GE Prolec selects Concentra's Selling Point to streamline sales process; Software order valued at $580,000

Business Wire, May 2, 1996

BURLINGTON, Mass.--(BUSINESS WIRE)--May 2, 1996--Concentra Corporation (Nasdaq:CTRA), a leading supplier of sales and engineering automation software solutions, today announced that GE Prolec has selected Concentra's Selling Point(tm)to automate custom configuration and proposal generation processes. GE Prolec also will expand its use of Concentra's ICAD System (tm) for high-end design engineering for custom transformers.

The order from GE Prolec, valued at approximately $580,000, represents software purchases for a number of licenses for Selling Point and The ICAD System. The ICAD System will be used in the design engineering group to automate the process of engineering custom transformers. Selling Point will be used by salespeople and customers to perform configurations and generate proposals.

GE Prolec, a joint venture between General Electric (NYSE:GE) and AXA, is one of the leading transformer manufacturers in North America. To date, the company has demonstrated efficiencies by using The ICAD System to automate its custom transformer engineering process.

Alfonso Delgado, Development Engineering Manager for GE Prolec said, "Using The ICAD System, the amount of work involved in generating a custom engineered transformer design has been cut by 70% in the mechanical area and 85% in the electrical area. These process efficiencies allow us to achieve a major advantage by delivering a superior transformer to the marketplace well in advance of our competitors."

Additionally, since every transformer sale requires a significant amount of pre-sales engineering, GE Prolec uses The ICAD System to automate its mechanical and electrical design process, dramatically reducing the amount of time required to engineer a complete customer order, while eliminating errors.

The benefits of this design engineering automation led GE Prolec to address the opportunity to apply similar methods and technology to the sales engineering process. With Selling Point, GE Prolec will be able to give its salesforce and key customers a mechanism to articulate custom product needs and have instant access to configurations and pricing that meet those requirements.

Steve Smith, Vice President of Marketing and Business Integration at GE Prolec, stated, "Historically, each sales engagement required significant pre-sales engineering activity that could take weeks to complete before arriving at a valid proposal and order. Our business is growing so rapidly that we recognized the importance of identifying and automating any process that could impede our ability to meet customer demand. We intend to use Selling Point to do for the sales process the same thing that The ICAD System did for the engineer-to-order process -- slash response time and improve accuracy. To that end, we can become highly responsive to our customers while meeting or exceeding growth demands."

About Concentra

Concentra Corporation is the leading provider of sales and engineering software for mass customized solutions. Using Concentra's software, market-leading companies worldwide in the aerospace, automotive, industrial equipment and construction industries are creating customer-driven product designs, product configurations and sales proposals in minutes, not months. Headquartered in Massachusetts, the company operates from offices across the US, Europe and Asia. For more information, contact Concentra Corporation, 21 North Avenue, Burlington, MA 01803-3301, Tel: (617) 229-4600, Fax: (617) 229-4700, or info@concentra.com.

CONTACT: G. M. Schimmoeller Janet Page

Vice President and CFO Marketing Communications

(617) 229-4647 (617) 229-4669

jpage@concentra.com