He saw a demonstration of LSC's new software leasing service and was impressed by the performance as well as the fact that with relatively little effort, every new or existing client computer, including Windows 3.1 and Macintosh PCs, would be able to access the most up- to-date 32-bit applications.

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Nikolay Sobolev, Severstal's finance chief, adds that a further twist to the strategy is for Severstal to build a dealer network to sell high-margin services, such as adapting its vehicles for school and hospitals, providing full-service leasing arrangements and offering credit terms with local banks.

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Local firms have tried various methods, ranging from cash up-front and pre-paid tokens to fee-for-service or leasing.

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Increasingly, corporate purchasing decisions are influenced by nontechnological attributes such as service and support or leasing programs, he said.

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Texas, for example, imposes a levy on home pages and double- taxes Internet service providers -- once for leasing phone lines and again for access to those same lines.

FORBES: Fact and Comment