascio.

The nightmarish return trip: On many of the trips home I arrived late, sometimes very late. One of them, an extremely hot evening in the summer, I will never forget.

The Hell Gate Bridge.

The Hell Gate bridge, which connected the Astoria section of Queens with Randalls and Wards Islands, was only used by freight trains and the “Northeast Corridor” Amtrak trains on which I rode. One summer evening the bridge had reportedly caught on fire (!) and was unusable, at least for the nonce.

So, on the DEPARTURE board appeared the dreaded phrase: SEE AGENT. The good people at Amtrak addressed our group, which by then included everyone who had already been on the train. They divided us up into groups that were determined by our destinations. I was in the group that included all of the stops north of New Haven.

A/C would have been extra.

Amtrak, we were informed, had chartered tourist-type buses in Europe) to transport us to our destinations. After about a two-hour delay in which all these arrangements were made, our group was herded onto our bus. The first thing that we noticed was that it did not have air conditioning. The second was that our bus was very crowded. A foul mood prevailed.

The usual route.

Our bus driver cheerfully announced that he had information that the usual route north through Manhattan was experiencing heavy traffic. He had exercised his initiative to plot a route through the Lincoln Tunnel to I-95 in New Jersey. We would then cruise across the George Washington Bridge toward Connecticut.

Our driver’s route.

This news elicited some smiles and giggles of schadenfreude among the passengers. We would get home very late, but we would avoid that horrible Manhattan traffic that would probably drive the other passengers crazy.

And we did indeed drive through the tunnel at a reasonable pace. Similarly, our passage through the Garden State proceeded at a good clip. We could not actually see the poor saps on the other buses inching their way north on the other side of the Hudson, but we could easily imagine their frustrating situation.

However, our collective optimism crashed when we encountered traffic on our own highway just before we reached the George Washington Bridge. In fact, we were not moving at all. Our driver announced that there had been an oil spill on the highway on the New York side of the bridge. It took us more than an hour to cross the bridge. Everyone—including myself–was suffering from the heat. It was surely over 100° inside our conveyance.

After the bus finally crossed the bridge we were required to exit the highway in the northern part of Manhattan. It was dark by then as the bus driver piloted us through hostile-looking side streets of the worst parts of Gotham. I don’t know what the other passengers were thinking about, but I could not keep the first few chapters of Bonfire of the Vanities out of my mind.

Five stops.
No stops.

At long last we got back onto the interstate. Imagine our relief to see the “Welcome to Connecticut” sign. We passed by our usual stops at New Rochelle, Stamford, and Bridgeport stations and turned north onto I-91. I was familiar with the drive from there to Windsor Locks. it could easily be completed in an hour.

We might have made it that quickly, too, but we had to exit the highway to stop at each of the five Amtrak stations—Wallingford, Meriden, Berlin, Hartford, and Windsor. All of these stations were conveniently located near the railroad tracks. None, however, was easily accessible from I-91 especially by an oversized vehicle like our bus. Of course we also had to wait for the passengers to get all of their gear together. Of course, they had to wait for the bus to stop. Then the exiting passengers had to fight their way up the narrow aisle to the door and climb down.

I did not leave that wretched bus until 3AM, and I still had to make the bleary-eyed drive to Enfield. Of course, the people who went all the way to Springfield had it even worse. I thought with glee of one of them discovering that someone might have broken into his—no, make it her—car while we were on this forlorn journey from hell.


1. The story about the run-in that I had with an Amtrak conductor concerning my book of discounted train tickets has been recounted here.

2. Danny Simmons retired in 1994.

3. I replaced the Cascio with a Canon that was much easier to use. When I upgraded for our Africa trip, I gave the Canon point-and-shoot to Sue, but I don’s think that she ever used it.

1986-2005 TSI: Marketing Employees

TSI’s salesmen. Continue reading

By the mid-eighties Sue and I really needed help with marketing. We had some good products to sell, and our service was fantastic. However, our salesmanship was poor. I could often persuade people that I could develop a solution to a difficult problem, but I was not very good at persuading them that TSI’s product and approach were better than those of our competitors.

The first person whom we engaged to represent us was Joe Danko, who lived on Cape Cod. At first the relationship was on a commission-only basis. Later we considered hiring him as our salesman, but we decided against it. The details are described here. Joe was never actually an employee, and we never paid him for his services. I don’t know how much effort, if any, he put in on our behalf.


Trust me; Paul was nothing like this guy.

We hired some consultants to help us. They, in turn, hired a graduate student named Paul Schrenker, to sit in Sue’s office in Rockville when she was on the road. We provided a list of presidents of ad agencies and their phone numbers. In only a few cases was it a direct line, but, even so, quite a few people agreed to talk with him. Ad agency executives were all about relationships. Whether Paul was a potential client or a potential vendor did not matter that much; many agency heads were always on the lookout for connections. So, a surprising number of advertising executives accepted a cold call from a graduate student who knew a lot about biology but very little about any aspect of the business world.

The Patriots debacle was not O&P’s finest hour.

One of the ad agencies, O’Neal & Prelle in Hartford, agreed to an appointment, and we eventually closed the sale. Paul did not participate in closing the sale, but he did make the first appointment.


TSI severed its relationship with the consulting firm. We decided instead to hire a full-time salesman, and we approached it in the same way we had recruited programmers and administrative people—by placing an ad in the newspapers. I think that we interviewed a couple of people. One stood out, Michael Symolon. He seemed excited about the job, and he was quite well-spoken. He was a graduate of Central Connecticut. He had worked in marketing for five years at Triad Systems, a company that specialized in software for dentists.

What about TSI?

I think that we hired Michael at some point in 1987. His LinkedIn page, which can be found here, was no help in this determination. Although he included previous and subsequent employers, he left TSI off of his list of experiences. We paid him a pretty good salary as well as commissions.

I remember that when he first began to work at TSI Michael was gung ho about setting up a nationwide sales organization. He advised me to schedule annual trips to exciting destinations exclusively for the most productive reps of our software systems.

Michael.

This attitude shocked me a little, but he eventually revised his expectations when he discovered how complicated the GrandAd product was. Our competitors could undercut us on price on the hardware, and there was not much that we could do about it. The key to selling was almost always our willingness to customize the system for the prospective client. The idea of setting up a network of sales agents seemed unworkable to me. If I could not deal with the people personally, how could I assess what changes were necessary and feasible?

We gave Michael room to be creative in his approaches, but I was not ready to discuss how to celebrate sales generated by imaginary salesmen.

9.5 rounded up.

Terri Provost left the company shortly after Michael was hired. Michael interviewed and hired Linda Fieldhouse to take her place as administrative assistant/bookkeeper. Both of them are described here. Michael assured me that Linda was “at least a nine and a half.”

I am pretty sure that Michael and I went on a couple of ad agency sales calls together. I remember driving up to Vermont with someone—it probably was Michael. When I got out of the car I realized that I was wearing the pants for my pin-stripe suit with my blue blazer. We did not get the sale, but I don’t think that my fashion faux pas was the cause. Vermont is not known for haute couture.

I also remember that Michael accompanied me to Keiler Advertising once. Evidently he had once dated Shelly, who at that time was in charge of bookkeeping there. Michael was very embarrassed by the incident. I did not ask him for historical details.

I don’t remember him closing sales of any new GrandAd clients.

We took Amtrak from Hartford’s Union Station to NYC.

Michael also came to New York City with me for at least one very important presentation to Macy’s in 1988. He was almost a hero, as is described here.

Michael invited Sue and me to supper one evening at his house in Farmington. We got to meet his wife and kids. It was a very nice house, but I don’t remember any details.

I am sorry to report that Michael was at the center of TSI’s first great crisis, which is described here.

I ran into Michael at Bradley International one day in late 1988. He told me that he was working for a company that sold advertising software to magazines. I told him that Macy’s had finally signed the contract, that I had been working my tail off to get all the software written and installed, and that TSI would send him his commission check as soon as we got the final check from Macy’s. There did not seem to be any hard feelings.


For a couple of years TSI muddled along without a salesman and with very little effort at marketing. Those were very difficult years in a number of ways. By the spring of 1991 the AdDept system had two pretty substantial accounts, and we felt that it was time to start marketing it seriously nationwide.

Meanwhile, our ad agency clients seemed perfectly content with their current hardware and showed no interest in converting to the AS/400, the system that IBM had introduced in 1988. It is described here.

We hired a young man named Tom Moran to help with marketing. He was a very nice guy, but he knew next to nothing about computers, advertising, retail, or, for that matter, marketing. He was definitely eager to learn, and he was willing to follow up on leads, which was the most important thing. Plus, both Sue and I liked him.

I remember going on two trips with Tom. The first was for a meeting with Hecht’s in Arlington, VA. Sue, Tom, and I drove down to the Washington area. A Motel 6 on the Maryland side of DC kept the light on for us, and I am happy to report that no murders were committed (or at least none reported) there that night. It was the first and last time that I stayed at a Motel 6.

The three of us met with Barbara Shane Jackson, who was in charge of Hecht’s patchwork PC system and her boss, the advertising director, whose name I don’t remember. Tom did not contribute much, but it was a good meeting on the whole. In the end we got the Hecht’s account.

The RAC was held at the Hilton in downtown Chicago.

Tom and I also attended RAC, the Retail Advertising Conference, in Chicago. It was a huge pain to get everything prepared for our booth there. We had to rent an AS/400 from IBM and to hire union employees to set everything up. Nevertheless, we did manage to get our demo computer system working by the time that the attendees came to visit the vendor area.

Some vendors who were familiar to us were there. Camex, the company from Boston that specialized in programming and selling heavy-duty Sun workstations for the production of ads, had an exhibit that was ten times as large as ours and had a dozen or more people. Tapscan, the broadcast software company. was right across the aisle from our booth. One young lady who worked there must have accidentally left her skirt at home. It appeared that over her black pantyhose and high heels, she was wearing a wash cloth that she purloined from her hotel room.

Most of the conventioneers were drunk or at least tipsy by the time that they reached our area. We made one contact with the ad director of Hess’s, a department store chain with headquarters in Pennsylvania. Tom gave him a copy of our sales materials and got all of his contact information. Unfortunately, almost as soon as we had begun correspondence with him, Hess’s was acquired by another retailer, and his position was eliminated.

The convention would have been a complete fiasco except for two things. The first was that I got to introduce Tom to the indescribable pleasure of Italian beef sandwiches purchased from street vendors in the Windy City.

The other redeeming event was the appointment that I had made to do a demo at the convention for Val Walser, the Director of the Advertising Business Office at The Bon Marché, a department store chain in the northwest. The programs worked without a hitch, and she was very impressed with what the system could do. She even invited us out to Seattle for a presentation to the relevant parties at the IBM office there.

Tom accompanied me on that trip, too. Our plane landed in Seattle very late, well after midnight. We checked into our hotel, but we only managed to get a couple of hours sleep. We went to the IBM office, where I checked that all of the software was working correctly. By this time I had been chain-drinking coffee for several hours, and still I felt very sleepy. This was an important presentation, and I had to be at my best.

The demo seemed to go pretty well. Everyone was attentive. The people from the IT department were asking tough questions, which usually boded well for us. I was so tired that I could barely concentrate. As we were putting away our materials I realized that I had been drinking decaffeinated coffee all day.

Nevertheless, I convinced Val and the other important parties. We put together a hardware and software proposal, and they submitted a requisition to the IT department, which also approved it. However, the powers that be at Federated Department Stores1, the mother ship, vetoed it.

This episode taught me that TSI needed someone who could navigate his way through the bureaucratic structure to find out what the hold-up was. Tom was not ready for this kind of responsibility. In the end, we decided that we could not afford someone who just tagged along for demos. In fact, we were really in the position where we could not afford anything.

Fortunately, we were able to use the Hecht’s installation as an entrée into the May Company, which at the time had about ten divisions. Not long after that I persuaded Foley’s in Houston to install the system, too. I also convinced Neiman Marcus in Dallas to get the system.


A grainy photo of Doug in an airport.

Those sales gave TSI both a solid base of accounts and enough revenue that we again looked for a marketing person in 1993. We found what we were looking for in Doug Pease, who had actually worked in the advertising department at G. Fox, the local May Company chain.

At first I had hoped that Doug could do some of the demos, but I soon gave up on that idea. I knew exactly what the system did, what it could potentially do, and what was beyond us. The programmers were generating a lot of code every week, and so these lists were in a constant state of flux. Besides, I had a great deal of experience at public speaking, and Doug did not. I don’t think that I would ever have trusted anyone with the demos.

Doug was a real bulldog once he had a hot lead. He was extremely good at following up on everything. In his first year we closed extremely profitable sales to Lord & Taylor, Filene’s Basement, and Michaels Stores.

Susan Sikorski

In April of 1994 I received an email from a woman named Susan Sikorski, who worked at Ross Roy Communications, Inc. in Bloomfield Hills, MI. The company at the time had eight hundred employees (!) and seven satellite offices. They wanted a production billing system that would feed their Software 2000 accounting system and some internally developed applications.

A few years earlier I would have considered this opportunity a godsend. We had already written interfaces for Software 2000 accounting systems for two AdDept clients. We loved to do interfaces, and the more complicated they were the better. However, we were so busy with programming for clients that Doug had landed that this was my response:

Unfortunately, as I looked over your package, I realized that our system does not really measure up to your requirements. We would have to make very substantial modifications to meet even the minimal requirements. Since we specialize in custom programming, this would not ordinarily be a great issue to us, but at this time we would not even be able to schedule the work for many months. So, I guess that we will have to mass.

And it was almost certainly a good thing that I was forced to make that decision. In 1995 Ross Roy Communications was purchased by the mega-agency called Omnicom Group. If TSI had been chosen for the project, I strongly suspect that the plug would have been pulled on it before the system became fully operational. Susan found a new job at Volkswagen in 1996.

Meanwhile, in the next few years Doug managed to get TSI’s AdDept system into all of the remaining May Company divisions, as well as Elder-Beerman, the Bon-Ton, Stage Stores, two Tandy divisions, Gottschalks in California, and all but one of the five divisions of Proffitt’s Inc., which later became Saks Inc..

Doug and I took many sales trips together. The most memorable one was in December of 1997 to Honolulu to pitch Liberty House3, the largest retailer on the islands.

Doug using a client’s AS/400 for something.

We had a little free time while we were there. Doug and I used it to climb to the top of Diamond Head together. He was an enthusiastic mountain biker, he had been a soccer player in college, and he was quite a bit younger than I was. I was in pretty good shape from jogging. So, neither of us held up the other.

Sue accompanied us to Honolulu, and after Doug returned home, she and I had a great time on four different islands, as is described here.

The other trip that was the most memorable for me was when we flew to Fresno, CA, to pitch Gottschalks, a chain of department stores in the central valley.

In those days you could save a lot of money by flying on Saturday rather than Sunday—more than enough to pay for a day’s food and lodging and a car rental. Doug and I considered going to Yosemite on our free day, but there was a problem with the roads there. Instead we decided to drive along the coastal highway from north to south to maximize our views of the coastline.

Somebody else’s photo.

I did not have a camera, but Doug did. His was a real camera of some sort. I was not yet into photography, and I had not brought a disposable camera on the trip. Doug took lots of photos. In fact, he ran out of film. When we stopped for lunch he bought some more film.

Doug took a lot more photos on the rest of the journey, or so he thought. When we got to Fresno he discovered that he had no photos at all after lunch. I don’t remember whether he forgot to load the camera after he took out the film. Maybe he did not wind it, or there was a technical problem. That was not the worst of it. He also somehow lost the first roll of film when we stopped for lunch, and it also contained the photos of his newborn child taken before we left.

But, hey, we got the account.

I guess that Doug is unloading new equipment in Enfield.

Doug and I almost never disagreed about what the company should be doing. However, near the end of his tenure he came up with an idea that I just could not sanction. He wanted us to start a new line of business in which we contracted for large chunks of advertising space from newspapers at a discount and then resold it to small businesses at a profit. Maybe he could have sold a lot of space; maybe he couldn’t. In any case such an undertaking would leverage no TSI products or services and none of the skills that the rest of us possessed. In short, he was asking me to backstop a new source of revenue for him. I declined to do so.

Doug and I made a great team. I gathered specs and did the demos. He attended, met the players, and subsequently followed up on everything. When the prospect had signed the contract, he made sure that all the i’s were dotted and the t’s crossed and ordered the hardware if they bought from TSI or a business partner.4 By 1999 we had more work than the programmers and I could handle. I told him to stop selling new software systems until the programming backlog could be reduced to a more manageable level, which would not be for at least a year. He made the imminently reasonable decision to look for another job.


After TSI moved to East Windsor in late 1999, we hired one more AdDept salesman, Jim Lowe. His previous experience was with a company that marketed hard cider. The challenge was to get retailers to give them adequate shelf space. It was retail experience, but not exactly the kind that we had dealt with.

Jim was a smart guy, and he could have been a good salesman for us. We went on a trip together to Wherehouse Music in Torrance, CA. Wherehouse was a large chain of music stores in California. Jim and I stayed in a nearby Holiday Inn the first night. We used MapQuest to find to the Wherehouse headquarters the next morning. At the very first turn MapQuest advised us to turn right. This seemed wrong to me, and I turned left instead. We reached the building in less than ten minutes. I don’t know when we would have arrived if I had turned right.

It was a very strange meeting. Rusty Hansen, whom I knew from Robinsons-May, had told them about us. We never got to meet with him or anyone else who seemed to know what they wanted. We did get to meet the president of the company, who was wearing jeans and a tee shirt. I never did figure out what this whole episode was about. The company went out of business within a couple of years.

Jim only worked for us for a few months. He took an offer that was very similar to his old job. Before he left he helped me with a mailing that produced some good leads. I sold the last few AdDept systems to some of those retailers by myself.

Jim’s advice to me when he left was that TSI should concentrate on AxN, which is described here. I don’t think that he ever really understood that the horse must precede the cart. We needed retailers to be sending us insertion orders in order to be able to send them to newspapers.


Bob in Denise’s office.

Bob Wroblewski was, as I recall, a relative of Denise’s husband. In November of 2003 Denise came up with the idea of paying Bob to get the newspapers signed up.

I got to know Bob on a trip taken by the two of us to California to persuade Rob-May and Gottschalks to use AxN. We both misjudged how well the two demos went. The people at Gottschalks seemed excited; Rob-May was somewhat cool. However, Rob-May soon came around, and I never did persuade Stephanie at Gottschalks to use AxN.

Here is how the marketing process worked. After a retailer’s advertising department that scheduled its newspaper ads in AdDept agreed to use AxN for insertion orders, it provided us with a list of its newspapers with contact information. I wrote a letter to each paper asking them to subscribe to the service. The letter was printed on the retailer’s letterhead and was signed by the advertising director or ROP manager at the newspaper. However, it was sent by us along with a contract that I had signed. The monthly rate was approximately what the newspaper charged for one column inch in one issue. This was a negligible fraction of what the advertiser spent. Then Bob called each one and persuaded them to sign up.

I don’t know (and I don’t want to know) what Bob said to the papers, but he had a very high success rate. He also earned quite a bit for himself in commissions. At one time we had over four hundred newspapers that subscribed for the service!

Bob’s wife died while he was still working with us. I drove to Providence, which is where he lived, for the wake.


1. Federated Department Stores owned many large chains that were all very promising potential AdDept clients. The rejection of The Bon Marché’s request may have been a blessing in disguise. In January of 1990, shortly after this meeting, Federated filed for Chapter 11 bankruptcy protection. It could have been really ugly.

2. Susan Sikorski is apparently working as a consultant for Avaya in 2021. She is featured as a graduate of Wayne State on this webpage.

3. We learned later that the advertising department at Liberty House had approved the purchase of the AdDept system, but the order was never placed because in March of 1998 Liberty House filed for Chapter 11, and the funds for new systems were frozen.

4. TSI was throughout its existence a certified member of IBM’s Business Partner program. However, because of the size of the company we were bit allowed to sell IBM hardware directly. Instead, we needed to pair up with a “managing Business Partner” who actually could place orders. We dealt extensively with several of these companies—Rich Baran, BPS, Savoir, and Avnet. There may have been others.