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Index Account relationships vs. Asset-management group, 134 geographic territories, 165 Assignments and roles, 178 Accountability, 154, 187–188 AT&T Capital Accounts receivable, 116, 168 actions after sale of, 83–84 Achievement vs. plan, 156 growth of, 65 Adapt or die lesson, 161 origins of, 64 Aircraft fi nancing,http://www.pbookshop.com 56–57 SMB space investment, 117 Alcatel Lucent, 67 AT&T Capital Group, 2, 3–4 Allen, Bob, 186 AT&T Credit Co. Allen, Mel, 1–2 access to capital, 60 Ambiguity, 128 business purpose of, 56 American Transtech,COPYRIGHTED 5 credit MATERIAL card business, 61 Argentina, 109 development of, 57–58 Army Reserves, 37–38 enthusiasm at, 55 Asset management, 164, 165, Rothman start at, 53 166 sale of, 67–68 Asset redeployment, 177 SMB space, 116 205 index AT&T Credit Co. experience NCR, 66–67 AT&T Capital, 64, 69 NCR Credit Corp., 66–67 AT&T Capital growth, 65 networking, 63 AT&T Capital origins, 64 New York Times, 56–57 AT&T Capital sale, 69 organization reporting, 60 AT&T Credit Co. Paul Gustavson, 58 development, 57–58 personal relationships vs. due AT&T Universal, 61 diligence, 63 access to capital, 60 promotion, 60 aircraft fi nancing, 56–57 sale of AT&T Credit Co., Alcatel Lucent, 67 67–68 Alex Mandl, 64 Tom Wajnert, 56, 59–60, back problems, 58–59 62–63, 64 blended multiple, 65–66 AT&T Credit Corp, 3 business model, 58 AT&T divestiture of NCR, business purpose of, 56 66–67 company name change, 67 AT&T Universal, 61 credit card business, 61 Attrition, 168 divestiture of NCR, 66–67 Australia, 47, 104, 109, 175,
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