For HP Field Personnel May 1, 1983 MPN So utions for the '80's
New Application Products, New Markets, New Sales Opportunities
For Internal Use Only Karen Campbell, Editor Tracy Wester, Production Editor Linda Uno (Phone 408-996-9800, ext. 28941,Circulation
Computer Marketing 14 FSD HP Series 200 Terminal 4 CMG Emulator Revision Can New "HP Computers at a Operate with 3270 Protocol Glance" Chart Now Available Converters HP 91338 and 91 348 Support on HP Series 200 OEM Sales to the People's Northern Colorado Computer Republic of China Dtvisions Restructured New and Expanded Third I-IP Series 200 to Disc Party Catalogs Now Transfer Rates for BASIC 2.1 Available New Referenced Products Increase HP Series 209 6 CSD Solutions Software Distribution Center HP 9826 Reliability Begins Software Replication New Context MBA'" Sales Aids Avaitable 7 CSO Success Strategy Keeps Super Workstation Solution Large Customer for Desktop Computer Head-to-Head Competition Systems with VAX Computer Products Personal Comp~~ters 8 CPG 20 GPCD HP's PC Is Five Times Faster New Vintage Data Capture Than IBM's Literature Free Subscription to Bar Code News - Good Sales HP DRAFT in a Swiss Role Tool The Biggest Shared Resource Manager System Ever? 2 1 PCD HP-75C Security Cradle Now 10 DSD Available New RFI/EMC Certified HP-86/87 Advanced HP 1000 E/F Systems Programming ROM Is Now Sales Aids Orders on Orbit Available Top A900 Sales Reps HP Series 40Extension Module Comparison HP 1000 Communicates with DEC and IBM Via HP Series 80 and Computer- HP PLUS Aided Work RFI/EMC Compliance 23 POD M-Series Discontinuance Free EIP 2627A Graphics 3930 1 A Support on A-Series Terminal HP Third Party Systems Answers to Common Series House Leverages Five 100Questions HP 1000 Systems Become a Published Author in Interface 1000
HP Computer Museum www.hpmuseum.net
For research and education purposes only. 24 RTD On the Cover: 32 MPD MPN is becoming a reality! HP's new HP 2623A Price Reduction MPN Strategy Closer to application products offer new oppor- No Charge for ANSI Reality tunities for you to sell manufacturing solu- Compatibility HP Manufacturing Systems tions to your customers. See articles begin- ning on page 32. RS-422 and HP 262X Now Top Ranked Terminals New Applications Family Structure Makes HP the 26 VCD Customers' Choice Instrument Group Save Your Customer $150 MPN Functional Integration: The Standard for Distributed Application Systems 41 COL Business Development SCORE - The Way to b9ake Selling Quality in Points with Graphics 27 BDG Manufacturing Customers Generate Leads Through lnformation Products Vertical Industry Seminars 41 SDD HP 7470A Competition Savings Bank Buys 38 DMD Series 64 HP 7910 Trade-Up Program Backtalk HP Switzerland Hosts First Improved and Extended European Banking Workshop HP 7935 Sales Success The Ordering Process Made Using the Series 100 with the 44 HP 3000 Simple(r) 38 IND Executive lnformation 28 AMD RAPID Products Win at Productivity Series Boeing Computer Literacy Training AMD - What Is It? Announcing the RAPID Class for Business Teachers Report Writer Package 29 BGD X.25 Field Certification Price Chrnges HPFA Introduced in Package Is Now Available Australia Upgrades to the ATP Direct 48 Computer Groups Price HPFA in the German- Connect Type 232 Changes Effective May 1, Speaking World Cluster Controllers - How Worldwide Localization of Are Customers Really Using HPFA Them? HP 250 - "Key To Success" Winning Against Wang MPN Demo Centre in Boeblingen 30 IRO OM and SFD RELEASE IV OM/3000 + MM/3000 = MPN Solution Selling OM/3000 Goes to the United Kingdom OM/SFD Performance Improvements SFD/OM User Exits Mean Greater Flexibility
Computer News May 1, 1983 For Internal Use Only 3 Computer Marketing
CMG New "HP Computers at a Glance" Chart OEM Sales to the Now Available People's Republic of Canice McLaughlinlCMG China Do you need one piece of paper that mailed or put in literature pockets of Albert LiullCON, sums up HP's computer systems and brochures (specifically the OEM John KohlerNCON and peripherals? A new four-color chart brochure). Bob KreseklCMG called "HP Computers at a Glance" is uHP Computers at a includes just right for those prospects or In recent years. China has opened its the HP Series 200, the popular HP customers who want an overview of doors to the Western world in trade 9000 super minicomputer and the HP hardware, software: terminals, and technology transfer. This has pre- low-cost HP 3000 Series 39 business printers, plotters, mass storage and sented additional direct sales oppor- system. tunities for HP and similar oppor- SO~ ~ on..~~ To get copies, order P/N 5953-222 1 tunities for OEMs and software sup- The chart is 21 'A" x 25" fully from the Literature Distribution pliers. Furthermore, since November opened; it would look nice as a poster Center in Palo Alto, 19, 1981, HP has set up a technical and be informative, too. Copies are service representative office in Beijing folded to 8%" x 10%" so they can be called China Hewlett-Packard Repre- sentative Office (CHPR). This is 100940 owned by China and is staffed with Chinese nationals. EIP Computers at a Glance 1. China is a communist country to which US exports are tightly con- trolled by the US government (De- partment of Commerce) and by the Coordinating Committee for Export Control to communist countries (COCOM), which is an organization of the eight NATO countries plus Japan, based in Paris. In order to be exported to China, 90°/o of HP com- puter products require export license approvals from the above two organizations on a case-by-case basis. In direct sales, our staffs at ICON pre- pare the export license applications and perform the followups to check status. In OEM sales, the OEM who is selling its system to China will have to prepare its own export license applications (including HP products). The non-US OEMs still must have the US Department of Commerce approval for the HP products, not just the export approval from their own countries. Therefore, you need to 7 remind your OEMs about this legal obligation.
Computer News May 1. 1983 4 For internal use 0.1, Computer Marketing
2. US government requires that the also needs some funding from the Copies of the catalogs will be auto- spare parts stocked in the Beijing Rep OEM sales to China to carry the ser- matically sent free of charge to the office are owned by HP and are only vice inventory. This issue will be appropriate sales reps in North consigned to the CHPR office. This addressed in a separate memo later. In America (i.e., technical reps will means ICON itself has to carry the order to facilitate the OEM business, I receive the technical catalog, third inventory in China and this is different have assigned a technical and com- party reps will receive the OEM from all other countries' Reps who mercial OEM sales rep as the focal Capabilities Guide. etc.). In addition, carry their own parts inventories. point for all OEM activity in China. He we will also be sending a copy of the Therefore, we have to limit our is Steve Young and his phone number OEM Guide to all OEMs with entries marketing efforts to a smaller product is 41 5-857-4049 or TELNET 857- within the guide free of charge. line and the CHPR office can only 4049. Due to the production cycle, the support those we have selected to Your support and cooperation are catalogs will come to you individually market. Again, you need to inform very much appreciated. throughout the month of May. your OEMs about this policy. ICON Customers can order catalogs through CSO. Watch for more details in the May 15th issue of Computer News. New and Expanded Third Party Catalogs What's in the Catalogs Now Available Technical Systems Software Solutions Lynn GardnerlCMG is a single reference source of software for HP Series 200 (98 116/ During the first part of May, CMG will Business Systems Software Solu- 26/36), HP Desktops 9845, HP be printing the North American ver- tions (P/N 30000-90251 ) 9000, HP 1000 and selected Series sions of three new software catalogs. OEM capabilities (internal 80 (85,86,87) computers. The They are: catalog contains over 310 pages Use Only). featuring over 370 products. Technical Systems Software Solu- tions (P/N 5957-43 15) Business Systems Software Solutions contains over 270 pages with over 290 products for the HP 3000 ar~dHP 250 computer systems. HOW TO GET SOFTWARE INTO THE Finally, the OEM Capabilities Guide will also be available featuring over CATALOGS 460 pages listing over 580 products and software solutions for your customers. TRIAD Data Base These catalogs are being produced off the laser printer from the TRIAD data-
FINANCI PhD base. TRIAD was developed at ClrlG CONTRACTS MC,R to allow: orircL Software Catalogs , --, El Mini Catalogs (pocket directories - coming soon) On-Line Inquiry (call your salles development contact for informa- tion between catalog printings).
CAPABILITIES GUIDE
Computer News May 1. 1983 For Internal Use Only 5 Computer Marketing
TRIAD uses the Third Party Data Kit third parties included in these The Software Replication Center, (5953-2223) which has replaced the literature pieces an HP Third Party housed in Sunnyvale with SDC, pro- Software Supplier Product Summary Data Kit must be completed (see duced and shipped over 480 mag- (5953-0646). The Third Party Data Computer News, March 1, 1983). netic tapes to 52worldwide locations. Kits can be found in your local sales Third Party Data Kits Within the next five days, 90 addi- offices or through the Literature Dis- tional systems sets, comprising 540 tribution Center. The Data Kit should As part of the reorganization. the tapes were produced for sales offices be used to approve Software Supplier TRIAD responsibility has been trans- to facilitate systems installations and products for entry into the HP PLUS ferred from CMG to BDG. In the updates. Program and the software directories. future, send all Third Party Data kits for OEMs and Software Suppliers for Within the next several months, we Ensure your third party takes advan- all product types to Gwen Miller at will begin shipping customized HP tage of these catalogs as an excellent nnc 3000 software directly to customers. UUU. lead generation too( In order to have The software will be distributed using version and contract requirement information on IBS. Using newly developed software for accurate, fast replication and rigid acceptance cri- teria for the content, the Replication CSD Center will have the capability to pro- duce in excess of 1000customized Software Distribution Center Begins Software shipments each week. At this time, Replication we will be able to produce both 1600 bpi or 800 bpi media options. Jerry CarpenterlCSD The combined efforts of many func- tions at CSY, CSD and the field SEO have implemented this plan so that well-controlled, traceable, support- able versions of software are installed around the world. Centralizing this replication effort, with a consistent, controlled manufacturing process will result in a more productive field SEO by eliminating the duplication of effort with each new HP 3000 soft- ware release. Future plans involve expansion of the reproduction capability to include production of software updates for HP 1000 and HP 9000 systems. The facility also plans to add capacity for Linus tape cartridges, floppy disks and mini-cartrid~es.The maior focus The Software Distribution Center testing, both at CSY and CSD, before of the Software Replication kenter inaugurated its Software Replication being accepted for distribution to will be to improve customer satisfac- Facility during the month of March by Field Software Coordinators. For the tion through a highquality media rep producing and distributing the most first time, instal lation sets of software ''cation Process coupled with timely recent HP 3000 systems installation are being distributed to additional distribution of the product. software from CSY and IND. sales offices for more productive This software release, titled Q-MIT, installations of this version. completed an extensive process of
Computer News May 1. 1983 6 For internal ilx Only Computer Marketing
I Main Table I Tiered Work SL~ CSO Including casters Super Workstation Solution for Desktop I Depth 24 in (610 rnm) 130 in. (762 rnrn) I The tiered work surface is 6 inches Computer Systems deeper than the main surface and can Jim KinneylCSO be slid easily to the left or right si~deof the table providing a large, convenient worksurface for graphics tablets. etc. The US list price is $305each. Gluan- tity discounts are available. Remember, if your customers cur- rently own or are thinking about ordering an HP desktop system such as the HP 9000/Model20, HP 9845C, or HP 9836, the solutiori to "what can I put it on" is the HP 92213A dual-tiered workstatior~ table. This and other workstation solutions for your customers are described in CSO's Computer Users Catalog, F'/N 5953-2450(D).
CSO DIRECT ORDER CSO Fast Phones - the easy, direct way for customers to order supplies, Do your customers need comfortable, desktop computer such as HP accessories, media, furniture and convenient workstations for their 9000/Model20 is used, the home software. desktop computer systems? The row keys on the keyboard are 29.5 92213A dual-tiered, mobile worksta- in. (750 mm) above the floor. This Location Telephone Number tion is the answer. Its unique features is an ideal height for operator US 800-538-8787 include: comfort. CA, AK, HA 408-738-4 133 CI K 0734-792868,792959 ~ Raised, sliding worksurface for Casters for mobility Germany 07031 - 142829 graphics tablets and similar Color compatibility with HP 223133 peripherals desktop systems. Netherlands 020-470639 Lower main table surface. When a S. Africa 802-5 1 1 1 53-7954 28-41 78
Computer News May 1, 1983 For Internal Use Only 7 Computer Products
benchmark for the comparison of both machines running integrated CPG MBA software shows the Model 16 solving a problem five times faster, it HP's PC Is Five Times Faster Than IBM's is actually up to 18 times faster in Bojana FazarinclCPG solving some other problems. Directed to productivity conscious One of HP's most assertive ads will be The ad features a direct comparison business managers, this ad is intended appearing through May in the major of HP's Series 200 Model 16 and the to generate awareness and preference national business and news maga- IBM PC. Naturally, the high perfor- for the Model 16 in the competitive zines in selected city newspapers, and mance Model 16 leaves the popular PC market. on the radio. IBM PC in the dust! While the In addition, the ad appearing in San Francisco, Los Angeles and New York newspapers and radio is expected to get prospects into those local HP PC centers to see the Model IBM HP 16 in action. Copies of the ad and documentation 2Ii2 minutes 30 seconds explaining how to demonstrate the benchmark have been sent to the field and our dealers. Publications carrying the ad include: Business Week, Wall Street Journal, Fortune, Newsweek, Time, US News & World Report. Scientific American, IEEE Spectrum, Interface Age, Per- sonal Computrng, Popular Comput~ng, Professional Managerial Network (19 publications). plus local newspapers. Sorry, Charlie!
For copies of the ad, call TELNET 1- 257-3632, or 408-257-7000, ext. 3632.
Computer News May 1, 1983 8 For Internal use only Computer Products
BDD HP DRAFT in a Swiss Role Francesco MinozzilBDD
Werner Geier, SR for HP Switzerland, factory up-to-date. sion to evaluate HP DRAFT was recently sold an HP DRAFT system to In November 1982, their chief accelerated. a toolmaking company specializing in engineer saw HP DRAFT at an exhibi- In December, two company the production of plastic injection- tion and immediately contacted HP employees took part in a detailed molded parts. The company has Switzerland. The company planned to demonstration. After only a few hours about 50 employees and an annual rationalize their working methods at instruction, they were able to create turnover of about $3million. the end of 1983. However, due to an the plan view and a cross-section of Although a relatively small company, unexpected increase in orders this an injection-molded part, and thi:; it has been successful, partly because year, the engineering department was drawing was good enough to present of continuous investment to keep the overloaded with work, and the deci- to a customer as a proposal drawing.
Computer News May 1, 1983 For Internal Use Only 9 Computer Products
This hands-on experience in using does not plan to evaluate this data dropping this requirement. An HP the system clinched the deal for now, but long-term it plans to con- 262X terminal can be used as a HP DRAFT, especially since a shorter nect an HP 9000 to the SRM for system console. However, an off-line delivery time is more important than a doing data reduction. load device, mag tape or 264X ter- minal, must still be available on-site. lower price in the injection molding Brent is very happy with this sale, as it business. meant S190K toward his quota. His Presently, there are no RFI/EMC cer- The company is now able to deliver instrument colleagues are just as tified 264X terminals, although plans faster than its competitors, and can happy, because S370K of HP instru- call for a 264X terminal to be offer the creation of technical draw- ments were sold as well. qualified before October 1, 1983. The ings as an additional service. Because implications are that in Europe where The reason we got the order was the VDE standards are in effect today, a highly complicated precision parts price/performance of the HP 9816s. are involved, a significant productivity 264X terminal cannot be purchased In the customer's words, "Nothing with a 2 1 78C or 179C system. The increase has been achieved. else could do the job as well!" 2 customer must either buy a mag tape unit or use a previously purchased 264X terminal. In the US, a mag tape The Biggest Shared or non-certified 264X terminal can be purchased until October 1, 1983, or a Resource Manager DSD certified 264X terminal after that System Ever? New RFI/EMC date. If your customers want a mag tape Bob WardlBDD Certified HP 1000 with their systems, suggest the HP 79 14TD. The 79 14TD incorporates Brent Makinson of HP Winnersh has I? E/F Systems an HP 79 14R (1 32Mb disc), and an sold what is probably the biggest Jim PinskylDSD HP 7970E (1600 bpi mag tape unit), shared resource manager system in into a 2943 1 style cabinet, at an out- HP history. It consists of 20 HP In January, DSD introduced two new standing price. The 7914TD has been 9816Ss, the SRM itself, and an HP RFI/EMC certified HP 1000 E/F qualified with the 2 178C and 2 179C. 9888A 1/O Expander with five plug- Series systems. The new Model 60 If your customers are presently in multiplexers. The customer has an (2 178C) and Model 65 (2 179C) purchasing a 264X terminal and a HP 7912A that will be used with the have been certified to meet FCC (US) 7908/1 1/12R disc, they might con- SRM, and plans to buy an HP 7914A and VDE (European) standards. sider a 262X terminal and a 7914TD. as soon as it is supported. Availability is eight weeks. The incremental cost is surprisingly The customer will use the system for low and system capability is signifi- The new systems are housed in the final testing of a range of high-quality 29431F cabinet. This is the same cantly increased. The system and transmitter/receivers. The HP cabinet the A-Series systems use. The 7914TD cabinet can be bolted 981 6Ss will be located one per test 2943 1 F is a 56 inch tall steel cabinet. together with a 40026A (bolt position and will be interfaced to HP- It offers better cooling than the exist- together kit). IB test instruments. These will be pri- ing Model 60/65 (which use a To ensure compliance, it is important marily variable voltage power sup- 29402C cabinet) and can rack mount that your customers purchase only plies and power meters. HP 7908/11/12/14R CS-80 discs. certified peripherals and accessories. Software programs will be written for Options are available for a mag tape Two products in particular have the 9816s to control the test instru- trim for the upper part of the cabinet options for RFI/EMC compliance. ments, which will be connected to the (Option 051 ), and a solid lower door The 12979B (I/O Extender) Option transmitter/receivers and will do such (Option 053) for those customers 00 1 provides a shielded cable and things as ramp the power supply who do not need a cut-out for a Linus modified power cord. Option 001 voltages. tape unit. must be ordered if you want an I/O Extender with a 2 178C or 2 179C. On The test programs will all be stored Previously, we have required an HP the 12966A terminal interface card, on the SRM, as will the BASIC operat- 264X terminal as the system console. ing system. Test data will also be Options 105 and 106 provide special On the new Model 60/65, we are c? stored on the SRM. The customer RFI/EMC cables.
Computer News May 1. 1983 1 O ,or Internal use ~n~y Computer Products
Remember: Top A900 Sales Reps ICC's DDCMP Protocol Handler offers straightforward, error-free data and RFI/EMC qualified E/F Systems Daue Yewell/DSD available now - Model 60 message transfer capabilities in a (2 178C) and Model 65 (2179C) multiple-CPU HP/DEC system with The A900 is off to a great start, RSX operating system. Althougt~ There is no longer a 264X system thanks to you. With all our Regions DDCMP does not include com- console requirement; however, an enthusiastically selling the A900, our munications with VAX-based sy:;tems off-line utilities load device, 264X first quarter order goals have been at this time, ICC can provide this terminal or mag tape, must be exceeded. The top SRs were: capability upon request. Price of available on site Qty Office SR DDCMP is $2500; for more informa- 7914TD, an outstanding value for 5 Japan Shinji Furata tion call Frank Wingate/Mike Wells the customer who needs a disc and 4 Australia Stan Karpowicz of ICC at 404-396-9395. a mag tape. Buy the 40026A bolt 3 Los Angeles Bill Theisner SSl's ICE/1000 for IBM together kit if you want the system 2 St. Paul Bob Severson Communications and peripheral bays tied together. 2 Ottawa Ray Fisher HP 1000s may now effectively com- 2 Palo Alto Greg Swope municate with IBM mainframe com- 2 Spain L.C. Collazos puters using the Intelligent Corn-- 2 UK Richard Mansbridge munications Emulation System, ICE/ Sales Aids Orders on 2 Italy Francesco Chili 1000,from System Services lncor- 2 Germany Eksem Suerget porated (Boulder, CO). ICE/1000 Orbit Special congratulations to Mike emulates an IBM 3274 (C Model) Linda ZmikichlDSD Kreuser who sold an A900 to IBM! remote terminal control unit com- municating via an SNA/SDLC link to DSD will be going on Orbit in the near the mainframe system. future. It is imperative that the Sales Aids orders be entered correctly. We The price of ICE/1000 is $9000 for can no longer accept a Sales Aid HP 1000 relocatable code and PROM firmware order without the hyphen. Example: Communicates with for HP interface cards. For more infor- SA216 should be ordered as SA- mation, call Ken Murphy/Dan Fish- 216. It is verv-. important that this for- DEC and IBM Via man of SSI at 303-443- 1200 mat be followed every time you place CCS's VTEP- 1 Virtual Terminal1 an order or your order will be delayed. HP PLUS Emulation Package George LowlDSD If DSD receives a sales order that is Corporate Computer Systems' V'TEP- entered incorrectly, we will contact I package allows HP 1000system your Order Processing Department In today's multi-vendor, multi- processor distributed systems net- users connected to RTE, HP's operat- and request a correction. So, to avoid ing system, to gain remote access to unnecessary delays and to receive work environment, your sales situa- tion may demand that the HP 1000 other terminal-oriented computers your order as quickly as possible, (DEC, IBM, etc.). A VTEP Commiand please adhere to these new guidelines. computers communicate not only with other HP computers but also Set enables users to establish remote Thank you very much for your sup- connections either interactively clr port and cooperation in this matter. with other processors from DEC, IBM, etc. This is where three of the major through the use of command transfer third-party datacomm products on files. HP PLUS can be most beneficial. The price of VTEP- I is $2500 for the ICC's DEC Protocol Handler relocatable code. CCS provides their own interface cards for HP 1000 Industrial Computer Corporation computers for approximately $2.500 (Atlanta, GA) has a product, DDCMP, (E/F Series) to $2000 (A-Series,). that provides DEC-to-HP 1000com- For more information, contact Joan munications by implementation of Dillon/Tim Chase of CCS at 201 - DEC's Message Exchange Compo- 946-3800. nent Protocol, Revision 4.0.
Computer News May 1, 1983 For Internal Use Only 11 Computer Products
- - -
The datacomm software available There are exemptions to the HP offers certified and non- from ICC, SSI and CCS are comple- regulations: certified components. (Box Level CPUs are considered compo- mentary products (i.e., not competi- Electronic Control applications in tive). Your sales situation will dictate nents.) OEMs purchasing compo- industrial plants are exempt from the one(s) required for your FCC regulations (but not VDE). nents are responsible for certifying customer's application. HP PLUS their final configuration. Compo- This is significant because of software supplier datacomm products DSD's Industrial Automation nent customers should consider let your customers use HP 1000 charter. buying certified systems. systems in a multi-vendor, multi-pro- cessor network environment. Test Equipment (ATS) and medi- cal equipment are exempt in both the US and Europe. Outside the US and Europe, there RFI/EMC Compliance are presently no standards or restrictions. Jim PinskylDSD Discontinuance Because of the exemptions, DSD will Jim PinskylDSD As of October 1, 1983, all computer continue to sell non-complying systems and related peripherals sold systems to exempt customers. After a long and successful life, the in the US must comply with FCC However, before we ship a non-com- manufacturing and selling of the M- RFI/EMC (Radio Frequency Inter- plying system, DSD will need a letter Series product line is coming to an ference/Electro Mechanical Com- stating the nature of the exemptions. end. All M-Series products will be patibility). Similar regulations (VDE) The following non-complying removed from the May 1984 price are now in effect in Europe. This systems will continue to be sold. list. This will give our M-Series customers one year to plan for the applies not only to systems sold by System Model HP but also systems sold by our product's discontinuance. 21 76C 40 OEMs. 2177C 4 5 The following products will be dis- HP has put forth considerable effort to 2178A 60 continued. These products are all M- meet these FCC and VDE RFI/EMC 2 179A 6 5 Series related only and are not com- standards. All A-Series CPUs and patible with the E/F-Series. Note that The desk-style cabinet systems will System Processor Units comply and the products that compose the be removed from the July price list. memory packages will not be discon- are certified to be used with our most The 2 176D (Model 40). 2 177D popular HP peripherals. Since these tinued because they are used on the (Model 45),2 178B (Model 60) and E/F-Series. products have been certified by HP. it 2 1 79B (Model 65) will no longer be 2 1086 CPU wlth no memory is not necessary for your customers to offered after July 1983. go through this process unless they 2 108K CPU board set w~thno memory add non-HP equipment. Remember: 2108M CPU-8'4"Box 2 108MK CPU board set w~thmemory For our existing E/F-Series OEMs As of October 1, 1983, in the US, 21 128 CPU w~thno memory we have introduced two new Model all computers or products contain- 21 12M CPU - 1 2'4'' Box 60 and 65 systems (2 178C and ing computers must comply with 125876 Async Data Set lnterface 2 179C) that meet FCC and VDE RFI/EMC regulations. In Europe, 12589A Autocall Unlt lnterface standards. E/F-Series CPUs (2 109E, similar standards (VDE) already 12604B Data Source lnterface 21 1 lF,2113Eand2117F)arecon- apply. Outside of the US and 12728C Front Panel sidered components and will continue Europe. there are no restrictions. 12728D Documentat~onKit to be offered. If your customers HP offers certified and non- 12728E Base lnstructlon Set purchase an E/F CPU instead of a certified systems. In order to 127788 Dynamlc Mapp~ngROMs certified system, it will be their purchase non-certified systems. 12784A D Par~tyMemory Packages responsibility to ensure that their HP will need a letter stating the 12785A D ECC Memory Packages system meets all applicable regula- nature of the exemption. tions. Present CPU customers should 12945A User Control Store 129768 Dynam~clnstructlon Set consider moving to certified systems 129778 Fast FORTRAN Processor and avoid the effort and cost associ- 92852M RTE IV HW Clpgrade ated with certifying systems.
Computer News May 1, 1983 1 2 For Internal Use Only Computer Products
39301A Support on A-Series HP Third Party Donald ManoogianlDSD Systems House
The 39301A Fiber Optic Multiplexer one of the two 39301As. To connect Leverages Five is now supported for use with the the terminal on the other end, use the HP 1000 Systems 12040Band 12792B multiplexer same terminal cable that you would cards on the HP A/E/F-Series. The use to connect a terminal to the Bob TomichIDSD 39301A Multiplexer allows up to 1 2040B/12792B connector panel. Eyring Research Institute, Inc., of eight terminal channels to be multi- The accompanying diagram will help Provo, LIT, a recent third party plexed over two fiber optic cables for a you with your configuration systems house, was granted a $3mil- distance of up to 1000 meters. This specifications. lion, three year contract with a rnajor product is ideal for terminal clusters In order to meet system RFI require- manufacturing firm to specify, design, that are to be installed remotely from ments, the 39301A that is connected implement, and install an open-loop the main CPU. to the system should be rack mounted process monitoring system. The To use the 39301A, you must use in the system cabinet. Option 001 system monitors a combination one 132426 cable for each channel with the 39301A includes the chemical batch and moving web pro- that is to be connected from the necessary rack-mounting hardware. cess. The moving web process 12040B/12792B connector panel to involves the application of chemicals to a constantly moving web of a plastic film base. The final system provides the users with the capability FIBER OPTIC MUX of specifying how process variables are to be monitored and when. l'his CONFIGURATION information, along with material and QC information, is deposited in a central database that provides data for statistical analysis and raw data re- 3950114 porting. In real-time, operators are FIBER OPTIC MULllPlotERS CONNECTOR Pma alerted to deviations from process (INCUlDED WITH INTERFl . 13242Y standards so corrective action can be - (2.:) 1 - ?,1 taken. All monitoring is done using - - I the HP 2240 instrument controller. - I L I - I I Eyring provided the software and - I I - I :- I computer equipment integration for I r - I - - I more than $2 million. The customer I - I was responsible for the selectiorl and 127928/ I Ir I installation of the instrument sensors. 120m MUX 1 I 1 1 13222Y I~FACE(S) I The total amount of HP equipment 13242G CABLE CABLE (50-PIN) sold was $850,000. This is a prime (PER CHANNEL) I example of how a systems house can I 282X TERMINK L! (MCEPI 28218) help HP sell our hardware into industrial automation and monitoring 39200% CABLE (UP TO 1000 METERS) 1 applications. As a result of this fiuc- cessful project, Eyring is now market- ing a statistics package (STAT/' 1000) through our Software Supplier Program. STAT/1000 runs on HP 1000 E/F- and A-Series computers. This statistical package is a subset of the monitoring and analysis system produced by Eyring.
Computer News May 1, 1983 For Internal Use Only 13 Computer Products
If you have any applications that deal Authoring a published article pro- with process monitoring and control vides you with great personal and or would like to discuss the develop- professional achievement. To help FSD ment of a custom system, you may compensate you for the time contact Eyring directly by calling involved, however, the HP 1000 lUG HP Series 200 Steve Carter at Eyring Research, 801 - is offering an honorarium of $25 per 375-2434. typeset page of your feature articles. Terminal Emulator If you have any systems houses in If possible, please submit a 1600 bpi Revision Can Operate your territory that would make a good tape containing the text of your arti- member of our third party, take the cle, along with a hardcopy print-out. with 3270 Protocol opportunity to sign them up. Or, if Also, include your address and phone Converters you need help in finding a systems number along with your article. Sue BodohlFSD house for a specific application, call All articles are subject to editing and Bob Tomich at 408-257-7000, ext. minor revisions; however, you will be Revision B of the HP Series 200 Ter- 31 17, or TELNET 1-257-31 17. contacted if there are any questions minal Emulator, P/N 09800- 10x80, regarding information content. If adds some new features: 262 1 cursor major revisions are required, the edi- control, tabs, alpha highlights, and the tor will work with you to improve the ability to ignore received parity. Become a Published article. You will be notified upon These features will allow the Series Author in Interface acceptance of your article. 200 Terminal Emulator to act as a Photographs, charts, and illustrations terminal to an HP 9000 HP-UX 1000 are always welcome to accompany an system, operate with various com- Chris CarneylDSD article. Artwork should be black-and- mercially available 3270 protocol white, preferably original and camera- converters, and access the SOURCE Interface 1000 is the magazine of the ready (nopolaroid pictures). and other similar services. We will test HP 1000 International Users Group, If you have an artistic flair, or if you the emulator with several 3270 pro- IUG, a non-profit association that pro- are active in producing computer tocol converters, and will provide motes the exchange of technical graphics, don't forget the cover of application notes on their use soon. information among users of HP 1000 Interface 1000. It's the perfect place to With the new features, the Series 200 computers. get the exposure your artwork Terminal Emulator can parse the Although the magazine includes deserves. following additional escape codes: general association news, the feature Mail all contributions to: Cursor control operations: articles are clearly the most important Editor, Interface 1000 esc&a
Computer News May 1, 1983 1 4 For Internal use only a Computer Products
The cursor can be moved to the next These 1OMb Winchesters contain a All 9816Ss have a 3.0 Boot ROM. tab stop using the TAB key or to the new HP-designed drive control board 98 16As do not support the 91338 previous tab using the SHIFT and that streamlines data transfer over the and 9 1 34B. TAB keys. The cursor can also be HP-IB bus. For example, the standard Ordering Information moved to the next tab stop on receipt 1 OMb/Series 200 system can of an ASCII Ht character. achieve the disc's maximum sus- Product Price (US) 9133B Winchester/3'lrU Display enhancement: tained transfer rate of 50Kb/sec (with Pascal) and 45Kb/sec (with BASIC) Flexible Disc without a DMA card. This is Combination $5120 Selects the display enhancement indi- especially advantageous for the 9 134B Winchester Disc 4360 cated by "char" to begin at the pre- 9816, since you can use the available sent cursor position. 1/0 slots for other needs. In addition, This feature will only work on hard- you can access all the 9.68Mb for- ware that supports display matted capacity with either Pascal or Northern Colorado enhancements. BASIC. The new revision will begin shipping Facts about BASlC Computer Divisions in early May, and an upgrade kit, P/N The Series 200 can automatically Restructured 98081-1 7x81, will be available boot BASlC 2.0 and 2.0 Extensions Pat WelchlFSD through CSD. Ordering and pricing from the 5Mb Option 010 or 1OMb information will be available in the Winchester drives, if you have the Many of you may be aware that the July Communicator Magazine, and a following: northern Colorado manufacturing future Computer News issue. 3.0 Boot ROM (supported on the divisions have been restructured. Here 9826/36 and 9816S, not is a summary of the changes up to 98 1 6A) April 1, 1983. Loader Utility (supplied with The Desktop Computer Division HP 91 33B and BASlC 2.0) (DCD) and the Engineering Systems 9134B Support on BASlC 2.0 Division (ESD) have been combined to form the new Fort Collins Systems HP Series 200 BASlC 2.0 Extensions or greater Division (FSD), headed by Fred Wen- Terry AnnalFSD and Sean TracylGLD 512Kb of RAM (Note: This con- ninger, former ESD General Manager. figuration leaves less than 50Kb of FSD, which is part of the Computer Increased capacity and improved per- user space; 768Kb is Products Group under Vice President formance make the new HP 9133B recommended). Doug Chance, will be responsible for the new HP 9000 family, as well as and 9 134B 1OMb Winchester drives Facts about Pascal an ideal match for the HP Series 200. the former DCD's products. These drives are now supported using The Series 200 can automatically boot Pascal 2.0 from the 5Mb Option The Greeley Division (GLD) is either the powerful Pascal 2.0 or expanding to include local network- BASlC 2.0 with 2.0 Extensions. 010 or 1 OMb Winchesters, if you have the following: ing and datacomm products, as; well The 9133B is a combination 9.6Mb as small mass storage devices. Don formatted Winchester with a 3%" 3.0 Boot ROM (supported on the Schulz has been named GLD General flexible disc drive. The 9134B is a 9826/36 and 98 165not Manager, replacing Tom Kelley, who 9.6Mb formatted Winchester disc 98 1 6A) is retiring. drive. Pascal 2.0 or greater A Colorado Networks Operation has been formed within GLD as part of its expanded charter, headed by Ed Other Facts Muns, previously DCD RGD A new CPU board upgrade kit with manager. The operation's respon- the necessary 3.0 Boot ROM will sibilities will include developing soft- soon be available for customers with a 2.0 Boot ROM and a 9826/36. Also, starting May 1983,all 9826/36s will be shipped with a 3.0 Boot ROM.
Computer News May 1, 1983 For Internal Use Only 15 Computer Products
ware and hardware to connect HP Other changes will be announced New Referenced computer products for sharing infor- later as information becomes mation and peripherals among many available. Products Increase users. HP Series 200 SoIutions HP Series 200 to Disc Transfer Rates for Two new Third Party software sup- BASIC 2.1 plier products are now referenced - Jim SheppardlFSD MASTER WORD PROCESSOR and ELAIY. This table of data, measured by our Because there are so many variables MASTER WORD PROCESSOR lab, shows the transfer rates obtain- involved, this data is best used for comes from University Software As- able using BASIC Extensions 2.1 with providing customers with transfer rate sociates, Fitchville, CT. This package the HP Series 200 system and the estimates, rather than as precise runs on all HP Series 200 computers 98625A Disc Interface. This comple- results. and the HP 9845. The users surveyed ments the BASIC 2.0 transfer rate were extremely enthusiastic about information contained in the March this product. 15 Computer News issue. ELAN comes from D. P. Technology Corporation. Thousand Oaks, CA. This is a numerical control computer- aided system that runs on all HP With 98625A Interface Series 200 computers, plus the HP 9825 and 9845. The users have BASIC 2.0 with AP binary from BASIC Ext. 2.1 glowing words for the software and our hardware; i.e., ". . . can't do with- Doing OUTPUT, ENTER, Disc out the package; 100% satisfied!" Drive LOAD, or STORE Doing TYANSFER 1 For more information about these no DMA with DMA no DMA with DMA products, please refer to the HP/ inter- rate inter- rate inter- rate inter- rate HP PLUS Software Catalog. We are leave Kb/s leave Kb/s leave Kb/s leave Kb/s pleased to include them in the 9121D 2 14.4 2 14.6 2 14.6 / Referenced software. 9895A 2 19.8 2 16.8 2 20.1 91 3x Opt.O1O 9 11.9 9 12.0 9 49.5 HP 9826 Reliability 7911P - - 1 - 1 257' A 1 SperrylFSD 7912P - - 1 - 1 770 1 *Data is for outputs: the transfer rate for inputs is about 425 Kbls. Steve O'Neill, SR of the Lexington, MA, sales office,recently sent the following message to the FSD Sales Development people. I wanted to relay this story to you so you could pass it on to the HP 9826 design team and anyone else with interest. It relates to the outstanding 9826 reliability I experienced on a recent sales call.
Computer News May 1. 1983 1 6 For Internal Use Only Computer Products
Prior to the sales call, I decided to get a well thought-out package and prises 20 2-page lessons, each up my car washed. The car wash I use excellent documentation, what in this to one hour long. On the left side has people who get in your car to business is often a contradiction. . . a is a textual description of aln MBA vacuum it out, so Idecided the 9826 powerful package that is easy to use." function command, while the right side contains a reference, some would be safer in the trunk. I went Now there are dynamic new sales aids examples, and a picture of the through the car wash and headed off to help you learn this package quickly video display relating to the text to the call. When I arrived and opened and help you sell it. The following example. This leads you through a the trunk, I found it had leaked badly. documentation is supplied with each hands-on session with each There was water on top of the 9826, Context MBA order: on the keyboard, and inside the ma- model. so you can learn it Using the Context MBA on Your chine that poured out when I tilted it thoroughly. HP 98 16/9836 - This booklet over. Reference Manual - If you didn't covers hardware configuration, get enough familiarity from the If you understand how long it takes to complete startup procedures, and tutorial. this covers display .func- reserve a 9826, you'll understand descriptions of the keys, functions, tions, general commands, built-in why I had to take the machine in and and commands unique to the HP functions and commands used in "try my luck." I reluctantly fired the computers. This is the place to the graph mode, database and 9826 up and found everything start in learning the power of word processing context, arid worked except the CRT. Ironically, MBA! the customer I was calling on (Ted MBA error messages. Here's Warren) was on the 9826 design Tutorial - A step-by-step where to go for in-depth MBA team. So he opened up the machine, introduction to using MBA. Com- expertise. pulled out one board, let it dry for 15 minutes, put it back together and turned it on - everything worked, including the CRT! I wanted you to know that this kind OF reliability greatly helps sell com- puters, and the field greatly appreci- ates it. My congratulations to the design team.
New Context MBATMSales Aids Available 1 Stacy Plemmons/FSD
Context MBATMand the HP Model 16 team up as a powerful management system. Comprehensive documenta- Context MBA'sTMdesignand documentation make it a powerful package that is, tion is part of the appeal. A recent easy to use. issue of Small Business Computers said: "A package as powerful as Context MBA is often quite complex, and by its very nature cannot be completely simpl$ied. The people at Context Management Systems offer, through
Computer News May 1, 1983 For Internal Use Only 17 Computer Products
You can make good use of the follow- If you need a copy of the Model 16 The January sale culminated many ing demo aid: and Context MBA press release, months of effort to convince the which includes an 8" x 10" black- Demo Models for the Context customer that building its test MBA - Here's how to impress and-white photo, you can order it systems based on microprocessors your customers with a minimum from Corporate Public Relations. was not the most cost-effective solu- of work. These demo some of Context MBA is a registered trademark of tion. In past years, the customer had Context MBA's power and flex- Context Management, Inc. used HP 1000s, then 9825s (which ibility through 13 prebuilt models, eliminated DEC competition at the including financial, sales, and even time) for its testing. When the 9826 a power-supply analysis! was about to be introduced, Martin Nielsen complied with Gary's request Each model demonstrates how Success Strategy to give thecustomer an on-site, pre- tables, graphs, and word process- Keeps Large introductory presentation in May ing can be used together on the 1982. This was followed by a same screen. For example, one Customer customer visit to the factory last model show both a salaries A 1 SperrylFSD August, which included a general database and a graph correlating update on our products. salaries with company perfor- Competition from the customer's own mances. Another model shows Parallel strategy, not directly related engineering group, as well as from actual and projected sales figures to the January contract, included outside vendors, often raises its head for two regions, analyzed by prod- lending the customer an HP Series when a large customer considers uct, summarized, and plotted as a 200 9816 workstation with Context designing its own multiple test series of pie charts. A third model MBATM,which the customer is still systems based on microprocessors. is a blank formatted one into evaluating. The factory supplied the which you can retrieve personnel Convincing the customer that a software, and the field supplied the records from the supplied person- ready-made computer will do the job 9816. nel database. Also included is a better can be a multiple-step process, Future prospects with this established demo guide that explains the as it was with Gary Cooper recently. customer look good - Gary says models, how to use them effec- Gary placed third on the January top we'll just have to keep on our toes and tively, and what to say to your ten salespeople list, with a sale of HP be sure the customer stays aware that customer. 9836s. disc drives, and printers. His HP can supply more cost-effective customer, a large aerospace manufac- A Context MBA Sales Training solutions than can either its own in turer in southern Arizona, has been Manual was distributed in January. If house innovators or theoutside com- buying from HP for years, but not there are no copies available in your petition! without continuous effort to ward off office, contact Larry lnman at FSD. Context MBA is a trademark of Context do-it-yourself decisions, as well as Management, Inc. As "frosting on the cake" in helping beating outside competition. you sell, you can order these sales According to Gary, both Martin aids through the Corporate Literature Nielsen and Kim Boehm of FSD Sales Center: Development were instrumental in his Context MBA Quick Reference January success. Card - This handy 18-page reference card and command tree, P/N 5953-4641, tells you how to use MBA without looking it up in the manuals! Series 200/MBA 4-color Flyer - This high-impact flyer, P/N 5953-4642, emphasizes the Model 16's high-speed contribu- tion to MBA, compared with com- petitive personal computer offerings.
Computer News May 1, 1983 1 8 For internal Use Only Computer Products
I understand that you all face some As we have seen from both HF'and tough situations pursuing sales DEC product life cycles, it takes a Competition with opportunities where we have entered number of years to mature a new the competition late in the customer's product family. But keep this fact in VAX decision-making process. Attempting mind: We have already sold more HP Pete HamiltonlFSD to sell a new concept to a prospective 9000s than DEC sold VAXs in the first customer (i.e., concept-selling the two years they were on the market! From time to time we get questions Engineering Productivity Network) Admittedly, the market has changed. from the field asking why we don't places new demands on all of us, but I And DEC has helped us by whetting aggressively compete head-on with can assure you that the payoff will be our customer's appetite for 32-bit Digital Equipment Corp's VAX series there. computing. They plowed the field, of super-minicomputer. Maybe I can So, how do you sell against VAX? I now it's up to us to get it plant'ed with answer some of those questions. suggest that as you find prospective workstations. As you are all aware, we have a for- customers who have traditionally midable challenge in competing purchased mainframes or super- against super mini-computers (the minicomputers within the CAE most notable of which is the VAX). design center (i.e., computation- We are also competing against a intensive applications in which one or plethora of workstation manufac- two users consume a large portion of turers (42 at last count). In the face of the computing resources), you de- this considerable competition, we scribe the HP 9000 and Series 200 believe that a head-to-head competi- strategy in the EPN context with tion with DEC and their installed base unwavering commitment. of 10,000 VAX systems (and exten- The most effective way we have sive applications software) will not found (in our experiences with the yield the maximum sales for the HP customers that have visited us over 9000. Here's why. the past few months) is to say, The HP 9000 provides mainframe "Imagine having 3 MIPS or more performance in a workstation available to users who are currently package. It exemplifies and is key to accessing a VAX or IBM mainframe, the CAE topology of choice for the by distributing the computational 1980s - The Engineering Produc- capability to HP 9000 workstations." tivity Network. Our technology and We have found that this gets even the this product have allowed us to leap most dedicated VAX user to listen to ahead of our competitors. We must the rest of our story. now take advantage of this oppor- Obviously, our workstation product is tunity to establish a leadership posi- not yet perfect. We are continuing to tion in the growth segment of the tra- enhance the display and networking ditional mainframe and super- functionality. We are also minicomputer market. There is no aggressively pursuing application other workstation competitor that has solutions from third party suppliers a better reputation in the CAE market and from our own proprietary or as wide a range of products (from developments. We are closer to the $4,000 Series 200 up through achieving a leadership position in the HP 9000) as Hewlett-Packard. workstations than in super-minicom- puters where we will face major obstacles in displacing any significant number of VAXs.
Computer News May 1, 1983 For Internal Use Only 19 Personal Computers
Free Subscription to Bar Code News - GPCD Good Sales Tool New Vintage Data Claudia DeuauxlPCG Capture Literature More and more customers are turning A subscription to Bar Code News may to bar codes for automatic identifica- help you keep up with the latest and Claude MergerlGPCD tion. Most often they are familiar with greatest on bar codes. This magazine, bar code technology and its benefits, which comes out every two months, Three new pieces of literature have but some customers ask us for infor- covers news and commentary on the been personally mailed to all SRs and mation on applications and statistics state of products and applications SEs throughout the known world. on increased productivity. involving bar code technology. It pro- They consist of a general brochure on the Data Capture Encoding Tech- niques (P/N 5953-01991, a Bar Code Application Note (P/N 5953-7732) and a 307X success story (P/N BAR CODE NEWS 5953-591 4). THE JOURNAL OF BAR CODE SYSTEM APPLICATIONS JANlFEB 1983 All this literature will soon be in your -- -. - -- -.- - -- office and also available from the Computer Literature Center. How Bar Codes Watch for it. Increase Manufacturing
A free subscription toBar Code News may help you keep up with the latest and greatest on bar codes.
Computer News May 1. 1983 20 For lnternal Use Only Personal Computers
vides article features, advertising from free subscription, fill it out and mail it vendors in the field and opinions to: about future directions in symbology B,, code N~~~, PCD marketplaces. North American Technology Feel free to make a photocopy of the 174 Concord Street HP-75C Security reader qualification form. For your Peterborough, NH 03458 Cradle Now Available Niki WoodlCVD
I I CVD has introduced a security cradle I To receive a FREE subscription to Bar Code News, I I for the highly portable HP-75C to : please fill in all the inforntation below: I I I help guard against theft and I I 1 READER QUALIFICATION I unauthorized use. The HP 82701A I I Name Security Cradle is a lockable holder I I for the HP-75C Portable Computer, I Company -- ~ - husneci pt80n!~ .~---~ -_ ------! which, when secured to a fixed object (such as a desk), prevents the com- puter from being removed. It also pre- Please lndlcate your f~rms prmary bds~rless(check only one) I vents the removal of plug-in modules, I 17 Manufactur~ng [I; Educat onal I the plug-in 8K Memory Module, and U Serv~ce I_; MedicalILaboratory I the battery pack from the HP-75C. C2 Retaller ;L Library I The cradle does allow for full access I? Other I O Wholesaler I to theHP-75C keyboard, the card U Government I I reader, the HP-IL receptacles, anld the Total Number of Employees In your Orgenzat~on I 0 Under 100 . 100-249 O 250-499 C 500-999 L~1 over 1.000 I AC adapter/recharger receptacl~e. Check here ~f you are involved in the pclrctlase or specification of products or ser- The HP 82701A Security Cradle is vlces related to the ~mplernental~onof a bar code system I I packaged with the following parts: I I ~gndlurr ------_- - --- Dale _ - - - - - I Security cradle I Return to Bar Code News, North American Technology I I 174 Concord St Peterborough NH 03458 I I I One five-foot cable I I One padlock and key Four mounting screws Two adhesive mounting strips. The price of the security cradle is; 540 (US) and can be ordered through cso.
Computer News May 1. 1983 For Internal Use Only 21 Personal Computers
Calculations in hexadecimal, octal and HP-86/87 Advanced HP Series 40 binary (with the aid of a program con- Programming ROM Is Extension Module tained in the Owner's Manual). Now Available Comparison Boolean operations upon 32-bit unsigned integers. Randy SalolPCD Mason LakowskelPCD Extended I/O Module PCD is pleased to announce that the Two recently introduced extension Mass storage functions - Tape-to- Advanced Programming ROM is now modules for HP Series 40 Handheld tape copy of individual files or entire available for the HP-86/87 Personal Computers, the HP-IL Development cassettes (private option available), Computers. Module (0004 1 - 15043) and the and access to directory information, The functions, statements, and com- Extended I/O Module (82 183A), such as file name, file type, file length, mands provided by the Advanced enhance the many capabilities of the and the location of the file on the HP-4 1. The Development Module is Programming ROM give you tape. highly recommended for those extended control over data. programs, Character manipulation functions - individuals who are designing their and your Series 80 system opera- The Alpha register is used as an 1/0 own HP-IL peripherals. The Extended tions. This ROM set allows you to buffer to send or receive information I/O Module is designed for the user perform operations which were not over the loop or to the X-register (the who wants enhanced control over possible using your Series 80 Per- problem with sending and receiving existing HP-IL peripherals. This arti- sonal Computer alone. null characters has been taken care cle highlights the major features of of). Characters can be inserted at, and Some of the capabilities that this both modules. ROM set provides are: removed from, any position in the HP-4 1 Development Module Alpha register. Subprogramming Scope mode - A second HP-4 1 can HP-IL control functions - These Full cursor and CRT control be added to the loop and used only to functions make device control, loop Full keyboard control display the mnemonics for HP-IL configuration and data transfer opera- messages as they travel around the Find and Replace variable names tions simple and straightforward. loop. They automatically take care of Cross-Reference program lines I10 Buffer - A block of data registers "overhead" commands such as loop numbers and variables can be set up as a buffer area to facili- addressing and designating devices as Merge programs tate the input or output of data. This talkers or listeners. An important Set, clear and test 64 flags circumvents the problems and limita- feature of the data transfer functions tions associated with using the Alpha is the ability to input or output an Save and get programs as Data register for 1/0 operations HP-4 1 program as a series of files. (specifically the loss of characters hexadecimal-coded ASCII data bytes, The HP-86/87 Advanced Program- with byte values of zero). the same format in which a program ming ROM (P/N 0087-1 5005) is is stored in the HP-41's memory. Input and output numbers using the X- available NOW from the Personal register. A 1- to 7-byte integer can be Advanced control functions - These Computer Division for only $165. sent or received. are the low-level HP-IL commands which control the transfer of data Direct access to the HP-IL integrated around the loop. Use of these func- circuit. The contents of any control tions requires a detailed knowledge of register can be changed, and certain loop protocol and the response of status bits can be polled. each device to these commands. Alpha register functions. Characters can be inserted at, or removed from, any position in the Alpha register. Transmit all HP-IL messages to devices on the loop. Several of these messages can be sent by specifying their mnemonic.
Computer News May 1, 1983 22 ,.,,,te,,al use 0.1, Personal Computers
Should your customers consider Engineering - Civil, Electrical, using either of the two modules, we Mechanical, Structural/Architec- recommend that they become tural, and Chemical POD thoroughly familiar with the concepts Mathematics and Statistics and protocol of the HP-IL interface Free HP 2627A loop. An excellent source for this Physical Sciences information is "The HP-IL System: Games. Graphics Terminal Judy SakowskilPOD An Introductory Guide to the Hewlett- To order a catalog, call 800-547- Packard Interface Loop," by Kane, 3400 with a credit card, or send a Harper, and Ushijima. Your customers who upgrade to a check or money order for $12.95 to: Series 64 begining May 1 will receive Please note that the Extended 1/0 Hewlett-Packard Co. an HP 2627A free! Module does not contain any func- 1 010 NE Circle Blvd. tions for generating Series 40 bar The 2627A combines a higherr Corvallis, OR 97330 quality color display with fast vector code. This capability was shifted to Attn: Users' Library the 82184A Plotter Module. graphics to provide a color graphics A new catalog will be available in terminal that is ideally suited to both June. business and technical display K'ordStar is a registered trademark oJ graphics. A graphics resolutior~of MicroPro International Corporat ior~. 5 12 x 390 x 3 color planes provides HP Series 80 and eight basic colors for vectors, area fills dRASE 11 is a trodenlark of Ashton- Tote. Computer-Aided and graphics text. Additionally, the VisiCalc is a registered trademark of user may programmatically mix Work VisiCorp (dither) the eight basic colors to Liz A ustlPCD define more colors for use with area fills. The 2627A also has these There are more than 600 software features: solutions available for the HP Series Simple and complex area filling 80 and the number is growing every Independent color alphanurnerics day. Not only do we offer solutions for every professional's core software Graphics software support: needs - word processing, Hewlett Packard: spreadsheet analysis, information DSG/3000 management, presentation graphics, HPDR AW and data communications, we have HPEASYCHART them in several different "flavors," de- Graphics 1000/11 pending on your needs: Precision Visuals (Dl 3000, WORD/80, WORDSTAR' Grafmaker) FILE/80, dBASE 11'" SAS (SAWGRAPH) GRAPHICS PRESENTATIONS Tektronix (Plot 10) ISSCO (DISSPLA, TELL-A. TERM/80, DATA COMMUNICA- GRAF) TIONS, THE SERIES 80 MODEM IYational Language Support VISICALC PLUS. SUPERCALC Flexible Data Communicatio~w Plus, we have a 600-page catalog full (RS-232, RS-422) of computer-aided work software. Optional Video Interface Categories for this competence soft- ware include: Business Management - Accounting, Banking and Finance, Securities and Investments, Real Estate Analysis, and Tax Planning
Computer News May 1, 1983 For Internal Use Only 23 Personal Computers
Answers to Common No, I'm not going to answer these questions here. Why? Because the Series 100 Questions answers to these questions keep RTD Curt GowanJPOD changing as products are introduced. bugs are fixed, courses are created. HP 2623A Price "How do I get the new Series 100 procedures are changed, and so forth. Reduction manuals?" There is a way for you to have your Terry EasthamlRTD "Which software packages are avail- own personal database on the Series 100 - and have it automatically able from HP? The price of the HP 2623A graphic updated every two months. How? "What's the story on updated Series terminal has been reduced to $3250 Subscribe to the Series 100 Com - 100 software?" (US List). The factory base price is municator. The "Ordering Informa- now $3200 which represents a $550 "What courses are available for the tion" and "Software Status Bulletin" reduction. In addition, we are making Series 1OO?" sections in every issue give the cur- the special "ANSI" option available at rent answers to all of those questions. "I think 1 found a bug no cost. - is it known? How to Subscribe to the Series 100 - is it fixed?" Communicator "What's the part number for the HP The subscription is Product 45530N 120 carrying case?" - Series 100 Software Notification "Are there any manual corrections 1 Service. should know about?" Customers: Call the nearest HP office "My customer's dog chewed up his and ask for "Computer Products VisiCalc disc - what do I tell the Order Processing." The price is $24 customer?" per year. HP Field Personnel: If you are not on either the Series 100 SE or CE subscription service, order through the SE Administrator for your Area - 5 19.20 per year. HP Factory Personnel: Have your purchasing department follow the procedure used to order software sup- port for the other HP systems in your organization - $19.20 per year. (Your division sends a HEART order to the Area SEO. For assistance, call the HP Sales Office nearest to your This is a very significant price reduc- location - ask for the SE tion and should give a real push to Administrator.) your terminal sales efforts in the sec- ond half. Our broad range of plotters, printers, software, and terminals com- bine to give HP a real competitive edge in graphics. This edge is even sharper with the cost reduced 2623A. Introduced in 198 I. the 2623A was a quick success with its low cost and high performance. The cost is now 15"/0 less; the performance is still high:
Computer News May 1. 1983 24 For ,nterna, use only Personal Computers
512 x 390 displayable points No Charge for ANSI To order the ANSl option, submit the order with a HEART Override and the Two full pages of alpha memory Compatibility following appropriate information: Independent alpha and graphics Steve ButlerlRTD The 2622A Option F07 - PL67, memory Marketing Division 42, Supplying Block mode; 9600 baud Effective May 1, 1983 the ANSl Division 42, Standard availiability Optional integral printer (30 sec- option on the HP 2622A, HP 2623A of terminal plus 2 weeks ond hardcopy) and the HP 2382A is offered at no The 2623A Option F07 - PL 67, charge. However, the price of the HP RS-232 printer port Marketing Division 42, Supplying 2622A and HP 2623A ANSl field Division 56, Standard availability TEK Plot 10; ANSl compatibility upgrade kits remain the same at of terminal plus 2 weeks $200 each. Supported by a wide range of The 238A Option F07 - graphics software: HP's This already popular option allows PL92, Marketing Division 42, DSG/3000, HPDRAW, any one of the above terminals to Supplying Division 42 or 63, HPEASYCHART. GRAPHICS "Speak ANSI" like a DEC VT 100 Standard availability of terminal 1000/11; Precision Visual's DI- terminal. plus 2 weeks. The 2382A recog- 3000 and GRAFMAKER; With the selectable mode of opera- nizes the ANSl control codes ISSCO's DISSPLA and TELL-A- tion, the user can choose between however, to take full advantage of GRAF and SAS's SAS/GRAPH. ANSl or HP mode via the terminal's these options features, it is For those of you who have been sell- configuration menu or program- strongly recommended that the ing terminals for a long time, you may matically from the host system. If the extended keyboard be ordered realize that this price reduction is the user chooses ANSl mode the terminal (Option 100, $100). first of its kind for any HP terminal! will communicate with the system For further information call your using ANSl control sequences. While Sales Development contact. Also, see in ANSl mode, the user can still take the ANSl data sheet (5953-8600) full advantage of our HP terminal and Field Training Note (5957- features like the integral printer 3439) for more information. (2622A, 2623A), high resolution characters, two pages of memory. eight proqrammable softkeys, local F . -- \ edit fJncGons and more. If the HP mode is selected, the terminal will use
HP standard escape sequences and A I functions as the itandaid terminal. aY'LJK- When the ANSl option is in the 2622A or 2382A, your customer has two terminals in one at no additional cost: HP and ANSl compatibility modes. In the case of 2623A, you get three terminals in one with the HP: ANSl and TEK 4010 compatibility modes. And with the new, lower price of the 2623A at $3250 (May 1 CPL), get- ting three terminals in one is now even a better deal than ever before!
Computer News May 1. 1983 For Internal Use Only 25 Personal Computers
RS-422and HP 262X Terminals VCD Larry BrickerlRTD Save Your Customer $150 A special flex circuit has been Erin GreenelVCD designed to allow HP 262X terminals to communicate RS-422. This flex As of May I,your customers can In addition, VCD has recently updated circuit is only used with the 50-pin order any character set option, includ- the HP 2635B Printing Terminal data port. There are two different flex cir- ing the popular High Density Option, sheet, which now includes a complete cuits: each must be used with a with the HP 2631 Band any keyboard description of the keyboard options specific 262X terminal type. Installa- option with the HP 2635B at no extra and IS0 Substitution Character Sets. tion of a flex circuit in the wrong ter- charge. That is a $150savings on the To get your copy, order data sheet minal type can cause permanent ter- character set options and a $100 sav- number 5953-6270 (54) from the minal damage. ings on the keyboard options. Corporate Literature Distribution Avoid this problem by ordering the Center. correct terminal accessory.
Terminal Type Accessory 262 1 A/P 2622A 2623A 2624A/B 2626A/W
NOTE: 13222P is the 262X RS-422 cable. It has a 50-pin connector on one end and a 5-pin connector on the other end.
Computer News May 1. 1983 26 brinternal use only Business Development
demo system is unavailable for show- ing off the software, perhaps our HP Switzerland Hlosts BDG loaner system can be scheduled for First European the seminar. There are lots of Generate Leads possibilities, lots of ways to find more Banking Worksholp prospects! Call us at the BDG Pierre VaschaldelHP Geneva Through Vertical Industrial Marketing group, and we'll Industry Seminars do whatever we can to help. Following the successful workshop for HP reps selling to banks in ,the Gwen MillerlBDG USA, which was held February 3-4, 1983at the Manhattan Sales Office, Have you ever been frustrated by the Savings Bank Buys (see Computer News, March 1, 1 983), inability to find the right fit of a soft- HP Switzerland hosted a similar ware package for a prospective Series 64 workshop in Zurich on March 21 -22. customer? Why not work the other Helen HarbinlBDG Sixteen commercial reps, represent- way: start with a good software ing seven countries and all five Euro- package, and then find customers who The Savings Bank of Puget Sound pean regions contributed to the fit it! One excellent way to do this is has made a major purchase of workshop success, the first of this to hold a seminar with a software sup- HP PLUS software and HP equipment kind in Europe. plier in your area, and invite only to support its lending operations. those customers in the industry Shaw Systems, Inc., of Richmond, The major objective of the workshop served by the software house. Or bet- VA, will be installing its loan process- was information exchange bet\ueen ter yet, have two or three third parties ing and document preparation prod- participants. Each country presented who address somewhat different ucts. The system will enable loan of- impressive success stories in the @ needs of the industry participate ficers to enter loan application infor- banking, brokerage and insurance together. mation on a terminal and store it for areas which revealed exciting new business opportunities in typical IPN This has been done very successfully later use, perform calculations to market segments. in a number of sales offices. Not only assess credit worthiness and, once the do your prospects get immediate loan is approved, generate disbursing Substantial US sales and marketing information on HP-based solutions and closing documents. experience was brought by guest for their industry, but it helps you to To support this application, the Sav- speaker Sherry Hoff, DM from the solidify relationships with key soft- ings Bank has ordered an HP 3000 Manhattan Commercial District, as ware suppliers. And you make more Series 64with terminals and other well as key customer references sales. equipment totalling $650,000. which will be used to sell in Europe. Major emphasis of the workshop was We will be delighted to work with any Before the final decision was made, put on solution selling using HIP office of you who want to tailor such a the entire proposal was scrutinized by automation software and key seminar to your local needs. We can consultants engaged by the bank. packages from European third parties help find software suppliers who Congratulations to Dan Mulhaney of for the HP 3000 system. would like to participate, and we can HP Bellevue (Seattle) on this impor- let you know what has (or has not) tant sale! If you'd like to team up with An action plan will be implemented to worked in the past. We will also be an HP PLUS expert in banking, talk to build up a continuous exchange of glad to participate by hosting or Helen Harbin at 408-725-81 11,ext. information between countries using speaking at the seminar on appropri- 4334. available resources at the European ate topics. If you would like sales center. This will be used to pro- customers to speak about their duce a census of the installed base applications, we may be able to and a list of software product arrange that, too. And if your local descriptions.
Computer News May 1, 1983 For Internal Use Only 27 Business Development
Using the Series 100 HP Factory Personnel: Have your purchasing department follow the with the HP 3000 procedure used to order software sup- AMD Curt GowanlPOD port for the other HP systems in your organization - 5 19.20 per year. AMD - What Is It? Here's an index of the HP 3000- (Your division sends a HEART order Sarah Jane MilitelloIAMD related articles from the Series 100 to the Area SEO. For assistance, call Communicator - plus back issue and the HP Sales Office nearest to your AMD is the Application Marketing subscription information. location -ask for the SE Division which was formed on Administrator.) lssue # 1 : November 1 to establish HP as the "Introducing Block/Format" VisiCalc "isa registered trademark of leading supplier of "solutions" by VisiCorp. coordinating the marketing, sales and lssue #3: support of application software. "HPMAIL Delivers VisiCalc " Condor'" is a trademark of Condor Corn puter Corpora tion. Reports" AMD takes the manufacturing, engineering, distribution, finance and lssue #4: office software spanning the HP "More on HPMAIL and the Series 3000, HP 1000, and HP 9000 100" families and delivers it to customers "File Transfers Using PIP" with the appropriate software support lssue # 5 : and implementation services. "DSN/Link - Enhanced File AMD is everywhere - in the field and Transfer Capabilities over Link/ at headquarters in Cupertino. Six area 100" application centers (plus four more in "Transferring IMAGE/3000 data the second half) and seven applica- to a Condor Data Base" tion support districts in North "Transferring VisiCalc Data from America are staffed with Application the HP 3000 to the Series 100" Specialists, Application Support Back issues are carried by Computer Representatives, Product Support Supplies Operation (Division A5) : Representatives, and Application U.S. Intl. Sales Representatives. They can work Issue Edition Edition with you in the marketing and pre- sales of applications software as well # 1 5955-3930 5955-3937 as deliver the "consulting" services #2 5955-3943 5955-3947 necessary to get the customer's #3 5957-6203 5957-6213 application successfully #4 5957-6204 5957-62 14 implemented. #5 5957-6205 5957-62 15 Ten international software centers are How to Subscribe to the Series 100 not only responsible for all of the Communicator above but also undertake some The subscription is Product 455301'1 special activities in the areas of - Series 100 Software Notification localization and acquisition of local Service. software packages. Customers: Call the nearest HP of- In addition to coordinating and re- fice and ask for "Computer Products porting responsibilities for the Order Processing" - the price is 524 application centers, AMD headquar- per year. ters contributes to efforts in training, support and product marketing. HP Field Personnel: If you are not on either the Series 100 SE or CE subscription service, order through the SE Administrator for your Area - 5 19.20 per year.
Computer News May 1. 1983 28 or lnternai use only Business Development
When it comes to applications soft- HPFA in the German- The German Application Center sup- ware and satisfied HP customers, ports Austria and Switzerland as well AMD has over 400 dedicated people. Speaking World as Germany. British Commonwealth So call on AMD resources to help you Wolfgang SchmaelzelGAC countries will be supported by the be successful in selling application Australian and UK Application solutions. HP Financial Accounting is now Centers. available for the German-speaking The localization process involves market. The products, with the adapting the product to meet local exception of HP Allocator, have legal/administrative requirements, already been introduced in Germany translating the user interface, adapt- BGD and Austria and are going to beta test ing/translating all the documentation site in Switzerland. and producing translated sales HPFA Introduced in The German Application Center has literature which is suitable for the produced over 3000 pages of docu- local market. HP Financial Account- Australia mentation and sales literature and ing was designed with all these fac- Angela RamsaylBGD SEs have been fully trained. tors in mind. Localization is not only possible, but also relatively simple The packages are causing a great deal HP Financial Accounting is already thanks to customization technolmogy, of interest - eight orders have proving a great success in Australia. the HP 2680 Laser Printer and HP's already been booked (four from word processing packages. The full range of products, thanks to Boeblingen, one from Frankfurt and the work of the Australian Applica- three from Dusseldorf). The orders As you can see. HP Financial tion Center, was introduced to the are from such diverse sectors as leas- Accounting is truly an international Australian market at the same time as ing, mechanical engineering and product and puts HP in a unique posi the worldwide introduction. pasta manufacturing! However, the tion - no other vendor can offer the The Australian Application Center German-speaking sales force are re- same product and support comnnit- realized that combining the announce- porting one common factor - ment worldwide that we can. ment of the AAC with the introduc- interest is particularly high in interna- tion of HP Financial Accounting tional companies who are singularly would make big news and called a impressed by HP Financial Account- HP 250 - "Key To press conference. This proved to be ing's international capabilities. Success" the correct approach - the con- ference attracted more iournalists Angela RomsaylBGD than had ever been seen before at HP The "Key To Success" event in Australia and so far coverage in the Worldwide Europe was initiated by the European Australian press has surpassed Sales Centre with two main objectives coverage in other countries. Localization of HPFA Angela RamsaylBGD in mind: An added bonus at the press con- To promote the HP 250 as our ference was a presentation given by Country Applications Centers low-end business computer the manager of the beta test site com- throughout the world are currently pany. This gave witness to the To strengthen our existing OEM customizing HP Financial Accounting suitability of the new products for the relationships. applications and documentation for Australian market. local use. The first step was a two-day event in As well as press activities, a series of Boeblingen in February which was The German, CIK and Australian seminars also proved to be a useful then followed by a series of local Application Centers are planning tool in the generation of leads. events. The major aim of the local shipments in the second quarter of However, perhaps the biggest indica- events was to inform OEMs and Soft- 1983 and Application Centers in tion of how good the product is came ware Suppliers about the new HP 250 Italy, the Netherlands, Finland, from the sales statistics - four orders enhancements (see February 1 Sweden and France will be announc- were taken the first day. Well done HP Computer News) and HP's low-end ing availability during the second half. Australia! strategy (HP 250/HP 3000). Discussions are also underway for localization in Mexico, Israel, Japan and South Africa.
Computer News May 1, 1983 For Internal Use Only 29 Business Development
The Boeblingen event was attended The cassette will be distributed to the The Engineering quadrant is fully by 18 members of the European field. European countries. If you would like equipped with desktop computers, he aim was to help them plan local to know more about the "Winning including an HP 9000 and a Big events in their own countries. After Against" series, please contact Harry Bertha plotter driven by a 9836 color hearing presentations on all the main Amphlett in the European Sales desktop. Centre. elements of the "Key to Success" The products can be demonstrated in package they were given a ready- the localized European languages made seminar and other materials when applicable. The room can sup- which they could then use to recreate port up to four demonstrations a similar event in their own countries. MPN Demo Centre in simultaneously and we are currently The second day in Boeblingen was running an average of 10 demos per devoted to planning the local "Key To Boeblingen week to European visitors. Success" events. Jean-Pierre GueguenlBGD Our demo coordinator, llse Streit, ext. The local "Key to Success" events 21 73, COMSYS B200, will book the were held at 15 locations all over An article in the April 15th issue room for you for the next time you Europe during March. Each one made introduced Computer News readers to come to Boeblingen. use of the material supplied by Boeb- the MPN showcase at BGD. I'd like to lingen but tailored the event to the tell you more about the impressive local circumstances. The events new MPN Demo Centre, which is in proved to be a success throughout itself an excellent resource for Euro- Europe and commercial SRs can now pean SRs. take full advantage of the fact that the A 150 square meter room is HP 250 has been presented as the equipped with the necessary products "key to success" for European OEMs for demonstrating all of our software. IRO and Software Suppliers. The room is partitioned into four parts representing the MPlY OM and SFD quadrants. RELEASE IV In the Administration quadrant, ter- Sherry HindsllRO Winning Against minals driven by a HP 3000 Series 64 enable demonstrations of Financial Exciting new things are happening to Wang Accounting and Programmers Pro- IRO products on June 1, 1983. Harry AmphlettlBGD ductivity tools to be given. HP 2601 printers are used in HPWORD dem- As part of IRO's policy of semi- The third cassette in the "Winning onstrations and an HP 250 and an HP annual releases of new products and Against" series is now available from 1 25 are also available. features. SFD and OM RELEASE IV the European Sales Centre. will be made available for sale to new Office products are demonstrated in customers and as an upgrade for The new issue, which looks at Wang, the Marketing quadrant using two existing customers on May I, 1983. follows the "DEC" and "IBM Systems graphics terminals configured with 34 and 38" cassettes. digitizer and plotters, a shadow ter- Installation of these products can be scheduled on or after June 1. 1983. Wang is not a company every HP sales minal, an HP 120 and an HP 2624 RELEASE IV includes: representative competes with but they console. The terminals are driven by are a rapidly growing company and an HP 3000 Series 64. MM/3000 Interface more and more SRs are finding them An HP 1000 drives most of the ter- This interface provides the link be- selling very aggressively in their sales minals in the Factory quadrant (Data tween the OM distribution package territories. The cassette gives an over- Capture, 2700, 262X, etc.). Excep- with the MM/3000 (materials man- view of their product range and details tions are a 2624 which is configured agement package). It is now possible some areas in which HP has signifi- both on the HP 1000 and the HP for the small or large manufacturer to cant advantages in both office and 3000, and 262X terminals which are purchase integrated HP products to data processing environments. used to demonstrate production and handle both materials management materials management software. and distribution needs.
Computer News May 1. 1983 30 For Internal Use Only Business Development 1
Value Added Tax OM/3000 + Interface Availability Since this method of taxation is MM/3000 = The interface programs will be pro- employed by many governments out- vided as part of the normal product side the US, incorporation of the MPN Solution Selling enhancement release in June 1983 to ability to perform th~iscalculation the current OM/3000 customers. In ,3an Sherwood/lRO allows SFD to broaden its user base June this interface will be considered within international markets. part of the standard released feature Ever wonder when our applications set for OM/3000 and therefore new User Exits software will be tied together to offer OM/3000 customers will receive it at This new coding technology allows broader solutions for our customers? no additional charge. customization of certain programs Well, it is happening at HP today. IRO Thus, you can see how this interface without affecting standard products is developing and will release in June can make money for you today! As thereby allowing mc~dificationsto be an interface between OM/3000 and we currently have a large installed done at the factory, ,4pplications IflM/3000. Considered an integral base of MM/3000 customers, there is Center, or customer site. part of OM/3000, this interface will zlllow information to be passed to the probably a large percentage of them Database Maintenance Tool 14M/3000 system. who desire an Order Management/ Order Entry system. OM/3000 will This user friendly block mode data- Functional Description base maintenance tclol cuts the CPU provide this capability at no additional time needed to enter an item by 75%. The interface between OM/3000 and charge and will allow for the feeding It also allows simultaneous multi- PAM/3000 is designed to transfer of the factory-order module of OM/ company updates. This program sales order information from the OM/ 3000. A successful marriage of two allows maintenance of inventory 3000 system to product demand MPN products that strengthen solu- master, items explosion, alternate information in the MM/3000 system. tion selling from Hewlett-Packard! shipping, and custonler information l'he information transferred to MM/ sets. 3000 will include all sales order data as well as any changes or deletions to Sales History Program regular sales orders and future sales OM/3000 Goes to the This extremely flexible sales history orders. The interface is also designed allows the user to tailor a database to to work in a "make to order" environ- United Kingdom meet his individual needs. One exam- ment as well as a "make to stock" Kathy HeinzeIlRO ple could be to extrac:t sales data for environment. After the products have each item sold by each SR based on been manufactured and shipped to Over the past year, the Applications the gross profit at various costs. fulfill the demand, the OM/3000 Center in the United Kingdom has Pricing Maintenance Tool system will automatically releaseand expressed a great deal of interest in print an accounts receivable invoice. This series of block mode screens IRO's distribution products. In fact, All other accounts receivable pro- there are currently two customers in simplifies the entry and maintenance cessing within OM/3000 will con- of the most elaborate pricing matrices, the UK who are using non-standard tinue as normal. All information will versions of IRO's System for Distribu- as well as the simpler forms of pric- be transferred in a batch file between ing. New in this program is the ability tors (SFD/3000). l'ieedless to say, the two systems. All current features the UK Applications Center has been to enter prices which will takeeffect available in the OM/3000 package at some time in the fu~ture. looking forward to marketing a stan- will be available to the user when the dard HP distribution product. Note that these new products/ interface is implemented in the On May 1 983, the UK will be able features come at no additional cost to product. 1. the end user as they are included in to market Order Management/3000 (OM/3000) since the capability to our normal release cycle - another benefit to customers \~hoteam up handle value added tax has been with HP distribution applications and included. The UK and many of the computer solutions! western European countries require
Computer News May 1. 1983 For Internal Use Only 31 Business Development
this type of taxing. Instead of waiting Another performance enhancement is until the final consumer buys the prod- a new program that will "intercept" uct to charge tax, tax is charged (and database calls from any application MPD reported to the government) every program and redirect it to another time value is added to the product. database. The purpose of such a MPN Strategy Closer As a result, IRO's Order Management utility is to unload the burden of a to Reality single threaded database control System has included changes to Tim GrolleIMPD accommodate the capture, calcula- block without modifying any source code. tion and invoicing of this type of tax. With the introduction of new enhance- One quirk to the way the UK govern- These enhancements should signifi- ments and networking capabilities, ment handles VAT is that the tax is cantly improve system throughput HP now offers your customers the discounted if the customer is set up and thus increase user productivity most complete set of manufacturing for early payment discounts, regard- which will result in happier, more applications available today. At the less of whether the customer pays referenceable customers. same time, HP offers your customers early or not! the tools necessary to optimize the During the month of April. IRO repre- integration of information to support sentatives will be in the UK to help all manufacturing functions. The HP launch OM/3000, ramp-up with this SFD/OM User Exits Manufacturers Productivity Network new feature and pave the way for our is rapidly becoming a reality! entry into this market with a standard Mean Greater New Functionality to Improve product. Flexibility Solution Completeness Quentin SteelellRO One of the major competitive issues you've dealt with in selling HP A key feature of the June product manufacturing systems is that of OM/SFD enhancement release is the "completeness." Exhibit 1 compares Performance availability of user exits during sales order creation. These exits are EXHIEIT I Improvements designed to increase product flex- Mike HasbrookllRO ibility by allowing function modifica- Completeness As A Competitive Issue tion by non-factory personnel. This is Would you like to see IRO products a capability that has been requested HP ASK MAPICS go faster and farther on the same for some time. The significance is Mater ats Managerrill BOM electrons? Read on to find out how that sophisticated users or AMD MPS Applications Center personnel may lnventori Contl,\ some significant enhancements have MRP been made to allow our products to tailor the packages to meet their Purchasing accom~lishthis. specific needs. It also means faster Producllon Management turnaround of those small specials at Shop floor control HP-IRO is providing some key perfor- 1'0 analisls the local level. This will result in bet- CUP mance improvements to SFD and Data Cap ter customer satisfaction and a closer OM. Programs such as the invoice relationship for providing applica- ouallty Management printer, accounts payable selection LOT control tions solutions from HP. Statistical Analys~s and the accounts payable input pro- This feature will pave the way to Cost Management gram are being enhanced. These pro- Variance Analyss PX X grams will be much more efficient in specialized processing in such areas WIP valuation X X execution. as pricing, quantity multipliers, and Order Management Order entry XX X unit of measure conversion. As part lnvolc~n~ XX X of the standard SFD/OM features. user Sales analisls XX X D~str,but!on X X exits will be available at no extra F~nancalManagemenl charge! ACCoUntS payable XX X A~'COUII~Sre~e babe XX X General ledgel '~nrptg X X X Fxed asset X Payroll X X
Pro~essManagement Process Monto- Conlr 31 X
Conlputer News May I, 1983 3 2 For Internal use only Business Development
the completeness of HP's manufac- P, critical new addition to HP's MPN is Improved Application Interface turing solution versus the ASK and the introduction of HP Factory Order Capabilities IBM MAPICS solutions. Entry/3000. lnterface improvements have been Clearly HP is setting i3 new standard Flew Order Entry Features added between HP Materials Manage- for measuring the completeness of ment/3000, HP Production HP Factory Order Entry13000 is a ana age- ment/3000, the new HP Financial applications for manufacturers. And functional addition to HP Materials Accounting and HP Order Manage- with our track record of filling in the Flanagement/3000 that provides a ment/3000. In addition, there are MPN strategy, your customers can flexible method of entering and main- user menus to easily move between feel comfortable abol~tHP's commit- taining customer generated factory the applications, as well as to and ment to provide them the applications orders. These orders are scheduled from other customer programs. An they need to help address the full and built using HP Materials Manage- automatic link to the RAPID products range of their manufacturing man- ment/3000 functions. This new has also been added. This improved agement requirements. functional addition allows you to definition of interfaces between the Exhibit 2 graphically illustrates HP's satisfy one of the major needs of your major functional application products major functional application products manufacturing customers. Also, HP helps provide you with the additional designed specifically for your Factory Order Entry/3000 will soon competitive edge you need to close manufacturing customers, indicating be interfaced with HP Order Manage- application business. by product name, the applications rnent/3000, resulting in the most currently in place. Clearly, no vendor fi~nctionallycomplete manufacturing New Applications for Quality in the industry prouides as broad a order processing solution on the Management scope of capabilities CISHP does today! market today. Two other additions to HP's MPN can help your customers address the most significant competitive challenge they EXHIBIT 2 face today: Improving Product Quality! HP Lot Control and Trace- MPN: HP APPLICATIONS ability13000 maintains a complete DlSTRlBUTlO history of material consumption to MANAGEMENsFD/Jooo FOR MANUFACTURERS n enable your customers to respond quickly to product quality problems. HP Quality Decision Management1 1000 can help your customers PRODUCTION improve product quality by identify- ENTRY ENTRY SCHEDULING PLANNING PLANNING ing potential problems through the use of statistical analysis tools. With the introduction of these innovative new products, HP becomes the only major supplier of manufactur- ing application systems that also effec- tively addresses customer quality con- z +0 cerns - a distinct competitive advan- COST ... PAYABLE tage for you. 13 HPFA d- ...... ------. z FACILITY ? GENERAL MONITOR & 3 LEDGER CONTROL 2 HPFA 38 :...... i P = PARTIAL
Computer News May 1, 1983 For Internal Use Only 33 Business Development 7
Closer to a Moving Target revised manuals (already product New Applications Of course, no software application strengths), and a new easy transfer will ever be perceived as "totally com- mechanism for accessing other HP Family Structure plete" or "fully integrated." Once a set MPlY Applications, HP products, or Makes HP the of application needs is addressed, the user-defined programs and utilities. product scope expands to incorporate The Manufacturing Software Customers' Choice a broader set of requirements in new Systems. Inc. evaluation (also known Steve HochlMPD areas. The set of high priority needs as the Landvater Report) of HP answered by the new products and Manufacturing Systems is updated The latest releases of HP Materials networking capabilities introduced to with each new release of our prod- Management/3000 and HP Produc- you today has already given way to a ucts. The latest MSS evaluation con- tion ManagemenV3000 introduce an new set of even more challenging firms the increasing functional com- application family structure designed customer needs. But you can be sure pleteness of HP Manufacturing to help you sell application solutions that HP will continue to develop and Systems and certifies that the proven to a wider manufacturing market than provide an even wider range of inte- tools of materials and production ever. Over the past two years we've grated applications to meet the planning and control are properly received many requests to unbundle changing needs of your manufactur- applied. our products to give manufacturers ing customers. Our commitment to providing the the precise functionality they need. For further information on HP's new majority of the MSS suggestions is Now HP Materials Management/ application products or MPlY strategy really paying off. With the latest 3000 and HP Production Manage- implementation, contact your local releases of HP Materials Manage- ment/3000 have been repackaged area Application Sales Rep or MPD ment/3000 and HP Production Man- into Models 10, 20 and 30. p"9 sales development. agement/3000, we are one of the Model 30: Complete Functionality MSS top-rated application products. The Model 30 application products LANDVATERUPDATE represent the most comprehensive set of functional features available from HP Manufacturing IBM IBM ASK HP MAPICS COPlCS MAN- HP. Used together, these two applica- Systems Now Top MAN tion products provide the tools to create and execute an overall manufacturing plan. HP Materials Ranked Limited Steve HochlMPD ManagemenU3000 Model 30 Part~al includes all materials planning and 3 4 14 control modules: HP Production Man- The latest releases of HP Materials ManagemenU3000 and HP Produc- Z0re3 115 I06 81 I I : aaement/3000- Model 30 includes all production planning and control tion Management/3000 contain sig- IMake sure your prospects are review. nificant new features and enhance- ing these reports; the MSS evalua- modules. Additionally, Model 30 ments requested by our customers. tions are a comDetitive advantaae for applications include both operational r ~ and data customization. HP Materials ManagemenU3000 HP Manufacturing Systems, an: for contains new work order processing you. Model 20: Basic Functionality with features which increase the system's Customization flexibility and ease of use. HP Produc- The Model 20 application sets pro- tion ManagemenV3000 contains vide purchase flexibility which is not new routing and dispatching available with the Model 30 solution. capabilities which make production Each Model 20 solution includes a managers' and shop floor workers' functional base with add-on product jobs easier. Both applications have options. This allows customers to purchase only those modules required to meet their own functional 7
Computer News May 1, 1983 34 ,or Internal use 0.1, Business Development
needs. HP Materials Management/ 3000 Model 20 includes only the modules required for maintaining documentation, inventory and order status. Additional modules can be MANAGEMENT purchased separately as required to MODEL 10 meet specific custonner needs. HP $1 4.5K CRP/IOA Production Managernent1'3000 $1 5.0~ Model 20 includes the modules required for shop floor control and data collection. Capacity Require- ments Planning can be purchased L- CUST HP PRODUCTION separately as an add--onmodule. Both MANAGEMENT operational and data customization MODEL 20 are included in Model 20 solutions. Model 10: "The Starter Set" The low cost Model 10solutions are ideal for manufacturing customers who want a "starter :jet" of functional CUST HP PRODUCTlON modules as the first :Step in imple- MANAGEMENT menting a computerized manufactur- ing system. The reduced complexity (no data customization), and purchase flexibility of these applica- tions are major sellir~gpoints for developing companies. And the easy upgrade from a Model 10system to a MODULAR PRODUCTS Model 20 system allows the OVERVIEW manufacturing solution to grow with HP MATERIALS the company. MANAGEMENT MODEL10 The new applications family structure gives you more flexibility in packag- ing a manufacturing application solu- tion to meet the specific needs of your customers, and gives your customers DATA CUST flexibility for implementing applica- tions according to their own priorities. \ MATERIALS MANAGEMENT For assistance in sel'ling the new MODEL 20 application family structure in your specific accounts, contact your local i- area Application Salles Rep or MPD Sales Development.
Computer News May 1, 1983 For Internal Use Only 35 Business Development
MPN Functional (2) Integration at the functional level integration is such a key part of the utilizes multiple databases for the MPN strategy. HP's MPN implemen- Integration: The different functional modules. Func- tation strategy has resolved the major tional level integration can provide tradeoffs associated with functional Standard for easier solution upgrade and distribu- level integration, providing your Distributed tion across computers as well as customers with both sophisticated greater functional sophistication and and flexible manufacturing solutions. Application Systems improved multiple terminal perfor- HP's functional level integration is Tim GrollelMPD mance. The challenge of functional specifically designed for your major level integration is to provide good accounts and accounts with multiple We talk a great deal about "integra- access to the capabilities and data systems. But smaller accounts can tion" and how HP is implementing the maintained by other modules. also realize significant benefits from MPN strategy utilizing "functional Exhibit A outlines the major advan- the added solution flexibility and integration." It makes sense to ex- tages functional level integration has upgradeability that functional level plain to you why this type of integra- over data level integration. integration provides. Given the broad tion can be such a competitive advan- scope of the MPN strategy, functional tage for you and a benefit for your Broad Scope of MPN Requires level integration is the only way to pro- customers. Functional Level lntegration vide your customers with the total Data Level lntegration vs. Func- The HP Manufacturers Productivity manufacturing solutions they require. tional Level lntegration Network utilizes integration at the functional level, which is why solution Most customers care primarily about getting timely information with a miminum of effort. This often means a desire to have access to all func- EXHIBIT A tional capabilities and information from one workstation. To accomplish Data lntegration Functional lntegratlon this one-workstation goal, two dis- Benef~ts: Benef~ts tinct types of solution integration m S8igledata entry m Single data entry have evolved on the market: m 01-l~ne access to a Inlormation m Sout~onswhch can be easlly (1) Integration at the data level is mantained by Ihe system distributed across computers characterized by a single database I I .H,ah conldence In the data ~nteg'ity and .We detned growth path as the design, where all the functional I t8mellness customer s requirements Increase I modules are tied closely to that Trade-offs. Users can maxmze system database. Data level integration can perlormance agalnst the time-value ct .It 1s dlficut lo Interlace to other the informat~on provide the small user with high con- verdors appllcatlons or to in-house fidence in the data integrity and developed systems Migration to ths sout8on can be eas, timeliness, but it has severe limita- achleved in smal, manageable modules m There is a high probabity of tions concerning implementation, pertormaice problems wl'1 .Greater lunctional sophtst!callon multiple terminal performance, exter- conl8guratlons 01 over 20 term.nals m Funct~onaltycar be modeled to tI the nal systems interface capabilities and Growth path is lim~tedto a s~ngeCPU customers requ:remem,ts upgradeability. Most of HP's major m Because 01 the slngle data base deslgn. Trade-offs: competitors have taken the data level these systems tend to be less soph~stcatedlunct~onally m It may be dlticui: to access thr integration approach. capabit~esaid data maintained by .Implementation ot thls soluton usually other modules must be accomplished In one overall ellort m Data bases must be synchronized
.Un~lormty ot data delnit~onsamon? modules may be ditl~cultto maintain I There must be a precse delinit~on01 the Interlaces between modules
m Potentla reqdlremenls for addtonal hardware due to data redundancy
Computer News May 1. 1983 36 For Internal Use Only Business Development
Selling Quality in The second new product, the HP Lot HP QUALITY DECISION MAVAGEMENT / 1000 Control & Traceability option to Manufacturing Materials Management/3000, is 1 Gary RobertslMPD targeted at industries where quality is measured by the material content of Looking for a new way to penetrate the product. Most of these industries new markets as well as your existing (such as pharmaceutical, chemical, customers? Selling "quality in nuclear, food process) are regulated manufacturing" gives you that by the Food C Drug Administration opportunity. and are required to identify, track, and maintain history of the material used. New Merchandising Building on HP's Reputation Our Lot Control option not only As you are well aware, Hewlett- meets all of these requirements but A Quality in Manufacturing Seminar Packard has long been recognized for provides the most comprehensive func- has been developed to assist you in its ability to manufacture products of tionality in the industry. generating leads and selling these new products by leveraging HP's high quality, reliabilit,~,and lasting .Although targeted at industries which value. Several recent media events reputation for quality in manufactur- $arerequired to track material content, ing. This highly successful seminar have heightened industrial America's .the HP Lot Control G Traceability awareness of HP's leadership in the addresses the fundamentals of quality option gives you a major competitive management, illustrates real HP suc- I area of quality in manufacturing. iadvantage with any of your customers cesses in improving quality, and In the Fortune article "Ranking Cor- interested in improving their product introduces HP Quality Decision Man- porate Reputations" we tied 4th IBM quality. agementll000 and HP Lot Control & as the most admired company in Not only can these products provide Traceability. America. In that survey, although we your customers with a substantial Hewlett-Packard's reputation, faired well across the board, ou; high- return on their investment, but they est score was for Quality of Products. coupled with the quality seminar and are also products for which we have our upcoming quality advertisement Yokogawa-Hewlett P.ackard recently little, if any, real competition. campaign, should make it easy for received Japan's highest industrial you to sell these new products and award for quality in manufacturing. HP's commitment to "help put quality The Deming Award, given for quality in your manufacturing." improvements through statistical 1 HP Lot Control and Trauabilityl3WO I quality control, is the ultimate award Contact your local area Application for manufacturing exlzellence in Sales Rep or MPD Sales Development Japan. for more information on these new application products or the Quality New Application Solutions Seminar. We have just introduced two new [*A products which should significantly Meeting the Nesdt 01 a help your customers improve the I Wide Ranqe of Manulsctumn I quality of their products and, at the same time, reduce their manufactur- ing costs. HP Quality .Decision Man- ogementll000 is an application which uses the principles of statistical quality control to "fix the process, not the product." How effective is this approach? Using Quality Decision Management/l 000, Disc Memory Division has doubled its productivity and product quality while reducing costs $504,000 per year.
Computer News May 1, 1983 For Internal Use Only 37 Information Products
Application DMD FDP has a total of 12 HP 3000s with IND approximately 40 disc drives in two data centers, one of which is used HP 7910 Trade-Up exclusively for development work. RAPID Products Win Program Improved The 7935s are configured as private at Boeing volumes on an HP Series 44 and are Kathy SetianlBDG and Extended used for daily disc-to-disc backups. Scott TuthilllDMD The new VlNlT subsystem is used to Shortly after we introduced our image copy data to the 7935s at the RAPID productivity products, Ron In the February 1 issue of Computer end of each day's transaction process- Underwood, an SR from Bellevue, News we announced the start of the ing. These media modules are then took an aggressive lead to give max- HP 79 10Trade-Up Program. Since removed and stored in the event a imum exposure to the products at that time we have received many data recovery is needed. Boeing. The Boeing Corp. is an HP enthusiastic inquiries from you. To Benefit major account with Boeing Computer make it even more attractive, we have Services providing services for Boe- The speed of the 7935 VlNlT imaqe done two thinas.., ing Aerospace and Boeing Commer- copy is a real benefit to FDP, sinceit First, the Trade-Up Program has been cial Airplanes. The Bellevue sales and reduces backup times considerably expanded to include DMD's new service team loaded the RAPID soft- and thereby maximizes system 132Mb disc drive, the HP 7914. ware onto one of Boeing's systems. uptime. Two 404Mb media modules Trade-Up credit toward the purchase They then conducted live demon- can be image copied in approximately of the 79 14 is the same as for the HP strations projected onto a large screen one hour. The condense function with 79 12. Secondly, we are extending the at the Boeing Educational Center for ? the VlNlT subsystem is also used to program beyond the original termina- 100 people from Boeing Computer pack the free space on the media tion date of May l,1983. Rather than Services. This effective way of module. If a recovery is needed, the establish a termination date at this prospecting from within Boeing paid appropriate media module is then time, we will give you ample notifica- off in several applications. removed and replaced with its image tion of our intent to close out the pro- COPY. The first application at Boeing qram- at some point in the future. involved a complete rewrite of the Success Take advantage of this excellent sell- software that does configuration ing tool, made even better with the FDP is so pleased with the 7935s that status accounting for Cruise Missiles. addition of the 7914. they have placed an order for 14 Since it was important to get the units, four 97935K upgrade kits, and application rewritten and running as several additional media modules. quickly as possible, TRANSACT was The 7935 is clearly a winner with chosen as a programming language. HP 7935 Sales FDP! For this application, Boeing bought the Programmer's Productivity Success Package (DICTIONARY, REPORT Ed PavliniklDMD and TRANSACT). The second application involved a Financial Data Planning, Inc. (FDP), pilot project for Boeing Aerospace based in Miami, is a service bureau executives involving boardroom utilized by insurance companies and graphics and customized reports. financial consultants. FDP has been a TRANSACT is used to respond beta test site for the HP 7935 quickly to requests for special reports. removable media disc drive since February and is quite pleased with the reliability and functionality of these discs used for backup.
Computer News May 1, 1983 3 8 ,.tern,, use only l nformation Products
Another applicatior need was for a X.25 Field TO obtain a copy of the certification budget management system for Boe- package, fill out the X.25 Certification ing Aerospace. Here we found some Certification Package Request Form included at the end of heavy competition from Quasar who Issue 272 of Support Update pub- was very anxious to sell QUICK and Is Now Available lished on April 15, 1983 and forward QUIZ. The winning ingredients were Carol HibbardllND it to the appropriate Online-Support HP's commitment to software com- Group. Herve Gogugly (COMSYS patibility in our products and the pro- Initial releases of X.25 support on the 6300) of GNO Online-Support will fessionalism of the HP sales team. tip 1000 and HP 3000 computer distribute the certification package to Here's a formula that will work again families were certified on Telenet in European and ICON SEs and Nancy and again, thanks to Ron's example. the US and Transpac in France. Since Saylor (COMSYS 6600) of IND then DSN/X.25 for the HP I000 has Datacomm Online-Support will dis- bfeencertified on Tymnet in the US, tribute the package to North Ameri- Clatapac in Canada, PSS in the United can SEs. Kingdom, and RTT in Belgium. Cer- Announcing the tification of Datex-P in West Ger- RAPID Report Writer many is proceeding and DDX and KDD in Japan are under investigation Package by the GTO lab personnel. DS/X.25 Upgrades to the ATP Wendi BrubakerllND For the HP 3000 has also been cer- Direct Connect Type tified on Tymnet, Datapac, DDX, and You asked for it, you got it! The new KDD. Certifications in process for the 232 Report Writer Package will offer a /HID 3000 include PSS, RTT. and Donna MerlinollND price advantage for your customers Datex-P. who need and want both Report/ ,4dditional certification testing will be Many customers have faced a prob 3000 and lnform/3000 on their performed by X.25 trained SEs in lem when upgrading their applica- system. For only $13,000, Diction- their offices. A certification package is tions to ATP Direct Connect Type ary/3000 and the Report Writer are now available which defines what 232. yours. :steps should be taken before certifica- The ATP was designed to receive This package is aimed at meeting all tion testing can begin, the actual cer- characters with no greater than 25% of your customer's reporting needs. tification testing procedure, as well as distortion. What this means is that if lnform/3000 provide!^ a friendly what to do if the certification testing your customer installs an RS-232-C menu driven interface that is perfect is unsuccessful. Certification testing link greater than the 50 foot restric- for casual users. And with the new requires passing network-supplied tion or installs a data switch, distor- Report utility, which converts lnform tests (if available), as well as the HP tion may and often does occur. If this report specifications into Report test programs which are included in distortion is greater than 25%, these source code, there will be no stopping the certification package. HP pro- applications will not work. grams are provided to test system-to- the Report Writer Pac.kage. End users The ATP solution to the RS-232-C and programmers a1ik.e will want to system communication as well as 50 foot limitation is the RS-422 character-mode terminal-to-system use lnform to prototype reports and interface. It is recommended that communication for both the HP 1000 to customize them with Report/ when your customer wishes to go and HP 3000 X.25 implementations. 3000. beyond the RS-232-C restriction, he/ CiPlO will be teaching a class on X.25 If your customers want all four RAPID she order the ATP Direct Connect and the certification procedure during products, you can continue to use the Type 422. This provides a 4000 foot the week of May 16, 1983 for any HP Programmer Productivity Package link plus good noise immunity. This 1000 or HP 3000 SEs who are (32248A) or use the Report Writer is the ideal solution. All that is iritlerested in certifying an X.25 net- Package (32258A). Don't forget to work but have not been trained on order the fourth product - lnform in the first case or Transact in the X.25. Anyone who is interested in second. attending this class should contact Michel Bart at GNO (COMSYS 6300) for further details.
Computer News May 1, 1983 For Internal Use Only 39 Information Products
needed to upgrade to an RS-422 Junction panel space is limited and Customers who have installed multi- solution is the appropriate ATP hard- more terminals need to be added point software with the cluster con- ware plus RS-232-C to RS-422 adap- within the terminal limitation - Often- troller see very little difference be- ters for the terminals. These adapters times, customers mix and match ATP tween this configuration and the can be purchased from Hewlett- direct connect ports with ATP point-to-point configuration. In fact, Packard as product number 13266E modem ports (e.g., 96 direct connects where the cluster controller was con- for HP 2622A, 2623A, 2624A/B and 24 modem ports) using up all the figured side-by-side with point-to- and 2626A/W andas product num- junction panel space. By adding an point terminals, users showed no ber 13260E for HP 2645A, 2647F INP and a cluster controller, additional preference in using either type of con- and 2648A. If your customer does terminals can be added to the local nection. This does not mean that the not have one of the terminals, he may environment, provided the configura- cluster controller is right for every purchase a "black box" that does tion remains within the limitations for situation. If your customer expects RS-422 to RS-232-C conversions. Of terminal configurations. the very best reponse time the system course, this is not an HP-supported To achieve the maximum terminal con- can offer, the cluster controller is not the solution. Rather, a point-to-point solution. figuration on the Series4X - Since For more information on ordering both series allow less direct connect connection will offer the very best RS-422 terminal adapters, please call terminals than multipoint terminals, response time. your sales development person. the user can maximize their terminal A WORD OF CAU-l7ON: When configuration by adding a local adding a cluster controller to terminal cluster controller. Keep in mind, these configurations, customers are respon- terminals connected to a cluster con- sible for testing their own application Cluster Controllers - troller are managed by Multipoint software with a cluster controller con- Software and are considered to be figuration. Any programs that are ,<-! How Are Customers multipoint terminals. written to change point-to-point ter- minal types to something other than Really Using Them? To provide cabling convenience - There are some customer sites where Terminal Type 10 will not work with Donna MerlinollND there are limitations for stringing a the cluster controller. At this time, the group of cables. The cluster controller cluster controller can only work with As time marches on, more and more provides the convenience of laying Terminal Type 10 devices. customers are installing cluster con- one cable while connecting up to 16 For more information, please phone trollers. They are appearing in both terminals. your Sales Development person. local and remote environments. For remote environments, the cluster For local environments, they are controller is being used for this being used in the following application. applications: Any remote site with o need to connect Junction panel space is limited two or more terminals - Sites are dis- and more terminals need to be tributed throughout different added within the terminal geographical areas. Configuring con- limitation venience, line cost savings, connec- To achieve the maximum terminal tions of any point-to-point terminal configuration on the Series 4X (262X, 264X, 238X), and excellent data integrity makes this solution To provide cabling convenience very attractive. Any remote site with a need to connect two or more terminals.
Computer News May 1. 1983 40 For Internal Use Only Instrument Group
ment of a graphics design system as the complete source is made available COL to customers free of charge. For OEMs or third parties, this may pro- SCORE - The Way to Make Points with vide the stepping stone to generating final, finished and documented prod- Graphics Customers ucts with reduced design and pro- Jim AbramslCOL anti Joe HunterlCOL gramming time. For interested sales representatives or The Colorado Springs Division has The program was originally written as systems engineers, you may obtain a recently completed an extensive a demonstration program of the copy of SCORE and a complete application program for graphics various InteGraL/GO procedures as operating manual for use as a demon- systems utilizing the InteGraL/GO in a typical application environ- stration of InteGraL/60 for your (52 1 13A) software. Named SCORE ment, and has grown to almost 7000 customers, or for generating your - Schematic Capture Or Real-time lines of fully documented Pascal code. own graphical output. SCORE Entry - this Pascal program provides SCORE features powerful drawing requires the equivalent of a 1360 the user with the capability of high- routines, text generation in any of 12 Graphics Display System with the speed, interactive me~nipulationof different fonts, defining and Pascal 2.0 operating system and the lines, text and symbols to generate rnanipulating symbols, storing and 2307 release of InteGraL/GO. The mechanical or electrical schematics, recalling drawings from disc, snap- source and relocatable for SCORE is or presentation quality graphics out- ping to user-defined grids, windowing provided on a single 5'h" floppy. If put. The high degree of interactivity routines, picture editing and many you would like a copy or more infor- has proven to be of such significant other typical schematic capture mation, please contact Joe Hunter advantage that many users within the functions. (TELNET 598-2758) at the Col- Colorado Springs Division have The software is also intended to give orado Springs Division. adopted SCORE for everything from the novice InteGraL/GO user an overhead slides to E-sized drawings. insight into the design and develop- SDD
Competition Suzanne TylkalSDD
Because it was the first plotter to offer high-quality hardcopy graphics at an affordable price, the HP 7470A was a triumph for HP and for customers who demand the most for their money. It was also a challenge to competitors. Many new entries are competing with us in terms of price, but no plotter under 5 1995 can match the 7470's plotting speed or line quality. The 7470 plots 2'/2 to 6
Large Screen Display running the SCOREprogram showing menu areas and a por- tion of a mechanical drawing being generated.
Computer News May 1, 1983 For Internal Use Only 41 Instrument Group
Table 1. A/A4 and B/A3 Plotter Table 2. A/A4-size Plotters Manufacturers
Hewlett-Packard (Hollow IEEE-488 razorpoint. Houston lnstruments drum Strobe Tektronix drive transparency Watanabe CalComp Nicolet-Zeta Computer (Grit wheel Wang drive) (Pentel , type) Radio FP-2 15 $995 Parallel. Hewlett-Packard Shack RS-232-C + Houston lnstruments Bascom 1100 5 1195 RS-232-C Fiber tip 2.5 ips .005" I Tektronix 1 Turner Watanabe CalComp Bausch DMP-2 6 Ball point. 2.5 ips .005" & Lomb DMP-3 $ 1085- RS-232-C. Fiber tip. Nicolet-Zeta 1 (Houston) DMP-4 1485 IEEE-488 India-ink Wang 6 pens: fiber tip Bryans lnstruments S 1480- Soltec/Goertz ( Hewlett 7470A Fibertip 15 ips .001" Packard (Grit wheel IEEE-488 Hewlett-Packard drive) HP-IL Houston Instruments/Radio Shack Radio TRS-80 $ 1995 RS-232-C 6 Nib. 2.8 ips ,005" Tektronix Shack Multi-Pen Felttip ! 1 Watanabe
CalComp Corp. RS-232-C. Nicolet-Zeta IEEE-488 Wang Bryans Instruments Soltec/Servogor/Goertz/lBM RS-232-C. IEEE-488
X&Y Enterprises I Data Design Logic IY umonics/Mauro (Paperfeed RS-232-C. Ceramic option IEEE-488 tip. YEW available) Oil based Sord/lwatsu 1 fiber tip 1 Panasonic/Matsushita/National Amdek Ceramic 9.8 ips tip. Bascom-Turner Fiber tip Enter Computer (water and Strobe oil ink) "Also sold as National and Matsush~ta. *'Also sold as Servogor and Goertz.
Computer News May I. 1983 42 For Internal Use Only Instrument Group
times faster and has 2 to 5 times bet- Table 3. B/A3-size Plotters ter resolution than any plotter in its price range. And it's compatible with Manu- US List Pen Axis Plot Resolu- most computers and with the growing facturer Model Price Interface Stables Pen Types Velocity number of intelligent instruments. In Amdek DXY $949 Parallel 4 2.7 ips short, the triumph still belongs to HP! RS-232-C 1 Bausch DMP-40 $995 I j 4 ips The 7470's largest competitor is 1 & Lomb (Grit wheel Bausch & Lomb (Houston) with their (Houston) drive) line-up of plotters. Other competitors Sord PL-200 $ 1128 RS-232-C 6 2.8 ips to watch are Strobe 100and (Iwatsu) Watanabe. Table 1 :Shows how new ~~~~~~ entries have grown exponentially YEW PL-1000 $1200 Parallel, Oil based 3.9 ips since 1978. Several of the new com- RS-232-C felt, Water based felt petitors are very aggressive, including Japanese manufacturers such as Water or 2.0 ips YEW, that offer plotters at very low oil prices. But even with a price I base fiber difference of $800, HP rarely loses a tip. Ink sale to those who understand perfor- X&Y Razor fiber ( 2 ips mance specifications. Therefore, we 1 KS-232-C, tip. Ball must continue to stress the benefits of prises 1 1 1 IEEE-488 1 I high-performance, high quality I plotting. Numonics MP-250B $1295 Parallel, 1 Fiber tip. 3 ips PROAC RS-232-C Ball point, Try these four selling points in your (Drum) Liquid ink next presentation: Amdek Amplot ll 5 1299 Parallel. 6 Fiber tip. 8 ips - Throughput Managers don't (Flatbed) RS-232-C Plastic want to wait for their graphs. Pen Because of its acceleration and velocity, the 7470 has a higher Bausch DMP-29 $ 1995 Parallel, 8 Plastic nib 16 ips & Lomb RS-232-C, throughput than competing (Houston) IEEE-488 plotters. Bausch I DMP-5 1 pen: Parallel, 1 or 8 Ball point. 2.5 ips Resolution - For presentation- & Lomb DMP-6 5 1685 RS-232-C, Fiber tip. quality graphics, 0.001 -inch (Houston) DMP-7 21 85 IEEE-488 India ink resolution is essential 8 pens: Fiber tip $2180- Reliability - Hewlett-Packard 2680 reliability means less downtime. Bryans Cornputer- $2620 RS-232-C. 6 Nylon 13.8 ips Software - Widespread software Instru- graph 531 45 IEEE-488 tipped, support makes the 7470 one of the Liquid ink most popular antl versatile plotters on the market. I Tables 2 and 3 put ;'470 competition in perspective. Remember, you still have the Graphics Edge!
Computer News May 1, 1983 For Internal Use Only 43 Backtalk
The Ordering Process Made Simple (r) Joe ParkslCorpora te Salm Offlces Suppllers What are the main elements of HP's - Orders and - Acknowledgements order processing system and what Chon* Orders - Shlpment Info do they do? - Customer Info - Product File Info There are three main elements to the order processing system: COMSYS, /ey COMSYS HEART and SODA. At your office SODA and its QUOTE Subsystem as well as COMSYS (for COMmunica- tions System) reside on an HP 1000, - HEART usually called the COMSYS System - Customer File Product Flles or just COMSYS. - - Accounts Receivable COMSYS receives and sends messages from one HP location to another. HEART is used to create HP ship- ping orders and send them to HP factories. HEART also handles acknowledgement and shipment information and sends out ,A,Processing acknowledgements and invoices to customers. SODA lets you see customer order status, product, and credit infor- mation and also helps with prepar- ing quotes on the SODA QUOTE subsystem. (The QUOTE sub- system is US only.) I've been talking to a customer about buying an HP computer system. Now she wants to know how much it will cost. How do 1 pre- r COMSYS -CRT Terminals 1 pare a quote? ( t&:~ ) ( product ) ( crdit ) To quote a system on US sales Informatlon lnformatlon regions, you work with your customer Informatlon to determine all the products he/she wants to purchase. Then you work with the sales department's secretary or quote coordinator to prepare the quote on the SODA QUOTE sub- system using an HP 2645A. QUOTE helps you to: Compose quotes that include systems, replacement parts. and support services
Computer News May I. 1983 44 For Internal 0.1, Backtalk
Calculate automatically net unit 'The information on the quote and When you want to know the status of and extended prices, hardware customer's purchase order is used to your customer's order, you can use extended-coverage uplifts, and fill in the blanks on the HEART1 one of the two SODA jobs available subtotals at user-defined locations screens. The quote now becomes (1 on your local COMSYS System: Print hardcopies on dedicated jY,EART order. HEART1 puts the 1SODA or 2SODA. Give these jobs character printers such as the order through a local editing pro- your customer's purchase order num- HP 263114 cedure to make sure it's correct ber, and, if the number was entered before it's ready for transmission. Up correctly on the HEART order and on Retrieve and revise quotes stored to four times a day, COMSYS picks the SODA screen, SODA will display on the system up waiting messages including orders status information on the order. The Include prices for monthly and change orders and transmits display will give you the HP order maintenance them to Palo Alto for US and ICON, to number and entry date, and if the line Include free form and standard (ieneva for Europe, to Tokyo for items have been acknowledged or Japan. shipped, it will show you that, too. comment texts. The HEART System resides on an If shipments have resulted in invoices, QUOTE uses the SODA product files /414DAHL/470 in Palo Alto. In you can see information on the to get product descriptions and unit Geneva it's on an 1BM/370 and is invoice by using the IOSODA job. prices. This information is combined k.nown as COCHISE. In Japan the Use your customer's P.O. number as with comment texts and other locally system is YAMATO. These three the "search key." Other search keys stored information to prepare a quote sy:;tems receive the orders and you can use in SODA jobs are and to store it on the QUOTE History ch.ange orders transmitted over customer name, customer number, File. CCIMSYS. HEART receives its orders HP sales order number and invoice A quote can be retrieved from this file and change orders several times each number. and converted to hardcopy at any day. It edits them and returns error How do I find out specific product time. The COMSYS Report Writer niessages and order validations to the information such as the price of a Utility can be used to produce admin- originating sales offices. istrative reports based on quotes on terminal? the History File. Vdhen your customer's order gets into You use 6SODA to look up product HIEART, the Coordinated Delivery information. Enter the product num- Now the customer has decided to Program is set in motion if the purchase the system.. How do I get ber such as "2645An and the system required date and the earliest accepted will give you the price and delivery the order to the right factory or fac- delivery (EAD) date are entered cor- tories right away? information, which is stored locally rectly. The EAD is the key to a success- on the SODA product file. HEART is the tool used to prepare HP fir1 coordinated delivery program. * sales orders in US and ICON sales How are our local systems HEART uses the orders to create and updated ? regions. (HEART'S counterpart in send shipping orders via COMSYS to Europe is COCHISE, and in YHP, factories and other HP suppliers. HEART not only sends messages via YAMATO.) A sales secretary or order These suppliers receive the shipping COMSYS to sales offices and divi- coordinator uses a copy of the quote ora'ers within LI day of their being sions, but it also supplies data on daily to prepare the HEART order - again transmitted from a sales office to Palo changes in customer, order status, on the COMSYS System using an HP Alto. HP factories send acknowledge- product, and credit information to the 2645A. ment and shipment information to SODA System residing on the HIEART using their local COMSYS AMDAHL/470. SODA/470 formats Sys.tems. HEART uses this informa- these data into messages. tior) to create and send reports to COMSYS/470 picks up these sales offices and acknowledgements messages and sends them to US, arld invoices to US customers. ICON, and Canadian sales offices that have SODA software on their local HIDINcan you see at a glance what's COMSYS Systems. At these SODA happening to your customer's order? sites, COMSYS operators run pro- grams such as UFILE which use these messages to update SODA databases. Thus local information on customers.
Comput~rNews May 1, 1983 For Internal Use Only 45 Backtalk
order status, products, and credit is Executive 2. Shorten the sales cycle - The most kept up to date. successful sales reps are the ones who penetrate and fully establish HP's SODA is not the only system sup- Information strategic position in an account in the plied with order information by Productivity Series shortest amount of time. The seminar HEART. HEART/470 also supplies Lee BlackstonelSouthern Sales Region was designed to help establish our order information to SOS, the Sales strategic position in these companies. Office Statistics System. SOS is the On February 7-8, John Salyer, SSR Those who attended left with an un- source for important reports on quota Region General Manager, hosted 22 derstanding that HP products do fit performance and other order-related executives from 13companies in the strategically in their company. Now matters. first of a newly developed series of the sales reps can employ the neces- Who can 1 ask for help if I get seminars for our customers' upper sary tactics to solve specific customer stuck? level corporate management. problems with HP resources and Most sales secretaries and order coor- The seminar series was a new con- products. As a result of the seminar dinators in your office can probably cept developed by HP's SSR Com- we should realize about a three month give you a good explanation on puter Group. The idea was to raise shortening of our normal sales cycle HEART and SODA. Your office's customer awareness of HP in more as well as a firmer strategic position in COMSYS operator can do the same than just one area at a time. The the account. for COMSYS. Someone at your brochure shown on the next page de- 3 Evaluate our ablirty of doing a major regional office is responsible for SOS picts seven seminars in the series. Our customer seminar of this scale usrng and can tell you about it. computer district sales managers per- field resources - Our overall There is much information on quot- sonally deliver the invitation to a very customer rating was a "B+." Not bad ing, order processing, credit, and select group of executives describing for the first try! We have identified a 7 quota performance in the manual, not one but the entire series of semi- few rough spots, mainly in the area of Field Orientation for Soles, Service, nars. There were specific inserts to logistics and scheduling, and will cor- Support. Also, there are manuals on further describe the upcoming rect these for the next session. COMSYS, HEART, SODA, and SOS session. Here are a few comments from our in most HP sales offices. Playing off the industry excitement management team: over the new 32 bit HP 9000 com- Ken Birdsong. Region Manager, puter, the first session was geared Instruments Group - "I feel it pro- toward engineering productivity. The vided a great basis for interchange session was not product oriented but with our key customer executives. We discussed the strategies to improve need more of this type of affair." the productivity of an engineer. Jerry Appleton, Region Sales Man- There were several objectives of the ager, Components - "Sessions like session : this make our customers comfortable I. Executive involvement - This with the organization that stands objective was met as we had our behind the sales force. We need more senior region executives one on one like it." with our customers' senior execu- Clark Straw, Area Computer Manager tives. One customer extended John - "I feel we have a few areas for Salyer an on the spot invitation to improvement, but overall 1 feel it went visit with the Chairman of the Board well." of his company. John has graciously accepted. Russ Stewart. Region Manager. Corn puter Group - "It was good." John Salyer, Region General Manager - "For the first pass with a new pro- gram, I don't know what we could have done differently to make it any '7 better."
Computer News May 1. 1983 46 fir internal use on,, Backtalk
The proof of success is in the results 9816 for his manufacturing engineer- Computer Literacy you obtain. During the seminar, we irig workstation. These are just two had one customer commit to stan- examples of many very positive Training Class for dardize on the HP 9836 as his com- results to date. Business Teachers pany's engineering test computer. Was it worth it? ABSOLUTELY! Another customer made a call to his Larry GrimeslRockville, MD Many thanks to all those who gave com~anv,,durina LJ one of the breaks and cancelled an order for another their time and effort to make the pro- Preparing teachers to prepare stu- vendor's computer because he had gram a success. dents for the computer revolution and decided to standardize on the HP the office of tomorrow has long been a major concern of the Rockville, MD area's school systems. Lack of train- ing facilitiesand qualified instructors, coupled with an overwhelming response by teachers to attend com- puter literacy training courses, has led to a dramatic shortage of educational programs in the school systems. However, thanks to a pilot program developed by Hewlett-Packard in Rockville, immediate computer literacy training for teachers is becoming a reality. Responding to an article that origi- nally appeared in a Montgomery County teacher's bulletin, noting over 400applications for only 40 roster spots in an upcoming County com- puter literacy course, Hewlett- Packard stepped forward and offered to help relieve this overload. The net result has been the establish- ment of a special Computer Literacy Training Class for Business Teachers. Running for seven weeks, this com- plimentary course is designed to give teachers the basic knowledge they need to address student needs and become an integral part of the com- puter age. We hope this course ushers in a new era in cooperation between the area's schools and today's com- puter vendors. It's clearly time educa- tion became a top priority within the industry. KhP)
Computer News May 1, 1983 For Internal Use Only 47 Price Changes
Computer Groups Price Changes Effective May 1, 1983
These prices, effective May I. 1983. will appear on the Current New Corporate Price List on that date. available in your office. Prices Product No. Description Price Price are US List unless otherwise noted. Orders at old prices will be 22807X SYSTEM OPERATOR 4.800 6.400 honored at the factories for 30 days (or 60days in the case of 229758 PSI PROGRAMMING 2.000 1.500 government quotes, see exception. Ill. GSA) after the effective 22976C A700 MICROPROG. 2.000 1.500 date of an increase. All quotations, either verbal or written, shall 229778 A/L SERIES I/O 2.000 1.500 be made at the new prices upon the effective date of the new 2299 1 X RTE-6 INTERNALS 12,500 7.400 price list. The customer should be notified that his order will be 2623A GRAPHICS TERM. 3.800 3.250 honored at the lower price if it is received within the 30-day 263 1 P OPT 003 FRENCH CHAR. SET 1,050 0~ grace period. Price decreases are effective immediately and in- 263 1 P OPT. 004 GERMAN CHAR. SET 1 050 0~ house orders shipped 5 working days prior to the announced 263 1 P OPT 005 U.K. CHAR. SET 1 050 0~ decrease date will be billed at the new lower price 263 1 P OPT. 006 SPANISH CHAR. SET 1 050 0~ 263 1 P OPT. 007 CYRILLIC CHAR. SET 1 050 0~ 263 1 P OPT. 008 JASCII CHAR. SET 1 050 0~ 263 1 P OPT. 009 EX ROMAN CHAR. SET 1 050 0 791 4TD OPT. 236 DISC/-TAPE SUBSYS 2.155 0
HEWLETT PACKARD
Hewlett-Packard Computer Marketing Group, 19320 Pruneridge Avenue. Cupertino. CA 950 14 USA. 408-996-9800 COMSYS CODE: 50 15