PIJ ~ HP {~h/aUen~g.es

'n e COlnpetltlon .~~ IN THIS ISSUE

little over a year ago, Understandably, he's slowing the I was working in my pace a bit this year. There's no way office when I sensed he can continue to appear on every someone standing in the videotape, answer every HP Desk doorway. I looked up to message, return every phone call and see Lew Platt, HP chainnan, president make every personal appearance he's and CEO. asked to. After all, there are a few "My letter for the next issue of other things involved in running a $20 MEASURE is due today," Lew said, billion global company with 96,000 "but I'm not quite through writing it; employees. it needs a little more work. Would it You hear a lot these days about be okay if I bring it to you first thing the disintegration-even death-of tomorrow morning?" Hewlett-Packard's famed culture, the I paused for a moment-more to HP way. That won't happen with Lew On the cover: Illustrator Pete collect my thoughts than to ponder in charge. He truly represents the McDonnell uses a sports the request-then said, "Sure. Tomor­ traits that Bill Hewlett and Dave metaphor to symbolize the fiercely competitive business row morning is fine." Packard envisioned in the HP way. world in which HP operates in To me, this anecdote describes Lew leads by example. an update of a 1987 MEASURE Lew Platt pertectly. Lew's leadership should be enough story on HP's competition. He could have had his executive to motivate all HP people to work assistant, Myrt McCarthy, deliver the harder and smarter. But if it isn't, message. He could have sent a note or there's a host of fierce competitors called. He could have said nothing at out there that surely ~ilL Writer all. CEOs, after all, have better things Andrew Ould and researcher Nancy to do with their time. Fong profile some of HP's toughest But it was important to Lew to foes in their cover story, which begins deliver the message personally. And on page 4. it was important to him to spend the How will HP fare as its competitors extra time getting his MEASURE let· get tougher and tougher? Lew says he ter just right. wouldn't trade HP's position with any­ Stories about Lew's personal touch one. I'm glad he's on our side. and attention to detail are pretty com­ Jay Coleman mon throughout HP. You often hear MEASURE editor about the warm note, the thoughtful telephone call and the in-person visit to an employee's cubicle. That concern for individuals extends well beyond the corporate offices. As you'll read in his letter on page 29, Lew traveled more than 165,000 miles in 1993, visiting with world leaders, customers and employ­ ees. By all accounts, his frrst year leading HP was a remarkable one.

2 MEAST.lRE THE INSIDE STORIES

FEATURES DEPARTMENTS 4 It's a tough fight 12 People In an update to a 1987 story, MEASURE looks at Long-time HP technology chief some of HP's top competitors in each of its Barney Oliver continues his focus major business areas. on froding intelligent life elsewhere in the universe. 15 Everything is shipshape in New Zealand Photographer Joseph Brtgnolo focuses on HP 26 Your turn New Zealand and its nautical influence. MEASURE readers share their views on matters of importance. 18 The China connection An Englishman from an HP division in Scotland 28 On my mind Page 15 is helping develop the telecommunications HP employees in Brazil reach out infrastructure in China. to help a co-worker in the United Kingdom with a gift of love. 20 And the winners are... It's not easy to take home the President's 29 Letter from Lew Platt Quality Award. How did the first winners do it? HP's chaiITIlan, president and CEO summarizes 1993-an exhilarating 22 The newest secret in Swiss banking and exhausting year. Holders of Swiss bank accounts today want their money to make money-not just hide 30 ExtraMEASURE there. HP survives a Southern California earthquake-and a "monster" 24 A "Touching" solution root-in news from around the Page 22 A dairy store chain teams with HP to make HPworld. convenience-store buying even more convenient.

MEASURE

Editor: MEASURE is published six times a year for employees and associates of Hewlett-Packard Company. It is produced Jay Coleman· by Corporate Communications, Employee Communications section, Mary Anne Easley, manager Address corre­ spondence to MEASURE, Hewlett-Packard Company, 20BR, POBox 10301, Palo Alto, California 94303-0890 U.S.A, Associate editors: The telephone number is l415) 857 -4144; the fax number is 1415) 857 -7 299 Cornelia Bayley, Betty Gerard eCopynght 1994 by Hewlett-Packard Company. Material may be reprinted with permission. Art Director: *Member, International Association of Business Communicators (IABC). Annene Yatovitz

Graphic designer: Hewlett-Packard Company is an international manufacturer of measurement and computation products and systems Thomas J. Brown recognized for excellence in quality and support. HP employs 96.600 people worldwide and had revenue of $20.3 billion in its 1993 fiscal year. Circulation: Susan Canora

Intern: Nancy Fong *MEASURE magazine is printed on recycled paper with vegetable-based ink

March-April 1994 3 • By Andrew Quid

The computer and electronics business resembles sports One competitor on this year's list, SpaceLabs Medical, in more ways than you might at first imagine. was spun off from a company on the 1987 list, Westmark In sports, teams win by having the right players, choos­ International, in 1992 and is now a separate company. ing the right strategies and executing those strategies Another of this year's top competitors-Lexmark-was better than their competitors. spun off by IBM in a 1991 leveraged buyout. Yet, because the competition is so intense, few teams Given how this list has changed in the last seven years, manage to stay on top of the standings year after year. imagine how different it will look in another seven years. This is as true in business as in sports. Consider, for If anything, the pace of change likely will accelerate. example, MEASURE's last list of HP's competitors, which appeared in the November-December 1987 issue. Ten companies from that list of 18 don't appear this rli~ HEWLETT year, including such competitors as Prime Computer (now ~~PACKARD Computervision), Data General and Wang Laboratories. Other key competitors-notably, IBM, Digital Equip­ Hewlett-Packard • Revenue: 520.3 billion ment Corporation (DEC) and Tektronix-are going Company • Earnings: 51.2 billion through serious restructuring. All three are reducing • Founded: 1939 • R&D: 8,9% their workforce and have replaced their CEO in the last • Headquarters: Palo Alto, HP designs, manufactures and two years. California services electronic equipment for measurement, analysis and In the 1980s, Apollo Computer was doing a lot of things • Employees: 96,600 (58,900 U.S,l computation. HP's products are right in the engineering-systems market. HP took notice used in industry, business, engi­ • Manufacturing/R&D: 54 cities neering, science, medicine and and acquired Apollo in 1989 for $500 million-HP's largest in 16 countries education. acquisition to date. • Sales/Service offices: approxi­ mately 600 offices in 110 countries

4 MEASURE Computer Products Organization HP NetServer LM In the inkjet printer market, the big news is the shift to Canon makes cameras and According to market research­ color printing. In 1993, HP camera accessories, copiers ers, Canon has between 15 and Canon and other business machines, 20 percent of the worldwide sold about 2 million color mask aligners for semiconduc­ inkjet printer market, compared DeskJet printers world­ Canon Inc. tor chip production, special­ with HP DeskJet's 60 percent purpose lenses and electronic market share in 1993. wide. That's a 122 percent • Founded: 1937 components. During the first six months of increase from the 900,000 • Headquarters: Tokyo 1993, Canon's total sales were units HP sold the year before. • Employees: 67,000 The business world is full of $4.9 billion, down 3 percent paradoxes, and HP's relation­ from the year-earlier period. In the laser printer mar­ • Revenue: 515.3 billion ship with Canon is one of the Canon said its pretax profit ket, networked printers are • Earnings: $287.2 million oddest. Canon is one of HP's dropped 61 percent to 5153 one of the fastest-growing • R&D: 5.3% most important partners million. Canon cited sluggish because it makes the engines demand in Japan and Europe market segments. This for HP's LaserJet family of and a stronger yen for the growth is being driven by printers. Canon is also HP's profit drop. the increased number primary competitor in inkjet printers, which Canon sells of personal computers under the BubbleJet name. connected to local-area networks. In the low end of the Lexmark develops and sells development cycles have been personal printers, typewriters, cut in half, to 18 months. And market, the HP LaserJet 4L keyboards and supplies. unlike HP, which buys its laser has been very successful. printer engines from Canon, HP's first laser printer to In 1991, IBM sold 90 percent of Lexmark builds its own printer Lexmark (privately held Lexmark in a leveraged buyout engines. list for less than $1,000, the company) to Clayton & Dubilier Inc., a pri­ IBM remains Lexmark's big­ LaserJet 4L has attracted • Founded: 1991 vate investment company. IBM gest customer, and Lexmark many first-time laser printer retained a 10 percent stake. can use the IBM name until 1996. • Headquarters: Greenwich, Following the sale, Lexmark's buyers because of its afford­ Connecticut management cut the manufac­ able price. • Employees: estimated 4,000 turing and management staff, In pes, 1993 was the year • Revenue: approximately and then hired a tODD-person $1.8 billion sales force. that HP posted a sharp Lexmark's executives say turnaround, more than • Earnings: not available they can make decisions much doubling worldwide PC • R&D: not available faster than when the company shipments during the year, was part of IBM. Product- according to market researchers. Several factors caused Compaq makes servers, and During the year, Compaq desktop and portable personal opened a sales office in Beijing, this turnaround: HP's deci­ COMPAQ computers. China, and established sub­ sion to meet competitors' sidiaries in Hungary, Poland pricing, a shift in buying Compaq Computer Corp. Compaq had one of its best and Portugal. years in 1993. Worldwide total In December, Compaq preference away from no­ • Founded: 1982 sales rose 75 percent while net announced it will abandon the name clone makers to well­ • Headquarters: Houston, Texas income grew 117 percent. laser printer business, which it known brand names, • Employees: 9,500 Compaq remains the third entered in 1992. Analysts esti­ largest PC supplier, behind IBM mated Compaq's printer divi­ shorter product-develop­ • Revenue: $7.2 billion and Apple, according to market sion had been losing $1 million ment cycles and broader • Earnings: $462 million researchers. a month. distribution. • R&D: 2.4% Unit shipments worldwide rose 96 percent, boosted by strong PC demand and continu­ ing PC price wars.

March-April 1994 5 Tough fight

Computer

Systems PA·RISC 7100LC-based Organization workstations and servers In the computer systems business, customers are _-...- ­ International Business IBM markets a broad line of moving from proprietary ------_.­ Machines computer and office equipment, ...-~~... including workstations, PCs. mainframes to more cost­ - -.- --­ • Founded: 1924 - -~- software and various computer ------~-.,- - • Headquarters: Armonk. - peripheral equipment; provides effective and flexible alternatives. New York maintenance and support ser­ • Employees: 256,000 vices; and provides financing Customers also are services to its equipment shifting from centralized • Revenue: S62.7 billion purchasers. computing to client-server • Earnings: (S8.1 billion lossl • R&D: 8.9% In 1993, IBM closed the books computing, where the com­ on the most tumultuous year puting resources are distrib­ in its history. During the year, uted among many systems IBM cut its workforce by 45,000, took 58.9 billion in restructuring connected on a network. charges and replaced its top These changes have hurt el(ecutive. the traditional mainframe and minicomputer vendors, such as IBM and DEC, but have helped companies like Sun Microsystems Inc. Sun sells workstations and servers for engineering. scien­ HP, which sell powerful but • Founded: 1982 tific and technical markets. It less-expensive alternatives • Headquarters: Mountain View, also develops and produces sun California based on RISC (reduced microsystems software. instruction-set computing) • Employees: 13,300 Along with HP, Sun is another • Revenue: S4.3 billion and open systems. HP now beneficiary of the shift to open is No.1 in worldwide UNIX' • Earnings: S156.7 million systems. During its 1993 fiscal system revenue and No.1 • R&D: 10.4% year, which ended June 30, Sun's revenue grew 20 percent in worldwide RISC system to S4.3 billion. Net income for revenue. the year dropped 9.6 percent to In workstations, HP is a $156.7 million. Sun said its operating results solid NO.2 and is gaining were affected by product transi­ ground on Sun Microsys­ terns, the market leader. According to market­ research finn Dataquest, HP gained 4 percentage Digital Equipment Corp. tions companies. independent software developers and com­ points of market share in • Founded: 1957 ponents manufacturers. 1993 while Sun's share of • Headquarters: Maynard, the market remained flat. mamaama Massachusetts Like IBM. DEC is a company in • Employees; 92,300 transition. In fiscal 1993, which ended June 30, Digital hired a *UNIX is a registered trademark of • Revenue: 514.4 billion new CEO to replace founder VNIX System Laboratories Inc. in • Earnings: 15251.3 million loss) the U.S.A. and other countries. Ken Olsen, cut its work force • R&D: 10.4% by 20,000 and posted a $251 Digital sells networked com­ million loss. The company plans puter systems, software and to cut another 7.000 jobs by June 1994. services; offers a range of desk­ top, client-server and production In its systems business, systems and related peripheral Digital is attempting a difficult, equipment, software and ser­ but crucially important, product vices; and participates in strategic transition from Digital's tradi· alliances with telecommunica- tional VMS line to a newer line

6 MEASURE Worldwide Customer Su pport HP SupportPack Operations As many customers move Total sales declined 2.8 down from a peak of 405,000 -----~-- away from centralized percent for fiscal 1993, which in 1985. - - - _.­ mainframes and adopt ended December 31. IBM posted In late March, IBM's board = = -:=-----­ an after-tax loss of 58.1 billion, chose louis Gerstner, who ------networks of decentralized compared with a 56.9 billion previously ran RJR Nabisco, -----, ­ computers, they have a loss in 1992. to replace John Akers as chair­ greater need to support The 1993 loss includes $8.9 man and CEO. The move made billion in restructuring charges Gerstner IBM's sixth CEO and multiple data centers. to cut its work force and consol­ the first from outside the Many companies now idate facilities. Before taxes and company. are outsourcing the moni­ excluding these restructuring In December,lBM announced charges, IBM said it earned plans to sell its Federal Systems toring, management and 5148 million from operations Co. unit to Loral for Sl.6 billion. overall support of these sys­ in 1993. The sale will cut IBM's work tems so they can dedicate At the end of 1993, IBM's force by another 10,000. work force totaled 256,000. IBM staff resources to their core plans to lower its work force to businesses rather than to 225,000 by the end of 1994, day-to-day maintenance of their technology. To meet this need, HP has 27 tions, including the shift to the ness, a unit that makes SPARC response centers world­ Solaris 2 operating environment. silicon and system designs wide to provide around­ U,S. revenue rose 27 percent lIvailable to outside buyers, while international sales increased the-clock senrice_ 13 percent. International opera­ At the Finance and tions accounted for 49 percent Remarketing Division of Sun's total revenue. During the year, Sun created (FRD), business has grown a business unit, SunService, to to more than $1 billion offer suPPort and training; First­ financed annually_ In line Person, a business unit that is developing technologies for the with the explosion of the consumer electronics market; desktop market, FRD has and SPARe Technology Busi­ created new senrices to give HP a competitive edge in corporate acquisitions of workstations, PCs, net­ works and printers. In the United Kingdom, of systems based on Digital's During the six months from Australia and Canada, Alpha RiSe chip, in which July to December 1993, total FRD's technology-exchange Digital has invested a billion sales declined 10 percent to dollars. The problem, analysts 56.3 billion. The company said plan is eliminating cus­ say, is that Digital's VAX sales the drop was due primarily to mamaama tomers' chronic fear of are declining faster than Alpha continued sales decreases in obsolescence. This plan sales are rising. VAX systems, associated soft­ For 1993, revenue rose just 3 ware and services. losses for allows customers to swap percent to $14.4 billion. Digital those six months totaled 5155.3 equipment midway through posted a 5251 million loss, com­ million, compared with a loss of their lease. FRD plans to pared with a 52.8 billion loss 5334.4 million the year before. the year before. introduce in the United During the last three years, States later this year a tech­ Digital says it has cut S2 bil­ nology-refresh plan that lion in annual operating costs, reduced its manufacturing will give customers the space by 3.3 million square feet fleXibility to upgrade in and cut its work force to its low­ exchange for a long-teml est level since 1986. commitment to an HP platform.

March-April1994 7 Tough fight

Medical Products Automated systems for the Group hospital bedside One of the most important issues for the medical mar­ SpaceLabs sells and services a "challenging and difficult SPACELABS patient monitoring and clinical­ year" and that "health-care ket is the mood of reform in information systems for hos· reform issues hampered our the U.S. capital. The spe­ MEDICAL INC. pital use; it also sells other U,S. business." International cific changes that emerge acute-care patient-monitoring sales increased to 22.5 percent SpaceLabs Medical Inc. equipment and supplies, such of the company's total revenue, from Washington, D,C., as ambulatory monitoring up from 20.5 percent in 1992. could have a marked effect • Founded: 1958 systems. Until June 1992, SpaceLabs on the Medical Products • Headquarters: Redmond, was part of Westmark Interna­ Washington During 1993, total sales declined tional, when SpaceLabs was Group's (MPG) business. slightly to 5248.7 million from • Employees: 1,630 spun off as an independent Meanwhile, the health-care 5252.3 million the previous year; entity. industry is making changes • Revenue: 5248.7 million net income rose 12 percent to • Earnings: $19.2 million 519.2 million from 517.2 million on its own. in 1992. • R&D: 12,3% One shift is a growing Company executives said emphasis on outcomes that uncertainty in the U,S. research-studying the health-care market made 1993 effectiveness of different clinical approaches to spe­ cific diagnoses. Doing this • Employees: 100 for intensive-care and critical­ EMTEK • Revenue: not available care units. In 1993, it began evaluation requires col­ marketing a new medical! lecting extensive patient HEALTHCARE • Earnings: not available surgical version of its system. information. • R&D: not available Emtek's software runs on work­ Another trend is the SYSTEMS Emtek sells clinical-information stations from Sun and IBM. growing desire among systems for use in hospitals. Emtek Healthcare health-care institutions to Systems. a Motorola Because Emtek is a wholly integrate the different kinds owned subsidiary of Motorola, subsidiary financial details are not avail­ of patient information scat­ • Founded: 1985 able. tered throughout the hospi­ • Headquarters: Tempe, Arizona The company began by sell· tal. This involves collecting ing clinical-information systems such information as bed­ side reports, X-ray results and other patient infonna­ tion in a database and then making this infonnation available quickly to clini­ Acuson sells and services charge and would cut its work cians providing diagnosis cc:uson medical diagnostic ultrasound­ force by about 250, or 15 per­ imaging systems. cent of total staff. The company and treatment. Acuson Corp. said it was responding to During fiscal 1993, which ended "uncertainties caused by the MPG believes these • Founded: 1981 changes in the way hospi­ December 31, Acuson's total recession, slow market condi­ • Headquarters: Mountain View, sales declined 14 percent to tions and the pending U.S. tals use technology will California 5295.3 million (from 5342.8 mil­ health-care reform." lower medical costs, • Employees: 1,500 lionl while net income dropped During 1993, Acuson's R&D 90 percent to 53.7 million (from spending increased to 20 per­ improve patient outcomes • Revenue: 5295.3 million 536.8 millionl. cent of total revenue, up from and improve productivity. • Earnings: 53,7 million Executives cited Umarket 14 percent the year before. • R&D: 20% softness resulting from the uncertainty surrounding U.S. health-care reform." In June 1993, Acuson announced it would take a 512 million pretax restructuring

8 ME.o\SURE Components Group In the future, HP's Compo­ Toshiba makes information and For the six months from April nents Group will focus even communications systems, elec­ 1 to September 30, 1993, sales TOSHIBA tronic devices, heavy electrical decreased 2 percent while net more on the rapidly grow­ equipment and consumer income dropped 26 percent. ing communications market. Toshiba Corp. products. The vice chairman of Components Group's • Founded: 1904 Toshiba's U.S. subsidiary told communication technolo­ • Headquarters: Tokyo Sales for the fiscal year ended a reporter in November that March 31,1993, declined 2 per­ Toshiba has reorganized all its gies-including wireless • Employees: 168,000 cent, and net income dropped R&D efforts to exploit the con· and fiber optics-will help • Revenue: 539.9 billion 48 percent compared with the vergence of consumer and com­ enable both the wireless • Earnings: $177 million previous year. Toshiba's net puter devices. income has dropped three con­ communications revolution • R&D: 6.5% secutive years. and the data superhighway. In 1993, Toshiba began a sweeping operational review to The growth of wireless eliminate unprofitable product communications-via lines and to focus resources on cellular phones, for exam­ higher-growth areas, such as LCOs and telecommunications. ple-provides important expanding markets for the Components Group. NEC manufactures communica­ NEC cited decreased sales In 1993, HP completed tions systems and equipment, in the Japanese computer and computers, industrial electronic telecommunications market the acquisition of BT&D, NEe ajoint venture between systems. electronic devices and and the strength of the yen. NEC Corp. home electronic products. Sales of memory chips remain British Telecom and Dupont, strong, partly because of the PC • Founded: 1899 Total sales for NEC's fiscal year sales boom in the United States. located in lpswitch, England. • Headquarters: Tokyo ended March 31, 1993, dropped In December, NEC agreed to Now renamed the Fiber • Employees: 180,000 7 percent to $30.6 billion. NEC invest another 7 billion yen Optics Components posted a 5392.7 million loss, ($65 million U.S.) in the French • Revenue: $30.6 billion compared with a 545.2 million state-owned computer maker. Operation, it gives the • Earnings: 1$392.7 million loss) loss the previous year. Groupe Bull. The investment Components Group a • R&D: 7.8% For the six months from April continues NEC's stake in Bull complete range of fiber­ 1 to September 30, 1993, sales at 4.4 percent. fell almost 3 percent to 515.5 In February 1994, NEC's presi­ optic components for billion while the company dent announced he would step telecommunications and posted a loss of 588 million. down in June. data communications.

AT&T provides U.S. and inter­ to adopt new accounting rules. national telecommunications Without these and other special services; provides electronic charges, AT&T said net income ~ATQT data interchanges and facsimile totaled $4.3 billion, up 12 per­ services; sells and services busi­ cent from the prior year. ness information-processing In 1993, AT&T announced systems; provides financing plans to buy McCaw Cellular American Telephone & and leasing for its products; Communications. AT&T said HUltra-Miniature" LED displays markets and services com­ the investment signals its Telegraph Co. munication products such as intention to be a leader in • Founded: 1885 telephones; and provides credit­ the wireless communications • Headquarters: New York. card services. revolution. New York In June 1993, AT&T sold its In its latest fiscal year, ended remaining 77 percent interest in • Employees: 312,700 December 31, revenue rose UNIX System Laboratories to • Revenue: 567.2 billion 3.5 percent to 567.2 billion. Novell in return for a 3 percent • Earnings: {53,8 billion lossl However. the company posted stake in Novell common stock, a 53.8 billion loss because of • R&D: 4.6% 58.3 billion in one·time charges

:\1arch-April 1994 9 Tough fight

Test and Measurement Organization

Tektronix sells and services worldwide to consolidate facili­ TEKTRONIX test- and electronic-measure­ ties and exit non-strategic ment, design and display instru­ businesses. INC. ments and systems, such as As part of its downsizing, digital and analog oscilloscopes. Tektronix said it is trying to sell Tektronix Inc. logic analyzers, color graphics its integrated-circuit and hybrid· printers, terminals, television components plants or find a HP 8146A Optical Time-Domain • Founded: 1946 waveform monitors, vector· partner to take over their day­ Reflectometer • Headquarters: Wilsonville. scopes, transmission systems to-day operation. Oregon and other related equipment. Del Vocam, a former execu­ • Employees: 9,840 tive vice president at Apple, The test and measurement Fiscal 1993, which ended May joined Tektronix as its president industry is undergoing • Revenue: 51.3 billion 31, was a transition year for and CEO in September 1992. major changes brought on • Earnings: ($55.1 million lossl Tektronix. During the year, the company announced it would • R&D: 12.1% by a reduction of the U.S. take a 5150 million one-time defense industry and a restructuring charge to reduce blending of the communi­ its work force by about 800 jobs cations and computer industries. While the defense and Advantest manufactures and In the last several years. aerospace industries JlDVANTEST sells electronic measuring Advantest has struck several equipment and automated test strategic alliances. In August remain important, T&M is Advantest Corp. equipment. 1992, Advantest and Rohde & increasingly focusing on • Founded: 1954 Schwarz GmbH of Germany new industries-especially In its last complete fiscal year, agreed on a joint marketing and • Headquarters: Tokyo ended March 31,1993, total product-development pact_ In communications. • Employees: 1,400 sales declined 23 percent while June 1993, Advantest and Tek­ Customer needs also are • Revenue: $534.3 million net income dropped 99 percent, tronix concluded an agreement changing. Traditional and compared to the prior year. under which Tektronix will sell • Earnings: 5345,000 Advantest's executives attrib· Advantest equipment in North emerging markets no longer • R&D: 7.9% uted the falloff to the recession America. want stand-alone boxes but in Japan, which caused semi­ The head of Advantest's U.S. integrated systems solutions conductor manufacturers to subsidiary told a reporter in lower their capital spending for November 1993 that Advantest with testing functions the kinds of equipment Advan­ would focus more efforts on the built-in. test makes. fast-grOWing telecommunica­ In response to increased tions market. competition, TMO products are being designed on com­ puters to speed time to Teradyne Inc. makes semicon· Teradyne executives attribute market and reduce the cost ductor test systems, board-test the turnaround to adoption of products, communications-test total-quality-management prac­ of product creation. products and backplane con· tices. The company created A key to success will be Teradyne Inc. nection systems used in elec­ some 500 work teams to cut the ability to combine HP's • Founded: 1960 tronics and telecommunication costs and improve quality and industries. manufacturing efficiency. unique strengths in mea­ • Headquarters: Boston, Analysts say Teradyne also surement with computing Massachusetts In 1993, sales rose 4.7 percent has benefited by improved per­ and communications to • Employees: about 4.000 to 5554.7 million from $529 formance of U.S. semiconduc­ • Revenue: 5554.7 million million in 1992. Net income tor makers Intel, Motorola and offer customers value that increased to 535.2 million from Texas Instruments-important no other company can. • Earnings: 535.2 million 522.5 million the year before, a customers for Teradyne's chip­ • R&D: 11.8% 56.4 percent jump. test equipment. Fiscal 1993 marked Teradyne's third consecutive profitable year, following losses in 1990 and 1988.

10 MEASCRE Analytical Products Group HP's ability to link its ~ErlKIN Perkin-Elmer develops. manu­ later in 1993, PoE announced analytical products with ELMErl factures and distributes an alliance with The Dow analytical instrumentation Chemical Company that Perkin­ computers is a key differen­ Perkin-Elmer Corp. and life·science systems used Elmer said will enable it to tiator, HP is one of the few • Founded: 1937 in environmental technology. develop and market systems for companies that can com­ pharmaceuticals, biotech­ on-line analysis in industrial • Headquarters: Norwalk. nology, chemicals. plastics. and environmental monitoring. bine expertise in so many Connecticut food. agriculture and scientific fields of the analytical mar­ • Employees: 6,560 research. ket with strong computing • Revenue: 51.0 billion In February 1993, poE com­ technology. • Earnings: l556.9 million loss) pleted its merger with Applied For example, HP ranks • R&D: 8.3% Biosystems Inc.• Foster City, either first or second in gas California. The merger will expand poE's presence in life· chromatographs, liquid sciences markets. such as the chromatographs and mass synthesis and analysis of DNA spectrometry_ molecules. the company said. HP continues to lead in the chemical, petroleum and pharmaceutical mar­ Thermo Instrument Thermo Instrument Systems, a In May 1992. Thermo acquired kets. In the future, the subsidiary of Thermo Electron GAs Tech Inc., extending Analytical Products Group Systems Inc. Corp., sells instruments used to Thermo's air·quality monitor· detect and measure air pollu­ ing business. (APG) plans to expand its Thermo Instrument tion. nuclear radioactivity, toxic For its 1992 fiscal year, sales focus to such areas as Systems Inc. substances and trace quantities rose 25 percent while net income of metals and other elements in increased 33 percent. The com­ inorganic and elemental • Founded: 1986 a wide variety of liquids and pany said these gains were due analysis products for the • Headquarters: Waltham, solids, and performs laboratory principally to acquisitions. biotechnology, food proc­ M assachusetts services. For the first nine months of 1993, revenue rose 49 percent essing and drug screening • Employees: 3,650 In August 1992, Thermo to $426.7 million. Net income markets. The environ­ • Revenue: 5423.2 million Instrument acquired Nicolet grew 33 percent to 531.6 million. mental market also will • Earnings: 533.1 million Instrument Corp., which added Fourier transform infrared become more important. M • R&D: 6.2% spectrometry to Thermo Instru­ ment's analytical technologies. (Andrew Ould is a senior press -relations represen­ tative in HP's Corporate Communications depart­ mentation separations tech· be more successful as separate ment. Additional -research nologies; and designs and businesses. Jor thi.s story was provided MllLIPORE engineers process systems In January 1994. Millipore's specifically for the customer. chairman and chief executive by Nancy Fong, 1993-94 Millipore Corp. officer said, ~Our divestiture MEASURE intern.-Editor) • Founded: 1954 In November 1993, Millipore plans are on track and we

announced plans to sell the remain optimistic about their - • Headquarters: Bedford, Waters Chromatography unit, successful conclusion in the Massachusetts which in 1992 accounted for first half of this year." , II , • Employees: 5,770 some 40 percent of the com· During its 1993 fiscal year. • Revenue: 5445.4 million pany's total sales. Millipore did which ended December 31. not include the results of its sales (excluding Waters') rose • Earnings: 534.6 million Waters unit in its 1993 fiscal 4.3 percent while net income ~r~ • R&D: 7.9% year results, grew 4.2 percent. .~ Millipore sells products for anal· Executives said they decided • ysis and purification of fluids, to divest the Waters unit HP 7686 PrepStation using primarily membrane, because they believe MiIIi­ chromatography and bioinstru­ pore's major businesses will

March-ApriI1994 11 PEOPLE

Long-time HP technology chief Barney Oliver continues his focus on finding intelligent life Since 1981. Barney Oliver has devoted most of his time to the Search for ExtraTerrestrial elsewhere in the universe. Intelligence. which listens for radio transmissions from throughout the galaxy. , I • • By GOTdon Brown Fast fonvard to the year 6965, a mere HP Labs and 1965 president of the bUnk in astronomical terms. At Flush­ Institute of Electrical and Electronics ing Meadows, the mayor of New York Engineers. City unseals a time capsule bUlied at Barney, as he is kno,,",'Il to friends the close of the 1965 World's Fair­ and associates. retired from HP in 5,000 years before! Among its con­ 198 I after some 30 years with the tents is an mticle on "Radio Search company. That was preceded by 12 For Distant Races." Author: Dr. years at Bell Labs, where he worked Bernard M. Oliver, vlce president of on a variety of high-tech programs. R&D at Hewlett-Packard. head of inclUding automatic radar tracking during \-Vorld War II.

12 MEASURE In 1983, he was named chief of the ing of dozens of components. Reduc­ Barney kept in touch with these SETI (Search for ExtraTerrestlial ing hardware from 30 cabinets to two changes and. in 1960, read about a Intelligence) office at the ~ationa1 enables the team to process incoming new project at the Green Bank Obser­ Aeronautics and Space Administra­ antenna signals much more efficiently. vatory. He was soon in touch there tion (NASA) Ames Research Center Even more important, he headed the with astronomer Frank Drake (now in Mountain View, California. 1970 team that developed the "Project president of the SETl Institute) and SETI's mission is to listen for radio Cyclops" report for NASA, analyzing began thinking of ways that electron­ transmissions from technology-using the scientific and technical issues ics technology could be employed in species on the planets and stars faced by SETI. the design of more efficient antenna beyond the earth's solar system. Barney's interest in astronomy arrays used for tuning in to those Today, Barney's interest in the began with books provided by his par­ intragalactic signals. As a result of search for intelligent life elsewhere in ents in their Soquel home near Santa such efforts, he was chosen to direct the universe is still very much on his Cruz, California. In those times, Project Cyclops in 1971. astronomers had been persuaded to Along with the other recent SETI think of the universe beyond Earth changes, Cyclops has now become as lifeless. That was discouraging Project Phoenix. This change reflects because, in Barney's mind, "The uni­ the fact that SETI is now past the Barney's scientific contribu­ verse seemed so vast that for us to be experimentation stage and ready to tions to SET! have been as the only inhabitants to appreciate it deploy its new state-of-the-art micro­ profound as his earthbound seemed to me to be a colossal waste. wave listening equipment. Another "I didn't like the idea that we were change is that Phoenix will concen­ activities for HP. alone in the universe. What has hap­ trate on a "targeted search" of specific pened since then is that new discover­ stars, and will not continue the "all­ agenda. But, due to budget cuts by the ies have made the possibilities of life sky sUlVey" efforts to sweep the C.S. Congress, SETI has had to under­ out there vastly more tenable." gal for signals. take a major shift from its affiliation First stop for Phoenix will be at with NASA to that of a privately Parkes, New South Wales, Australia. endowed (non-profit) organization: the SETI Institute. Barney continues to selVe the privatized version as its senior technical expert. By January 1994, the SETI Institute had raised $4.4 million in private funds-including major donations from Barney and HP co-founders Bill Hewlett and Dave Packard-to ensure at least its short-term future. Barney's scientific contributions to SETI have been just as profound as his more earthbound activities were for HP and the electronics industry. One example: His Ames Lab team­ with help from Stanford University -created a single VLSI circuit that replaced a giant circuit board consist­ Barney [far leftl checks out a new scope in 1965 at HP Labs along with Pete Lacy [center) and George Mathers.

March-April1994 13 Hello, Barney!

This will be a five-month effort through the first half of 1995, during role in the company was to set which some 200 sun-like stars in tile people on the right course in solv­ Soutllern Hemisphere will be targeted, ing technical problems and then to all witllin about 100 light-years. remove himself while the work was Things then ~ill move to the underway. upgraded Arecibo Radio Telescope But sometimes, said Bill, he in Puerto Rico-tlle world's largest at became highly involved, particu­ 1,000 feet in diameter. In all, Project larly when some new concept or Phoenix will observe nearly a thou­ esoteric function intrigued him. sand target stars in the next 10 years. Earlier yet, Bill recalled their The NASA program, of course, is association at Stanford University: not the only SETI program. The Plane­ "Although Barney started a few tary Society has supported Project years behind Dave (Packard) and META at Harvard University, and Barney chats with HP co-founder Bill me, he talked his way into taking a more recently in Argentina. And a Hewlett during an event honoring the graduate course in radio engineer­ University of California-sponsored company's 50th anniversary in 1989. ing taught by Fred Terman, even project, named SERENDIP (Search though he had not had the usual for Extraterrestrial Radio Emissions background studies. Professor from Nearby Developed Intelligent "The one and Terman was reluctant, but said Populations), eavesdrops on radio 'OK-however, we'll review the signals coming in to astronomers only... rr Barney situation at midterm,' At midterm at Arecibo. That was the headline of the Bamey had the highest results in Meanwhile, back to the future at MEASURE profile on Barney Oliver the class and, of course, stayed on." Flushing Meadows. The mayor of New in March-AprilI981-just one Bill recalled one solution Barney York carefully opens the ancient time month before his HP retirement. had before he even joined the com­ capsule, then uses an HP 6964A scan­ For that report, HP co-founder Bill pany: "We were trying to increase ner to translate Barney's document Hewlett was asked to comment on the frequency range of the RC oscil­ into the current common language. his association with Barney. He lators, and about 1945, I remember "Hey," he says to his aides, "we got hesitated. He hemmed and hawed, Barney asking if we had thought of it-proof that we beat those Alpha Finally, he made clear that it was a using a three-phase oscillator. No, Centaurian sisterlbrother cities in problem of information overload: Yet this became the genesis of a seeking to establish communications. "Just consider some of the things new instrument, the 650A. Then he "That ought to be worth a few the man has done," he said, citing a came out here and did so many billion Federation votes!" M biography that listed 40 technical more of those sorts of things that papers and 52 U.S. patents. Bill you begin to lose count." (Gordon Brown, a Los Altos, Calijornia­ went on to say that Barney's chief basedjree-lance w1iter, 'is ajormer editor ojMEASURE ,-Editor)

14 MEASl:RE IN FOCUS

Everything is shipshape in New Zealand

AUCKLAND. New Zealand-No mat­ ter where you are in New Zealand, you're not far from the ""ater. This three-island nation with more than :3 million residents has depended upon shipping and the surrounding sea during much of its 150-year history. :\owhere in the country is that more true than in Auckland. the largest city. It's called the "City of Sails" and life for many is on or nl:'ar the water. Sailing craft dart through the harbor, huge cargo ships unload containers onto piers and ferries carry locals from the central business dis­ trict. to their homes in the residential suburbs. Employees can watch it all from the windows of HP's offices in the Ports of Auckland building on historic Quay Street. lIP moved into this "inverted thumbtack" in December 1991. The interior dpsign, created by award-winning architect Ian Athfil:'ld, resembles a ship, down to the buffed metal walls, the portholes and the aquatic color scheme. bo HP employs 20 people in Auck­ HP's offices in Auckland, New land, another 45 in the capital city Zealand's largest city, are on the fourth floor of the Ports of of \\-'ellington, and one support engi­ Auckland building on Princes neer in Christchurch, the largest cit.y Wharf. Employees there enjoy on the South Island. In 1993, Hr's a panoramic view of life on the water in this port city. orders in New Zealand topped c.s. $30 million. 1\1 left The interior of the Auckland office is based on a nautical theme. The reception desk resembles a ship's prow cut· ting through the water.

IIlarch-Apri] HI!j.J 15 New Zealand

right HP sponsors one MRX yacht in a fleet of 11 such boats built for match racing, As a sponsor, HP can use the yachts from time to time for customer events. CSO sales secretary Leanne Robertson takes the yacht for a shake-down sail near Auckland Harbor Bridge with Freddy Prohuber, one of the MRX team skippers.

far right New Zealand's famous entry in the 1988 America's Cup sailing competition, KZ1, is parked in front of HP's office in the "City of Sails." HP computers halle been used to design and sail New Zealand's last two entries in the America's Cup.

bottom left bottom right Each year HP sponsors the The Ferry Building, an Auckland National Keelboat Champion­ landmark, is a short walk along ship in Auckland Harbor, Quay Street from HP's office. attracting some of the best Ferries carry passengers from skippers from the world's sail­ Auckland's Northshore residen­ ing community. Auckland is tial suburbs to this building in also one of the stops for the the centraI business district. Whitbred Round the World The Ferry Building, built in Race. 1912, also houses two restau­ rants and many small shops. bottom center The walls of HP's Auckland office are made of buffed alumi­ num sheets which resemble the plated hull of a ship. Architect Ian Athfield also designed the HP office building in Wellington, the nation's capital.

16 ~1F:ASlliF:

------March-April 1994 17 • I By Shirley Horn Lawrence Lowe, an Englishman who then you may have worn out your wel­ has lived in Scotland for 20 years, has come and it is time to leave." adopted a Chinese name: Luo LunSi. To help bridge some of these CUl­ An Englishman from an Luo is a Chinese family name simi­ tural gaps, TTD offers Mandarin HP division in Scotland lar to Lowe, LunSi, when pronounced classes to its employees. The classes is helping develop the correctly, sounds a little like Lawrence. train HP people in basic language Loosely translated, LunSi means "ethi­ skills, Chinese politics and culture, and telecommunications cal gentleman." the courtesies of addressing people. infrastructure for the Why has he taken on a new name "Through our long-standing joint People's Republic of China. and what is he doing in the People's venture-China Hewlett-Packard­ Republic of China (PRC)? the Chinese government already was Lawrence is the China strategic predisposed to working with HP in development manager for HP's other areas," Lawrence explains. Telecommunications Test Division "BIRI came to HP because its people (TI'D) in Queensferry, Scotland. look upon us as leaders in quality and "Ethical gentleman" is an apt descrip­ technical expertise in an industry tion for his new role of developing similar to their own. The institute is HP's long-term telecommunications looking for long-term partnerships­ test business in China. and for partners who are willing to Working with the government­ invest time and resources to help owned Beijing Instrument Research China develop its own expertise. Institute (BIRI), Lawrence is helping "HP can offer the experience of a the PRC upgrade its telecommunica­ mature company, not just in terms of tions infrastructure, which is growing technology and manufacturing lrnowl­ at a tremendous rate. edge, but also for marketing, general For a Western company to break business and people management. In into the world's fastest-growing econ­ return, HP gets the opportunity to be omy, Lawrence will tell you that it is as important to understand the national culture and to develop strong personal relationships as it is to have tTy products and technology that are of 'ThD e who to break in interest to the customers. later. .. will find the market much "Understanding the subtleties of harder to crack. " negotiation and hospitality are vital to developing a good business relation­ ship in China," Lawrence says. "For in on the ground floor of China's fast­ example, you can be involved in a growing telecommunications industry." meeting or negotiation, and as long as Lawrence has been traveling to your cup of tea is 'topped up,' you are China and working with BIRI since welcome by your hosts. Ifa half hour May 1993. Much of his time during his LunSi, when translated loosely, means goes by and your host has not added early visits was spent giving lectures Uathical gentlemanU in Chinese. even a drop of water to your tea cup, to Chinese managers and engineers

18 MEASURE is to change that. We believe that in five to eight years, China will be the size ofTTD's other major markets in the United States, Japan and the United Kingdom. "This market is young and imma­ ture," Chuck adds. "The companies who go in now and work with the Chinese to help them develop their telecommunications infrastructure will be the ones who benefit in the future. Those who try to break in later-without this up-front invest­ ment-will find the market much harder to crack." Byron Anderson, general manager of the Communications Test Business Unit, says, "Ours is a global business. It is critical for our people to be closely connected to customers in all parts of the world. Each Irn\ior market segment has its own special require­ ments and you can't understand them and effectively satisfy customer needs from behind a desk in a factory on the On the Great Walt of China, HP's Lawrence Lowe lIeftl confers with Ming-Qian Wu of the other side of the world. You've got to Beijing Instrument Research Institute and Jianhua Gao of China Hewlett-Packard. get out there and get practical experi­ ence with global customers." about modem management techniques, BIRI provides telecommunications Lawrence, a fonner research and project management and quality test equipment to the Chinese market, development manager at the Queens­ standards such as ISO 9000. He also and has funding from the United ferry Microwave Division, also is help­ spent time studying the BIRI factory, Nations Development Fund to help ing other HP Test and Measurement labs and products, and making recom­ modernize its business. In the initial Organization divisions establish key mendations for improvements. phase of the HPIBIRI partnership, HP relationships in China Boblingen "The Chinese engineers are very will provide subassembly kits to BIRr, Instrument Division (BID) is devel­ keen to listen, show their work and which will do final assembly and test oping a program with BIRI, and seek advice," Lawrence says. "They at its Beijing factory, then market and Lawrence has accompanied BID's are well educated and very enthu­ distribute the products in China G.M. on visits in China. siastic, but they also are starved for Why is TTD willing to invest "My job isn't just telling China modem development equipment and Lawrence's time and other resources about HP," says Lawrence. "It's also design techniques. A lack of 'hard' in a project that probably won't yield telling HP about China." M Western currency and rigid import great profits for years? restrictions prevent them from pur­ "Today, most industrialized nations (Shirley Hom is the di'rector ofcor­ chasing the latest technology. have 60 to 80 telephones per 100 porate communicationsfor HP Ltd. "To an engineer in a typical HP lab, people," explains Chuck Acken, TTD in the United Kingdom.-Editor) what the BIRI engineers have achieved general manager. "In China, there is with such limited resources is really one phone for every 1,000 people. The remarkable." Chinese government's highest priority

March-Aprill994 19 And the winners are... By Betty Gerard Winning one of the first President's the fmalists suggested by the busi­ Quality Awards leaves Jim Cyrier, nesses, and Lew Platt and his Manage­ general manager of the Patient Care ment Staff made the fmal selection. It's not easy for an entity Monitoring Systems Business Unit Not an easy course to run, cer­ to take home the new (MSY), feeling elated-and humble. tainly, and the winners used a variety President's Quality Award. "We think we still have a lot to of individual techniques to reach their learn about quality," he says. impressive results. How did the first seven But MSY, like the other winners of MSY, for instance, put a year into award winners do it? the first award, convinced some of the designing and conducting a "voice of most exacting judges in the company the customer" survey in the United that close attention to quality has a States, which now will be rolled out in direct relationship to solid business other countries. R&D and marketing performance. managers co-designed a questionnaire Lew Platt announced the winning to learn what's important to the medi­ entities to a gathering of worldwide cal technologists who use HP's moni­ general managers in January: MSYand toring systems. MSY then tested its the Customer Services Business Unit, objectives against these attributes to both in the Medical Products Group make sure its products were right. (MPG); U.K. Sales; Taiwan Sales; MSY measures its managers on Malaysia Manufacturing; Support how well they demonstrate teamwork Materials Organization; Optical -both with other functions and other Communication Division and the HP entities. Special attention is paid Singapore Components Operation to defining and improving cross­ (combined entry). organizational roles and practices. To be in the running for the award, u.K. Sales also emphasizes listen­ each entity had to score 3.0 or above ing to the customer. In fact, the sales (on a scale of 0 to 5) on HP's in-depth force developed a finely tuned ear for Quality Maturity System (QMS). the customer's voice. Each HP busi­ QMS, first implemented five years ness collected data on what upset its ago, looks at an entity's strategic and customers, such as a slow response to customer focus, business planning, getting requested literature, or the dif­ process management and improve­ ficulty of finding the right person to ment projects. answer a question. The data then was In 1993, the rigorous QMS review organized in order to take action. was strengthened to make it more Simple fixes-such as pulling business-focused, and place added together a "front line" team of Ana­ emphasis on leadership by entity lytical people that could answer any management and broad participation question-had striking results in by employees. improved sales. General Manager Along with a high QMS rating, John Golding calls it "a structured each winner had to have customer­ approach to common business sense." satisfaction results at or above its A "Share Farre" is held each year to own target, excellent employee satis­ celebrate successes, such as a ware­ faction as measured by the Employee house team that cut turn-ins of "defec­ Survey, and solid financial perform­ tive" toner cartridges dramatically by ance for the last three years. writing its own primer for dealers to The Planning and Quality Cormnittee use in coaching customers through of the Management Council reviewed instructions.

20 MEASURE On the production line in Waltham. Massachusetts. Henry Young and Maria Medeiros share in MSV's concern for high quality.

Taiwan Sales turned to U.K. Sales each year. It adopted the Hoshin plan­ customer costs and waiting time and for a process fOlmat it had published, ning and review system eight years ago. simplified warranty claim processing. as well as a form for consolidating The Optical Communication Divi­ The Customer Service Business oral or written replies to a question­ sion (OCD) and the Singapore Com­ Unit (MCS), headed until recently by naire related to strategic planning. All ponents Operation (SCQ) made the General Manager Steve Rusckowski, managers and longer-service employ­ push for business growth highly visi­ consolidates MPG supplies, customer ees were asked such questions as ble through T-shirts and caps with the support and system integration, Along "What would you like HP Taiwan to slogan, "Dare to Double." And with with meeting its 0\\>"I1 high goals for be in five years?n and "What business that goal achieved, this year's aim is customer satisfaction, MCS has some do you think we should be in?" "Dare to Double Again!" It's all part of of the best Employee Survey scores in "Some employees wrote three or getting the goal for improvement clear the company-and they keep going up four pages of their thoughts, and many to everyone, say OCD General Man­ each year. included models with diagrams," says ager Rick Kniss and SCO Operations The winners won't be able to rest General Manager Ho-Ming Huang. Manager Ho Fatt Lun. on theirlaurels, Jim Cyrier thinks, "Their inputs were a very effective Other winners have their own suc­ because "we're shooting at a moving tool for the staff to use in planning." cess stories. target in quality. The strategies of yes­ An employee suggestion program Malaysia Manufacturing, with terday may not work today. It's not draws hundreds of submissions annu­ high quality and on-time shipments enough just to improve our present ally. Most are ways to grow the busi­ over 97.5 percent, has won many processes-we also must look for ness or to improve the cost structure. awards from major customers under new and innovative approaches to Ho-Ming credits HP Taiwan's excel­ the leadership of General Manager win in the market.n lent business results to focusing on a Ted Kavranian. Given that challenge, who will step few Hoshin (breakthrough) objectives The Support Materials Organiza­ up to the podium to collect next tion, under General Manager Tom year's President's Quality Awards? M Ashburn, has aggressively reduced

March-April1994 21 Holders of Swiss bank accounts no longer just hide their money there. Today, they want their money to make money. HP has seized a golden opportunity du,ing the past three years by selling workstations to the Swiss banking industry, which has upgraded its computer systems significantly. The newest secret in Swiss banking By Jane Glasser GENEVA, Switzerland-You'll never turing industry, Needless to say, we guess the hottest new application for quickly became interested." HP workstations: banking and fmance. In three short years, Olivier's group That's right. Out of the labs and engi­ has sold miUions of dollars worth of neering conidors into the world of HP workstations and established rela­ portfolio management and stock tionships with some of the nation's exchanges. leading banks. In fact, since 1991 And what better proving ground the group has more than doubled its than Switzerland-home of famous banking sales. And 1994 looks very banks-and bank accounts. promising, too. Olivier Trancart, who manages What's the secret to the HP group's HP's Swiss Financial Services Indus­ success? try (FSI) group, explains, "As recently "It's tied to major changes going as 1989, HP virtually was absent from on in the banking industry right now, the banking scene. We were perceived especially the Swiss banking indus­ as a calculator company. But the try," Olivier explains. "For centuries, banking industry spends billions of very wealthy people brought large francs each year on computer equip- sums of money to SWitzerland to be ment-much more than the manufac­

22 MEASURE safely-and secretly-stored. They ~we knew we did not have the weren't interested in having the expertise in-house to meet all of money multiply-just sit safely. They Paribas' needs," Olivier says. "So we required confidentiality and cordiality joined forces with a Swiss software from their banker (but) not much company called Unicible that special­ more than that." izes in banking software." All that has changed, Olivier says. HP Switzerland intends to win even ~Global competition has eaten more banking business. The Paribas away Switzerland's monopoly on big, deal is unfolding in stages, with sys­ prestigious accounts because no one tems installed in the Geneva and can afford to have money sit and do Lugano, SWitzerland, offices this year, nothing. People want their money to in Zurich and Basel next year, and the make money. There's a lot of pressure HP's Olivier Trancart (right) developed a entire Paribas banking system after for experienced and productive port· customized software solution for Marcel that-in Paris, Monaco, Luxembourg, folio management." Gaillard and Paribas Bank. Brussels, London, Milan, New York Where computer systems are con­ and Singapore. Ultimately, about cerned, that has meant a change from folio and ask "what-if?" questions­ 350 portfolio managers will use the "back-office" mainframes that merely none of which they could do before. HPlUnicible system. That will be stored numbers and occasionally spat HP's first big sale was to the United worth about U.S. $6 million in sales to out standard summary reports to the Overseas Bank in Geneva, which HP. There also are deals pending with use of "front-office" workstations that bought 270 HP 9000 workstations. a few banks in Germany and several can nimbly respond to ad hoc inquiries Next came a sale of 200 workstations other banks in Switzerland. and instantly put portfolio managers to Darier Hentsch & Company, the "The banking community in Switzer­ in touch with multiple financial instru­ third largest private bank in Switzer­ land is very close-knit, so word of our ments worldwide. land. In 1993, HP completed a deal success has spread quickly," Olivier "Today's portfolio managers need with Paribas Bank, a French bank says. "And that potentially means a lot to have integrated internal and exter­ of business for HP. People joke that nal data," says HP's Philippe Batard, there are as many banks in Switzer­ banking and finance program­ land as there are cafes in France. development manager, who is respon­ Well, maybe not that many, but sible for the French-speaking part of 'The banking community in around 500. SWitzerland. ~This allows them on·line Switzerland is very close-knit, ''I'd say Philippe and I have our decision making and impressive so word ofour success has work cut out for us." 1\1 quality service for their customers. spread quickly. " HP workstations have proven to be an (Jane Glasser is a Sherwood, Oregon­ ideal tool for staying on top of global based free-lance writer. -Editor) financial markets." with offices in more than 60 coun­ HP's strategic weapon has been the tries. Paribas moved its portfolio­ UNIX is a registered trad,;>mark of CKIX System Laboratories Inr. in the C.S-A. and HP 9000 workstation running the management "off-shore" department other countries. UNIX'" operating system and the from Paris to Geneva and overhauled Motif'" graphical user interface. its entire technology infrastructure. Motif is a trademark of the Open Software Foundation in the U.S and other countries.. Traders can tap into multiple stock HP beat out competitors such as exchanges, the mainframe and local IBM, Digital Equipment Corporation, applications by using a single desktop Sun Microsystems and Data General tool. They can check instantly on a with a total solution that involved not particular stock, plan an order, con­ only HP workstations but integrated duct a trend analysis of an entire port­ portfolio-management software.

March-April1994 23 II " n By Rick Petreycik CINCINNATI, Ohio-Sometimes a That's when Frank saw the demon­ chance meeting can trigger a practical stration by the video rental company. solution to a nagging business problem. It showed how clerks could ring up A Midwestern dairy chain That's what happened when Frank items by touching a PC-based screen teams with HP to make Braun, vice president of information as opposed to operating a cumber­ convenience-store buying systems with United Dairy Farmers some keyboard. (UDF)-a 215-unit convenience-store "A light bulb went off," Frank says. even more convenient. chain headquartered in Cincinnati, "So when I returned from the show, I Ohio-stopped by the booth of a approached upper management with video rental company at a retail food­ the idea of developing the software industry convention. for a PC-based touch-screen system Frank was concerned about the tailored to the convenience-store frustration new employees experi­ industry. They tmsted my judgment enced while learning to operate the and gave me the green light." electronic cash registers in his com­ Frank enlisted the support of his pany's stores. alma mater, Miami University, in In addition to feeling somewhat Oxford, Ohio, to assist with the intimidated by the terminals' key­ development of the software. He boards, employees had to memorize also contacted Buzz Walker, a the price look up (PLC) numbers of Hewlett-Packard account manager, more than 50 key items whose prices who had worked with Frank and fluctuated due to changing market United Dairy Fanners. Buzz had conditions. Instead of ringing up the played an instrumental role in UDF prices of these items, employees had buying the HP 9000 computer. to enter their corresponding PLU "I thought it was a great idea, and I numbers manually. already knew that HP was interested "To complicate matters," Frank in getting more involved in the retail says, "our stores are a cross between arena," Buzz says. a 7-Eleven convenience store and a Within a few months, HP forged a Baskin-Robbins ice cream shop. So, in retail partnership with United Dairy addition to selling grocery items, we Farmers' newly created TouchScreen sell self-service ice cream products, Systems, Inc. including milk shakes, cones and The open-architecture system con­ banana splits-all of which can't be sists of a color TouchScreen monitor, scanned. And if a customer adds a lot an HP Vectra PC, a programmable of extras, such as whipped cream or cash drawer, a receipt printer, a uni­ chocolate topping, it makes it even form price code barcode scanner and more difficult for a cashier to ring up a magnetic stripe reader for conduct­ the sale correctly." ing credit card transactions. One pro­ The frustrations led to some gram displays a variety of sizes of employee turnover. milkshakes, cones, freezes and sun­ daes. With this feature, a clerk can

24 MEASURE accurately ring up the sale of a seven­ ounce cup of yogurt that contains extra nuts by touching the appropri­ ate category on the screen. In addition, store managers can program maximum cash parameters for security purposes. Once the total amount of cash in a terminal exceeds $50, for example, the system tells the operator that it's time to make a deposit. What's more, the system allows operators control over various trans­ action types such as taxable items, specials, coupons, food stamps and alcoholic beverage sales_ How do you scan a hot dog? United Dairy Farmers' (UDFl Frank Braun Uehl discusses For example, Ohio prohibits the some of the challenges his company faced with HP account manager Buzz Walker. sale of alcoholic beverages between I a.m. and 5:30 a.m. If a customer easily walk them through any trans­ Within the next couple of years, the attempts to purchase a can of beer action." In six years, cashier training remaining 165 stores will use the between those hours, the system has decreased from two weeks to TouchScreen system, Frank says. alerts the cashier and voids the sale. 15 minutes. Because TouchScreen has the "The bottom line is that the system Perhaps the system's most impor­ capability of communicating with prevents employees from making any tant feature is its capability ofcapturing operators in Spanish, German, French mistakes at all," says Ernie Zimmer, a valuable demographic information, and Italian, as well as English, there's which allows more focused market­ been a great deal of international ing, merchandising and purchasing interest. A South American division of decisions. the 7-Eleven chain has approached ... ~ United Dairy Farmers' TouchScreen TouchScreen with the idea of •• '. • ;;: I, .1, system captures not only what's sell­ installing the system in some stores. .• •• ~ I ing, but also who sold it, when, how "It's funny, but when we came up • _, L. 1:1& " many were sold, and the purchaser's with the idea for TouchScreen, a lot ~~.l~ ~ ~,. sex and approximate age-all at the of people thought we were from outer --~. touch of a screen, space," Frank recalls with a laugh. "... ..;.. ;, - .;, " .,. ;" "It's important for us to know if our "Now, they're realizing it can be a very ·:tt /­ gasoline customers also are buying powerful sales and marketing tool." M , 'A . ; ..J~ ­ ice cream, or if the guy who's picking UDF clerks can ring up purchases accurately up the newspaper in the morning is (Rick Petreycik is a Bridgeport, just by touching the appropriate category also buying a cup of coffee," Frank Connecticut-based free-lance writer, on the HP 9000 screen. says. "Those types of relational sales -Editor) are important in terms of telling not district supervisor who oversees 10 only what items to stock but also United Dairy Farmers stores, "What's which ones to promote." great is that the TouchScreen system Because of this important feature, has substantially reduced the time Ernie adds, profit margins among needed to train cashiers because it each of the 50 T;DF stores using the literally knows everything. It can technology are up at least 2 percent.

March·April1994 25 YOUR TURN

A step back? we'U continue to be in the vanguard 'j11onte is quite correct in his com­ of1'esponsible forest ma.nagement ments on the negative effects offeed­ I hereby express my deepest concerns that's sensitive to ecosystems. ing wild marine animals," Jeny about HP's relationship with Weyer­ "The company does not have any says. "I'm ce11ainly more aware of haeuser Co. as explained in the operations in tropical areas. Also, this issue now than [ was in 1985 November-December 1993 issue Weyerhaeuser provided 1 million­ when I took the photogrctph. Hope­ ("A cut above the rest"). plus seedlings for planting in Siberia. fully, the Red Sea dive operations It is no secret that Weyerhaeuser is to help reforest areas that had pre­ have discontinued encoura.ging this one of the biggest destroyers of forest viously been logged for decades by practice. "-Editor in the world, in North America as well others. We've offered our knowledge as in Eastern Siberia and in tropical to help them replant, but we have no Keeping in touch areas. As per recent Greenpeace business contra<:t at this time to Every issue cannot be perfect, nor can reports, Weyerhaeuser also did not harvest trees. every article. Overall, MEASURE is a keep promises concerning local "Weyerhaeuser is looking to the great company magazine and has investments and reforestation at sev­ future, and the only way to do that improved throughout the years. As a erallocations. This was also the rea­ is managing the forests to preserve retiree, this is my contact in keeping son for Greenpeace protests against and promote biodiversity while up with the company I worked for for Weyerhaeuser that took place during meeting society's needs for forest 25 years. last year-and from past experience, products based on sustainable I know that some people think it is nobody can accuse Greenpeace of forestry pradices. " careless research work! an unnecessary expense, but I can't I doubt that it can be HP's intention imagine that to stop publication to get involved with dubious partners How Napoleon met would make that much savings. or to publicly announce such relation­ his Waterloo? Thank you. ships. HP has always been a "clean" I was saddened by the "Parting Shot" LENORE PATRICK company, and has taken several steps article about (HP employee Jerry North Hollywood, California towards a more ecologically oriented Allen's encounter with a) ~apoleon operation. Therefore, a relationship Wrasse (fish) at Ras Mohammed. As A question of balance with companies like Weyerhaeuser is Ras Mohammed is an underwater The January-February issue of a major step back reserve, it is illegal to disturb or feed MEASURE, as usual, was informative I think HP should not do business the animals there. and interesting. An external con­ with anyone just to make quota, but There are also quite a number of sultant working with me said that should also check that the potential articles in the dive literature on the MEASURE is the best company maga­ partner has a clean image. negative effects of feeding wild fIsh zine she has seen; it helps her under­ DIETER PUGANIGG unnatural foods, including some sto­ stand the strength of the HP culture. Vienna, Austria ries about Napoleon Wrasse that died Her comment made me a bit from being fed too many hard-boiled uncomfortable because the January­ "Weyerhaeuser is prou.d ofits envi­ eggs and plastic bags by divers. February issue seems unbalanced to ronmental record, "a Weyerhaeuse'r I hope that this feeding episode me. All the articles that feature HP's spokesperson told MEASURE. "We've was not responsible for the absence leaders are about men. Certainly it's been a· world leader in sustainable of the Napoleon Wrasse at Ras forestry for more than 50 years and Mohammed when I dove there last summer. MONTE SMITH Santa Clara, California

26 MEASCRE true that the majority of upper­ In your article regarding the management positions in HP are held Employee Survey and the Weidert by men, but it seems unbalanced task force, the author states that when so few stories feature women's "... we can't afford to pay more than achievements. the market leaders." As a company, SUESTETAK the marketplace continually chal­ Palo Alto, California lenges us to produce products and services that lead our industry. Our MEASURE strives for balance­ policy regarding employee compensa­ organizationa.uy, geographically and tion also should strive toward market by gender-in every issue. H01oever, Nancy and Jay Lee use an HP 95lX palmtop leadership, you won't see a perfect blend ofa.u computer and Mirical software to analyze GREG STEPHENS three factors in any one issue. Du..r­ their son Ryan's nutritional needs. Pleasanton, California ing the COUTse ofone year, we believe that you will see that balance. You're right, David; we should have Correction We welcome suggestions of included an addTess and a non-800 An a.rticle in the January-Feb'mary phone number. You can caU the co-workers you think 'l.Dould make issue ofMEASURE on HP's pre­ a good fea.ture story. Send your Mirical Corporation a.t 719-598-5276 employment drug-testing pol'icy or urrite to the company at 4606 nominations to :vIEASURE editor inaccura.tely stated tha.f HP is Jay Coleman on HP Desk, by fax NorthpaTk Drive, Colorado Springs, requiring Q. witness in the room to (415-857-729.9) or to the addTess Colorado 80918 u.s.A. observe the samp{.e PTOCesS. [nfaet, By the way, Mirical President on the ba.ck cover.-Editor no u.:i.tness is required.-Editor Mike Hidrogo repoTts that mOTe than It's a Mirical 250 :vIEASL"RE readers have con­ tacted the company since the article With reference to your article "The appeoTed.-Editor Please send rna iI palmtop nutritionist" in the January­ Do you have comments about February issue, please provide me something you've read in MEA­ with a mailing address and interna­ Herd mentality SURE? Send us your thoughts. tional (non-800) phone number for I want to thank Dennis Mitrzyk for his Ifwe publish your letter, you'll Mirical Corporation. article in opposition to pre-employment receive a free MEASURE T-shirt MEASURE forgets from time to drug testing at HP in the January­ (one size fits most). time that its readership is multi­ February issue, I am disappointed that Fax comments to (415) 857­ national. It is not possible to call our company is going along with the 7299. Address HP Desk letters to 800 numbers internationally. But herd mentality of other Fortune 500 Jay Coleman, Building 201BR, don't stop the information anyway; companies by instituting this policy, Palo Alto. Please limit your let­ MEASURE stiU does a good job, which shows a lack of trust in its ter to about 150 words, sign your DA\o1D LORD employees. nan1e and give your location. We South Queensferry, Scotland It is ironic that this new policy is reserve the right to edit letters. being instituted as the John Weidert task force considers means to renew attention to and practice of the HP way.

March-April1994 27 ON MY MIND nWe returned to England-a family" By Barry Wright he required. We spent the next week registering with social services, orphanages and judges. Hewlett-Packard people in On August 23, we learned about Brazil reach out to help a Julia, who weighed less than five co-worker in the U.K. with pounds when she was six weeks old. Ajudge gave us legal rights to take a gift of love. her into our guardianship from the Institute for Abandoned Children. BASINGSTOKE, Hampshire-In late Julia flourished while we waited 1991, my wife, Jackie, and I nearly for a September 9 hearing, at had given up on our dream of having which the adoption was granted. a family after years of hoping and We returned to England-a family­ unsuccessful fertility treatments. 10 days later. 'When we considered adoption, United The people of Edisa HP offered Kingdom Social Services informed us endless support and hospitality. me that I-at age 36-was too old to Another Brazilian, Anna Maria adopt a child under 12 months of age. Bany and Jackie Wright celebrate their home­ Linhares Geisbrecht, does not work Today we have Julia At six months, coming in the U.K. with newly adopted for HP but basically gave us the will to she is gorgeous, alert and happy. She Brazilian daughter, Julia. carry on after the horrendous disap­ loves yogurt and would very much pointment during our first week there. like to crawl. She goes swimming with take up to a year, that a brain wave We became part of her family. Jackie, and cries when I leave OUI hit me: I work in HP's u.K. Response Even the judge we worked ",ith home for work each morning. For the Centre and knew that HP also has a was so kind and helpful. We always gift of Julia and each of these small Response Centre in Brazil. will be in debt to these kind people daily miracles, I feel a debt of grati­ I contacted the then-secretary, and look forward to the day when tude to Hewlett-Packard and some Giselly Saboia, who kindly connected we can take Julia back to visit all special people in Brazil. me with Euclides Rosa, head of Edisa of them. M Fate stepped in when we met a Hewlett-Packard's legal department. couple who had adopted a child from Euclides sent our home assessment to (Barry Wright -is a technical-support Brazil. They explained the complex the Adoption Commission in the engineer with HP's U.K Response steps required by u.K. and Brazilian Supreme Court of Sao Paulo to ensure Centre.-Editor) law they had followed. We learned the all was in order. process-home assessments, reports, For the next several months, two approvals, notarizations, translations other Edisa HP legal department Tell us whafs -easily could take two years. We employees, Nilson Franco and Marcia knew this was our chance at having Regina, helped us work with the on your mind a family! Supreme Court toward being approved Do you have a suggestion about It was after we had been approved by the Adoption Commission. We how to improve HP, an anecdote in the United Kingdom that I wrote to were approved in July 1993 and about the HP way or an HP-related ajudge in Brazil, asking if he could arrived in Sao Paulo on August 16 comment in general? Send your help. He replied and asked for our after being told there was an 8-month­ "On My Mind" article -up to 500 home assessment. It was while wait­ old boy available for adoption. words-to Jay Coleman on HP ing for the approval from the Brazilian Unfortunately, the child was so Desk, by fax (415-857-7299) or to Supreme Court, which we knew could severely handicapped that we felt we Jay at the MEASURE address on would be unable to provide the care the back cover.

28 MEASURE LETTER FROM LEW PLATT

HP's chairman l president and CEO summarizes 1993-an exhilarating and exhausting year.

ow that we're well into Lew Platt Ifar left) meets with (from left) German Chancellor Helmut Kohl. Menno Harms, 1994, I want to stop and head of HP Germany. and Werner Kanthak, HP Germany's director of Government Affairs. reflect briefly on 1993­ my fIrst year as president, office on the road-meeting custo­ • People. Because of the respect HP CEO and now chairman mers, visiting with HP people and e!\ioys worldwide, we have ready of Hewlett-Packard. getting to know parts of our business access to major world leaders. In 1993 It was a year that was as exhilarat­ that I didn't know particularly well. alone, I was able to spend time with ing as it was exhausting. Let me zero HP's sound business foundation gave President Carlos Salinas de Gotari in in on a few areas that were particu­ me a clear advantage as CEO in 1993. Mexico, Chancellor Helmut Kohl in larly memorable: • Travel. In all, I logged more than Germany, President Bill Clinton in the • Our position. Perhaps the most 165,000 airline miles last year. That United States and with other top polit­ impressive realization for me is the may sound exotic to some people, but icalleaders. They value and welcome strength of HP. During 1993 I had the it also means that I ate more than 100 HP's opinions. opportunity to meet with CEOs from airline meals. So there's a downside to Most of all, I e!\ioyed meeting thou­ many major corporations including travel, too. sands of HP employees around the IBM, Apple and Digital Equipment I'll still spend a fair amount of time world. Your support, wannth and Corporation. Most of these companies traveling in 1994, including visits with willingness to pitch in made 1993 a are going through a chaotic period each of our seven President's Quality special year for me. With that kind of due to major restructuring, downsiz- Award winners. However, as impor­ support, it makes it difficult to fail. tant as each of those 1993 trips was to Believe me, we're still working in me, to customers and to HP employ­ an extremely difficult business envi­ ees, it was a pace that I simply can't rorunent; there's no room for compla­ sustain. I hope you'll understand if I'm cency. However, as I view 1994 for I found myself in an enviable not able to visit your site soon. HP, here's what I see: a great business position: HP's business • Geographic opportunities. Another position; great prospects for the future; fundamentally is in good shape. positive aspect of travel was the chance a great management team; and a great to learn fIrsthand about the tremen­ group of employees. dous business opportunities HP has I wouldn't trade our position with ing and the general downturn in busi­ worldwide. any other company. ness. Consequently, the CEOs have I was especially impressed with the had to focus their efforts on where emerging markets in Latin America, to direct their businesses in the Southeast Asia, Central Europe and short term. China, for example. There are some I found myself in an enviable posi­ astounding growth possibilities in tion: HP's business fundamentally is each of these markets, and HP is in good shape. That allowed me to exceptionally well positioned to spend much of my first year in this capitalize on this growth.

March-April 1994 29 EXTRAMEASURE

News from arou nd the HP world

CHART defmed position of group ICHANGES marketing manager. In the Workstation Functions of the former Systems Group, Rose Marketing and Distribu­ ODonnell has been tion Business Unit have named general manager been reassigned. of a recently formed A new Health Care Workstation Technology Re-engineering Applica­ Division. The Measure­ tion Business T;nit will ment Control Systems be headed by Steve Division no longer exists. Rusckowski as G.M. The Hardcopy Imag­ Kin Chua is G.M. of ing Group has formed a Medical's Asia Pacific new San Diego Imaging Geographic Business Unit. ~oey Mija~es Heft) and Bill Shelton spent 16 hours wrestling a Operation under monster 78-foot root from an HP parking lot storm drain. Vyomesh Joshi. NEW It's a looooooooooooong story The Inkjet Supplies IHATS Business Unit has In the Computer What's 78-feet long, slimy, "We kept pulling and created a new Media Products Organization, black and hairy, and was pulling and pulling-it Operation under Ralph Carolyn Ticknor has living under HP's parking wouldn't stop," said Bill Patterson. been named G.M. of the lot at the Finance and Foley of Rota-Rooter, the In the Automated Test LaserJet Printer Group. Remarketing Division in drain-cleaning company Business Unit, the AOT In Geographic Opera­ Sunnyvale, California? called in to tackle the Operation has been tions' Americas, John Ifyou guessed the lead- dirty job. renamed the California Regan to Atlanta (Geor­ ing contender for the title With luck, HP's root will Semiconductor Test gia) Technology Center of 1993 Monster Root of the ascend to a place of honor Operation. site manager...Homer Year-you're right. alongside other rangy rhi­ A correction of the Wong to manager, Direct lt took a three-man crew zornes at the Monster Root January-February 1994 Marketing Organization. two days to remove the Hall of Fame in West Des MEASURE: The Mass Paul Balnys to man­ gargantuan root from the Moines, Iowa. Storage Group is now ager, North American storm drain it was clogging. part ofthe Measurement Response Center... Bob Systems Organization. Robertson to G.M., CSO Quoteworthy Asia!Australasia. MEDICAL Several existing activi­ It is difficult to predict what HP might do next. ties have been merged Twenty years ago, we were a nobody in the com­ IMOVES The Medical Products into a newly formed puter business. Today, we've surpassed DEC. Ten years Computer Products Dis­ ~go, Group has created a new we were just starting in the printer area. Today, it tribution Europe under 1S a franchise ofincredible value. ~ Americas Geographic Business Unit under Max Fallet. Bob Wayman, HP executive vice president and chief Ed McDonald and G.M. fmancial officer, in a speech to Goldman, Sachs & Co.'s Mike Blomeyer has Technology Investment Symposium, February 1994. been named to the newly

30 MEASURE RESEARCH AND orders were $6.1 bil­ IDEVELOPMENT lion, up 18 percent HP Labs has formed a (S5.2 billion). new science center under Abraham Lempel GETTING at the Technion-Israel ITOGETHER Til fO ceo January 17 earthquake top­ Institute of Technology HP has acquired the pled nearly everything. as Tom in Haifa. Israel. Science mass spectrometry Chapman Istanding, below) and Mike centers established ear­ assets of Biomolecular Record found during the cleanup. lier are at Stanford Separations, Inc. of l:niversity and the Uni­ Reno, Nevada, which will In the wake of versity of California at continue to manufacture the quake Berkeley, both in Califor­ the MS products for a nia, and the University of year for the Analytical "It hit like an explosion," Pisa in Italy. Products Group. says Patricia Ing. "I In the Computer Sys­ HP has agreed to pur­ thought an airplane had tems Organization, Todd chase a 15 percent stake crashed into the building." , Reece now heads the in Taligent, Inc. The For Ava Silver, "the ground I Networked Systems Cupertino, California, was shaking so violently, \ Architecture Lab. joint venture, founded by you couldn't walk. You had I, IBM and Apple Computer, to crawl to move." \ is developing system That's how two employ- \ BOTTOM LINE software environments ees from HP's Van Nuys I, I based entirely on object­ sales office described what Hewlett-Packard reported a 24 percent growth in oriented technology. happened when a 6.8 earth­ Other agreements: quake struck Southern net revenue and a 41 per­ cent increase in net earn­ HP and Pacific Telesis California at 4:31 a.m, on suffered minor damage but Video Services to build Monday, January 17. business was not inteITllpted. ings in the first quarter of its 1994 fiscal year ended an interactive video sys­ None of the approxi­ HP donated $50,000 to tem offering movies mately 780 HP employees the local American Red Januml' 31. Orders for the quarter set a record. and other programs on in the area was seriously Cross to help victims of the demand...HP and Tele­ hurt. Three employees lost quake. An earthquake relief Comparisons of the 1994 first quarter with Communications, Inc. their residences, fund was established in to develop set-top termi­ the year-ago quarter are The Van Nuys office was Southern California to help nals for compressed digi­ hit hardest by the quake. It local employees. shown in parentheses: Net revenue for the tal TV...HP Canada and was violently tossed about, Bell SYGMA jointly to but suffered no structural (Editor's note: Thanks to first quarter totaled $5.7 billion ($4.6 billion); net provide outsourcing ser­ damage. The office shut the unshakable Steven vices to the worldwide down for four days for Cavallero, Us. field com­ earnings were 8368 mil­ lion or $1.42 per share on telephony market. .. HP cleanup. municator based in Van and Nokia Telecommu­ Two other area offices, Nuys, California, for the some 269 million shares of common stock out­ nications of Finland to Fullerton in Orange County, photos and story.) develop intelligent net­ standing ($261 million or and nearby Los Angeles, work systems. $1.03 per shm'e on some 252 million shares);

March-April 1994 31 PARTING SHOT

Someone to watch over me KENYA, East Africa-"In August 1993, 1 was on a photo safari through the major parks in Kenya and Tanzania with my wife, Pam, and daughters Lindsey and Kelsey, ~ says Mike Eaton, a software­ coordination manager at the Software Services and Technology Division's activ­ ity in Fort Collins, Colorado. "1 took the photo during an early morning gan1e drive in the l\'1asa Mara game reserve in Kenya. We were in a Land Rover about 30 feet from the cheetah and her cub. "We stayed with the cheetah for nearly 30 min­ utes as she casually walked across the plains, occa­ sionally stopping on the collapsed tem1ite mounds to scan the horizon and­ luckily for me-to pose for photos. "By the way, I got sepa­ the body to ensure that the "The dark coloring on rated from my camera gear hack stayed closed. I had to the lower half of the cub is and film on the way to wait untill got horne and not a shadow; it's camou­ Africa and had to rent a had the film developed flage to help the cheetah camera in ~airobi. It was before 1knew if the photos hide from other predators. well-worn and had tape on would tum out.'·

MOVED L..-\TELY? CHANGE OF ADDRESS SH01JLD BE REPORTED TO YOUR PERSOX:\EL DEPART\1E~T. rh~ HEWLETT1t Bulk Rate ~aPACKARD U.S. Postage MEASURE Magazine Paid PO Box 10301 Permit 3917 Palo Alto, California 94803-0890 Portland, OR