A-Series Computers

Karen Campbell, Editor Tracy Wester, Editorial haisrtant June Wedding, eIrcuXinLion

. '''dln ' 7 Computer Marketing Group

( , r". PJ~ / / Cornpt~terRdr keling Group/ !') 'Third Party Prograrrl 4 CMG 8 DSD i I ) Cornpc~terSoppntt Division Ed Case W~nsHP 125 Contest WPSWCE Leverages $123,008 , System Sde at Honeywell L -? ,$ Computer Suppats Opmtion Computer Products Purchase Agreement C~rrectkSeb A6OO/A7$JO/RTe-X. I Mailing terns Re-Marketing Opration Cust0rners"xpechtions Nurnber 3 HB SSS 'Technical Currtpufer Group PtUS's Spells Success! DSNIX.25 Sarppoded on the Data Systerris Didsinti WP PLUS Contracts for MB 1008 &Series Computers Personal Computers and Roseville Division The 26088 on the HP IklW -- Terminal Products CiaMeation Kokogawa Csn~prrkzrDivision 5 CSD I Desktop Conlpnter Dbuision

I r\ Quick Update from RW 'I- ' Doeblinger~Desktop Cornputel Division Markefiny HP 2250 vs. lUeR

1- , New Documentation Structure Personal Comb,u&rtbg L3ivision Organiza~onb Easy Atb Media for the OER PSI Card Storage Cabinets I Grertoble Tecbinical Systenls Operation Offer Your Customer a L, .. Elusmess Computer Group Convenient, LOWCost Solutloan to PdnterjTerminal SBnds Smaller HB 9826j36 Menrow [;/ Business Compuker Group/ SCzas Needed for Sohare 1' , Wppllcat~onSyiybtents New M Strata@ Seminar is r Availtable Y Comptrtrr Syslerns I)rviston SRO Return Procedtrres - WP Gmpkics Marketing Council Successful Re-Marke~ngin Takes P\ctjon Financial Systems Operatio11 Europe E(iSj45: Where Else Can You European Re-Marketing Sell it? OperalSon Now &tabtished Mani~lactrrringSystems Operation Success dth NP Sedas J3R .-~ PCD (.-, :>kJ Co~~irncrcialSystems Plneruood Hew Pip-86 is HP's lirigen General Systerns Division Lowest-Pdced Persolral co~llputer Data lemminals DMsion HPBS interlacing Strength Wins I Systcrnr Divisief~ Again New MP PLUS Sobare kr renoble Division HE)-85 Personal Computer

Cornputer Periyhemls Qrclup Sel.ics 80 "kersonal Successes" Conunue New Backp-slane Polley for the - -1' Colorddo Springs lnstrrmmenrt Croup HP-85

1 \ San Olego D~wsronlrrstn~ment Group

I' J ,.. - Vanccuver Biuision

HP Computer Museum www.hpmuseum.net

For research and education purposes only. Vol. 7, No. 17

Business Computers Computer Terminals On the Cover: Hewlett-Packards lowest price, newest personal computer is the HP-86, which 19 BCG 25 DTD features software for word processing. Business Computers Software HP 2647F: Interest Is Running information management, accounting and many other solutions forprofessionals. See Directory Update Now Available High article beginning on page 14. General Accounting/3000 HP 2623A Special Option F07 Leads to New System Sales ANSI Compatible Terminal Value-added System Supplier When to Sell the HP 2622Avs. Logos Are Ready HP 2624B 13296A (Shared Peripheral Interface) and Options Additional CST Entries for Publications to Support Special HP 3000 Series 64 Systems Products HP Series 64 Has New Console HP 262 I B Goes Canadian HP 250 Rated Best in Datapro Survey! Computer Peripherals 21 IND 28 BSE DSNlX.25 Supported on the How to Save HP 2680 HP 1000A-Series Computers Prospects Money on Their Printing Costs L DSNIDS for the HP 1000 1 DSNlX.25 Additional Network HP 2680 Graphics Brochure Certification Available Connecting Terminals to Reliability of HP 26088 Computer Systems Over X.25 Demonstrated by Lower PSNs Service Prices HPTOOLSET Sales Aids Switchbox and Dual HP 7976As Supported Information on data communications products for the HP 1000 23 CSP will now be found under the 29 COL Information Networks Division TDPl3000 and the Laser (IND) section of Business Com- Printer User's Guide and Software Aid in Selling lnteGrall60 puters. IND currently has tactical and product responsibility for DS, 24 BGD 30 VCD IBM, and X.25 communications "Winning Against" the for the HP 1000 computer family Competition Bar Codes for Teatotalers even though it is actually a part of HP 3601A Modem Cable Business Computer Group. So Dutch OEMs Get the Picture look for articles on DSNIDS, DSN/IBM and DSNlX.25 for the HP 1000under the IND section.

32 Competing with IBM Karen Campbell, Editor System 38

Computer News July 15, 1982 For Internal Use Only 3 1 HP 125 Sales Contest Winners for SF02 Computer Products I1 Units I CMG Purchase Agreement Ed Case Wins Name/Region Sold Correctly Sets Ed CaselMSR 121.00 HP 125 Contest Steve MajericklMSR 48.25 Customers' Bill RichionlCMG Pete COO~~~~MSR 47.75 Expectations Dennis Lamb/SSR 47.75 Jackie s~~~~/csR Bill RichionlCMG Martin St Amand/CSR John MagazinelMSR Your customer cannot get a discount Bill KnightISSR on a product that is shipped unless Paul Fasi/NSR the Computer Product Purchase Mike JordonINSR Agreement is in place prior to the Dave LeichtISSR product being shipped. Make certain Rich Cosmos/ESR that your customer is aware of this if Carl NessenIESR the customer is going to place an Bob Guhl/NSR order prior to concluding the Com- Gerhardt SchmidICSR puter Product Purchase Agreement. Barry BieglerINSR If an order happens to ship earlier Will LewislMSR than you or your customer expected Dave EggumIMSR and an Agreement is not in place, Tom HuclheslMSR your customer will not get a discount. Ed Case, HP-Grand Rapids, is the Rich DO~~~ESR official winner of the HP 125 Contest Charlie DingmanIESR Your customer should understand with 121.OO units credited to his Tim WhelanIESR that the functional units of a Price name! His effort also gave Jim Judy DuchesneINSR Clause cannot be increased once a Ditulio the prize for the top District Bob ShafronINSR product has been shipped under that Manager in North America, and the Steve KellyINSR Price Clause. Grand Rapids office the top position Ron VernonINSR Your customer must understand that for the East Area of the Midwest Mike SchmidtlMSR the effective date of the Price Clause

~ - Lorraine ThomsonINSR reaion.J--~~ must be the date of or prior to the Ed turned in one order for over 100 Ross DuncanINSR 17.25 date of the purchase order for the units right at the wire to bump Steve Pam Odle/NSR 17.00 first product that is to be discounted Majerick from the top position. Steve Bill Pate/NSR 17.00 under the Price Clause. Gary HalsteadISSR 16.25 had been at the top for a number of Your customer can only enter into a months. John BurichlMSR 16.00 Glen Lowry/lYSR 16.00 new Price Clause when the customer Three hundred ninety-five SRs were Bob DeutschIESR 16.00 has either 100% fulfilled the com- credited with HP 125 sales. 1.227 mitment of the Price Clause or 12 f HP 125s were ordered in the last months from the effective date of the three days of April. Twenty-five Dis- Top Five District Managers Price Clause, whichever is first. f trict Managers had over 30 units cre- in North America These are cardinal points of which 1 dited to their names. Almost every District ManagerIOffice Q~Y your customer should be aware. It is area in North America contained at difficult for you, embarrassing for HP. 1i least one district which sold 25 or Jim Ditulio/Grand Rapids 125.00 and bad for the HP/customer rela- 1 more units. Vince KhannaIBrisbane 79.25 tionship if the customer's expecta- i Ben Clark1L.A Airport 77.50 tions differ from the above. i Frank Hogan/Ft. Lauderdale 74.00 i E. Westernskow/Englewood 57.00 I i Jack Greene/Piscataway 57.00 1

1 i Computer News July 15. 1982 ! 4 For Internal use Only Computer Marketing

The Manual Update Service, pro- viding automatic mailing of all CSD related manual changes to your customers as updates are made HP PLUS Contracts available by the related product divisions for Personal Series 40SX/40/44 Should customers find them- Computers and Cooperative selves in need of replacing or exchanging a part from their Terminal Products Support Program service inventoly, the Cooperative Ray CeboldlCMG Ron Shlitzkus/CSY and Support program provides the Jay FriedrnanlCSD acquisition of repair parts through (For US only) With the addition of the Assembly Exchange Program. personal computers and terminal Do you have a technically sophisti- If you have any questions about the products to the HP PLUS program, cated customer or a customer geo- Cooperative Support Program for the "factoly driven" procedures were graphically located outside HP's ser- the HP 3000 Series 40SX, 40, or 44, introduced. This means the product vice areas? Is your customer consid- please feel free to contact CSD or divisions will be responsible for ering doing their own maintenance? BCG Sales Development. In addition, administering all aspects of their If so, HP now has a program to help CSD can assist you with a Self- program, including qualifying the the customer be successful with Maintenance Package (SMP) to help supplier into the program and self-maintenance on their HP 3000 you and your customer make deci- determining what development in- Series 40SX, 40, or 44 computer sions on training requirements, centives to grant. The support re- system and related peripherals. spare parts stocking, documenta- quired from the field organization will The Cooperative Support Program tion, tools and test equipment needs. be on an occasional basis only and provides your customer with an etc. Because the SMP is custom- very limited in scope. Primarily this in-depth study on the maintenance tailored to your customer's system support will be the taking of orders and operation of the HP 3000 Series configuration, please contact CSD for demo/development systems; the 40SX, 40 and 44 system processor sales Development early and allow exception being those suppliers who unit, as well as technical training at least three weeks lead time for also have packages for the HP 1000, covering the maintenance and oper- preparation. Prior to contacting CSD HP 3000, or HP 9800 systems. ation of the following related bealso recommend consulting your These suppliers will continue to deal peripherals: local District Customer Engineering with their supporting SR. In this case, Manager. the supporting SR is responsible for dealing with the division. Currently the people at the divisions who should receive the forms package are: In addition, the Cooperative Support Corvallis Division (HP 41C) - Program provides: CSO Chuck Smith The HP Maintenance Newsletter, a Organization Is Personal Computer Division monthly publication available to (SERIES/80) - Nancy Ulman self-maintenance customers to Easy with Media keep them abreast of technical General Systems Division information about their products Storage Cabinets (HP 125) - Bill Johnson A hardware PlCs where self-main- Dan Brurnm lCSO Data Terminals Division (Termi- tenance customers can obtain nals) Dan Jorgenson - answers to their technical prob- Organization means time savings! The HP PLUS program has not been lems by contacting their desig- HP media storage cabinets make or- implemented by San Diego Division, nated HP service office ganization and retrieval of valuable so there is no contact for plotter media and programs easy for your products. customers.

Computer News .luly 15, 1982 For Internal Use Only 5 Computer Marketing

(07031) 667-829. Elsewhere, cus- Both stands are Hewlett-Packard tomers should contact their local pearl gray to match our peripheral sales office. (These cabinets are also equipment, systems and other available from CSO for internal HP 9221 0 series workstation furniture. use, at low TAC prices). The HP 92210H 38-inch Walkup Terminal/ Printer Stand is $205 (US domestic price) and the HP 9921 0P 27-inch Printer Stand is $185 (US Offer Your Customer domestic price). It's easy for your customers to order a Convenient, Low these stands. US customers call Cost Solution to 800-538-8787 toll free. In California, Alaska and Hawaii, 408-738-4133 Media Storage Cabinets - Efficient and roomy inside, com- PrinterITerminal collect; in Germany, (07031) 667- 829. Elsewhere, customers should plemented by a clean functional Stands contact their local HP Sales Office. exterior design. Jim Kinney /CSO

Custom HP Design CSO offers four attractive cabinets for convenient storage and security SRO for media, programs, and supplies. Storage features (shelf locations, etc.) have been optimized to meet SRO Return the storage requirements of all HP Procedures System users. Cabinets and doors Hal EubankslSRO are putty-colored to match or com- plement a wide range of HP The procedures for de-installing and products. returning upgraded equipment to Security Lock SRO (RSE Boeblingen) is currently All cabinets have a roll-up door being updated in the HP 3000 Series which can be locked to keep valu- 40, 44, and 64 Computer System able media, programs, and supplies Installation Manuals, Appendix, to safe and secure. The HP 9221 OP (left), and 9221 OH. recognize the procedures established last November. This will Space Efficient include a revised Return Equipment The roll-up door makes efficient use The 92210H Walkup Termi- Checklist for the CE to use when of available space, which means nal/Printer Stand and the 92210P de-installing the equipment, as well more useful storage space inside the Regular Printer Stand are ruggedly as revised shipping labels. These cabinets. When the door is open, built to stand up to tough, daily use. manuals should be published in July access to any part of the cabinet is Each stand is built using 20- and and will be part of the manual set easy. 21 -gauge cold rolled steel for panels shipped with the new HP 3000 and shelves, 16-gauge channel tub- Systems. Help your customers with organiza- ing for legs, and fiber resin heat tion - recommend media storage fused to I -inch particle board for a The major points of the Return Pro- cabinets featured on pages 36 and mar and stain resistant top. The cedures Program are as follows: 37 of the HP Spring 1982 Computer stands also have detachable printout Replaced equipment must be Users Catalog (PIN 5953-2450). catcher shelves, 30 x 24-inch slotted deinstalled and made ready for US customers may order by calling tops (for bottom paper feeding prin- shipment to HP at the same time CSO toll free at 800-538-8787. In ters) and a 7-inch storage shelf for the upgrade equipment is in- California, Alaska, and Hawaii call documentation or other miscella- stalled or buyer will be subject to 408-738-4 133. In Germany call neous items.

Computer News July 15. 1982 6 For Internal use Onb Computer Marketing

forfeiture of the credits issued. resource for European sales person- Today, RSE is in full operation and The Return Program gives the nel. Some representatives have Re-Marketed Systems are easier than customer credit for the replaced already taken advantage of this tearn. ever to order. A European marketing equipment when the new upgrade For example, Fernando Fapjo from team now exists to assist you with system is shipped in North the Madrid sales office took the sales. Personnel from both RSE and America. Title passes to HP when honor of making the first RSE Re- BGD (Gerhart Ullmann, RSE Product the credit is given. Marketed sales in Europe. The first Marketing; Barbara Brenner, BGD At de-installation the CE will con- shipment from RSE went to a cus- Order Processing) and the European tact SRO or the appropriate HP tomer of Jorge Fabregas in Bar- Sales Center (ESC) are confident Country Traffic Office so that HP celona. Both of these sales took that they can help you to close many can arrange for a common carrier place in tough competitive situations deals with previously unreachable to pick up the equipment. The (Jorge won against a Nixdorf customers. RSE is currently located equipment must be received by 887013) to small companies. The at the Boeblingen facility and can be SRO within 30 days (US and low price combined with the proven reached at COMSYS location B217. Canada) and 60 days (ICON) and performance of these systems con- within 60 days by RSE (Europe) vinced the customers and made the of de-installation. The timely SRs successful. return of equipment allows for the Re-Marketed Systems in the Success with shipment of Re-Marketed Sys- HP 3000 product line can help in tems sales with a desired many sales situations. For further HP Series 33R availability. information on the Re-Marketed Hal Eubanks ISRO SRO will mail a customized products now available contact the packet to the appropriate CEDM ESC. To reserve a system for your Jerry Picco for return credits issued by SRO customer call Gerhart Ullman or Sales Office: Dayton, Ohio when the new HP 3000 System Walter Stierle at ext. 995 in Boeb- ships, beginning July 1. This lingen. Quantities are limited so re- "We are going to win this." This was packet will contain a memo serve your unit before making a for- what popped into Jerry Picco's mind addressed to the CEDM outlining mal quote to your customer. after discussing the Series 33R with a the Program and provides the in- prospect. Jerry sold the system to a formation needed by the CE to small, local OEM that was bidding de-install and return the equip- for an Air Force contract. Originally ment to SRO. RSE will not offer European presenting the HP 40SX for an this packet initially. administrative application, and com- Re-Marketing peting with NCR (who has a large If you should have any questions market share in the Cincinnati area), about the Return Procedures, please Operation Now Jerry used his "ace-in-the-hole" to contact SRO Sales Development at win the order. Jerry recognized that 408-738-8858. Established the 33R System would meet the cus- Gerhard Ullrnan/RSE and tomer's performance requirements Russ McBrienlSRO and also provide the dollar value that Successful Starting March 1, Walter Stierle. was important. Operations Manager of the new The customer was so pleased they Re-Marketing Re-Marketing and Supplies Europe placed an order for five 33R Sys- . in Europe (RSE) has been assembling a team tems, bringing the total value of the of people to introduce Re-Marketed order to over $108,000! [ha Gerhard Ullmann/RSE and Systems to the European mar- Andy TasnadylSRO ketplace. RSE combines the new Re-Marketing team with the already 1 Re-Marketing and Supplies Europe successfulcomputer supplies activ-. (RSE) product management com- ity in Europe. bined with the European Sales Center (ESC) provides a new

Computer News July 15, 1982 For Internal Use Only 7 Technica I Computers

Performance concerns for HPSPICE Turnaround time for these new were also removed when a demo leading-edge solid-state devices DSD was performed for the Honeywell 1C will be drastically shortened using design engineers. Despite the fact the clear, easy-to-read graphical HPSPICE Leverages that Mike Berryman, the SE printouts generated on HP HPSPICE Champion, is a mechani- graphics peripherals. $123,000 System cal engineer, he had no difficulty in Sale at Honeywell learning how to demo HPSPICE. Managers will have direct control HPSPICE is friendly and does not Jim LeylDSD over their projects. They will not require computer programming have to worry about the limita- expertise. While many managers pay lip service tions of shared timesharing net- to increasing productivity through LaMar Boettner, the HP SR, is no works. CAD/CAM, others act. Honeywell in expert in circuit design either. His Minneapolis recently placed an order challenge in selling HPSPICE to The flexibility and power of the for a fully configured Model 65. Honeywell was not knowing internals Model 65 system also supports LaMar Boettner, the HP SR, and of HPSPICE or complex circuit general purpose FORTRAN pro- HPSPICE were the primary reasons design, but in finding a manager gramming and general purpose the system sale went to HP. inside the Systems and Research testing at Honeywell. group at Honeywell who was partial Honeywell's Systems and Research to HP and who was interested in Group (equivalent to HP Labs) was Congratulations go to LaMar, Mike. improving the working environment and the Honeywell managers for already a large user of CAD systems, of the engineers. but productivity of electrical solving today's problems with to- engineers was hampered for a The benefits which sold Honeywell day's technology. are: number of reasons. Engineers previ- The following is a configuration of ously did circuit simulation on Hon- Engineers will no longer have to the system purchased by Honeywell: eywell's MULTlCS timesharing com- wait days to verify circuit designs. puter network. This in-house system ran the powerful Berkeley version of SPICE, but the resulting turnaround time for complex simulations was Qty. Item Description Price unacceptable. Also, the tabular printouts were cumbersome and 1 21798 HP 1000 Model 65 System Processor deriving meaningful information was 1 Opt. 002 System Software on Linus Cartridge difficult. Managers at Honeywell Opt. 102 Value Pack W/ 2Mb memory knew that if they were going to 1 2648A Graphics Terminal/System Console optimize the productivity of their 1 2608A Line Printer design engineers, they needed an 1 7912P 65.6M byte standalone Fixed Disc alternative to this slow and incon- 1 7908P 16.5M byte standalone Fixed Disc venient timesharing solution. 1 92091A HPSPICE Circuit Simulation Software There are a number of competitive Other Components/lnterfaces solutions now available in the mar- ketplace. ISPICE (NCC's timesharing System Configuration Total network) and I-G SPICE are availa- Before Discount: ble. Honeywell had looked at DEC's 32-bit VAX machines (they even own a few) and DG's 32-bit machines, but decided on the price-performance of the HP 1000. Managers were leaning toward a 32-bit machine, but they changed their minds when shown the large data set capabilities of RTE-6IVM.

Computer News July 15. 1981 8 ,r internal use only Technica I Computers

A600/A700/RTE-A. 1 Mailing Number 3 HP PLUS'S SSS Davis Spells Success! George LowlDSD

On the February 25 DSD Telecon- ference, we introduced our first HP PLUS Process Control Software, J/PICS, from Scientific Systems Software, lnc., in Melbourne, FL. Since that time we have had over 20 solid leads for potential HP 1000 sales based on SSS software, reports Vince Wojteczko, SR from the HP Orlando office who handles the SSS account on HP PLUS. Here's the first of many successful sales efforts to come for HP 1000 Systems based on SSS software - from Shell Oil Company in Houston, Texas. Congratulations to SR Fred Lender of the HP Houston office for closing this deal. Although Shell is already a good HP customer, this is the first HP 1000 System with RTE-6/VM to be implemented at Shell. The HP 1000 Model 60 System with I Mb of memory, 7912P CS/80 disc, and other peripherals is teamed with an HP 2250 (also the first 2250 into Shell!) to be installed in July on an A new packet of information has 4. RTE-A. 1 Performance Brief - offshore drilling platform in the Gulf been distributed to you. Mailing Your copy of the Performance of Mexico. Initially to be used as a Number 3 has been mailed to all SRs Brief, with comments in the mar- supervisory station, the HP 1000 Sys- and SEs worldwide. This field train- gins to bring out the main points tem will be used eventually as an ing manual has eight chapters: automated monitoring and control 5. Dataquest A-Series Report - system for natural gas production at 1. A-Series Highlights - A brief Dataquest Inc.'s analysis of the the high-pressure well head. Fred description of the most important new A-Series product line tells us that Shell is very high on the A-Series news 6. A-Series Press - Quotes from a SSS software, especially the operator 2. The Trade-Up Program - Full few of the many A600 and A700 display software in J/PICS, with the details on the program to turn articles which have appeared color graphics option. There is your L-Series customers into 7. Software Q&As - Answers to the potential for six or more HP 1000 A-Series opportunities most commonly asked software systems on other Shell platforms. 3. Direct Mail Campaign Update - pricing questions J/PICS is a user-friendly process- A description of DSD's direct mail 8. Cabinets Update -An update on control software system designed for effort, which has already sent the A-Series system cabinets. convenient implementation, opera- 30,OO leters to OEMs across the tion, and maintenance of process us We are continuing to collect and computer information and control organize information which will help applications. The Shell sale is a per- you in your efforts to be successful fect example of how HP PLUS with the A600 and A700.

Computer News July 15, 1982 For Internal Use Only 9 Technica I Computers

software can help you leverage The 2608s on the April sales came from: HP 1000 system sales. Consult your Electro Mechanical Test Applica- TCG HP PLUS Catalog for more HP IOOO - tions -Engine Test (jet and internal software programs in other applica- Clarification combustion), Component Inspection tion areas - or call us at DSD. The (switches), Power Generator Monitor- number of programs available on the Peter Philip~lDSD ing, Battery Test. HP PLUS is growing every day. 2608s support on MIEIF-Series, Data Acquisition - Radar Range including graphics, will occur on the Monitoring, Nuclear Reactor, Wind 2226 PC0 to RTE-4B and RTE- Tunnels (five different sites). 6/VM. It will be included in all new Process Control - Ore Processing, MIEIF-Series systems and operat- Rolling Mills, Paper Mills, Pipelines, ing systems shipped after October 1, Pilot Plants, Wire Manufacture. DSNIX.25 1982. For customers on suppo, the Sales Development, working with updated software should also be in on the HP 1000 you during the last 12 months, has their hands by October. completed: A-Series Computers 2608s support on the A-Series, Seven automation briefs excluding graphics, will occur on the Where to Find lnformation on This 2301 PCO to RTE-A.I.It will be 30 customer seminars and Other HP 1000 Data included in all new A-Series systems Communication Products 13 shows

shi~~ed1, after March 1. 1983. For Jeff Hornungll~YDand customers on support, the updated Over 100 leads distributed Alic Rakhrnano/f/GTO software should also be in their Installed 34 demos hands bv March. Two technical papers. lnformation on data communica- Graphics support on the A-Series will tions products for the HP 1000 will You in the field have sold over $5 occur on some PC0 after the 230 1 now be found under the lnformation million worth of 2250s during the PCO. Networks Division (IND) section past year and have sold over 30 per within Business Computer Group. For critical situations requiring sup- month during the last two months port of the 2608s prior to these (over 6000 points per month.) For As many of you already know, Infor- dates, contact Sales Development at accomplishing this, we thank you. mation Networks Division was the factory. created nine months ago with the charter to provide the strategic focus for data communications within all of Hewlett-Packard. In addition to the HP 2250 vs. Neff strategic responsibility, IlYD currently Randi ItenlR VD has tactical and product responsi- RVD bility for DS, IBM, and X.25 com- Recently a group within one of our munications for the HP 1000 com- Quick U~date key customers organized and made puter family even though it is actually from RVD Marketing an internal presentation comparing a art of Business- -- Com~uter Grou~. HP 2250, Neff, and Pacific Data in- sd look for future artic'les on Bill SenskelRVD struments. Historically this group has DSNIDS, DSNIIBM, and DSNlX.25 been a heavy Neff user and initially for the HP 1000 under the IND A lot of interest has been generated recommended Neff as a result of the section. by the new HP thrust into Industrial presentation because of its proven Automation. Midwest region and history of reliability and delivery and Japan are now over quota for 1982 their existing parts and maintenance year-to-date and sales in other re- skills. However, the group's man- gions are growing rapidly. Product agement suggested they reevaluate Line 86, Measurement and Control, their decision based on the fact that is growing at 29% per year 1981 to the Neff system was over 2-112 1982, and we are just getting started times the cost of the HP 2250 ($70K in this new market. vs. $26K).The machines had already

Computer News July 15, 1982 1 0 For Infernal Use Only Technical Computers

been presented as having comparable performance and accuracy P/N Description specifications. Consequently, we 12826-91001 Programmable Serial Interface for have received orders for 2250s from modem connection from MIEI F-Series this group as well as other groups computers Installation and Service within the same company. We have Manual also been significantly over target in 2250 orders for the last two months, 12042-9100 1 Programmable Serial Interface for thanks to you. Keep up the great modem connection from L/A-Series work! computers Installation and Service Manual

New Documentation Structure for the OEM PSI Card DCD Sue WoodlRVD Smaller HP 9826136 Memory Sizes Needed In response to large-volume OEM for Software customer concerns, the manual Larry InrnanlDCD structure for the PSI product has been changed. The new structure is Your customers can save some was given as 320kb. Since the publi- implemented on the 8-version money when they order their HP cation date, we have obtained new (CCITT compatible) PSI cards. 9826136s to work with certain HP information on the minimum mem- In the past, OEM PSI customers re- software packs! ory sizes needed, as shown here. ceived a 50-page document with In the March 1982 issue of HP Please note these changes and pass each card they purchased. These 9826136145 Desktop Computer them along to your customers, who manuals contained foldout schema- Software Pricing Information, PIN can save money by ordering only the tics, theory of operation, parts lists, 5953-4606, the minimum R/W R/W memory required by their etc.; information that is supplemental memory size required for each of the software. to card installation. Shipping this 9826136 packs in the following list manual with each card resulted in as much paper waste. Minimum R/W Concurrent with the introduction of Description the HP 128268 and 120428 PSI (Kbytes) cards, the manual supplied with the AC Circuit Analysis card was reduced to approximately Linear Systems Analysis 10 pages. Digital Filter Design This "installation guide" is an ab- Waveform Analysis breviated version of the comprehen- Numerical Analysis Library sive installation and service manual VisiCalc and provides only that information Statistics Library needed to install the card. Statistics Library, Part I The installation and service manual Statistics Library, Part I1 will still be available and orderable Project Management from Computer Supplies Organiza- Forecasting tion. Graphics Presentation "Requires Part I to operate. *"Total R/W required; no language necessary.

Computer News July 15, 1982 For Internal Use Only 11 Technica I Computers

New CAE Strategy HP Graphics Marketing Council Takes Action Seminar is Available John BooselDCD John BooselDCD The HP Graphics Marketing Council The brochure is used as a response has developed a new brochure for piece for our graphics ad, "HP pre- DCD recently sent the field market- technical computer graphics pro- sents graphics improvements in en- ing managers slides and a ducts. This colorful brochure, "The gineering productivity." The ad has storyboard for a seminar. "Hewlett- HP Graphics Spectrum", PIN recently been run in several Packard's Computer Aided En- 5953-4613, should be in your hands graphics-related magazines, so you gineering Strategy for the 80s." This by now. It describes our range of should be receiving inquiries on our is a subset of a factory presentation, mainframes from the HP-85 to the graphics products. geared primarily for engineering HP 1000, all of our graphics managers in large manufacturing peripherals, and companies. It complements the slide our graphics presentation on the Manufacturers' software Productivity Network. offerings. The seminar is divided into three areas: CAE definition CAE Business Strategy - Pro- ducts, Applications, and Networking CAE Evolution and Success Factors. Due to the complexity and sensitivity of the material, 1 would suggest that DMs and above present the material. For a more detailed presentation, you should probably call on a factory manager. If you would like to see the presentation, contact your field marketing manager. If you did not receive a copy in your area and would like additional slides, please contact Mar- vel Ross at DCD. If you would like to arrange for an in-depth presentation on our CAE strategy by factory management, contact your DCD Sales Development person. The Grapl also bedn heavily involved in two major graphics trade shows in The Graphics Marketing Council in- the US. We have large booths and volves representatives from 12 HP will present several papers at both divisions. We are formulating our the National Computer Graphics tactical plans for next year. If you Association (NCGA) show and SIG- have any suggestions related to GRAPH. NCGA was held in Anaheim. improving HP's image in graphics or CA. June 14-1 8. SIGGRAPH will be merchandising our total graphics held in Boston, MA, July 26-30. You family, please pass your comments should look for graphics-related along to me at DCD. leads from both shows!

Computer News July 15. 1982 12 For Internal Use Only Technica I Computers

EGSf45: Where Else Another key EGS/45 feature is it!:; "I wanted an easy-to-use but power- layered data structure. Essentially, ful manlmachine interface, and I Can You Sell It? you're drawing on 256 layers of didn't want to have to retrain all my Rick Stahlin IDCD mylar, overlayed on one another. engineers to become software Each layer has its own color, and yl:)u experts. Second, we were looking for Here are some order statistics for the can selectively display or plot any or flexibility. We all knew that there EGS/45 through April: all layers. would be additional or unforeseen This has obvious implications in applications; we wanted to be able to Two-thirds of the orders are from use the same system if possible. We the US multilayer PC board layout, but it's equally important in other applica- felt that we could tailor the system Half of all orders include 9845Cs tions as well. Consider the architecl. in-house for our application. 1 know Average EGS/45 sale exceeds or facilities engineer who is layin!;] the system was developed initially as $50K. out an office floorplan. First, he an in-house item at Hewlett-Packard, and that is absolutely apparent in our About half the sales are for applica- draws the walls and fixed building features on one layer. Then, viewing use of it. We have not found any tions other than PC layout and elec- bugs. It's obvious that somebody tronic schematic drawing, such as: this building outline, he may proceed to lay out telephone and electric didn't sit down to generate a CAD Integrated circuit design and services, overhead lighting, office product - that it evolved through mask layout and corridor placement, etc. If eacl.1 use in product development at HP. Mechanical drawings for test sys- of these is entered on a separate And that's saving me time and tem front panels, instrument layer, each can be plotted indepen- headaches. enclosures, and skylights dently, along with the building "Because of the very friendly user outline. Architectural design and floor interface," continued Barnette, "training time is minimal. In two plan layout The EGS/45 Schematic Drawing Module's material list capability is hours, we had engineers on the sys- Process diagrams for material tem who could use it for as much as and information flow. another tool that applies to many technical documentation tasks. It a day or two without any significant This reinforces our contention that can list how many desks and files in problem. There was an almost EGS/45 is a highly capable general an office layout, how many elbo\vs immediate gain in productivity be- technical drawing tool. It incorpo- and valves in a piping design, how cause the repetitive tasks were re- rates some powerful features that many of each type connectors in an duced. For instance, in the area of clearly differentiate it from other HP automotive wiring harness, or ho,w sketching and layout - the design graphics software such as the HP many cities with what populations phase - we believe we have data 91 1 1 utilities and CAP/45. are on a map. that indicates a 33% to 50% improvement in productivity; in parts One such feature is the EGS/45 Finally, EGS/45's friendliness and list generation, we are achieving a library facility. The user is free to flexibility set it apart from many 62% productivity improvement; in modify the supplied library parts or competitive offerings, and contribute the process of inking a drawing, we create others to support a particular directly to productivity. Jack are achieving a 97%productivity im- application. The EGS library imple- Barnette, head of Lockheed Geor- provement, and we are not yet using ments a true hierarchical graphics gia's Ground Support Equipment the system to its full capacity. In the data structure; i.e., parts can be de- Group, cites these qualities as key to design area, we are adding library fined that are assemblies of other his decision to select EGS/45 from a items as we use the machine. As this parts, as well as the EGS/45 primi- broad competitive field. library builds up in volume, we ex- tive drawing elements. The user can "We approached all the various pect continued improvement." create modules or subassemblies, vendors, had lengthy discussion:; store these, and add them to a Please direct any inquiries about with the serious contenders, and higher-level assembly drawing. An the Lockheed application to Bill then set up demonstrations of the example might be defining a flip-flop McCarrick at the Atlanta sales office. systems," Barnette said. "The reason library part from EGS primitives, we finally settled on the Hewlett- Jack Barnette has written a complete combining the flip-flops to form a Packard equipment was that it article on EGS/45 that should shift register, incorporating multiple served our purposes better than the appear in the July issue of IRGD. shift registers in a CPU circuit, and rest. SO on.

Computer News July 15, 1982 For Internal Use Only 13 Technica I Computers

PCD also is introducing the HP-87XM (for "extra memory"). As PCD the increased-memory version of the HP-874 introduced in March, the New HP-86 is HP's Lowest-Priced HP-87XM features 128kb of user Personal Computer memory, expandable to 640kb. The HP-87XM will be HP's most ex- Steve RuddocklPCD pandable personal computer, for your customers who need to add a large number of peripherals or instrumentation. US price of the HP-87XM is $2,995. New HP-86 Modular Personal Computer Four ports in the back of the computer let the user expand the HP-86's power. The HP 82900 CP/M System, the HP 82950 Modem, HP Memory Modules and additional ROMs all can be plugged into the ports. Recom- mended US list price of the HP-86 is 1,795. Dedicated interfaces connect the computer to a display monitor and one or two disc drives. The HP 8291 2 (9diagonal) and

HP 829 13 ( 12" diaaonal)4- * monitors Hewlett-Packard's lowest price, newest personal computer is the HP-86 both display text, in an 80-column by (center), which features software for professionals in engineering, science 24-line format, and graphics. and the office. The HP-86 monitor is available in 9" and 12" sizes. Recommended US list prices of the 9" and 12monitors are under $300 HP's newest, lowest-priced personal New software features solutions for and under $350, respectively. computer, the HP-86, lets you offer professionals including accounting, The HP 9130 flexible disc drive fea- your customers HP quality at a com- word processing, data base man- tures 270kb capacity in a new, small petitive price. And a host of new agement, critical-path method package, and uses double-sided. software means a broad range of analysis, and personal and business double-density discs. Recom- solutions for all professionals are tax-planning. The new pacs are dis- mended US list price of the HP 9130 available on the HP-86 at a lower tributed under HP PLUS and com- drive is $850. cost than comparable Apple 11, plement existing graphics, electronic Apple Ill, and IBM systems. spreadsheet and data communica- At less than l/3 cent per byte, the new drive offers one of the lowest mass The modular HP-86 features key- tion software. storage costs of all flexible disc Low-cost, modular hardware, board and microprocessor in one drives. package, industry-standard 9 and together with new and existing 12" monitors, and a new flexible disc software solutions, make the HP-86 The HP 82905B dot matrix impact drive offering low-cost mass storage. attractive to professionals in busi- printer, with compressed and ex- panded type, and a variety of print All existing Series 80 BASIC software ness and office environments, as well formatting options, is expected to be is compatible with the HP-86, and as to HP's traditional base of engineering and science most popular with the new HP-86. Its the new machine runs CP/M recommended US list mice is $795. software with the addition of the professionals. HP 82900 CP/M System. All other Series 80 peripherals run with the HP-86.

Computer News July 15. 1982 14 ,r internal use 0.y Tect-~nical Computers

Software for the HP-86 solutions for all professionals. This The story doesn't end with the OEM Some of the most popular personal software includes VisiCalc QLUS agreement. In addition, Syva also computer software solutions have and Graphics Presentations Pac. uses the HP-85 in both a production been custom-written for the HP-86, (VisiCalc is a registered trademark of real-time environment and in RGD. or are available in CP/M mode. VisiCorp.) In the production environment, there These include accounting software Two data communications software are two 85s performing quality con- from Peachtree Software Incorpo- solutions let the HP-86 communi- trol. The 85 interfaces with a Metler rated. General ledger, accounts re- cate with other computers and with digital analytical balance via a serial ceivable and accounts payable information banks such as THE current loop interface. The balance software packages are being intro- SOURCEshf,Dow Jones News- measures the amount of a chemical duced now by HP, and make up a /Retrievat3 and CompuServeB. powder that is put into a vial. The 85 complete solution for many profes- HP-86 data communications can be monitors the sample's variance, sionals who need small business done over phone lines with the reporting out of spec samples. acocunting. In addition, Peachtree's HP 82950 Modem, or "hardwired" In RGD chemical development, the inventory control and PeachPap with HP's Data Communications II'ac HP-85 controls a complex network of Payroll System packages for the and an HP serial interface. (THE. digital diluters that mix and measure HP-86 will be available in late sum- SOURCE is a service mark of Source ten component chemicals at a time. mer and early fall. These accounting Telecomputing Corp., a subsidiary of Then, through a BCD interface programs carry a suggested US list The Reader's Digest Association, Inc; channel, the 85 receives data from a price of about $750. (Peachpay is a Dow Jones News/Retrieval is a relqis- spectrophotometer that measures trademark of Peachtree Software tered trademark of Dow Jones t:; the chemical compound's light Incorporated.) Company, Inc; CompuServe is a absorbency. The 85 grabs the Data base management on the trademark of CompuServe absorbency over time and measures HP-86 makes use of dBASE II Incorporated.) the rate of change. software, running under CP/M, and Large numbers of other programs, Bruce Kirkpatrick, a Syva engineer featuring relational data base man- both written for Series 80 machines who worked on the original blood agement. It is available now from HP and those that run under CP/M, are analyzer project, now serves as a for a suggested US list price of $650. available from HP under the Series 80 consultant to the produc- (dBASE II is a product of HP PLUS software program. All (are tion facility. Their goal is to eliminate Ashton-Tate). lsited in the HP Series 80 software keyboard input steps in the chemical Also available under CP/M are three catalog. production process to reduce the tax planning software packages, incidence of human error. Bruce has wirtten by CPAs, for personal, profes- also written math application sional and estate tax planning. These software for them, including regres- packages are supplied by Aardvark HP-85 Interfacing sion analysis and correlation Software and are available now. Strength Wins Again statistics. Many other CP/M solutions run on For all parties involved, the HP-Syva Liz AustlPCD the new HP-86, including relationship has been very success- WordStaG word processing pack- Syva Corporation, a subsidiary ol' ful. FE Dan Grove is very pleased age, Spellstar@' spelling checker Syntex, has been a great success with the support he has received program, and MailMergev mail list story for HP and Syva alike. When from PCD's industrial sales manager. Milestone" software, a pro- Palo Alto FE Dan Grove first development team. And it looks like ject tracking program, lets profes- approached Syva, they were at a the 85 got HP in the door at Syva; sionals control time and money con- make-or-buy decision point for a there are now two HP 1000 systems straints when managing projects. controller for their blood analysis. in place. (Wordstar, Spellstar and MailMerge instrumentation. In the past, they had are trademarks of Micropro lnterna- built their own controllers, but had tional Corp. Milestone is a registered seen the HP-85 being used by sev- trademark of Software Diqital- eral of their competitors. Through a Marketing.) two-year process, Dan was able I:o Existing Series 80 software runs on win them over. Dan estimates theil- the HP-86 and makes up a "core" of needs to be 1,500to 2,000 units over the next three years.

Computer News July 15, 1982 For Internal Use Only 15 Technica I Computers

New HP PLUS Account Payable Accounting Software for the HP-85 - Transaction detail by vendor DATA-FLEXm is a recently intro- Software for HP-85 - Balance forward duced accounting software package Personal Computer Payroll that includes general ledger, accounts receivable, and payroll. Bill HodgeslPCD - Automatic deduction posting - End of year W-2 data (DATA-FLEX is a trademark of Rac- ing Services. Inc.) It is a friendly sys- The HP-85 portable personal com- - 10 deductions, 6 user definable tem which has been designed for puter is still going strong, and the companies with up to 200 solutions you can offer your custom- TA ,I 1-85 is available from PCD (PIN employees. The software is menu- ers just increased with seven new 00085-1 6001). driven and has been designed for software pacs. Word Processing for the HP-85 simplicity, efficiency, and flexibility. These new solutions range from WRITE/IDEAn is a recently intro- An accounts payable module will be word processing and accounting to duced word processing system for available in the future. Some of the surveying and design programs. All the HP-85. (WRITE/IDEAe is a features are: are distributed or referenced under trademark of Marvin Parsons.) Flexi- General Ledger the HP PLUS program. ble and friendly, it enables the production of documents from concep- - Up to 400 accounts with 4300 Complete Accounting Package for transactions per month the HP-85 tion to hard copy. Reports, articles, letters, manuscripts, and any other - G/L Transaction Journal, TAJm 1-85 (The Accounts Jour- text document can be created and Monthly Trial Balance, nal)= is a completely integrated edited with simple English com- Detailed Trial Balance. account software package for the mands and printed on HP Series 80 - Formattable Balance Sheet HP-85. (TAJ and The Accounts compatible printers. and Profit and Loss Statement Journal are trademarks of Produc- - Eighty-Column Reports Up to nine tabs can be set and text tion Data Systems.) TAJ has been Accounts Receivable successfully used by Series 80 users can be automatically centered and since January 1981, and includes right justified. - Upt to 500 customers with up general ledger, account receivable, The SEARCH command can be to 5000 transactions per account payable, and payroll mod- used to perform a string search month ules. All of the modules interface throughout a document. Automatic - Monthly Charge Generation, with the general ledger and reside on word replacement for all occurrences Aged Trial Balance, Customer one disc. TAJ also allows the user to of a word throughout an entire Statements set up data discs so that one disc can document can be accomplished with - Eighty-Column Reports, hold a company's data. Other fea- the WORD REPLACE command. Address Label Printing tures are: Text can be merged using Block Payroll General Ledger Store, Block Load, and Block Insert - Up to 200 employees with up - Simultaneous DebitICredits operations. to 1600 Timesheets Per Cycle Posting Transparencies of notes, tables. or - EIC Tax Capability, W-2 Print- - Always in balance; four level, outlines for use with overhead pro- ing, Tax Table Maintenance six digit account numbers jectors can be made from data files Program - Automatic depreciation on created with WRITE/IDEA and pro- - Manual and Automatic futed assets duced on peripheral plotters such as Checks, Check Printing Capability - Detailed financial reports the HP 7470A. - Job Cost Report, MTD and - Complete account edit and Users who selected the HP-85 for review MD Payroll Reports, Tax analyhcal and technical applications Bracket Report Account Receivable can now expand their uses to include - Variable Overtime Rate - Transaction detail by word processing with WRITE/IDEA. It's easy to learn to use, easy to sell, DATA-FLEX is very adaptable to customer small businesses such as engineer- - Balance forward and requires little or no support. It's available directly from Threshold ing consulting firms, high technol- - Automatic finance charge ogy firms, and other start-up opera- posting and monthly charge Software, Inc, telephone 91 6-972- posting 0847.

Computer News July 15, 1982 1 6 ,r Internal use only Technica I Computers

tions. It is available directly from Rac- Automated design of finite be entered in feedforward and feeding Services, Inc, telephone impulse response (FIR) digital fil- back configurations to realize trans- 9 16-929-15 1 7. ters to meet frequency domain fer functions for complicated linear specifications systems. The software computes, Optical Design Using the HP-85 lists, and plots the following time Automated design of infinite domain data: OSLO-85 is an optical design and impulse response (IIR) digital fil- analysis program written for the ters of the Butteworth and Impulse response HP-85. It is meant to be used by Tchebyshev variety to meet fre- Step response. students, optical engineers, and quency domain specifications others who need the capability to The user may read time delay, rise Design of FIR filters to meet fre- time, and settling time. The following design and evaluate a wide variety of quency sampling specifications optical systems, but who are not frequency domain characteristics are involved with everyday lens design. Least squares design of FIR filtvrs computed, listed, and plotted: Any surface of the system can be Transformation of analog sys- Bode plots (magnitude and tilted and decentered, and can have tems to digital systems by the phase) a shape that is aspheric or toric. up methods of impulse invariance, Nyquist plots to 50 such surfaces can be covariance-invariance, and accommodated. Other features are: bilinear-z transformation. Root-locus plots. Up to 100 surfaces for spherical Designed filters may be computed, Gain and phase margins are also surfaces on a common axis tabulated and shown graphically fcir computed and listed. Time and frequency domain plots may be over- Evaluation of paraxial ray tracing, the following data: plotted to observe effects of exact ray tracing, spot diagram Filter coefficients, filter impulse parameters variations on response analysis, and computation of response, and filter frequency characteristics. aberration coefficients response (magnitude and phase; I Software packages is an excellent Optimization portion based on linear of log scale; analog and digital overplot) tool for electrical design engineers either optical path differences or and is available from Parametrics, transverse ray displacements Graphing can be seen on the Inc, telephone 303-221-3163. Special multicommand operating HP-85 display, thermal printer, or system for friendly interaction 7225AjB plotter. Well Survey Analysis for the HP-85 I between user and the program Purely analysis features of the pack- The "Radius of Curvature Well Sur- Extensive use is made of age are as follows: vey" software program was designed graphics, both on the HP-85 dis- Impulse response and frequency and developed to allow the user to play and on an external plotter response using ARMA discrete- calculate and plot direction surveys (7225A/B) time systems on [oil] well-bores with hole inclina- tion. Survey data can be entered Zoom graphics allows user to Fast Fourier Transform (FFT) from the HP-85 keyboard or a tape/ make measurements from the analysis of user-specified real and disc data file. The user may review HP-85 display images complex sequences. and edit the input data before calcu- OSLO-85 is available from Sinclair This software package is available lations are started. When the calcula- Optics, Inc, telephone from Parametrics, Inc, telephone tions are completed, output can be 7 16-381-9 100. 303-221 -31 63. printed on the HP-85's internal I printer or other external printer. Addi- Digital Filter Design and Discrete- Linear System Analysis and tionally, survey data may be stored Time Systems for the HP-85 Feedback Compensator Design for on a mass storage device or plotted This recently announced applica- the HP-85 on the HP-85 display or HP 7225A/B tions software package for the HP-85 This recently announced software plotter. Excellent program for is a menu-oriented, prompt-driven, package for the HP-85 is a menu- petroleum engineers, geologists, surveyors, small engineering firms, I interactive program for analyzing oriented, prompt-driven, interactive I and designing digital filters and program for analyzing linear system?; and students. It is available from the discrete-time systems. Design and designing feedback compen- Remex Corp., telephone options include : sators. Transfer function blocks may 61 6-942-9800.

Computer News July 15. 1982 For Internal Use Only 17 Technical Computers

Series 80 "Personal the company president, was loaned a who requires that their suppliers pro- unit for one week) he didn't want to vide such charts, and the component lr let it ao!" manufacturer. who. ~riorto the Successes" Continue - ~ d- Warren Calchpole/PCD The HP-85 is also being used in the introduction of the' HP-IL interface, I (which connects the HP-85 and I areas of quality verification and pro- * The HP-85A is continuing to enjoy cess control. For example, Alliance 41 CV together to form a system) had 1 widespread customer acceptance Metals, one of Xerox's component a choice of doing the work manually and support. In virtually every field, parts suppliers, has recently begun or spending $20,000 for an auto- and in a varied number of applica- using an HP-85 in conjunction with a mated chart generation system. tions areas, the 85 is being used to 41 CV to generate quality control According to the HP SR, ". . . the I help people satisfy their personal charts that are included in product HP-85A, HP-IL, and 4 1 CV ensure that computer requirements. shipments to Xerox. This application the customer's solution is short, I simple, and inexpensive!" I For example, Mr. Bob Lottero, the is mutually beneficial for both Xerox, i President of Northern Technology 1 Incorporated, a firm located in Whitefield, NH, has just recently sold I an energy management system to New Backplane Policy for the HP-85 ! the city of Springfield, MA. At the Greg ErdmannlPCD I heart of the system is an HP-85, which is being used as a controller The HP-85, because of its low-cost Only OEMs may receive the I for the cable tv based network. This and 1/0 capability, has been a fav- necessary documentation package, which sells for significantly orite of many for instrumentation ~h,OEM must be capable of ! less than competitive systems, is applications. Now its 1/0 capability is . being touted in an upcoming issue using the documentation in an 1' being strengthened even more for unsupported basis of American City and County OEMs who wish to build custom magazine, and Mr. Lottero antici- interfaces into the backplane. A special will be made available pates widespread interest in his pro- from PCD so that the OEM I1 Already PCD has received great f duct. According to Bob, the HP-85 interest from several OEMs who can order parts kits including was selected, after extensive re- want to build special I/O cards such interface case parts, grounding ! search, because the unit, "makes it as 2780 iIBM com~atible)and strap, and translator chip. (This 1 possible (for us) to provide an essen- 1 A-to-D interfaces. ' chip allows communication with I tial technology to people who need it the HP-85 CPU.) - and at an affordable price". The guidelines for receiving ! backplane drawings and documen- Call your sales support person if you For Compu-Plan, a Kloster, NJ firm, tation are the following: have a potential OEM candidate, and the HP-85 has made it possible to good selling ! offera product that can be used by savings and loan officers to provide clients with accurate and convenient price quotations on life insurance policies. These quotations, which are first displayed on the CRT before being sent to the printer, are given to the customer as a part of their "Personalized Illustration (Profile)". Nancy Rundlet, based in the Paramus office, recounts the elements involved in this successful sale, "I sold the (HP-85's) integrated concept, portability, and general compactness. Once the customer got his hands on it (Mr. D'Agostino,

Computer News July 15, 1982 I8 For lnternai use only Business Computers

Directory! All updates will be pro- emphasizing known product fea- vided free of charge, and will be tures: ease of use; on-line, interactive BCG included in the Directory for all new capabilities; and IMAGE data base purchasers, with no increase in price management. Business Computers The BCG Software Directory is an Other GAl3000 selling features Software Directory even better deal than ever before - include: Update Now Available be sure each one of your customers Ease of installation (averaging 14 has one! days to 2.5 months) Marilyn MoorelBCG Quality documentation The Business Computers Software Management inquiry capability. Directory is becoming bigger and General Increase the Size of Your Sale better than ever with the newest update! There are 146 new software Accounting/3000 Suggest that your customer pur- packages included in the update, as chase an HP 2382A terminal as a well as data sheets for HPMAIL, Leads to New managerial review station. With HPDRAW, and HPEASYCHART. System Sales GA/3000, a manager can review at a glance the general ledger, activity There are many, many new applica- Martha LinenburgerlFSO tions packages, including: against a specific account - even an up-to-date income statement or Project Bankinglcredit General Accounting/3000 helps balance sheet on-line. management systems attract first time HP computer users. A recent survey conducted by Steps to Successful Selling Job costing Construction Financial Systems Operation re- When contacting potential cus- Statistics management vealed that over 30% of GA/3000 tomers, identify the accounting packages Government customers are new HP users. If you executives, the controller, trea- Feedlot systems are like one HP horizontal SR in the surer, and general accounting management Professional Southwest who estimates that 95%of manager - they're important to billing his new prospects ask for financial you. Financial executives are key Hospital software, read on . . . decision makers in 46% of systems Real estate GAl3000 buying decisions, MIS systems Selling GA/3000 to First Time Educational Users Directors in 32%. systems Vehicle HP SRs who have sold hardware sys- Screen your prospects carefully. Property management tems bundled with GAl3000 to new Your GA/3000 Field Training management LOTS of users recommend selling HP's Manual provides a guide for customer qualification. Your SE Sales order payroll, name, reputation for quality pro- Financial Specialist also has processing personnel, and ducts, support, and full product array accounting to the first time user. Seventy-one available a qualification question- percent of buyers of GA/3000 cite naire to help you evaluate cus- Also included are many new utilities tomer needs. to satisfy your customers' every "single vendor solution" as a key need! buying factor. One HP horizontal SR Provide a General Information in the Southeast found that aggres- Manual (PIN 5953-0698) to help To receive their updates, your cus- sive Third Party competition did not your prospect review GAl3000. tomers must send in the prepaid change the buying decision; the cus- The GIM "walks the prospect postcard in the back of the Directory. tomer preferred dealing with HP as a through" GA/3000, screen by Internal Directory owners should single vendor for both hardware and screen, so that the customer may also mail in this postcard; if you have software. fully appreciate all product fea- lost it, please send a COMSYS to tures and their integration. Marilyn Moore at the Business Com- More pospects are converting from puters Sales Center (COMSYS either batch or manual systems. Thirty-five SEs have now received 4701). Do not send a COMSYS if They are looking for timely, accurate GAl3000 training and can you do not already have the original information and better management provide assistance in handling control. Your key to success lies in detailed financial questions.

Computer News July 15, 1982 For Internal Use Only 19 Business Computers

Remember, new customers are Software support for resegmented generally looking for financial soft- FOS will be the same as that for the ware, and prefer dealing with one standard version of FOS: Customer vendor to meet all their needs. Support Service, Additional Support GA/3000 provides the opportunity to Additional CST Service, and Software Subscription sell a total solution to a wide variety Service. This resegmented version of of customers. Entries for HP 3000 FOS must be viewed as an interim Series 64 Systems means of facilitating additional CST entries, available and supported, until Samuel QuezadalCSY a permanent extension of the CST is developed. That permanent exten- Value-added A resegmented version of FOS is sion of the CST for the Series 64 is System Supplier now available, for HP 3000 Series 64 currently being developed and systems, as an interim solution to the should be available within a year. Logos Are Ready current shortage of Code Segment Users with installed Series 64 sys- Lynne OuingtonlBCG Table (CST) entries within the system. This resegmented version of tems can receive the resegmented FOS is standard on all new Series 64 version of FOS with a new Master systems and is available for installed Installation Tape (MIT D.00.20). This Series 64 systems. resegmented software is equivalent, in functionality, to the most recent All software that executes on version of FOS (C.00.20). Both ver- HP 3000 systems is divided into sions of these MlTs will be concur- segments so that it can more easily rently updated in the future. be brought into memory to be pro- Just what your OEMs have been cessed. Whenever a segment is requesting to enhance their product active on the system its location and advertising - the HP/Value-Added status is kept in an entry in the CST System Supplier Logo is here! table. There are 192 entries that can HP Series 64 Once your OEMs have signed the be used for sharable software: MPE, Has New Console KSAM, IMAGE, system segmented "Value-Added System Supplier Iden- Audrey DickeylCSY tity Program Agreement" (PIN libraries, group segmented libraries, 5953-2230(00) D) they will be eligi- and user segmented libraries. MPE, KSAM, and IMAGE take up 94 CST With the introduction of the new HP ble to use this new logo. This agree- 2647F Intelligent Graphics Terminal ment must be signed prior to giving entries. By resegmenting this software the number is reduced by by Data Terminals Division, the your OEM the logo sheet (PIN 2642A Option 964 will be replaced 5952-2248). The logo sheets have 40% to approximately 56 entries. With the resegmented FOS (which as the system console for HP 3000 been sent to Third Party SRs and Series 64. The new system console bulk shipped to all sales offices. The reduces the system usage of CST entries) more user and subsystem will be the 2647F Option 890. You VASS Identity Program Agreement will be able to order the new console has been sent to the Contracts software can be concurrently exe- cuted on the HP 3000 system. now. The 2642A Option 964 will be Administrator in each sales office. removed from the price list Both are orderable from Corporate There will be no perceptible perfor- September I. Literature Distribution. mance degradation due to the The price of the 2647F is $9950 and The VASS logo is one more good resegmented software on the Series 64. Performance degradation be- the Option 890 is $1750, making the reason for a prospective OEM to sign net price of the new system console with Hewlett-Packard. comes perceptible, however, on smaller memory systems (systems the same as the old. $8200. In order with less than 2 Mb of memory) as to effect this reduction in the price the system tries to accommodate the of the 2647F, Option 890 removes larger segments in the smaller the graphics capability. memory size. Thus, we are limiting this offering to the Series 64 where the performance impact is minimal.

Computer News Juiy 15, 1982 20 ,r Internal use only Business Computers

Another change in the ordering of DSNIDS for the system console involves the cable. The 2647F Option 890 does IND the HP 1000 not include a cable. This solves the When to use Point-to-Point. problem of the console arriving with DSNlX.25 Supported DSNlX.25 and Multidrop the wrong cable. When the customer Connections orders the new console, make sure on the HP 1000 one of the following three cables is A-Series Computers Suzanne HernandezllND ordered: Jeff HornungllND and The introduction of DSNlX.25 for 132321 HP Direct Connect Alic Ra khmano///GTO the HP 1000 widened the range of RS-422 connection schemes that are availa- 13232N Modem cable At the initial introduction of ble to DS/1000-N.'" Now that the DSIY/X.25 for the HP 1000 in 13232X HP Direct Connect DSNlX.25 product is compatible February, only the RTE-6/VM and RS-232 with the M/E/F-, L- and the new RTE-XL operating systems were A-Series computers, it's a good time In this way, your customer will be supported, and testing for RTE-A.I to review the positioning of the assured that the proper cable will be compatibility was in process. The different connection alternatives. in place when the system arrives. modifications have now been corn-. pleted, and RTE-A.l will be supported on the 2226 software revisicln of DSNlX.25. HP 250 Rated Best RTE-A.1 is supported on software in Datapro Survey! revision 2226. This will be shipped I:O all customers on 9 1751 T/S support John WhiteselllCSY services. ]Yew product shipments with software revision 2226 will begin According to a recent survey of in early August. 2,753 mini computer users by Datapro Research Corporation, the The DSNlX.25 product, 91 751A, is HP 250 was rated highest in overall now compatible with M/E/F-. L-, and satisfaction, with a perfect 4.00 A-Series computers. Point-to-Point connections, (i.e.. score, compared with 42 other com- The 9 1751 A product does not have hardwired or modem) provide puter systems. Options 300/600/700 for the various; maximum speed and throughput for Users ranked the IBM 5/34 at 3.42, processors. The current product heavy network traffic. Maximum line Wang at 3.36, and Basic Four/MAl at structure will remain as is and the speed is 230 kb/s. 3.07. base "A" product must be ordered for all processors. The HP 250 was also one of only five systems for which 100%of the users The interface card used for the said they would recommend the sys- L-Series, 12075A, is also used for the tem to another user. A-Series. And as you might expect, the HP 250 To make future references easier, go was the only system that received a to your copy of the Technical Data Supplement, P/N 5953-2825, and in1 perfect 4.0 rating in both ease of DSNlX.25 connections may yield operation and ease of programming. the DSNlX.25 Data Sheet wherever there is a reference for the L-Series, more cost-effective solutions for The Datapro survey is based add an A-Series reference. large, geographically dispersed net- on returns from a mailing to a works with medium network traffic. cross-section of Computerworld Users are charged a one-time con- readers, and the survey is described nect fee to the Packet Switched Net- in detail in the June 14 issue of work per computer, and monthly Computenuorld. service charges based strictly on volume of data flow. Maximum line speed is 56 kb/s.

Computer News July 15, 1982 For Internal Use Only 21 Business Computers

Multidrop DS P-P X.25 Multidrop and communicate with host systems also connected to the network, but FCL r/ NO r/ there is often confusion surrounding ! VCP r/ NO NO what is really required. Here are sample terminal connections and some of the benefits of each. I HP 1000 System Connections DSNIX.2 5 Additional Network Certification Multidrop DS connections offer low Jeff Hornung/lND and cost communications solutions for Beau James/lND local HP 1000 to HP 1000 applications requiring infrequent, low vol- Currently the HP 1000 and 3000 Terminal must be character ume data transmission. Maximum DSIY/X.25 products support only the mode and connects to PSN PAD line speed is 19.2 K baud shared TELENET X.25 Packet Switched Functions as any RTE terminal between a maximum of twelve Network in the US and the Transpac nodes. network in France. We are currently Block mode not supported The real benefit of these connection in the process of working toward cer- Dial up connection tification of the following networks: schemes are that they are entirely Only DSNlX.25 software is transparent to the user. This means required that no program modifications are Network IYame Country n necessary in converting from one Tymnet US f scheme to another. Datapac Canada '% 72 F\Y BPSS UK Ub 1000 DS 1000 As many of you know, product USN '% 25 DSN YL5 responsibility for DS/ 1 000-1V trans- Datex-P Germany ferred from DSD to IND several months ago to provide focused at- We are also investigating the tention on HP's data communica- Japanese DDX network, but we cur- tions products. Since that time, the rently do not know what is required highly HP 1000 experienced lab, for certification since this network support, and marketing team has does not conform to the 1980 CClTT standard. Terminal uses virtual terminal continued to further the success of capability of DS/ 1000 DS/1000-IV, as well as to take a We will keep you informed as the leadership role in defining Hewlett- certification progresses and when Functions as any RTE terminal Packard's next generation DSN/DS certification is obtained. Leased line connection to net- product. work As a reminder, remember to look for DSNIX.25 and DSN/DS are articles on DS/1000-IV under the required IND section of the Business Compu- Connecting Terminals ter Group. And rest assured that your HP 3000 System Connections technical customers' interests are to Computer Systems being well represented! Over X.25 PSNs -'All DS/ 1000-N features with the Jeff Hornung/lND and exception of Forced Cold Load and Beau James/lND Remote Virtual Control panel are supported under all connection Many of you are aware that the X.25 types. FCL and VCP features are Packet Switched Networks allow supported as follows: terminals to connect to the network

Computer News July 15, 1982 22 or Internal use only Business Computers

Terminal must be character mode and connects to PSN PAD CSP Terminal function as any MPE log on device TDPdOOO and Dial up terminal connection to network the Laser Printer DSN/DS is required (includes Philip DowdinglCSP X.25 software and PAD software) We have recently produced two manuals using TDP/3000 and the HP 2680A Laser Printer. The remarkable thing about this is that there was no need to typeset either of these manuals. We just took the laser printed output and handed it over as the camera-ready copy for printing. This is possible because TDP when used in conjunction with the Laser Printer produces documents of such Terminal uses virtual terminal Unlike the field training manual quality and with such a variety of capability of DSN/DS which is restricted for internal use typefaces that the typesetting is, in Functions as any MPE log on only, the HPTOOLSET sales sup- effect, already done. If you want to device plement can be used in your sa11r.s take a look at these two manuals for presentation with customers. In addi- yourself they are the HPMAlL Complete block mode application tion to its attractive cover, the sup- Reference Guide (PIN 36570- support plement takes you step-by-step 90001/36570-90002) and the Leased line connection to through the development of a HPMAlL Administration Manual (P/N network COBOL II program using 36570-90004). HPTOOLSET's productivity tools. DSN/DS is required (includes The implications of not having to Included in this sales document are typeset manuals will be clear to those X.25 software and PAD software) examples of how screen labeled of you who have had anything to do function keys, menus, full screen with manual ~roduction.The most editing, and COBOL II symbolic obvious advantage is that of saving debug simplify and reduce COBOL. II money. Typesetting is an expensive HPTOOLSET development time and effort. business, and we estimate that we Sales Aids Follow up your presentation with the saved well over $20,000 in type- HPTOOLSET data sheet. The data setting and layout costs on these two Dick WongllND sheet has been enhanced with manuals. When such a large sum examples of screens from the sales can be saved on just two items, we Accompanying the HPTOOLSET aid supplement, and provides figure that justifying cost to your field information packet which all detailed information on prospects is going to be no problem. SRs, SEs, and their managers HPTOOLSET's productivity tools. recently received are invaluable sales But saving money is not the only So, be sure to include the tools. These are the HPTOOLSET advantage. There are plenty more. sales supplement entitled, "The HPTOOLSET sales aid, "The One of the factors to be taken into HPTOOLSET Program Develop- HPTOOLSET Program Develop- account in introducing new or ment System", and the ment System", and the enhanced products is the substantial HPTOOLSET data sheet. HPTOOLSET data sheet in your amount of time that has to be chest of sales tools. No customer scheduled to allow for typesetting presentation should be without and printing of the documentation to them. support thLproduct. This time can be around 8 weeks for a 100-page manual, especially if any cutting and

Computer News July 15, 1982 For Internal Use Only 23 Business Computers

pasting is required. Such a length of This is certainly going to increase Dutch OEMs time is highly significant in the case our use of TDP and the Laser printer. of a product that is still under and the next set of manuals using Get the Picture development. For instance, feedback this method is already being Hans Huijer/HP Netherlands from a test site sometimes makes it planned. necessary to modify a product at a We are using HP's own Interactive late stage in its development. In the Office products not just because case of software products, such they are there, but because we want changes can usually be to run our operations in the most implemented very quickly. But, un- cost effective way. We believe also fortunately, this is~notthe case with that if you have customers who want the supporting documentation which to produce high quality documenta- is more than likely already at the tion at a low cost, they will be typesetter. And if extensive changes extremely interested in what can be are required, it is going to be at a done. All that's needed is for you to On June 4,42 Dutch OEMs and 6 price. It could even mean that a tell them about it! HP representatives chartered an desired enhancement is left to a fu- airplane to the Boeblingen facilities ture release just because the manual for a one day visit. lead time is so great. On arrival at the factory, the visitors Now with TDP. necessary late were welcomed by Jef Graham, changes can be made to a product BGD manager of the European Sales and the documentation can be Centre. This was followed by a pre- updated accordingly without great "Winning Against" sentation on the marketing support expense. It is even possible for the program and the facilitites that HP document writer to make changes the Competition can offer to OEMs. right up to the very last minute Harry ArnphlettlBGD before the copy is handed over for The afternoon was started with fac- printing. tory tours, with special attention The field marketing group of the being given to the production lines Typesetting a document usually European Sales Center in Boeb- for the HP 3000, HP 250 and the involves retyping the whole docu- lingen is producing audio cassettes 9800 series. The tours were followed ment on a typesetting machine. with information designed to help by separate sessions dealing with Consequently the typseset version of salesmen win against competitive strategies for technical and business the document has to be proofread to manufacturers. computer products, respectively. check for any typing and formatting Each cassette deals with a particular The information given to the OEMs errors that might have been intro- manufacturer or product and high- during these sessions was most duced - a time consuming and lights the comparative strengths of enthusiastically received. laborious process. This duplication HP and the HP 3000 series. They of effort is completely avoided when The last formal item on the agenda help the salesman anticipate likely the HP 2680A is used by TDP as the was a management round table, objections and formulate his strategy 'typesetting machine'. A document which gave visitors the opportunity to in a competitive situation. Unlike writer can be confident that what he ask questions and express their con- many sales aids of this type, the situ- or she has already typed and cerns. The feeling of the day was ations are very realistic. Customers checked is what will appear in the summed up by one of the OEMs: "I do not always readily accept a point printed document. have been working with HP for sev- and are often persistent and direct in eral years now, and this one day has We feel that this is just the start. Soon their questioning. really succeeded in putting me in the TDP is to be enhanced so that Starting with DEC, the series is called picture." Pa graphics files produced by products "Winning Against". such as DSG/3000 can be included in the text. Just imagine. a camera- The underlying theme of the whole ready manual including graphics series is that one should understand taken directly from the Laser Printer. the customer's needs, and concen- No cutting and pasting. 1'40 layout. trate on areas where HP is strong and the competition is weak.

Computer News July 15, 1982 24 ,r Intern,, use 0.1, Computer Termina Is

Full alphanumeric block mode HP 2623A Special terminal capabilities (VPLUS DTD compatible, etc.) Option F07 ANSI Local BASIC/AGL program- Compatible Terminal HP 2647F: Interest mability Art Doucet IDTD IS Running High Local word processing software Jerry EricksonlDTD and accessory This article is a follow up of the ANSl Ed Washington /DTD Shared peripheral I/F for easy compatible articles in the June 15 connection to hardcopy plot- and July 1 issues of Computer ters/printers (standard) News. It is in response to System Local flexible disc storage Engineers and SRs request for more information about the HP 2623A Display enhancements with Line ANSl compatible terminal. This arti- Drawing, Math and Large Charac- cle will answer the question: What is ter Set (standard) ANSl compatibility and why was it Convertible Graphics/Numeric developed? Keypad As stated in the June 15article, Spe- 64K Program Memory. cial Option F07 provides the user with a HP terminal that will function All of these features have prompted properly on non-HP systems using some of you to ask how the 2647F ANSl protocol. What exactly is ANSl fits in with other products from HP protocol? First of all, ANSl is the like the HP-87, HP 125, HP 9836.7'0 abbreviation for the American help put things in perspective, keep National Standards Institute. In an in mind the distinction between the effort to standardize the software By now, you should have received 2647F as a terminal and these other communication between computing the Field Training Manuals and sale products as computers. For applica- devices, the Institute defined a set of literature on the new HP 2647F. tions that require extensive stand control sequences, also known as Many of you have also actually seen alone capabilities, such as AUTO- escape sequences. These sequences the product at the National Compu- PLOT and local programmability, move the cursor, set tabs, change ter Graphics Association (NCGA) and compatability with the HP 1000 the display enhancements, and con- conference in Anaheim, CA, or while or HP 3000 recommend the HP trol many other terminal functions. here at the factory for a customer 2647F. If a large number of calcula- Since the Institute's purpose was to visit. As expected, interest in the tions must be performed or exten- make these sequences an industry 2647F is running high due to its sive software libraries are required, standard, we call this ANSl Compati- extensive feature set that makes it recommend a Hewlett Packard ~er- ble. suitable for many business and sonal or desktop computer. The significance of the 2623A technical applications. Remember that no other HP product Option F07 is that HP's control se- Some major features are: can match the combined off-line quences are not ANSl compatible. graphic workstation capabilities and The HP terminal will not respond to Screen preview graphics on-line terminal features of even simple cursor positioning con- the 2647F. trol sequences if the host computer is using ANSl protocol. For instance, Feature HP 2647F HP 87 HP 125 HP 9836 the ANSl control sequence to move the cursor to the right is "ESC[CM, I Char Mode Yes Yes Yes Yes and the HP sequence to perform the :~,"~bilily rl I ( Y/3OOO Compatible No same function is "ESC C". Now, with 1 Graphics No I No / the "flick" of a switch, the 2623A will ~creen~ra~hicsResolution 720 x 360 544 x 240 Not Available 512 x 390 respond to ANSl protocol. One example of a computer using ANSl User Workspace 64K 60K 35K 64K CP/M No Yes Yes No

Computer News July 15, 1982 For Internal Use Only 25 1 1 Computer Termina Is

1 I

protocol is the DEC VAX'='. (DEC When to Sell the HP 2622A vs HP 2624B and VAX are registered trademarks of the Digital Equipment Corpora- Jeff CoxlDTD tion.) The HP 2622A is Hewlett-Packard's the right product. If your customer Of course, we wouldn't want to limit low cost block mode terminal while also needs an RS-232 serial printer the capability of 2623A Option F07 the HP 2624B is Hewlett-Packard's capability then the HP 2622A with to functioning only on ANSl protocol high performance data entry prod- Option PO3 is the appropriate hosts. F07 still functions as a stan- uct. The question has been asked solution. dard 2623A graphics terminal. F07 "When do I sell the HP 2622A vs the However, if your customer needs accomplishes this by giving the ter- HP 2624B?" minal a selectable mode of opera- 2622A capabilities plus four to nine tion: "ANSI Mode" or "HP Mode". In If your customer requires a basic pages of display memory, Local edit the HP mode, F07 responds to block mode capability with two checks, Local forms cache and/or Hewlett-Packard software protocol. pages of display memory and display Multipoint support then the The dual mode of the 2623A F07 enhancements, then the HP 2622A is HP 2624B is the best solution. makes it very useful for dual main- frame computing environments. HP 2624B = HP 2622A + OPTION PO3 Why was F07 developed? It was + ADDITIONAL DISPLAY MEMORY developed in response to your cus- + LOCAL EDIT CHECKS tomer needs. There are many cus- + LOCAL FORMS CACHE tomers who appreciate HP's high + MULTIPOINT SUPPORT quality terminals, but couldn't fully use them on their ANSl protocol systems. With this special, customers can purchase an HP 2623A that will function properly. Editors and appli- 13296A (Shared Peripheral Interface) cation programs can be run with little or no modification. When F07 is and Options configured for ANSl mode, it Gary EuanslDTD responds to a subset of the ANSl sequences specified in ANSl X3.64 Over the past few months we have ROM is standard in all 2648As 1977 and ANSl X3.41 1974 and received a number of calls about the shipped after November 1, 1980. some non-ANSI control sequences. 13296A, HP-IB lnterface cables, the Specifying Option E76 provides the Graphics sequences such as the raster dump option and the rotated rotated raster dump ROM for the (ESC * sequences) are also recog- raster dump capability. When order- 2648A. This ROM rotates and nized. These graphics sequences are ing the 13296A without an option dumps the raster from the display of recognized in ANSl mode so that the you get the shared peripheral Inter- a 2648A to a HP graphic printer. user can reconfigure the terminal face PCA(P/N 02640-60128),the 2 The 13296A Option E76 must be programmatically while in ANSI meter HP-IB cable (PIN 81 20- 1834) ordered as a special using a HEART mode. All specifications for general and the HP-IB load box (PIN override. Surprise! The 2647F features, data communication, 02640-6021 5). Specifying Option comes standard with a Shared power requirements, product safety, 048 provides one raster dump ROM Peripheral Interface HP-IB cable and and product support are the same as (P/N 1818-0746) and the 2648A load box. those of the standard 2623A termi- user and reference manual. This nal. I hope this article answers some of your questions. For more information on ANSI mode control sequences, call DTD Sales De- velopment.

Computer News July 15. 1982 26 For Internal Use Only Computer Terminals

Publications to Support Special Products HP 2621B Bill MitchelllDTD Goes Canadian Sarah Jane Militello IDTD Many of you may not be aware that publications available are given data sheets and a price guide are below along with their publication HP Puerto Rico obtained approval available to support many of our numbers. from the Canadian Standards popular specials. A description of the Association (C.S.A.) on May 17 to ship the HP 26218 and HP 2629L Part No. Description Pub No. terminals to Canada. 2622A Opt. K21 Industrial keyboard 5953-2079 Shipments to Canada against the 93984W 26224 K21 Upgrade Kit order backlog are scheduled to begin at the end of June. Please note 2622A/2623A/ Key Function Definition 5953-2080 that even with the four-week delay, 26248 Opt K24 the availability for new orders of 262X Opt KO7 Orange Display 5953-2082 26218s is substantially lower than 2645A/2647A/ DCl/DC3 Hand Shake Protocol 5953-2053 262 1A/ P terminals. 2648 Opt D99 Any questions regarding particular 93984M Printer Multiplexer: multiple 264X 5953-2083 orders should be directed to Miriam or HP 2621A/P can share one Villanueva at 809-891-5235 ext. 343. 2631A/B IhA Price Guide 5953-2084

I These publications are available in provides excellent documentation bulk frdm the literature center in Palo for order processing. Alto or by contacting your sales There are more specials available development contact. than we have data sheets so if you The Price guide may save you con- don't see it just ask. We may have it: siderable time, because you won't or we may do it. have to contact the factory and it also

Computer News July 15, 1982 For Infernal Use Only 27 Computer Peri phera Is 3 BSE How to Save HP 2680 Prospects Money on Their Printing Costs Bill McGlynnlBSE CONVENTIONAL PRINTIIYG METHOD

TRAN5kkH & WHITE RF\I6I\ CORRECT TO1)INCr

PAC.1 10

START I I I - I i--~--d--Q-pJ------, ------' VHOTORtljC C E 4HT COP163 ARI Hk\lkM C ORRtCT

LASER PRINTING METHOD Corrections could be made more quickly using this method. For example, if text or graphics corrections occurred, the changes could simply be entered into the computer (j and an updated version OF the manual printed for proofing - much more quickly than resetting type, cutting, and repasting. A near-complete review document is now made avail- Virtually every company has a need manually pasted up - complete able early in the production stage, to print instruction or procedure with illustrations. Next, a proof OF this and making changes is much less manuals at one time or another. galley was made by photocopying cumbersome. Once approved, the Boise Division, for example, prints the master, which was then distri- final document can be stored sales reference manuals, operator buted for proofing. Once all correc- on-line, then run as needed on the manuals, service manuals, and many tions were made to text and illustra- laser printer - already collated. others. In the past, all these docu- tions, it was taken to the printer On-line storage eliminates costly ments had to be created the conven- where the printer did preliminary storage space and the waste which tional way. presswork, printing, and finish work. results from obsoleting printed Printing the ConventionaI Way The printing process often took up to materials, as well. two weeks - which further extended First, the test Was composed On a the Droduction Qrocess, Without considering savings which terminal. As the text was being resulted from the reduced storage entered, artwork was being prepared 'linting with the Laser needs and reduced waste, Boise by the artists. The preliminaw text Printer Division saved 43% on a recent was then photocopikd and sent out Using the laser printer to produce manual which was produced on the for review, and an" corrections to the documents resulted in shorter 2680. This 66-page manual was bid text were made atihe terminal. Text production processes and in most at $8.45 at a local printing vendor. was then transferred onto a disc and cases, significant cost savings. Edit- Labor, materials, equipment, and given to the typesetter, who prepared ing was still done on-line; bit using service (SMMC) totals only $4.80 for a galley for proof. Any changes made this method, so were illustrations. the same manual printed by the to the galley required retypesetting, These two could then be merged 2680 (this includes the price of hav- and ultimately, repasting up the electronically into a document which ing an outside vendor print the changed portions. From this cor- was ready for proofing, and an origi- covers on a heavy glossy stock). A rected galley, the document was nal could be run for each reviewer. non-HP entity could expect to save

1 Computer News July 15. 1982 \ 2 8 ,r Intern,, use 0.1, Computer Peripherals

approximately 38% on the same Reliability of Switchbox and Dual manual when buying equipment at retail prices. HP 26083 HP 7976As Two large North American com- Demonstrated by Supported panies have already ordered two 2680s to use in printing manuals. Lower Service Prices Sallie EwinglBSE This application is made even Debbie HerrudlBSE broader with the addition of HP's new The HP 26075A multiple system access selector is now fully supported text and graphics capabilities, which HP's new 2608s line printer is the enables more complicated figures on the 2680A and 7976A when used most reliable line printer in our line with HP-IB 3000 systems. This allows and illustrations to be prepared using today. This is demonstrated by the the computer system. the customer to share these powerful new lower service prices. In actual peripherals between multiple sys- figures, the SMMC for the 2608s is tems. Because the 26075A is a $90 and the BMMC is $72, com- manual switch, the HP-IB line must pared with $109 and $87 for the be quiet when switching. This pre- HP 2680 Graphics 2608A, respectively. This is due to cludes the use of a disc on the same improved reliability and serviceability GIC as the 26075A, since there is no Brochure Available for the 2608s. way to take a system disc off-line. Mike MilochlBSE The major reason for improved Up to two HP 7976As are now sup- 2608s reliability is the rigorous test- ported on the HP 3000 Series 40,44 ing which the factory did on the early and 64. Minimum main memory re- units. Those tests resulted in numer- quired for a single 7976A is 512kb, ous design changes which improved while dual 7976A's require 768kb. the printers' dependability. In addition to being more reliable, the 2608s is easy to service. One feature which makes it easier to service is the reduction of electrical adjustments; the 2608A had nine COL such adjustments possible, and the 2608s has only three. The 2608s User's Guide and has a control microprocessor which Software Aid assists the CE in performing the adjustments, thus eliminating the in Selling InteGral/60 need for an oscilloscope and reduc- Jim AbramslCOL ing the time required to perform the adjustments. User's Guide A new color sales brochure on And, extensive self test capabilities The philosophy behind the devel- have been added to the 2608s which HP 2680 graphics is now available. opment of the 521 13A User's Guide can be used by the customer to ver- (PIN 521 13-90902) was to produce The brochure, aimed at technical ify that his printer is operational. The publications managers and other top a document that could be used for a self test is capable of identifymg a variety of reasons by a number of managers, is designed to introduce failure down to the replaceable as- the laser printer's graphics individuals. This philosophy included sembly level. This will aid the cus- the sales person as we provided you capabilities. The brochure describes tomer engineer in identifying the the easy-to-use, flexible graphics with an extremely effective sales tool failed PCA and will reduce the mean for many situations. software which enables the user to time to repair the printer. merge text, data, and graphics and The User's Guide was written in a print them on the laser printer. Each of these features results in tangible savings to your customers; concise, easy to read manner aimed Copies of the brochure (PIN 5953- making the 2608s a dependable at an audience consisting of present 7 1 14) may be ordered from litera- solution to line printing needs. graphics users and those who may ture distribution. wish to develop graphics skills.

Computer News July 15, 1982 For Internal Use Only 29 Computer Peri phera Is

Those people who have never been This was one of the reasons that we exposed to computer graphics be- developed an application program fore will find the User's Guide an known as TUTOR. Primarily a learn- VCD excellent introductory tool which ing and diagnostic tool, TUTOR has provides them with the fundamentals allowed us to show customers vari- Bar Codes of generating graphical objects in a ous features of the InteGral/60 computer system. To help the user software that are not always shown in for Teatotalers visualize how this is actually done the demo programs, such as rotation Harold Fast l VCD using a 1360 Graphics System, of text. TUTOR is an interactive pro- examples of programs using gram which allows the user to type in Whether you imbibe or not, there InteGral/60 procedure calls are two letter mnemonics and param- may be bar codes in your future. Bar included in almost every chapter. eters that either access InteGral/60 code printer sales are increasing We feel that as a part of every sales procedures or other features of the each month. Field inquiries are at a situation you will be able to rely on program, like a command stack or higher level now than ever before. the User's Guide to provide your cus- file manipulation. And instead of writ- HP currently has two printers that tomer with more details on the ing and compiling various Pascal produce bar codes for commercial InteGral/60 software as well as programs, the user can create and applications. They are the HP 2680 illustrations of how Pascal programs edit text files which contain the Laser Printer from the Boise Division, can contain InteGral/60 procedure TUTOR commands and then exe- and the HP 2631 G Option 200 Fac- calls to provide useful interactive de- cute them just by calling up that file tory Data Printer from the Vancouver sign applications. name. Division. These printers can produce We have had a great deal of success labels for a variety of material han- User's Guide with TCITOR in customer visits, and if dling, manufacturing, and process How many times have you been you are interested in obtaining a control applications. The 2680 is involved in a sales situation when the copy of TUTOR for use with your capable of high volume printing and customer asks if the software they 52 1 13A InteGral/60 software, please the 26316 Option 200 printer is a are seeing can perform a certain have your SE contact me and 1 will relatively low volume printer. Limited function? You state that it could, but be glad to send them a copy along to producing approximately 450 either the customer would have to with documentation. labels per day, the 2631 G is intended integrate that as part of the applica- One of our main desires is to to be used as a distributed printer, tion program, or the present demo develop tools that can be used for a located near to the point of applica- program would have to be re-written variety of purposes, and hopefully tion, rather than as a system printer. to illustrate that particular feature. we've shown you how we're The 2631 G Option 200 is available Wouldn't it be nice if you or your SE accomplishing this with the two tools with an HP-IB interface only. On could perform that feature in an mentioned in this article. Please feel HP 1000 and HP 3000 systems, the interactive way right then? free to contact either myself or your 2631 G Printer is normally slaved off We think we may have a perfect solu- RSE about these items and any other of an HP 2647 terminal or an tion to those "yes, but" situations ideas you may have on what other HP 3075 Data Capture device. There when you're attempting to tools you may find useful. is not a Device Driver on either the demonstrate the features of the 1360 3000 or the 1000 for a direct con- Graphics System. There are over 80 nected 2631 G at this time. Bar code different procedure calls as part of printing has also been successfully the InteGral/60 software, and often accomplished on the 2631 G Option times we've found it very useful to 200 hooked up to HP 80 Series sys- utilize them in a very flexible tems and the HP 125. While there is environment. no supported software for bar codes for either the 80 Series or the 125, this may be an appropriate approach for some customers.

Computer News July 15, 1982 3 O For Internal Use ~niy Computer Periphera Is

Bar codes are generated through the HP 3601A Modem Cable use of escape sequences sent as Bob Weis VCD data to the 26316. At the present 1 time the customer will have to provide his own bar code application In the May 15 issue of Computer In the May 15 article we said you software. News there is an article that explair~s can order that cable from CPC, but how to order a modem cable for the that is a mistake. If you need a Industry is just starting to make use 2601A. modem cable, you can order an HP of bar code technology in the man- Well, it seems we not only gave you modem cable, P/N 02631-60065 ufacturing, materials handling, and from CSO. process environments. Over the next the wrong part number but also the few years the demand, and therefore wrong cable. The cable shipped with We hope this did not cause any prob- the available products, will steadily every 2601A is a Diablo Modem lems or inconvenience for you or increase. The next generation of cable, P/N 320355-02-DlA. your customer. Workstation Printers from the Van- couver Division, to be introduced in FY'83, will provide bar code printing capabilities with a greater variety of system interfaces available. To give you a little more exposure to bar codes, there is a booklet available from the Vancouver Division, the Bar Code Printing Guide. If you would like to receive a copy of this booklet, just send a Comgram to Harold Fast at the Vancouver Divi- sion, COMSYS Code 5400.

Computer News July 15, 1982 For Internal use only 31 Backtalk

Competing with IBM System 38 Do not overlook selling the technicians. Our productivity tools like RAPID are just as powerful as what System 38 Vince KhannalNeely Brisbane has to offer. Moreover, our data base, MPE, and related The recent market statistics of the order rate of IBM tools are mature and field tested. Give demos and System 38 are very impressive. However, the HP SRs are include toolbox to neutralize IBM's full screen editor. in a very strong position in beating the competition every You can expect IBM to sell the idea that the System 38 time, provided the prospect passes the very basic qualifi- is new technology and the HP 3000 technology is old cation test that they have the flexibility of making a and is to be obsoleted by HP in a couple of years. You non-IBM decision based on sound business criteria. can expect some very pointed questions from your pros- To be successful we need to be knowledgeable of IBM's pect in this regard. HP is committed to MPE and we have overall selling style, how they are positioning the System always incorporated new hardware and software 38 and what are our company's and HP 3000's strengths technologies to our existing products while maintaining versus the competition. Here are a few facts that you can compatibility. Our HP 3000 track record attests this fact. take for granted in any System 38 sales situation: The situation just mentioned is one of the most signifi- Anticipate an extremely aggressive but professional cant objections you will have to overcome. posture by IBM. You can be certain that they will be IBM's System 38's weakest point is their very poor selling at all levels which necessitate that we do the same. performance. In a recent benchmark, the HP 3000 Sys- IBM is selling programmers productivity not only to the tem 44 beat their top of the line Model 5 three to one in technical buyers but also to the economic buyer deci- compiles, five to one in interactive and 15%in batch. If sion makers. If you remember a few years ago, IBM's sell you get into a benchmark situation, then exercise all the to the executives was exclusively solutions and not tools. standard rules of benchmarking. This is where our main strength is. At the current time Watch Outs IBM (System 38) has no "solutions" to talk about. We all IBM may switch their proposal from System 38to 4300 know that one thing economic and user buyers can really (or vice versa) if they feel that they are losing. 3 relate to is solutions to their business problems. HP is in a very strong position with not only HP application software IBM has been presenting slides on their benchmarks but also software available from hundreds of third parties. against HP 3000s. The data they have been using is based on past situations like the Bechtel benchmark. We should sell not only our products like GA, MM, PM, Do not be afraid of challenging such data. When you are and SFD, but we should alert the prospect of several ready to close and get the business, your customers' alternatives to the above products which are available CEO may get a call from IBM's branch manager. Alert from software suppliers. your prospect of this fact. We should make the office automation and decision support tools like TDP, WORD, HPMAIL, DSG, and Must Reading: Steve Wilk's competitive report on the INFORM as issues to be considered. IBM has very little System 38. (or nothing) to offer in this area. Demonstration of WORD, HPMAIL, INFORM, DSG, and especially the Summary graphics demo to the key buyers is a must. With good strategy and aggressive posture, the System If the prospective customer is a manufacturer (discrete or 38 can be beat every time. The HP 3000 has too many continuous), a presentation of our MPN strategy can facts in its favor! F,, further the chances of our success more than anything else.

HEWLETT PACKARD

Hewlett-Packard Computer Marketing Group. 3000 Hanover Street. Palo Alto. CA 94304 USA. 4 15-857-I501 COMSYS CODt: 0000