UPFRONT Editor: Brad Whitworth Company experiments Art director: with new ways to market Annette Yatovitz proprietary integrated circuits.

Associate editors: Betty Gerard Joanne Engelhardt

Circulation: ewlett-packardjumped into the parts catalog describing the functions Kathleen Gogarty integrated-circuit (lC) business ofcustom ICs in HP products. H in 1965 for a simple reason: By There's also a new customersupport conducting IC research and develop­ team in place in John's Computer Inte­ ment. the companywould be able to grated Circuits Division-patterned MEASURE make significant contributions to prod­ after the HP sales organization. "We ucts without waiting for similarchips have application engineers who func­ Measure is published six times a to become available on the commercial tion much like sales reps. Ourdesign year for employees and associates market. Today most best-selling HP consultants serve our internal HP cus­ ofHewlett-Packard Company. Pro­ products include HP custom chips. tomers much the way systems engi­ duced by Corporate Public Rela­ But not all HP circuit-design engi­ neers proVide technical expertise for tions, Internal Communication neers have been aware ofthe company's outside customers. Our product and Department, Gordon Brown, IC capabilities. Until now. test engineers make it workjustas cus­ manager. Address correspon­ Starting last February, three teams of tomer engineers do in the field." dence to Measure, Hewlett-Pack­ HP IC experts traveled to 52 divisions The improvements to the internal ardCompany20BR, PO Box 1030I, and operations over a three-month pe­ marketingscheme should help the Palo Alto, California, 94303-0890 riod. The traveling roadshowwas de­ company's six IC centers (three in the USA. Report change of address to signed to present the capabilities ofthe InstrumentGroups and three in the your local personnel department. company's six IC centers. Computer Groups). All six make chips Material in this issue maybe re­ "We're doing chips internally that no only for use in HP products. The cen­ printed with written permission. one in the world would attempt," says ters are known in the business as "cap­ Member, International Associa­ John Moss, marketing manager for the tive suppliers" because theysell only to tion of Business Communicators Computer Integrated Circuits Division internal customers. Ofall the captive and Industrial Communication headquartered in Cupertino, Califor­ suppliers in the world, HP ranks third Council. nia. "But manypeople didn't know in "sales volume" behind IBM and Hewlett-Packard Company de­ what was available from Hewlett­ AT&T Technologies, the formerWestern signs and manufactures comput­ Packard's own facilities." Electric arm ofthe Bell System. ers, electronic test eqUipment. The traveling teams metwith divi­ The roadshow generated even more handheld calculators, electronic sion R&D engineers and project, sec­ business for the HP IC centers. "We components, medical electronic tion and lab managers around the have already identified 42 new design eqUipment and instrumentation world. Often the general manager and projects,"saysJohn. "We think our new for chemical analysis. Manufac­ others from marketing, manufacturing customers will learn what some ofour turing facilities are located in 23 and qualityassurance areas attended regulars already know: Our centers of­ U.S. cities in eight states and in the day-long workshop. For most, it fer betterdesign tools, more thorough 10 cities in nine countries in the was the first time they'd heard the spe­ characterization and test, superior en­ rest ofthe world. HP sales and ser­ cifics ofHP's integrated-circuitstrategy gineeringsupport, and chips with vice offices can be found in more and learned about some ofHP's suc­ specifications that exceed anything than 80 U.S. cities and (including cesseswith custom chips. that's available in the market today. distributorships) in apprOXi­ "Some ofour IC centers' accomplish­ That kind oftechnological advantage mately 200 cities in 70 countries ments have been nothing short ofout­ will certainlycontribute to the compa­ aroundtheworld. HPemploys more standing," says John. "We showed one ny's profitability." M than 76,000 people. division how it could take 300 off-the­ shelfchips and, through integration, put them on one custom chip. Another ON THE COVER division was able to consolidate the With thedome oJSt. Paul's Cathe­ contents ofthree printed-circuit dral in the background, HP Ltd. boards onto one board. This integra­ Managing Director David Bald­ tion reduces productcosts while in­ win is photographed by Tony creasing reliability." Harris in central London, where Unlike a now-you-see-'em, now-you­ HP has increased its presence. don'tsalesman, the traveling IC road­ Starting on page 3, staffer Betty showleft its HP clients useful tools to Gerard reports on the singular determine ifany oftheir projects were growth ojHP's U.K. region in the likely candidates for custom chip work. pastsix years. The new tools included a white paper to aid IC decision-making, an on-line computer model to help determine the cost ofprodUCing a custom chip and a

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www.HPARCHIVE.com • o In S0 o exce ence In the past six years, Europe's U.K. region has carried out a grand plan for greater HP sales and increased visibility.

n February 13. evening BaldWin, who has headed U.K. market­ sales organization. now adding people news broadcasts through­ ingactivities since his return from Ge­ at the rate of200 a year. out the United Kingdom neva headquarters in 1978and worn Sales. Since 1978, the U.K. region led offwith three top the overall U. K. region hat since 1982. has moved steadily up the ladder stories. Sandwiched be­ (In geographic terms, this covers the among the five regions which make up tweenOa new royal baby-to-be and the three countries ofGreat Britain-Eng­ HP's European organization and is the new Russian leaderwas the announce­ land, Scotland andWales-and North­ largest single-country region. It for­ ment that 700jobs would be created by ern Ireland. The sales region also in­ merly did 13 percent ofHP's business Hewlett-Packard Ltd. in South Queens­ cludes the Republic ofIreland.) in Europe; today it does 20 percent. ferry. Scotland. through formation ofa From the first, David won general Lastyear the United Kingdom was sec­ new instrument operation. agreement that the time had come to ond only to the U.S. as the major mar­ No matter that the news media gar­ aim at nothing short ofexcellence in ket for the company's products. bled the facts a bit. crediting all the U.K. sales performance. That would re­ Manufacturing. In the past few years futurejobs to the newly announced quire, among other things. training a the Computer Groups have developed Queensferry Microwave Operation­ crack sales force, settingaggressive two full-fledged divisions in England: when in reality halfofthem will be targets for market penetration and in­ the Office Productivity Division in Pine­ added to the QueensferryTelecommu­ creasing HP's manufacturingand other wood with worldwide responsibility for nications Division (which has been at "value-added" activities to make a con­ word processingand office communi­ the site since 1961 and is experiencing tribution to the local economy. cations software, and the Computer Pe­ a renaissance ofits own). Going in, HP Ltd. in 1977 had one re­ ripherals Bristol Division, which moves What came through clearlyand accu­ spected plant in Scotlandwhere em­ this fall into a new permanent facility rately was the vigorous growth in HP's ployment had leveled offat less than in Bristol. To these, add the Instrument U.K. activities that is evidenton all 700 people, and another 500 orso peo­ Groups' new Queensferry Microwave fronts: sales, manufacturing, research ple in the sales organization spread Operation getting underway this year and increased corporate prestige. thinly throughout the British Isles. The in Scotland. Since 1978 the U. K. subsidiaryhas had total: less than 1,200 employees. Research. The U.K. was chosen for marked success despite a local econ­ Sixyears later, here's how the score the first split-offofHP Labs. A new re­ omyslow to recover from the deep sheetlooks: search center, HP Labs-Bristol, will recession of 1980-81. Headcount. Total HP Ltd. employ­ share the Bristol site to take advantage One ofthe principal architects ofthat ment is now more than 2,700 people. of technical strengths in Europe­ success is Managing Director David Almost two-thirds (1,563) are in the especially in the U.K.-and to provide

July-August 1984 3

www.HPARCHIVE.com support for the European divisions. Add to this a flourishing sales finance company, started in 1978, and the California for 18 months at HP's newly organized European Response Silicon Valley facilities. 1\\70 ofthem, Centrewhich will prOVide state-of-the­ Vic Langford and Peter Hurley, are art problem solVing for systems cus­ now section managers in OPD's 70­ tomers. HP Ltd. now has seven enti­ person R&D lab. ~ ties-qUite a change from the Single In his present role, Vic sponsors a factory and small sales organization of <9 third-year college student in a just a few years ago. Its corporate staff ~ "sandwich program" that alternates is now settled in Pinewood in a former OPD's Vic Langford time on campuswith industryexpe­ hospital with spacious grounds that rience toward an enriched technical are home forjackrabbits and foxes. TREASURE TROVE bachelor's degree. HP Ltd.'s capital investment lastyear Thedivision competes Vigorously Popular wisdom-unconfirmed by alone totalled 14.7 million pounds hard data-says there are 25,000 in college recruiting. "1\\70 years ago ($20.3 million U.S. dollars). Officially HP was an unknown sell on the cam­ computer professionals in England's opened in October was a nationwide pus. Now we're hiringgraduates Berkshire County. support center in Winnersh that pro­ more aggressively than in the U.S.," When HP Ltd. advertised in 1980 vides warehousing, customs clearance, to hire people for its new software says Dave Townsend, OPD market­ test and maintenance, and other ser­ operation in Pinewood, it coined the ing manager. The division's techni­ vices to the field from one 100,000­ term "SoftwareValley" as an echo of cal staffincludes many experienced square-foot building. computerscientists from nearby Silicon Valley in California. Indeed, Franco Mariotti, vice president - Eu­ firms and software houses concen­ the lattercradle for the computer rope, serves as chairman ofthe board industrycould well envy the abun­ trated in central London. ofHP Ltd. "Workingwith the rest ofthe The rich supplyofcomputer scien­ dance ofcomputerscientists pres­ corporation, they conceived an ambi­ ently available in the U.K. tists-which has been called the tious plan-and really meantit," he The world's first digital computer greatest in the world-attracts other says with approval. was developed at England's Man­ HP activities to the U.K. Graham chester University to give the U.K. an Long is now starting the European Ifyou made a rapid circuit ofthe U. K. earlystart in computerization. Every Response Centre at Pinewood "pri­ today, here are impressions you might primaryschool in Great Britain has marilybecause we can hire people take home: a microcomputer and one ofevery with the right skills" to prOVide so­ 10 homes has a home computer. phisticated support for software. He (Sir Clive Sinclair has saturated the expects to have 70 professionals on "Look outthat window. home market with low-priced mod­ the staffby next year. els, and the U.K. has more personal Don Hammond, deep in inter­ There's more wealthper computers per capita than the U.S., viewing for HP Labs-Bristol and squarefootinthat mile GermanyorJapan.) Fascination establishingcontacts with leading thananywhere in the with computing is actuallyspread­ universities, says, "The U.K. 's solid world." ing from homes to offices, rather educational and research commu­ than the reverse. Newsstand racks nity has historicallybeen a leader in are lined with computer magazines the world." From the second storyofHP Ltd.'s that school kids read with the same He points out that the U.K. already sales office in Bridewell House one can rapt attention that comic books has leadership in networking, and see the great dome ofSt. Paul's Cathe­ receive elsewhere. recently made a substantial increase dral, bisected at the moment by a Office Productivity Division gen­ in its national commitment to soft­ nearby construction crane. The combi­ eral manager Bob Kaudarauch ex­ ware and computer architecture re­ nation ofold grandeur and new devel­ plains that the U.K. was chosen for search that will bejointlyfunded by opment is an apt symbol for an area of HP's first office software activity industry and government. London that is the financial center of "to tap the U.K. computerscience 1\\7o-thirds ofHPLabs-Bristol's the world. The HP sales rep who points industry here."The division's workwill be computer-oriented, re­ out the view is dressed in a pin-stripe HPDESKMANAGER is thought to be lated to artificial intelligence, graph­ suit that blends right into the territory. the largest selling electronic mail ics, distributed data bases, encryp­ HP Ltd. hasjustcompleted renova­ system in the world. tion, systems architecture and tion ofthe five-floor building that Theyearbefore actual start up in computer-aided design. In the next serves as its first central London office. 1980, Bob hired eight software engi­ threeyears, its professional staffwill Comfortable facilities for seminars and neers in England and sent them to go from zero to 170 people. customerentertaining-including a 100-person auditorium and an execu-

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www.HPARCHIVE.com tive dining room-are keyed to the con­ venience ofits customers, includinga numberofmajor accounts with head­ quarters in the area. The branch office includes the first district outside the U.S. dedicated to selling technical and commercial computers to third-party customers. Among its accounts are large manufacturers who incorporate HP equipment into their own systems. PhilipWatkins, for instance, handles the accountofMetier, a large systems application firm that manages major projects in manycountries. It is install­ ing 100 HP WOO-based systems in Scotland for an offshore oil project as one ofits many applications. To service such a far-flung account Philip acts as a project manager, encouraging HP sales forces in France, Germanyand Scandinavian countries to sponsor customer seminars and to share sales leads. With help from Gren­ i oble, he runs a special advance order­ ~ ingsystem to keep deliveries flOWing. Uke their SCottish colleagues In South Queensferry, HP people In Pinewood, England, gather He also makes certain that members of In the company pub that opens atter work. A dartboard and racquetball courts are nearby. Metier's top management meet their HP counterparts. Part ofthe successful U.K. sales strat­ exported outside the British Isles. egy has been to emphasize becominga Somethingexciting is happening to premiersupplier to such key accounts. the products for thatestablished mar­ It has worked particularlywell with ma­ ketplace, however. The structural jor oil companies, and HP Ltd. is now change underway in telecom test is that going after the financial services sector it is becominga systems business, par­ headquartered around the corner from ticularly in production and mainte­ Bridewell House. nance-and QTD is leading the way. "We detected a change in technology from analog to digital and followed it," Finlaysays. The division now has al­ most 100 development engineers in "With a spec!/i.cation­ South Queensferry. sensitive marketsuch Its first generation ofremotelycon­ as the communications trolled instruments was shipped in Keeping score as Robert Hall (rlghf) fakes industry, ourdivision 1976 to a Canadian utility that needed on a customer at Pinewood. has always been to monitor a dam and generating station inaccessible during winter market-driven-but we months. That earlysystem was haven'tbeenshouting controlled by a desktop computer and aboutit." could serve one user. By 1978 QTD was producinga sophisticated, distributed FDM (fre­ FinlayMacKenzie, general manager quency division multiplex) monitoring ofthe QueensferryTelecommunica­ system based on the HP 1000and serv­ tions Division, points out that his divi­ ing many users. It proved to have great sion's customers are clearly identified: value for the surveillance ofunderwater the government-owned and private tele­ cables laid on the ocean bed to link two phone administrations throughout the countries-each insisting on control of world. More than 85 percent ofQTD's testingatits end ofthe line. Since 1980 HP's Butterstone Loch In Perthshlre, telecommunications test eqUipment is QTD's automatic transmission testing SCotland, offers year-round fishing.

July-August 1984 5

www.HPARCHIVE.com systems have speeded up the installa­ ing managerJimmygueen plans "a OrasJim Rigby, gTD controller. puts tion and approval ofsuch submarine showplace for customers to see how HP it. "HP may have once been an oddball cables linking the U.K. with the Nether­ systems are used in a manufacturing in Scotland-but not today." lands. Spain and Denmark. environment."The operation is up and Robin Myles. who heads a section for running with 60 people in a 100.000­ systems and software products within square-foot addition to the South R&D. explains that gTD had to develop gueensferrybuilding. application software for the undersea As one ofthe first U.S. companies to "lwrote to PaloAltofor testingand to do special tests on all the set up operations in the 50-mile corri­ ajobassoonaslheard system'sgear obtained from other HP dorbetween Edinburgh and Glasgow, HPwas coming to divisions. "We were breaking new HP gets a lot ofvisibility in Scotland Bristol-and used a ground. certainlywithin HP," he says. these days. "Silicon Glen" already has Charles andDistamp This Julydeliveries were completed the largestcluster ofelectronics and to British Telecom for the largestsin­ computercompanies outside the U.S., sosomeone would gle-system instrument orderever sold with every major U.S. computer firm notice my letter." in Europe: remote access and test represented with plants. The govern­ equipment (RATES) linking 63 ex­ ment's Scottish DevelopmentAgency. changes in the U.K. and Northern Ire­ which is actively courting investment "I didn't think I had a snowball's land to 12 control centers-an $8.5 byoverseas firms. frequently sends chance in hell to get onwith Hewlett­ million dollar contract. Fifteen foreign visitors to talk to HP about its Packard here," says JanetWhitemore. engineer man-years ofsoftware experience in South gueensferry. A former HP employee at the Data Sys­ developmentwent into thejob. They hear about the plentiful supply tems Division in California in the early A new, coordinated set ofmicrowave ofwell-trained engineers in Scotland, 1970swho had returned home to products in the RF frequency range will government financial incentives to in­ England, she was thrilled to be hired be made for the European market by vest in the country. and new govern­ as one ofComputer Peripherals the gueensferry Microwave Operation. ment efforts to improve education at Bristol's first five production people. It's already underway with the ambi­ the secondarylevel. Finlay MacKenzie Janet is now a supervisor in printed tious schedule oftransferring two admits that the story HP has to tell may circuit assembly, and the Bristol entity products a quarter from U.S. divisions be too persuasive, in fact. "I often won­ graduated from a start-up operation (startingwith power meters from the der as I do it why I'm encouragingcom­ inApril 1983 to full division status. Stanford Park Division). Manufactur- petition to come in." he says. This October the division moves from

6 MEASURE

www.HPARCHIVE.com Queensferry Telecom's Jennie Anderson tapes masfers for printed circuit boards. a temporary leased facility to a perma­ nent building that will be sharedwith HP Labs-Bristol. The 115-acreWalls­ court Farm propertywas once the site ofa model farm built by the Duke of Baufort. and the IOO-year-old farm­ house on the land will eventuallybe­ come a recreation center. Gray Cotswald stone from local quarries has been used on side walls ofthe plant. For facilities manager Mike Farrell, a native ofneighboringWiltshire whose most recent HP assignment was in Scotland, his transfer to Bristolwas "like coming home." His West Country accent proved a subtle asset in the com­ plex negotiations carried on with local governments to make possible HP's campus-type zoning in Bristol. The company is now creditedwith pioneer­ ing the first business-parkdevelop­ ment in Britain to allow HP's usual mix ofproduction, administration and R&D at the same facility. With the first 125,OOO-square-foot buildingcom­ plete, design work is underway on a second phase. The first transferred products were shipped from Bristol 10 months after In Dublin, Kevin sweeney and Eddie McNamara go to work at the HP sales and service DougCarnahan, former Boise Division office through this arched doorway. The office Is located In two Georgian ferrace houses, manufacturing manager, was tapped being remodeled fo provide more conference and demonstration rooms.

July-August 1984 7

www.HPARCHIVE.com as operations manager. The newly de­ instrument suppliers, HP's market fined charter for the ComputerPeriph­ share has improved by 40 percent in erals Bristol Division is mid-range the past sixyears. mass storage products, and marketing "We set ourselves an early objective to and R&D are nowwell underway. organize to use the strength ofHP in As a transferredAmerican manager, both measurements and computation Doug has gained new insights. "In the and to identify real opportunities Houses of Parliament, London U.S. we don't have a good understand­ where we couldget the best return for ing ofthe pricing issues and market that scarce resource: field engineer differences I can see now that I'm here. sales time," says RogerThornburn, KEEP IT ROLLING You become aware ofwhat's involved measurements regional sales manager As the U.K. industrial engine gets when you dealwith multiple currencies since 1978. back on track, will there be enough and multiple cultures." An emphasis on field marketing and engineers at the throttle? Even in temporaryquarters the Bris­ program management has resulted in These days DaVid BaldWin, tol division is something ofa showpiece creation ofspecialist sales and market­ managingdirector ofHP Ltd., has for U.K. customers. Itserves as an in­ ing teams for such specific markets as emerged as an industryspokesman formal marketing center, with visitors production testing, industry, defense signaling that technical education intrigued by testsystems, graphics and communications. HP Ltd. is not inGreat Britain is far too under­ packages, a laser printerand other HP leaVing to chance its aim ofbecominga funded to supplynational needs. His gear in regular use. natural supplier to major accounts. A views are gettingclose attention in "As a U.S.-based manufacturer, HP strengths, weakness and threats analy­ governmentcircles, even though HP needs to workvery hard at making the sis is now conducted on major ac­ Ltd. won'tbe among the top 100 public aware ofourmanufacturing counts to develop a strongsales plan­ U.K. companies for five moreyears. presence in the European market," with the top six major accounts all At first, HP raised the issue in pri­ Dougbelieves. "People are willing to shOWing annual growths in excess of vate luncheon meetings with gov­ buyyour productwhen they knowyou 30 percent. ernmentofficials. Duringa February make it here." Aspecialized measurements applica­ press conference on HP Ltd.'s tion software group is based at the ser­ annual results. David's public vice center in Winnersh. comments that Britain can'tafford Keith Mitchell, who has been selling complacencyabout its educational ''It·s the aiming at HP instruments since 1964, is now the system were picked up by the BBC, excellencethat account manager for British Telecom. independent radio and the national counts-youhave to He coordinated the large RATES order press. Itstrucka chordofresponse take a gamble." which broughtjubilation to South in government. academic and indus­ Queensferry. trycircles looking for ananswer to "The most significant thing it taught Britain's economic recovery. Roger Cooper, who headed U. K. com­ us was teamwork," he says. "It's a dif­ InApril HP Ltd. was invited to sub­ puter sales duringsixyears ofrapid ferent way ofselling. Instead ofstraight mit its views to the House ofLords growth before becomingEuropean customer interface, you're talking to a Select Committee on Science and computersales manager, sees David broad band ofthe customer's people­ Technology. Thestatement included BaldWin's return to the U.K. as the key procurement, quality assurance, specific proposals for change. such to HP Ltd.'s success. maintenance, development and top as identifyingkey universitiesand ''A group ofpeople came togetherwho management." polytechnics as centers ofexcellence were very ambitious for HP to be a ma­ With two ofits instrument entities at in a particularfield for bettercoordi­ jorcomputercompany in the U.K.," he South Queensferry, the Microwave and nation ofsupport. The British Min­ says. "Until then only five orsix HP Communications Group chose that site isterofTechnologyhas since asked 3000s had been sold; we set a goal to go for its new European Marketing Centre David Baldwin to serveon a working from selling one a year to one a quarter, that pulls together all sales support for partywhich will make recommenda­ then one a month, one a week, and, fi­ the first time. tions for governmentaction. nally, one everyworking day. And we U.K. Analytical sales managerArthur On May 14and 15 HP Ltd. hosted a made it." He names some ofthe people Wood emphasizes "diplomatic selling" series ofreceptions in a hotel adja­ who made it happen: John Metcalfe, - doingwhatyou sayyou're going to cent to the Houses ofParliament for Robert Hill, Mike Delaney, JeffGra­ do. This year the discipline's promo­ the MPs, noble lords and civil ser­ ham-all now in managerial roles. tional moneywas concentrated on stag­ vants with an interest in HP and The same heads-up approach pre­ ing a prestigeous three-day customer high tech issues. The sociability in­ vails in measurements (as the instru­ symposium atStratford-upon-Avon in cluded a lively discussion on techni­ ments business is called in the U.K.). June. For two ofthe last three years the cal education needs. Based on figures from the top nine U.K. U. K. has taken the trophy for HP's best

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www.HPARCHIVE.com One of the four warehouse doors at HP's Wlnnersh service centre Is used only by frucks from Europe that clear customs In a special area. The faclllfy houses dlstrlbuflon, qualify assurance, bench service, parts, supplies and literature for the U.K. region. all-around Analytical region in Europe. The U.K. has placed heavy emphasis And Ian Graham. U.K. Components on sales training. often usingcourses sales manager. heads the most success­ from outside consultants ifHP's in­ ful sales team in the world for any disci­ house training courses developed in pline-its components sales grew 34 California seem too informal for the percent (in U.S. dollars) in 1982 and U.K. culture. another 54 percent last year. The high Mter a series ofmoves due to rapid reliability ofHP's components has won growth. U.K. region sales management a broadbase ofindustrial and military and administration have settled down customers (despite the latter's prefer­ in headquarters at Bracknell. with dis­ ence for "BUying British"). trict sales offices located in the nearby The British National Health Service town ofWinnersh. has been a good customer for HP's med­ U.K. controllerAlan Wilson sees a ical products. particularly for patient solid reason for HP Ltd.·s sales success monitoringand diagnostic eqUipment. in a recessionary environment which Ken Pett, who heads U.K. Medical. sees has caused Great Britain to be called health care management information "the sick man ofEurope." systems as a significant area for "Don't be misled bystatistics based growth. Negotiations with a U.K. on measuring old industries." says health-care systems house for ajoint Alan. " The restructuring ofBritain is venture are at an advanced stage. being done on a shorter-term basis Rapid growth in the sales forces has than elsewhere. That's why HP is so opened up new slots for managers with successful in selling productivity fresh field experience. "They know the tools."M real world." says Roger Cooper. Mike Twigg. his successoras head ofU.K. computer sales. joined HP in 1978 as a Janet Whltemore (left) and Pauline sales rep. was a district sales manager Molyneux In prlnted-clrculf assembly were a year later. an area manager the next two of HP's flrsf people hired at the start-up year. and became regional computer plant In Bristol, England. manager in 1982.

JUly-August 1984 9

www.HPARCHIVE.com CLOSEUP Zooms in on the ever­ changing world of HP people, products and places.

THAT'S EDUTAINMENT! All work and.no play makes for a dull com­ puter. That's whyHP has THE WRIGHT (BROTHERS) STUFF packaged some ofthe PutyourselfinVic Syra- "because it's there" syn- world's best-selling game cuse's goggles last New drome. he says, plus software for both the HP Year's Eve as he climbed "it's a lot stronger than 150 and the HP 110 (The into the plane he built it needs to be, which Portable) personal com­ himselfto take it into the makes it safer." puters. Most ofthe HP air for the first time. He uses the plane for 150software takes ad­ "I was pretty nervous," family trips and for some vantage ofthe comput­ recalls the technicalsup- ofhis HP travel. The RV-4 er's touchscreenfeature port engineer in HP's Ak- has a range of700 miles to enhance game play. ron, Ohio. office. Now andcan fly up to 200 The 21 games on theAu­ thathe has logged 100 miles an hour. gust price list offer users air hours in the two- Before you rush offto the perfectcombination seater, Vic says he has build your own plane. Vic ofeducation and enter­ "more confidence in it cautions that it took him tainment: billed by HP as than the commercial about2.000 hours. "It's "Edu-tainment." ones I fly." nice to be finished." he Included in the lineup ~atpossessed him to says. but, "I'll probably are such titles as Temple budd a plane? The usual build anothersome day." ofApshaiT", The Zork TrilogyT", Millionaire: The Stock Market Simu­ lationT" and1JpeAt­ T tack ". Ifyou've got an HP 150 computerat home, here's your chance to slay dragons, make a killing in the stock market, go arm-chairspelunking and learn how to type. If you don't have an HP 150 computerat home, this might be another good excuse to buyone.

the Mississippi River. Special exhibits include the space shuttle Enter­ prise and a 170-foot offshore oil rig. This marks the first time HP has offered HP 3000 customer-training courses in New Orleans. The trip to the fair is beingoffered in coopera­ tion with a local hotel.

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www.HPARCHIVE.com SIGNE·TURE Sffi\~&- lOu~s: Take one editorial car­ ~------, toonist reared in Phila­ fiAMCE 1OBill Hewlett and Dave Packard began Hewlett-Packard. A few deft swishes of her pen and Signe cre­ ated this cartoon which appeared in the San Jose Mercury-News and the Philadelphia Inquirer.

GERMAN ELECTION ELATION An HP 3000 computer parliamentarycandi­ and 13 color TV monitors dates gathered to watch made election night in the drama unfold. Baden-Wurttemberg. ", ",".-.-­ Gerhard Sieger. prod­ ·'t··.r' • ,"S 0" u', .... West Germany a lot uct press relations man­ . . more exciting for the ager in Bbblingen. says candidates. the system prOVided in­ The computersystem termediate and final re­ actuallybelongs to the sults by precinct. county state bureau ofstatistics and state. All told. 4.7 but was moved to the million people voted in parliamentbuilding in the election. Stuttgart (near HP's This was the first time German headquarters an HP computerwas in Bbblingenl on the used to tally election to­ day of the election. tals. "The political candi­ HP prOVided technical dates were verysatisfied • assistance to get the sys­ with the way our equip­ tem running. On election ment operated." con­ night many ofthe state cludes Gerhard.

July-August 1984 11

www.HPARCHIVE.com The evolving HPorganization

Although only a relative handful of • TheAnalytical. Components, Medi­ BOARD OF DIRECTORS I jobs are directly affected, Hewlett­ cal and Technology sector is made up of Dave Packard, Chairman Packard has taken on a new look as the three relevant productgroups as Bill Hewlett, Vice Chairman a result of organizational changes well as HP Labs. Corporate Engineering ( announced at the July Board of and Corporate Manufacturing. This Directors' meeting. sector is headed by Paul Ely. executive CHIEF EXECUTIVE OFFICER: John Young, President More than ever in recent years. HP vice presidentand former head ofthe CHIEF OPERATING OFFICER: Dean Morfon, Executive Vice Presiden will be able to look and act as one computerorganization. The new direc­ company, offering integrated solutions tor ofHP Labs is Joel Birnbaum who to the increasingly complex needs of was elected as vice president. its customers around the world. • All worldwide marketingand sales The logic and significance of this activities are pulled togetherwithin the MARKETING AND INTERNATIONAL MEASUREMENT, D) Dick Alberding MANUFACTURING I evolutionary change are described by new Corporate Marketing and Interna­ Executive Vice President Bill Terry President John Young in his letter on tional sector. In overall charge ofthis Executive Vicl! Pre page 23. The following text and chart sector is DickAlberding, newly elected summarize the makeup of the new as executive vice president and member U.S. FIELD OPERATIONS MICROWAVE AliD CO corporate structure as well as the ofthe Executive Committee. Five units Jim Arthur Dick Anderson new positions and assignments that comprise this organization: major Vice President and Director General ManagH help support it: account marketing under SeniorVice FIELD SAlES REGIONS: Eastern, Midwestern, Stanford Park Division PresidentAl Oliverio; Corporate Mar­ Neely (Western), Southern Network Measuremen~ Signal Analysis Divisiol New position: Chief Operating keting underArt Dauer; United States, Microwave Tecrnolog, Officer To strengthen and expand co­ European and Intercontinental sales Spokane Divisicn EUROPEAN OPERATIONS Colorado Telecom Divi ordination at the operations level ofthe regions. under the direction ofvice Franco Mario"i Queensferry Teillcom C company. a newposition ofchiefoper­ presidents JimArthur. Franco Mariotti Vice President and Director Queensferry Microwav, ating officer has been created. Named andAlan Bickell. respectively. One FIELD SALES REGIONS: France, Germany, Northern Europe, South/Eastern, United Kingdom to this role is Dean Morton. executive noteworthy change: HP Canada now MANUFACTURING: France, Germany, ELECTRONIC INSTRUI vice president and chairman ofthe reports directly to Intercontinental. United Kingdom Bill Terry (interim) Management Council. New Jersey Division Changes only as needed Details of INTERCONTINENTAL OPERATIONS Son Diego Division Four new business sectors These Alan Bickell Sonta Clara Divi.ion how the marketing and sales sectorwill Vice President and Director Boblingen Instrument C will provide the new market focus: be organized at the various levels in the YHP Instrument Divisiol FIELD SAlES REGIONS: Australasia, Integrated Circuits Divil • The Measurement. Design and Man­ field will be developed and communi­ Far East, Japan, Canada, latin America Sonta Clara Tech Cel ufacturingSystems sectorwill incorpo­ cated over the coming months. MANUFACTURING: BraZil, Canada, Japan, Korea, loveland TeclT Cente rate four productgroups. Included will Changes will be made onlywhere they Malaysia, Mexico, Puerto Rico, Singapore Colorado Springs T~ be activities related to the fields of are needed, and marketing activities at microwave and communications, the divisions and group levels will not MAJOR ACCOUNTS MARKETING AI Oliverio DESIGN SYSTEIAS GRI computer-aided design and engineer­ be affected. However. the marketing Senior Vice President Bill Parzybak ing, electronic instruments and manu­ and support functions ofthe former Vice President and Gen facturing systems. CAE activities as Business Development Group will be Fort Collins Systems Di~ logic Systems DIVision well as factory and plant automation shifted to appropriate roles in the var­ CORPORATE MARKETING Colorado Spring!; Divisi will be key points ofthis sector's ious product sectors. Art Dauer Boblingen Computer Di market focus. Bill Terry. executive vice Except for the shifting ofCorporate Director lake Stevens InS1umen Marketing Communications BOblingen Engineerir president. will head this organization. Marketingand the International de­ Marketing Operations Engineering Productivit • The Information Systems and Net­ partments into the Marketing and Marketing Information Center Fort Collins Engineeri Systems Finance/Remarketing Division Cupertino Engineerin works sector will focus on prOViding International Sector under Dick Computer Supplies Operation distributed business-information solu­ Alberding. Corporate Administration Instrument Products Operation tions to the general business market­ under Executive Vice President Bob Computer Support Division MANUFACTURlltG SY! Instrument Support Division lew Pia" place. This unit will be divided into Boniface is unchanged. M Corporate Parts Center Vice President arid Genl three groups along strategic lines. and Data Systems Di'/ision its charterwill include the manage­ Manufacturing IIroduc~ loveland Instruoont Di< ment ofcomputer architecture, lan­ Manufacturing Test Divi guages. operating systems. networks and integrated circuits. John Doyle, newly elected as executive vice presi­ dent and member ofthe Executive Committee, heads this sector. John formerly was vice president-R&D and director ofHP Labs.

12 MEASURE

www.HPARCHIVE.com INTERNAL AUDIT CORPORATE George Abbon DEVElOPMENT Director Dove Sonders Director

:SIGN AND INFORMATION SYSTEMS ANALYTICAL, COMPONENTS, ADMINISTRATION ~YSTEMS AND NETWORKS MEDICAL AND TECHNOLOGY Bob Boniface John Doyle Paul Ely Executive Vice President ent Executive Vice President Executive Vice President

MMUNICATIONS GROUP INFORMATION SYSTEMS GROUP ANAlYTICAL GROUP CONTROLLER GENERAL COUNSEl Doug Chance Dieter Hoehn Bob Wayman AND SECRETARY Vice President and Generol Manager General Manager Controller Jock Brigham Vice President Computer Systems Division Avondale Division .Division CSY Roseville Opera~on Lob Automanan Systems Opera~on I Computer IC Division SCien~fic Instruments Division , Division Cupertino IC Opero~on Waldbronn Division Systems Technology Opera~on TREASURY PATENTS AND sion Corvallis Components Opera~on George Newman LICENSES ivision Boblingen Generol Systems Division Assistant Treasurer Jean Chagnard l Opero~on Administra~ve Produc~vity Operotion COMPONENTS GROUP John Blokker Lorry Langdon Vice President Financial Systems Operanan Corporate Tax Director Office Produc~vity Division Generol Manager IENTS GROUP Intormanan Resources Operation Microwave Semiconductor Division Guadalajara Computer Opera~on Optoelectronics Division YHP Computer Division Op~col Communic~on Division PERSONNEL GOVERNMENT Southeast Asia Oper~on Bill Craven AFFAIRS Director Bob Kirkwood Director ivision PERSONAL COMPUTER GROUP 1 Cyril Yansouni MEDICAL GROUP ion Vice President and General Manager Ben Holmes General Manager lter Roseville Terminals Division r Portable Computer Division Andover Division PUBLIC :h Center Grenoble Personal Computer Division Sunnyvale Medical Operotion RELATIONS Personal Office Computer Division Boblingen Medical Division Dove Kirby Vancouver Division McMinnville Division Director Personal Soltwore Division Waltham Division lUP Puerto Rico Operation Bedside Terminals Operotion Singapore Operation Medical Systems Operotion lral Manager Brazil Operation Medical Supplies Center ision Personal Computer Distribu~on Operation Heallh Core Productivity Operation Personal Computer Group Operotion In lisian IDivision HP LABORATORIES Ig Opera~on INFORMATION PRODUCTS GROUP Joel Birnboum (Division Dick Hackborn Vice President and Director ng Opero~on Vice President and General Manager Computer Research Center Hewlen-Packard gOpera~on Boise Division Manutacturing Research Center Disc Memory Division Physical Reseorch Center Corporate Organization Greeley Division Technology Research Center HP Lobs-Bristol July 1984 ;TEMS GROUP Computer Peripherals Bristol Division Roseville Networks Division lral Manager lntorma~on Networks Division Grenoble Networks Division CORPORATE MANUFACTURING Colorado Networks Operation Hal Edmondson vity Division Vice President and Director lision sion

CORPORATE ENGINEERING Chuck House Director

July-August 1984 13

www.HPARCHIVE.com INA Tee work is the imperative that drives the HP organization-and creates the need for constant change, adaptation a d communication.

Answering orne question a few years Yet, at the time-through the '40s ers. Top management was ighIyvisi- go abou fie origin ofthe so-called and '50s-teamworkwas a fairly radi- ble and acces ibl. eryb y-knem --- "HPway," Dave Packard made it clear cal business concept. Most companies everybody. Communicatio was direct that theories about human behavior then adhered to the vertical"chain-of- and personal. Astrongspi ·t ofentre- had nothing to do with it: The young command" approach, with almost all preneurship rove the com any. companystarted doing certain things decisions flOWing down from the top. Then, sometime in the e rly'60s, because that seemed to be the best way What's wrong with that? Isn't it the way what someone has called"c eeping to make a business work. to go ifyou want quick, dec i cti n? complexity" began 0 s ow itself. Prod- The essence ofthose "ce tain things" And clear responsib1l1ty for results? uct lines increased in volume and vari- was teamwork. Dave, in fact, affirmed Most organizations thougllt so. Some ety, leading to the formation ofthe first the influence ofteam spor s on his still do, often quite successfully. division organizations-some far from thinking. From his experi nces as a ButHewlett-Packard w ted some- Palo Alto. Entirelynew medical and an- basketball and football pia er in Colo­ thing more. Given the young compa- alyticallines were acquired. The inde- ra 0 an a CStanford Universi , e ny's growing umbero ghly techn1- pendent distributororganizations recognized the benefits ofworking cal products equiring the supportofa were converted over time into a U.S. together to achieve a certain goal. broad range ofdesign, production and sales force. International marketing It's no surprise, then, that Hewlett­ marketingskillsall working together, and manufacturingwere launched. All Packard practiced Management By Ob­ HP needed a reat deal oforganiza- ofthese required new managers, fac1l1- jective (MBa) and later its more com- tional flexibi ty. People needed tabe ties and a way ofmanaging the com- Iexvariation-matrtx management­ able to negotta -and-comm,ullli'4~ate---- plexity theybe 'j retaining the years before those descriptions ofor­ across as well as up and down organiza- earlystyle and spirit. ganizational teamwork became part of tionallines. What later came to be known as ma- thejargon ofbusiness school gradu­ Basic MBa satisfied that need for a trtx manage ent graduall~evolved as ates. Theywere, simply, ways ofor­ number ofyears. The company's objec- HP's response to these ch ges. Ma- ganizing the HP work force so as to tives were clear and well understood. trtx, in this s nse, suggest a kind of encourage emp oyees t make The organization was compac and cellularstruc ure-a grid in its sim- decisions anout theirwor in a team unified. The product line was clearly fo- plest, two-dimensional form-that 11­ environment. cused on a well-defined base ofcustom- lustrates the way people and organiza-

14 MEASURE

www.HPARCHIVE.com ~~~ ,.~, ,. ...,..i... ~- ....\l". ·fa \ ~ ~.~~• "~.. 11

tional units r late to each otherand to ing we do it probably adds up to over­ the organizat·on as a whole. Anyone communication. But that's the price cell orunit in the matrix has atleast INSIDE THE you have to pay to make this system two reporting relationships, one that's work. It's a price well worth paying!" functional (the particularjob it does MATRIX How does all this bearon the activi­ suchas marketing, personnel or sales) What's this businessabout manag­ ties ofa line person-say, a sales orser­ d-another-that's product-based (the ers in a matrixorganization haVing vice engineeL'? Franco Mariotti, vice group it represents). to report to at least two bosses? Isn't president-E rope, says that matrix According to Carl Cottrell, Corporate that a shortcut to schizophrenia? managemen is designed t be Virtually MarketingOperations manager, the Let's look at the caseofa division invisible to anyone otherthan manag­ matrix form ofmanagement offers a marketing managerwhose biggoal ers. Theirjo , ultimately, is to create an number ofreal advantages to HP: "Bas­ thisyear is to introduce a hot, new environmen that permits1ne people ically, itenables us to oper te ami b product. Aspecial advertising and to focus on tlieir task'S. Ideally, the seen as one companyeven s we diver­ promotional effort is called for. To manager does this by taking responsi­ sify and decentralize. Polic'es, benefits, fund that effort he musthave at least bility for gettingquestions answered resources and know-how a e shared. two people approve his target-the and problems resolved, and Without Product lines gain technic and mar­ division manager to whom he re­ haVing to buck them up, down and keting leverage from each 0 hers' ports organizationallyand the group around a bureaucratic maze. efforts. All share in the companyt··.;os-_..... marketing managerwho has a func­ Is a matrix theultimateform ofman­ financial strength. tional reponsibillty. agement for P? Francobe 'eves it's a "Yet we're all still able to be part of But the marketing manager also phase, at lea t onan overall corporate smaller units-manufacturing divi­ has to considerandconsultwith basis. He cit s Jack Gabarro, a Harvard sions, sales forces, orcountryand re­ otherfunctions both Inside and out­ BusinessSc 001 professor, on the sub- gional organizations that are manage­ side the division: R&D-tobesure ject: As comp,anies near the 100,000­ a e 10 SIze, e sy to identifywith and that development is on track. Manu­ employee m r HP IS approaching thatpreserve the spirit ofenterprise." facturing-to ensure that the de­ 80,000), the tend to run into certain But Carl al 0 recognizes some ofthe partment Is fully ready to support problems in tnaking a companywide implications d limitations ofthe ma­ the introductionwithproduct. Per­ matrixwork fficiently. Lines ofcom­ trix-style organization: "Justbydefini­ sonnel-in case anyspecial staffing munication imply become too long tion, every manager has a reporting re- is needed. Division controller-to and involved. The most common shift atlOns ip 0 r th one boss. Not help set prices based on expected Is 0 a true ultinational form, with everyone is comfortable wi~h that­ volume ofsales, etc. Marketingcom­ each countryor region taking on more especiallyw en they're new to HP. It's munication and product publicity and more ofthe functional responsibil­ the opposite f the'star'system; things people at the group, corporate ities that previouslylinked all. get done byc nsensus. So it's vital to and region levels-to coordinate the Thatcertainlyseems to be the direc­ have clear objectives and a strong open advertising and press announce­ tion in which HP is headed, and is culture ofsh red values- he HP way. ments. Sales departments-to pre­ quite in keeping with the po!""s~lt<:7io~n~a"---.., It's also impo tant to have a complete pare them to sell this newproduct. vocated byDickAlberding, ecutive setofbusinel?s codes andsystems in Thelist goes on. In all ofit there is vice president. Dick believes we need common so that anyone or anization little ifany action taken unilaterally. to build more local presenc , prestige can know preciselywhat t e others are At everypoint the marketing man­ and deCision-making power. Inside the talking about. These mak up the 'glue' agerhas to be aware ofthe responsi­ various countries and regio s HP that helps holdi:he matr1X1ogether. bilit
esofthe interrelated functions, serves around the world. Onlyin'tha "One ofthe penalties is that we have establish communicationwith way will it be seen locally as an eco- to spend a great deal oftime and effort them, gain understandingofhis nomic contributor and partneras well on communication, to make sure that program and agreementas to the as a purveyor ofsuperior technology. everyone involved understands what's actions ofeveryone involved. Matrix managementwill survive, of goingon and to resolve any ambiguities In the end, the performance ofthe course, within the local marketing or­ orpotentialconflicts. marketing managerwill beevaluated ganizations and productgroups. And "Councils, task forces and commit­ by the division manager, but only common objectives, policies, systems tees playa tr mendous role in this afterconsiderable input from those and standards will continue to provide process. At lastcount there were some who participated In the program. the corporate glue. In effect, HP 70 councils in existence at HP, each could become a matrix ofmanagement made up ofpeople representing a func- matrices. Mmmmm... M Ion area c ned t implement- r-----I ing and coor inating Its m'ssion. When you look at all the co municat-

July-August 1984 15

www.HPARCHIVE.com Few would denythat Hewlett-Packard is a great place to work, Yet Silicon Valley is filled with companies founded by former HP employees, Why did they leave and what do they think oftheir alma mater?

One ofHewlett-Packard's strengths turers (OEMs); and a few are direct has to be expected. Our rate ofloss is as through the years has been its ability competitors. low as ever. In fact, HP's turnover rate to attract, hire and keep some ofthe Probably the most famous alum is among professionals is about 25 or brightest people in the world. Engi­ Apple Computer's co-founderSteve 30 percent ofthat ofother Silicon neering and computer science grads Wozniak. "I tried to propose something Valley firms." regularly name HP as one ofthe most similar to what became the Apple II-a HP tries to keep people with a pay and desirable places to work. Employment $1,000 machine with 4K ofRAM-to a benefits package that is competitive ads in newspapers bring hundreds of lab manager (at HPJ. and he lost a lot of with the leading firms in the industry. job applicants for available openings. sleep thinking about it, but it wasn't an There's also an open-minded rehire at­ The company's turnover rate is one of HPproduct," says Steve. "He said it was titude that allows qualified employees the lowest in the business. great for a start-up product, so I got a to return to HP if things don't work out But not everyone stays at HP. People legal release to do the Apple." elsewhere. But start-ups are part of leave every day. A few leave to form their Some HP employees have followed dOing business in Silicon Valley. own companies, many ofwhich have Steve's lead and have started their own The formation ofthese start-ups can turned out to be successful (see list on companies. Others have gone to work be a plus for the overall business cli­ page 17). Some ofthe HP alumni are for the young firms. "We have lost some mate: Morejobs are generated, technol­ customers; some are vendors, sup­ key people to start-ups," admits Paul ogy is advanced and new markets are pliers ororiginal equipment manufac- Ely, executive vice president, "but this developed. 'Tm kind ofencouraged by

16 MEASURE

www.HPARCHIVE.com the fact that a lot ofpeople still are will­ ing to go out and make a run for it on their own."says Dave Packard. "Look at A FLOCK OF START-UPS all the newbusinesses starting up here Here's a list of some of the high-tech companies that can trace their roots backto in the SiliconValley-with all sorts of Hewle"-Packard. Shown Is the year they got started, their major product, their founder ambitious ideas." formerly with HP and their location. Sometimes alumni start-ups. like Dave Nelson's Nelson Analytical, can also be a direct benefit to HP. Tandem Computers 1974 Intelledex 1981 The four-year-old firm buys HP equip­ Fall-sate computers Intelligent robots ment and adds its own software and JimTreyblg Stan Mintz hardware enhancements and sells it to Cuperttno, calltornla Corvallis, Oregon customers. Nelson's $14,000 chroma­ tography data system (which includes Apple Computer 1977 Pyramid Technology 1981 32-blt minicomputers about $8.000worth ofHP computer Personal computers (PCs) Steve Wozniak Robert Ragan-Kelley gear) is considered to be among the Cupertino, california Mountain View, california best in the market. "As an OEM for HP, I feel we helped 3Com 1979 Mlcrosource 1981 sell 700 HP computers lastyear that Local area networks for PCs Microwave companents might not have been sold ifit hadn't Bill Krause Ganesh Basawapatna been for oursoftware." says Dave, Mountain VIew, california San Jose, california former marketing manager for HP's Analytical Group. StratuS Computer Inc. 1980 Sydls 1982 "For a number ofmy seven years at Fall-sate computers ~Ice work stations HP I'd been preaching that we were Bill Foster MikeKaessner Natick, Massachu~ San Jose, california spending a lot ofmoney on the hard­ ware side ofanalytical datasystems Software Publishing 1980 Insight Systems 1982 when we should be putting more ofour Personal computer software Job shop computers resources into software," says Dave. Fred Gibbons Dave Hannebrlnk "Finally I decided to put my own ideas Mountain View, california Santa Clara, california to work." Today HP also sells analytical datasystems complete with software. Lam Research 1980 DisCopyLabs 1982 Even if HP were the first to develop IC processing equipment Software duplication and packaging and market every new product idea. DavId Lam NormanTu some ofthe company's most entrepre­ Santa Clara, california Santa Clara, california neurial employees would still leave. Integrated Device Apogee Robotics 1983 Most alums who start their own compa­ Manufacturing robots nies have known all along that atsome Technology 1980 Integrated circuits James Jones point in their career they'd be running George Hwang, Frank Lee Fort Collins, Colorado their own shop. Almost all ofthem and Chun Chlu make a conscious decision not to com­ Santa Clara, california The Kelly Company 1984 pete directlywith Hewlett-Packard Hardware and software for HP 150 in established markets. Ridge Computers 1980 Larry Kelly Fred Gibbons, president ofSoftware 32-blt minicomputers Los Altos, california Publishing Corporation in Mountain John sell View, California, hit upon the idea for Santa Clara, california Extended Systems 1984 his companywhile he was marketing Inferface cards for personal computers Nelson Analylical 1980 GaryAtkIns, Doug Wlnterrood and manager at the former General Sys­ Chuck Jopson tems Division. He envisioned an organ­ Analytical software Dave Nelson Bolse,ldaho ization that would publish software for Cuperttno, california individual authors. (He discarded the idea later because he wanted closer linking ofthe company's various prod­ ucts.) He wrote a business plan that outlined his proposal. When HP turned it down, he and two other HP employees left the company, developed a product (PFS:FILE) and marketed it. Today

July-August 1984 17

www.HPARCHIVE.com to prospective customers. In return, HP wrinkles to HP's traditional coffee recommends and sells 3Com's network breaks. Employees have access to free to personal computer buyers. coffee, bottledwaterand soft drinks, Norman 1\1 left HP after 10years of "althoughwe left out the sugarydough­ service to start a software duplica- nuts and pastries for health reasons," tion and packagingcompanycalled says John Sell, one ofRidge's founders DisCopyLabs in SantaClara, California. and nowvice president ofoperations. "My wife told me I was going through John had worked at HP for seven years an early mid-life crisis," says Norman. before startingRidge. "I decided Iwanted to try to do some­ The four-year-old Santa Clara firm sells 32-bit microcomputers in the computer dealers sell Software Publish­ thing on my own and knew that if! waited much longer I'd have too many computer-aided design and engineer­ ing's products for the HP 150 as well as ing markets. Everyone at Ridge is on a most other personal computers. first-name basis, casual dress is the It's difficult to find any of these alums norm and employees gather every Fri­ who has anythingbad to sayabout day afternoon for informal company Hewlett-Packard. .Most alums who start theirowncompanies parties (once a month the functions "I love HP. It's the best company I are more formal and company know of, period. And I hope Apple have knownallalong officers discuss developments and reaches that status someday," says thatatsomepointintheir operating results). Steve Wozniak. careerthey'd be running "I look at HP with reverence," says Bill But Ridge Computers doesn't prac­ Krause, president of3Com, a manufac­ theirownshop. tice management by objective (MBO) turer oflocal area networks (LANs) for the way HP does. "I enjoyed the bottom­ personal computers. "We want to be­ up strategywhen I was at HP," says come known as the HP of the 1980s. financial obligations to take the risk." John, who worked on the HP 3000 Se­ It's one ofmy greatest goals." Today his two-year-old firm employs 16 ries 40 and 44 computers. "But at Bill was HP's first computersalesman people, has annual sales ofmore than Ridge we've installed more ofa top­ when hejoined the company in 1967. $2 million and counts HP among its down, directed management style. Em­ On his first day on thejob, a shirt­ manysatisfied customers. Some ofthe ployees know that their contributions sleeved Bill Hewlett came to the cafete­ software for HP's personal computers is will be rewarded, buta small company ria table where Bill Krause was eating duplicated under contract by Norman's must move faster than a large one in or­ with his buddy, EdWhite. "Ed intro­ company. der to be competitive with a large one." duced me to Bill as the first salesman "I've tried to put a lot ofwhat Ilearned for the new HP 9100 and I spent the at HP into my own business, especially next two hours with Bill as he took us HP's people-oriented philosophy," says It's dUJicult toftndany through the labs, introducing me to Norman. "Forexample, we don't have ofthesedistinguished BarneyOliver and other key people. time clocks here for our production That personal attention is something people and we have flexible hours." alums who has anything I hope we'll repeat at 3Com." Manysimilarities in personnel prac­ badtoSay aboutHP. Bill was division manager in the tices can be found at otherstart-ups Business Computer Group when the founded by HP alumni. chance to start his companycame 3Com's open-office plan looks a lot Ridge is an HP customer, too. The de­ along in 1982. like an HP facility. Software Publishing velopment lab uses HP logic analyzers. "I was haVing a lot offun in myjob at has weekly company meetings. Tandem "Theysuit our needs because we need HP," says Bill. "But I had always wanted schedules beer busts every week. Ap­ the speed," says John. Ridge also has to build and grow my own company, so ple's set ofcompanyvalues resembles plans to buyan HP 3000 for the admin­ I knew atsome point Iwould leave HP. HP's seven corporate objectives. istrative side ofits business. But I had refused several earlier oppor­ But the start-up companies are not It's notsurprising to find former HP tunities to leave because I would not be­ all carbon copies ofHP. "One ofthe employees on the payroll ofmany of the come involved in a competitive situa­ moststriking differences between HP alumni start-ups. tion with HP." and here is our sense ofexhaustion," "There are more talented people per Today's relationship between HP and says Fred Gibbons. "It requires a tre­ square foot at HP than you find in the 3Com is mutually benefiCial. 3Com mendous dedication ofpersonal time work force in general," says Fred Gib­ makes sure HP products work as part whenyou are small, which requires bons. "It's natural for start-up compa­ ofits LAN for personal computers. HP's sacrifice in your lifestyle. I think it's nies which need veryspeCialized skills PCs can be found throughout the com­ easier to balance professional and per­ to turn to Hewlett-Packard." pany facility. There's an HP 150 on Bill's sonallives at a larger companylike HP." Because of their cuitural similarities, desk to demonstrate 3Com's products Ridge Computer has added new manystart-ups are "much like home"

18 MEASURE

www.HPARCHIVE.com to the HP grads. About one-fourth of the 100 employees at Ridge have worked at HP at some point in their ca­ reer. Eleven ofthe 110 people at Soft­ ware Publishing are HP veterans. r "It's a great training experience," - says Fred. "All I needed to know to solve the business problems that I ran into I during Software Publishing's first year I had learned at HP. " ( J Personal Computer Group's Mike Ramsay It's notsurprising toftnd HP VETERAN COMES BACK formerBPemployeeson ''I'd neverbeen exposed to an envi­ business during his stayat Conver­ thepayrollofmanyofthe ronment other than HP," says Mike gent. "At HP I'd had little exposure to alumnistart-ups. Ramsay. "Sowhen I got a call from the outside world. ButatConvergent one ofthe founders ofConvergent Iwas talking businesswith major Technologies, itsoundedlike a great customers every day. Fred considers HP's training efforts opportunity. At the time Iwas truck­ "On the otherhand, therewere important. "HP makes a substantial ingalong quite happily as a project negatives. We had confidence in our abilities, some ofit unfounded. We commitment to back its people, so it's managerat HP's DataTerminals natural that there is a lot ofdisappoint­ Division." learned a lot aboutpricingourprod­ ment when a real'doer'leaves." Today Mike is backat HP defining ucts through trial and error." But it's a fact oflife that some HP peo­ future productstrategies for the Per­ When Mike realized thatsomeof ple will continue to discover newbusi­ sonal ComputerGroup after four those problems overshadowed the ness opportunities that don't fit into years at one ofSiliconValley's suc­ positive aspectsofthejob, he de­ HP's currentbusiness plans. They'll cessfulstart-ups. "It's good to know cided itwas time to go. "I left with leave to start their own companies with that HP's policy allows people to the intentionoftaking time off, and comeback ifitdoesn'twork outat had no thought ofcomingback to varying degrees ofsuccess. And there'll be disappointment that those entrepre­ that newcompany," says Mike. Hewlett-Packard ." neurs are not still a part ofthe Hewlett­ A native ofScotland, Mike targeted But the prospectofworking in a HP's division in South Queensferry newlycreated part ofthe Personal Packard family. Leaving the securityofa large com­ as the place he wanted to workwhen ComputerGroup wasjustthe right pany to go out on one's own is nothing hegraduated from Edinburgh Uni­ challenge. "I came back to HPjustas new, ofcourse. Back in 1939 the folks versity. "HP is the perfectenviron­ surprisedas when I went to Conver­ in the vacuum tube engineeringde­ ment for the college graduate who's gent,"says Mike. partment at the General Electric Com­ very technicallyoriented, as Iwas. I Mike doesn't see today's start-up pany in Schenectedy, New York, were wasn't particularlyinterested in firms as beingas glamorous as those surprised to hear that a promising managementorin how to get the offive years ago, "The personal-com­ young engineer named Dave Packard product to market." puterbusiness is more tenuous, a was going into business in California Duringhis first eightyears atHP, lot ofventure capital has dried up with his college chum Bill Hewlett. The he transferred to the U.S., worked at and we've reached a technologypla­ result was Hewlett-Packard, now a several divisions and was promoted teau. Therejustisn't thesame magiC source ofentrepreneurs who want to to project managerbefore he got the out there today." call from Convergent. He took a cut Does he see people leaVing HP for a make a run for it on their own. M in payand injob title, confident that start-upventure as good orbad? the 15-personoutfitwould succeed. "HP wouldn'tbeas successful as it is "Everyone worked 70 or 80 hours a today ifpeople hadn't left to start week. You did nothingbut eat, sleep theirown companies with new and think product for 18 months. ideas. Anatural movement ofpeople You poppedout the otherendofthe to and from HP is good. And some­ project totallyexhausted." times people have to leave HP to real­ Mike feels he learneda lot about ize what the companyhas to offer. "

July-August 1984 19

www.HPARCHIVE.com Here's a chanceto integrateyour knowledge of Hewlett­ Packard, science, trivia and crossword puzzles and win a prize atthe same time. Read the contest rules on the opposite page, grab a pen and start chipping away. Good luck!

20 MEASURE

www.HPARCHIVE.com ACROSS DOWN 1 '54 IRE president 2 Branch of physics 7 Dance orcircuit 3 sanborn was here 11 Product group 4 Women's __ 16 Opposite of clergymen 5 Greekletter 17 Nofnumerics 6 nmes 10 (suffix) 19 Reed 7 Layers 20 Peach or toast 8 New horne for SAD 21 Modem signal 9 Exclamation 22 In PaloAlto and Bristol 10 SE Asian HP site 25 Kenton orselby 12 CICO makes these 26 __your age! 13 serve 27 Amplitude reducers 14 Product group 31 AntIquity 15 --"'8or yourears 32 Inclecllnable article 17 State ofthe __ 33 Tape recorder meter 18 Follows Fri. 34 Opp.of large 20nnycurrent (abbr.) 35 French HQ city 23 First European manutacurlng 37 A Gershwin 24 Mr. In Guadalajara 38 Mongolian plateau 27 HP's mushroom site 40Approvals 28 Vacuum, for example 41 A Waldbronn product (abbr.) 29An IC process 42 Face __face 30 Systems engineer 44 Product group 36 CRT 47 Here In Grenoble 37 Part of Intercom's audience 49DIscolor 38No __ 50 "One" In binary 39 AFourier analyzer, for example 51 Musical nate 43 __-armed bandit 52 Googleor Oliver 45 Former Pentagon official 54 Customerengineer 46 see 42 across 55 Chern.'s 28th elem. 48 Chem.'s 24th elem. 56 Barorpie 49 Opp.of ant. 57 OrIginal-prefix 52 Homeot British computers 58 European HQ 57 see 611hrough 67 across 63 For __ 59 sales HQ In Md. 65 __ofthe art 60 Luke's mavledad 67 --.NIsspectrum 62 Laotian money \ Corporate's Larry Zeltman sports a Measure T-shirt. 68 Cofounders' alma mater 64 Earth's waist (abbr.) 72 Display(abbr.) 66__andfro WE'LL GIVE YOU 73 Dave used her oven 69A deciduous hom THE SHIRT OFF OUR BACKS 74 Spellberg'S short star 70 Notime clocks Here's yourchance towear this high-qualityT-shirt featuring the 75 __-onlymemory 71 One kind 0' put Measuremagazine logo.Simplycompletethis crossword puzzle 78 HP 3468A, for example 75 __like a lion and entry'orm below. send them through company mall to: 81 One kind of put 76 Haltan em 82 carve ona lathe 77 Queen Elizabeth visited here MEASURE 84Loose 79 A kind ofwheel T·Shlrt Contest 85 HP 250, for example 80 First Sonoma County site Public Relations Department Building 20BR 86 sales organizations 82 Registered symbal (abbr.) PaloAlto 89 setls for HP 83A wrinkle 90 Exempli gratia 85 Where a computer computes we'll put all the correct entries In a bin and select 10 winners. The 91 Organ 86 Random Access Data (abbr.) winners' names and the correctanswers will appear in the september·OCtober 1984 issueofMeasure. 92 same as 32 across 87 A resistance unit 93 Takes babypictures 88 Norm's region (Please print) 97 cesium beam keeps this 91 PrInter's term NAME _ 98 yes In Madrid 94 Morethan an oz. 100 Partof a byte 95 One kind 0' wave DMSION/SALESOFFICE _ 102 Deceiver 96 Stationary 104 Cupertlna division 98 Peruse BLDG/MAlLSTOP _ 106 HP 17623A, for example 99ln'o Storage Systems 111 Oneveep 101 SP, DB orPenn central CITY/COUNTRY _ 113 Infinitive Introducer 103 In a place MAN'S T·SHIRT SIZE (Circle one) Small Medium Large X-Large 114 Depth charge 105 Jointventure In Japan This contest is open to all HP employees (except those in the Corporate 116 Desktop printer 107 m,or__ Public Relations Department). 117 HP's birthplace 108 Inti. Standards Operation (abbr.) 109 Zero Error Corrections (abbr.) 110 nrne period 112 HP 20OC, 'orexample 115 Golden state (abbr.)

July-August 1984 21

www.HPARCHIVE.com YOURTURN Invites Measure readers to comment on matters of importance to HP employees.

DID I GET A WRONG A MOVING EXPERIENCE? SIT UP STRAIGHT NUMBERI Several years ago Iworked for four years AND TAKE NOTICE I thought this extract from ourlocal for IBM. Then I decided to leave for the Your March-April article "Productde­ church newsletter mightserve two pur­ United States to learn English and to signwith people in mind" offers several poses. First ofall, it's a fair example"o see new horizons. I spent threeyears in interesting insights into HP's ergon­ how ithers see us."And secondly, could America and I really enjoyed my stay. omic endeavors and its plans for the someone establish which HP telephone In January 1983, immediatelyafter future. directory is wrong, because I can't! my return from the U.S.• I started However, I thoughtMeasure readers I don't know whether to befurious or working for Hewlett-Packard France in might like to know more about the intrigued, but theAmerican head­ Aix-en-Provence as an administrative progress HP has made in this area. quarters ofHewlett-Packard hasgiven employee. ObViously. like many HP em­ Here at HP's ComputerSupplies Opera­ the church numberas the telephone ployees throughout the world, Iwish to tion in Sunnyvale. California, a wide numberoftheirSouth Queensferry hold ajob with HP in a foreign country. variety ofergonomic products are being factory in various international What does a person who has the sold internationally-toboth trade cus­ directories. same desire as mine do to find ajob in a tomers and HP employees. In fact. every Furious, yes, when I make that sales office or factory in Brazil. Japan. item pictured in the article's worksta­ great sacrifice ofclimbing dripping Egypt. U.S., etc.?What are the chances tion diagram on page 17 is currently from the bath to answerthephone. to get such an opportunityfor an em­ available through CSO's Computer only to begreeted with a Californian ployee who holds a modest function? Users'Catalog. Ourergonomic lineup "Hi-give meBill." Are these transfers not reserved for includes fully adjustable chairs. work­ Intrigued when the call is at a more managers. technical engineers, sales­ station tables with movable keyboard convenient momentand a polite, soft­ men. etc.? sections. tilt and swivel accessories for spoken Japanese voice wrestles in JEAN GILLES TERS personal computers and terminals. ad­ limited English with such non-Japa­ Aix-en-Provence justable palm rests and copy holders, neseconcepts as a wrong number and much more. and a Queensferry parish church­ It·s always a serious matterwhen The sales success ofour ergonomic "Please. what is it that youproduce in employees and theirfamilies move product line indicates that customers. the Queensferry Parish Church De­ betweenHP locations, and it requires both outside and inside HP. appreciate partment?"I have discussed the dif­ considerable thought before a commit­ the value ofergonomics and are willing ference betweensummertime and ment is made. Relocations are costly, to paya little extra for the added com­ wintertime with a Mexican, Farenheit they often do notsolve staffingprob­ fort and ease ofuse. and Centigrade with a Canadian, lems (we have tofill theposition Copies ofCSO's Summer 1984cata­ Scottish bank holidays with a Ger­ vacated) and they often create addi­ log are available for perusal at most HP man and the Presbyterian system of tional difficultiesfor the employee. purchasing departments. churchgovernment with a Malayan. HP's goal when we establish a new KATHY ROSLUND All these international calls have operation in anothercountry has al­ Sunnyvale led me to appreciate thatHewlett­ ways been to bring added value to the Packard's world is a small one. with country by creating new localjobs and an HP networkembracing a remark­ by developing new skills. As a result, Address letters via company mall able variety ofpeople. Onegets the we try to transferonly afew unique to Editor. Measure. Public Rela­ impression thatHewlett-Packard is skillsfora shortperiod oftime to help tions Department. Building justone big worldwidefamily. in the beginning stages. 20BR, PaloAlto. Via regular The minister's number is 0044-31­ Transfers are not reservedforonly postalservice. the address is 331-1100 and QueensferryTelecommu­ engineers or managers. although Measure. Hewlett-PackardCom­ nication Division's is 0044-31-331­ these make up mostofour':foreign pany20BR, POBox 10301, Palo 1000. By the way, we are eight hours serviceemployees."Individuals are Alto. CA 94303-0890. Thy to limit ahead ofthe USA (PaCific Time) if carefully chosen whenevera clearly your letter to 200 words. Please anyone would like to speak to the defined need exists. Forfurther irifor­ signyour letterand give your Rev. Carrie at a more sociable hour. mation, I suggest you visit with your location. Names will be withheld JIM RlGBY local personnel manager. on request. Where a response is South Queensferry, Scotland FRANK WILLIAMS indicated. the best available Corporate Personnel companysource will besought. Palo Alto

22 MEASURE

www.HPARCHIVE.com JOHNYOUNG HP's president discusses the recent organizational changes and their effects on the company.

puter-aided engineering and solutions andwe will work very much as a team. for the manufacturing function, partic­ This new relationship will also allow ularlyfor electronics firms. The second, me to devote more time to the broader, Information Systems and Networks, longer-range strategic issues affecting will have responsibility for the upper ourcompanyand its abilityto compete halfofMPN-which is our information effectively in world markets. productivitynetwork-and includes While all these changes are clearly operations planningand control sys­ evolutionary, itwill take some time to tems, as well as administrative and of­ understand, internalize and imple­ fice services. Both ofthese two sectors ment them. Some ofyou maywonder bring together some divisions that about the ultimate shape things will were preViously in different groups and take and howyour own activities will focus their efforts on solutions areas be affected. Let me remindyou that ~ where HP can make a contribution. change is nothing newat HP. Since o The third sector, Analytical, Compo­ 1970we've gone through three reor­ i§ nents, Medical andTechnology, brings ganizations-the creation ofproduct "' together product groups which are groups (1970), the alignment ofthe John Young congratulates HP editor Betsy already aligned by market for solution sales force along those productlines Rlccomlnl for winning the United wav of America's top writing award. selling. By also combining under (1975), and the realignment ofthe this sector our activities in HP Labs, Computer Groups along integrated n recent months, we've been taking corporate engineeringand corporate product and market lines (1983). a close look at the HP organization. manufacturing, we've created an Each change was made in anticipa­ I Ourgoal has been to answer a fun­ organization that permits greater tion ofor in response to changes in the damental question: How can we best cross-fertilization ofadvanced marketplace, to technology develop­ provide our customerswith complex technologies and processes. ment, to companygrowth and to our systems and integrated solutions that The fourth sector, Marketingand firm commitment to stayclose to our require products and services from dif­ International, brings together all sales customers. In keepingwith past reor­ ferent HP groups? Is there a betterway and marketing activities for both ganizations, this new structure pre­ to organize ourselves to ensure that our instruments and computers. Itwill be serves much ofthe flavor and character focus is on the customer and under­ responsible for developing a field ofthose that preceded it. The product standing, supplying andsupporting structure that cuts across traditional division remains the basic building neededsolutions? product diSCiplines and for providing block ofthe company, with a great deal The organizational changesjust administrative support to complement ofautonomy in the design, manufac­ announced are designed to enhance each HP market group activity at the ture and marketingofproducts that fit our ability to produce and support regional and area sales office level. within a largerstrategic framework. solution-selling. After a great deal of Here again, ourgoal is to serve our Finally, our basic corporate philoso­ thoughtand discussion, we've decided customers as a single companyand to phies and practices remain un­ to move from the vertically integrated, avoid many ofthe coupling problems changed. Our unifying goal is still to product-group-oriented structure of inherent in being organized along prOVide information for technical and the 1970s. Ithas served us well, but product lines. Itwill take some months business decision makers. The involve­ today many ofthe solutions we supply to map out the details ofthis new field ment and actions ofeach individual require contributions from divisions organization. As with other parts ofour employee remain the key ingredients in more than one group and divisions restructuring, the change will be incre­ for oursuccess. This new HP structure • need to work in close harmony in key mental in nature, and well avoid mak­ will enable all ofus to make an even market areas. Similarly, ifwe are to ing changeswhere none are needed. stronger contribution to ourcustomers reap the benefits ofHP's depth inboth There's certainlyone areawhere I'd like and the markets we serve. With your instrumentation and computing tech­ to see no change, and that is in the help, the new HP will be much like the nology, we need a sales organization strong order momentum thatwe've old, but better. that can deliver fully integrated techni­ generated so far this year. We're haVing cal and commercial solutions. a greatyear, and it's important to main­ Reflecting our increased emphasis tain those efforts in the field. on the market and our customers' The need to maintain a close working needs, we've organized the company relationship among our major sectors into four principalsectors. The first, will require much functional coordina­ called Measurement, Design and Man­ tion. We expect that will be prOVided by ufacturingSystems, will focus on the Dean Morton in the newly created posi­ bottom two quadrants ofHP's Manu­ tion ofchiefoperating officer. Dean will facturer's Productivity Network-com- focus on currentoperational activities,

July-August 1984 23

www.HPARCHIVE.com NEWSCLIPS Recaps the newsworthy events, changes and achievements within HP.

FIRST-HALF RESULTS will sell and supportHP products in the nologyand patents....The telephone Sales and netearnings each increased People's Republic ofChinaand manu­ cable maintenance and construction 30percent for the second quarter of facture selected HP products. Itwill be productline ofthe ColoradoTelecom­ FY1984 thatended April 30. with first­ owned equallyby the ChinaElectronics munications Division has beensold to halfresults up 26 percent and 22 per­ Import & ExportCorporation and HP. CommunicationsTechnology Corpora­ cent respectively. Here is a summary Governmental approval is pending. tion ofLos Angeles. The products lie ofFY84 results with comparable FY83 Micro-Computadoras Hewlett-Pack­ outside HP's current fields ofinterest. figures in parentheses: ard S.A. de C.V., will manufacture and Sales for thesecond quarter were distribute the HP 150and other future NEW HATS $1.519 billion ($1.172 billion). with net personalcomputerproducts in Mexico. Jim Bums is the new GM for the Data earnings amounting to $141 million Itwill be owned 51 percentby DESC Systems Division, with Bob Waites ($109 million). equal to 55 cents per Sociedadde Fomendo Industrial, S.A. replacing him as operations manager share (43 cents pershare). First-half deC.V. and 49 percentbyHP. ofthe Cupertino Integrated Circuits sales totaled $2.797 billion ($2.227 bil­ Directorgeneralwill be Manuel Diaz, Operation.... Juan Miguel Parodi lion). with net earnings totaling$236 who continues as head ofHP's sales is the new countrymanager ofHPAr­ million ($194 million), equal to 92 subsidiary in Mexico. gentina....Mike Leavell is GM ofa re­ cents per share (77 cents per share). George Cobbe has been named structured Computer SupportDivi­ Orders for the second quarterwere presidentand GM ofSamsung-Hewlett­ sion, combiningthe former division by $1.609 billion ($1.239 billion), a gain of Packard. Ltd., the Koreanjoint-venture that name and theApplication Market­ 30 percent. with domestic orders up 33 companyproposed in Januaryand now ing Division. percentto $953 million from theyear­ awaiting governmental approval. ago quarterand international orders up 25 percent to $656 million for the HP LABS' CHANGES same period. For the first half. orders SALES AGREEMENTS 1\vo ofHP Labs' centers were reorga­ were $3.086 billion ($2.366 billion). The Medical Group acqUired part ofthe nized recently: up 30 percent, with domestic orders assets ofEkoLine (a division ofXonics. In the ComputerResearch Center gaining 32 percent to $1.771 billion Inc.). The Sunnyvale, California. (CRC), Bill Worley is director ofthe and international up 28 percentto manufacturer ofmedical ultrasound newly formed Distributed System Lab­ $1.315 billion. equipmentbecame the HP Sunnyvale oratories, comprisinga new Systems Medical Operation. Software Lab. newSystems Engineer­ HPSA reached an agreementwith ingLab. and two departments. The CHART CHANGES Motorola Israel in which the longtime Organizational changes approved at Application TechnologyLab under Ira HP distributorwill form a newsales Goldstein was also expanded. Lance the JulyBoard ofDirectors' meeting subsidiary to handle HP products in create the new position ofchiefoperat­ Mills heads a new Personal Computer Israel on an exclusive basis. HP will Group Operationwithin PCG that is ing officer and four newbusiness sec­ provide managementassistance, with tors to provide market focus. See pages located at CRC for close coordination Nathan Raskin ofHP servingas GM.... with advanced research work. 12 and 13 ofthis issue for details, in­ In Japan, HP andYokogawa Hokushin cluding new officers. The Physical Research Centerwas re­ Electric Corporation (YEW) signed an organized into five labs. Newly defined agreement for YEW to serve as the labs are: Physical Sciences, Mass Mem­ JOINT VENTURES exclusive distributor ofHP's lab-use ory, Physical Electronics, and Measure­ Hewlett-Packard announced agree­ Analytical products inJapan. mentSystem. Unchanged is the Engi­ ments in principle for newjoint­ HP agreed thatVarianAssociates may neering Physics Lab. venture companies in Chinaand produce and market x-ray lithography Mexico. China-Hewlett-Packard. Ltd. systems and masks based on HP tech-

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