Retooling Lives:
                   Technological Gains
                   Are Cutting Costs,
                   And Jobs, in Services
                   Employment Starts to Plunge
                   As Productivity Increases;
                   Good News for Consumers
                   $10 Box, $2 Million Savings
                   By Joan E. Rigdon

                   The Wall Street Journal
                   PAGE A1
                   (Copyright (c) 1994, Dow Jones & Co., Inc.)

                  SANTA CLARITA, Calif. -- Like many service companies, Pacific Bell
                   is looking around for big steps toward increased productivity. And it
                   apparently has found one: a $10 circuit box that eventually may save
                   PacBell $2 million a day.

                   Here's how: Statewide, the regional telephone unit of Pacific Telesis
                   Group dispatches about 20,000 trucks a day to fix customers' lines.
                   When it finds that the line is broken inside a customer's home or office,
                   it's up to the customer to fix it. Customers usually shoo the worker away
                   and do the repair themselves.

                   But PacBell estimates the cost of sending out a truck at $140 -- and
                   wants to pinpoint trouble without dispatching one.

                   In an experiment in this suburb north of Los Angeles, PacBell found that
                   the solution was a circuit box linking two existing technologies. PacBell
                   computers continuously send signals to the device, which bounces them
                   back if the outside line is intact. Whenever a line passes that test, the
                   company knows right away that the problem is on the customer's end.
                   Using that gadget, PacBell has slashed its truck dispatches in Santa
                   Clarita by 30%. Multiplied across the company, the daily savings could
                   exceed $2 million.

                   Such productivity-enhancing technological gains are accelerating in many
                   service companies. Much of the huge U.S. service sector seems on the
                   verge of an upheaval similar to that which hit farming and manufacturing,
                   where employment plunged for years while production increased steadily.
                   But while the competitiveness of U.S. companies will improve and the
                   cost of services to Americans as consumers will drop, tough times may lie
                   ahead for Americans as employees. PacBell, for instance, won't need
                   anybody to drive the trucks that aren't sent out. Technological advances
                   are now so rapid that companies can shed far more workers than they
                   need to hire to implement the technology or support expanding sales.

                   "You can very genuinely paint a pretty apocalyptic picture of the state of
                   employment driven by technological changes," says Francis Gouillart, vice
                   president of Gemini Consulting Inc., a management-consulting firm in
                   Morristown, N.J.

                   In fact, three years into the recovery from the 1990-91 recession,
                   service-sector layoffs are being announced with unsettling frequency.
                   American Telephone & Telegraph Co. recently said it plans to reduce its
                   payroll by 15,000 managers and workers in its long-distance division,
                   mainly by deploying "new technology." The announcement came hard on
                   the heels of other decisions to slash jobs: 17,000 at GTE Corp., 16,800
                   at Nynex Corp. and 10,000 at Pacific Telesis. Aetna Life & Casualty
                   Co. has disclosed a second round of layoffs affecting 4,000 workers.
                   Citicorp took a $604 million charge for unspecified cutbacks. By the time
                   these companies are through, they will have slashed employment by 20%
                   to 40% from their peaks a few years ago.

                   According to Challenger, Gray & Christmas, a Chicago-based
                   outplacement consulting firm, large employers laid off a total of 108,000
                   workers in January, a one-month record since the firm began tracking
                   such figures in 1989. Nearly half the cutbacks came in four service
                   industries: communications, insurance, banking and finance. Small
                   businesses and other companies are picking up many of the bodies, but
                   "there's no sign" that major layoffs at big service companies are abating,
                   says Executive Vice President John Challenger.

                   Not all the job losses are due to new technology, of course. Some
                   companies are consolidating or leaving certain businesses. And most are
                   reluctant to specify the impact of technology on payrolls; they fear a
                   Luddite backlash among employees. But most of the cuts are facilitated,
                   one way or another, by new software programs, better computer
                   networks and more-powerful hardware (such as microchips) that allow
                   companies to "re-engineer" the workplace -- that is, get fewer people to
                   do more or better work

                   Doomsayers have been predicting technology-driven layoffs for decades,
                   a chorus that grew as U.S. companies invested more than $1 trillion in
                   information technology during the 1980s. While automation and
                   computerized tools did shrink manufacturing payrolls, measured
                   productivity in the service sector stagnated in the 1980s and began
                   picking up only in 1992.

                   That isn't as surprising as it may seem; at first, new technologies normally
                  are adopted only slowly. For years, computers weren't used effectively in
                   business offices. Then, employees learned to run the systems but merely
                   adapted them to old work methods, such as replacing a typewriter with a
                   computer -- essentially paving the cow paths.

                   But now, more and more companies are learning to use computer
                   networks to cut out work altogether instead of simply doing it faster --
                   the basic idea of the much-discussed corporate re-engineering. For
                   example, an innovation as simple as a call-switching system, among other
                   efficiencies, enabled Progressive Corp., a Mayfield Heights, Ohio,
                   insurance company, to eliminate 1,000 workers, 17% of its work force,
                   last year. Out went entire groups of workers who wrote, designed,
                   folded, stuffed and mailed lists of phone numbers of various claims offices
                   for customers to call in case of an accident. Now, customers call a single
                   toll-free number and are automatically routed by MCI Communications
                   Corp. computers to the nearest open claims office.

                   Similarly, companies such as Apple Computer Co. have eliminated most
                   of their receptionists with voice mail and pagers; AT&T has used
                   computer-based automation to cut its long-distance operators to 15,000
                   from 44,000 in the past decade. Automated teller machines and
                   bank-by-phone computers have enabled banks to slash the ranks of
                   tellers to 301,000 last year from 480,000 in 1983.

                   The trend seems bound to accelerate, given recent advances in wired and
                   wireless networks. Soon, fewer utility workers will be needed to check
                   meters and fewer service people to check vending machines; wireless
                   sensors will report the information to a computer network. AT&T and
                   other companies are building networks that will serve as electronic
                   marketplaces in which buyers and sellers meet directly via computer,
                   supplanting some brokers, salespeople, retailers and distributors.

                   How such re-engineering can be introduced in the service sector is
                   illustrated by PacBell's novel experiment here in Santa Clarita. The
                   project, now called Infotel, was born in September 1991, when San
                   Francisco-based PacBell sent a dozen managers to the Double Tree Inn
                   in Santa Ana, Calif. Their familiar mission: Think up ways to increase

                   Their leader, John Lewis, then general manager of PacBell's Los Angeles
                   staff, wondered why the company was using traditional methods if it really
                   wanted a quantum leap. Puzzling over the problem in the shower that first
                   morning, he had an idea: He would "fire" his colleagues (and himself) and,
                   unbeknownst to his bosses, change the agenda. He asked them to
                   pretend that they had just inherited a phone company from "Uncle
                   Herman" and found that the old man hadn't left enough money to buy a
                   new computer system. Otherwise, they could invent a whole new phone

                   For the first few days, the participants got nowhere. They were simply
                   too tangled in the PacBell culture, speaking in corporate acronyms and
                   thinking old thoughts. So, Mr. Lewis imposed 25-cent fines for each
                   peep of PacBell lingo. "We had lots of cocktails" with the proceeds, he

                   Then, changes came more easily. During "I wish" sessions, the managers
                   offered ideas beginning with those words, as in: "I wish the first person
                   who answered the phone could solve my problem." That drill developed
                   ideas for, among other things, changing office procedures so individual
                   workers could perform many tasks quickly. Such an office could be set
                   up, the managers thought, if they could invent software giving workers
                   instant access to numerous databases.

                   After some four weeks of brainstorming, Mr. Lewis told his boss, Marty
                   A. Kaplan, PacBell's executive vice president for re-engineering, that the
                   group wanted to create and run a real Infotel within the phone company.
                   Mr. Kaplan agreed, and Infotel spent the next year developing a business
                   plan -- despite the doubts of other senior managers. The group chose
                   Santa Clarita as the test site because it is small -- its population is 30,000
                   -- but has a mix of business and residential accounts. For staffing, Infotel
                   asked the Communications Workers of America for four union
                   volunteers, who would bring along their old work but handle it with
                   Infotel's new procedures, plus their own innovations.

                   Most of Infotel's cost savings come from small changes. Because of one
                   software glitch, for instance, PacBell computers couldn't automatically
                   process requests for voice mail from customers served by a certain kind
                   of phone switch. Every day, the computers across the state kicked out
                   hundreds of orders, and employees had to spend about 10 minutes
                   processing each one.

                   Sandy Coash, an Infotel worker, identified the problem and told Mr.
                   Lewis, to whom she wouldn't normally have had access. Within three
                   months, PacBell software engineers fixed the problem for the whole state
                   -- and eliminated all that work. That and other software fixes allowed
                   Infotel's four union workers to cut out 85% of the work they had brought
                   with them from their old jobs, Mr. Lewis says.

                   There were many other changes. A new software program for repair
                   workers' portable computers gives them all the information they need to
                   fix a line; no longer do they have to call other PacBell employees for help.
                   The computers also dispatch them to their next assignment; now they
                   don't have to call in for those, either. Cellular telephones in their vans
                   allow them to make phone calls on the road instead of pulling over at gas

                   And that is just the beginning. Infotel has yet to implement its crowning
                   achievement, a software program that should make customer-service
                   computers as easy to use as a cash register at McDonald's. Once it's in
                   place, workers will be able to point and click at a menu of orders when a
                   customer calls, filling the order in minutes. The same workers will have
                   remote access to switches and also will be able to perform simple tests
                   on lines.

                   Currently, when a customer calls regular PacBell offices to start phone
                   service, the worker who answers must type in the name, address, billing
                   information and how the person wants to be listed in the directory. Then
                   the worker fumbles through heavy manuals to look up corresponding
                   computer codes for the whole order and type in the codes -- sometimes
                   making mistakes. The process takes an average of 22 minutes. A
                   customer who also wants to report trouble on a line must transfer to a
                   different department and talk to at least two more people.

                   PacBell's customers in Santa Clarita are already getting better service.
                   They can now get new features such as call-waiting in seconds instead of
                   hours. And repair workers have developed a sixth sense: When Cindy
                   Pascoe's daughter shorted out a phone line by knocking over a fish tank,
                   a repairman arrived even before she knew the line was dead. "It was
                   wonderful!" the department-store saleswoman exclaims.

                   Since the Infotel group didn't have enough money to buy a new,
                   easy-to-use computer system, they jury-rigged the one they had by
                   writing a new software program. So far, the software has taken more
                   than a year and more than $10 million to develop, but that is small change
                   compared with the $4 billion Mr. Lewis estimates as the cost of replacing
                   all of PacBell's current computers.

                   The bottom line: Companywide adoption of Infotel innovations, combined
                   with other re-engineering efforts, will allow PacBell to serve its existing
                   customers with 10,000 fewer workers. Mr. Lewis is a bit sensitive about
                   linking Infotel's success to the job cuts, which are to be completed by
                   1997. Infotel "is not laying them off. Competition is laying them off," he
                   argues. Mr. Kaplan agrees: "We didn't say we're going to re-engineer the
                   business to cut 10,000 people. We said we've got to take a lot of costs
                   out . . . and improve service."

                   A crucial question is how many well-paying jobs destroyed by technology
                   will be offset by well-paying jobs created by technology. And many are
                   being created. United Parcel Service of America Inc., for example, now
                   has 3,000 information-technology employees, up from 90 in 1983. At
                   many companies, more technicians will be needed to service computer
                   networks, and more programmers to write software.

                   For at least a few years, however, technology-driven layoffs seem likely
                   to dwarf new high-tech jobs. Many layoff victims will have to settle for
                   the low-paying or part-time positions that are dominating recent job
                   growth, because they generally aren't the ones who will get the new
                   high-paying jobs. A telephone operator isn't qualified to install wireless
                   communications equipment, for example. The danger is that America's
                   work force could evolve into an elite minority of highly paid "knowledge
                   workers" and frustrated masses of the underemployed or unemployed.

                   Already, many workers are aware that technology cuts two ways. Riding
                   in an Infotel van, Steve Symach, a repairman, marvels at how technology
                   has made his job easier. But he realizes it could cost him his job -- before
                   he plans to retire, in 12 years. "If the result of us being efficient is me
                   being laid off," the silver-haired 18-year phone-company veteran says, "I
                   hate to say it, but I guess that's progress."


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