Yew HP LaserJet 500 PLUS printer I see story on page 19 Information Systems s, Manufacturing News lnformation for HP sales reps selling MIS, office automation, and manufacturing solutions April 1,1986 The Portable Plus enhanced - ' LCD display '1 Up to 1 -28 of memory HEWLETT For HP Use Only PACKARD MARKETING8 INTERNATIONALSECTOA lnformation Systems s EyJ@-hd&zmUS Field Operations Wmb3w& MapAcivmts hogram FMO FedaalMark DMK LhrectMark%- Manufacturing News CVCM VabAdded CMManagement Vol. 11, No. 11 m RW suppott nvlsicol FRD Fmand Remarkelnw Dm CorpmateMarkehng Camn-Wrs Formerly Computer News INFORMATION SYSTEMS (L NETWDRKS SECTOR Information Svstema Cmuv(ISG) OD O&esystemsm Editor om CmiCeRoductintyDi* PSD PemdSoftwareMbn Roman Kichorowsky EGD wenGeneral Systems Mn KO Chdalajara Cmwter Operatnn Personal computer (PC& Assistant Editors RTD Rose* Temimb Division HFW F'uertoRicoOpemfiop, Tracy Wester KD Portable Coquter Divsan BPC BdOperation Darleen Brettes +lCCQ GXnputer & CahJator Openti GFCD Grembk Personalhpter Di- m PdOlfreComputer Divisian Mia~tadOrasHP & PCS SngdporeOperation Information Systems Manufacturing News is pub- Kc0 P~CanplterDklributionOpetah lished biweekly for Hewlett-Packard field personnel to Perioherals GmuomG) help you sell HP solutions by organizing, summarizing, G~D'CB ~reeleiDivisian-W Peripherals BristoIDivision ';TO Greeley TwOpsa&,n and highlighting sales and marketing information. DMD DiscMWDivision €0 Baselhvlvon VCD V~ver~on KO Ink-JetCmqnnents Cpatlon Address editorial correspondence to lnformation Sys- Yx Sankg0l)muon tems & MunufacturingNews, Hewlett-Packard Com- BR3 Barcelo~Penpkrak~tan pany, Building 20BV, 3000 Hanover Street, Palo Alto, cw Cdrnada~etwmks-Opmatm GND Gremble Networks D~mon CA 94304-0890 USA, COMSYS 0000. WD RasevdleNetworksD~nsmn IND Mormatmn Networks [km InformalirmTechnolacv Gmuv (ITG) Please send address changes and subscription FIDIW Fort~dlmsl~Di&~InlmnathHardwaxe Operatan Iso InlmhSoftware Operation requests* to COMPUTER NEWS, HPDesk ESO Enhy Systam Operaban HP0000153. Integrated Circuit Gmup (ICG) OD Ciupertmo lC Draw NID NoahwestlCDivls~ul SO %we Ic %emon *For subscription requests, provide the following infomation: iCD Intemted C~euttsIhnwm MANUFACNRING, MEDICAL (LANALYTGU SYSTEMS SECTOR (1) Employee No., (2) Name, (3)DivisionlOffice Name, MmufecturrnnS~sterna Gmuv(MSG) (4) COMSYS No., (5)Building No., (6)Job Title, (7)Sales .. ----,- AMVJ ~dvanedMarar$cbmng~ystems~tlon Force, (8) Manager's Name, and (9) Manager's Emplqyee No. MFO t"bw&mgProdu~Ih- LID Invdwllmuument lhvsmn 14J 6htw0p.rXlKm M I ManufactunngTest [hvmon Pp A Lyon ManufachuYlgSystemsOperaC€m Analytical Group AVD AvondaleDi*n SID scpnW~~tsL%sim On the Cover WAD WaWmrmDinwm lnforrnatlon Systems 8 'HR; HPciemdwm Manufactur~ngNews The enhanced Portable PLUS Medical Cnup WED) offers a high-contrast LCD display that provides sigmficantly g-eater contrast and more than twice the viewing angle of the previous mod- &rporaleMms&etu& PRCD Rinted CitMion els. In addition, internal memory COMPONENTS. MEASUREMENTa DESIGN SEC has been increased to either 256 Miemwave and Commmications Gmup (MCG) SPD S~dParkDivish Kbytes or 512 Kbytes, which NMD Netwmk M-ents Division means the new Portable PLUS can S4D ~~sDnIsmn SPli SpokaneDnisiw be configured to an incredible 1.28 CTD Cdaxdo Tekam Divish QTD QwenskmyTeke~nDivk+ Mbytes. See story on page 24. FiMllD MpowaveTechndogyDinsan PlreerrrferryMhmwaveOperation Elemoaielnawments Gmuo EIG) . NewJersey hsan -LI hntaCkraDmsmn I ~nlnsrmwnthnuon On the Back Cover .I1 Y?W hrmment D~mm T .J YW Compner Operduon HP now offers unattended backup C CdoradoSprmgsD~~n 6. Lnsmrmenr S-ms Labs on %-inch cartridge tape with the Design Systems Gmup PSG) WOaKSTAnON,TECiiNlCALCtMFWlNG HP 35401A autochanger tape sub- FSD Fort CoBmsSystermthnswn system - a new high-capacity cwo c4natll~W*~operabon BCD mnenCmmBerDNlsum tape drive from Computer ELE* ~G-OVESRING Peripherals Bristol. See story on LSD LaLlcSvstemsMvhson page 43. Corpaple Engineering Information Systems & 2 ManufacturingNews For HP Use Only April 1, 1986 HP Computer Museum www.hpmuseum.net For research and education purposes only. \\-NCzd if:.. we had an Office Seminar ' Pvogram that generated REAL leads?" This Seminar Program prospects for Personal Does Productivity Center product HP's new Office Systems orders in FY '86. seminars offer you more The pilot seminar pro- than just presentation gram, a series of six semi- materials. The seminar pro- nars, represents the final gram, entitled "Managing step in a long development Change," will generate highly cycle before delivering a qualified leads. Prospective complete Sales Seminar Kit customers will attend pilot to each of your local sales seminars offered in April in offices. This kit will provide six cities throughout the you with all the necessary United States. The leads tools to successfully run generated from those par- your own version of the ticipants attending the semi- "Managing Change" nars should top your list of seminar. Target: The Oflice This Seminar Sales Kit You Krlow What Works The attendees at these is Diflkrent zuitk Your Ct~stolners seminars are highly qualified We'll be giving you more You know your cus- leads who include Data than just overhead slides. tomers. Some miill come to I'rocessinglManagement In- We'll be providing you with an OA seminar and place an d3 formation Systems (DPIMIS) a complete seminar presen- order that day. Some will professional managers, com- tation kit that you can cus- come to an OA seminar and pany owners and general tomize to your Office collect literature on your managers responsible for in- Systems sales pitch. In addi- products and want a follow- formation systems planning tion to presentation slides, up sales call in two weeks. and implementation. this Seminar Sales Kit will Some don't want to come to The seminars m7ill look at provide: any seminars whatsoever, managing change from a Audio Cassette but would like you to come global perspective. The key- Training Tape to their company and give note speakers will specifically This tape offers you tips 1711 them an individual presenta- address how change has ho~~lto maxinlize your effec- tion. And, we've planned for come about in today's offices tizleness in delivering an all of these alternatives. and factories. By analyzing Office Systenls Setnitrar Follow HP's Lead various organizations and ,vreserrtaiiulz. You're a key player in the their successful or unsuc- success of HP's position in cessful management of Road Map This Road Map gives you a the Office Systems market- change, the speakers will set place. We'll send you highly the stage for customers look- strlictz~reand guidelitzes for lrsirzg the salcs kit. It qualified leads in April. ing to Hewlett-Packard for rcz~iezclsvarious sce~zarins And, we'll give you all the all their office systems tools you need with the needs. adsuggests iuhat, ZL~~PII and hoi~to use specific ele- Seminar Sales Kit in June to In the seminars, the lnefzts the kit. get PPC orders in FY '86. speakers will take a look at That's why when we ask the 7 the history and development Videotape This elideotaye is about 20 question, "What if. m7e of office automation. The had an Office Seminar Pro- speakers will show why ~ni~llrtcslong atzd rezlieii)sat least four case studies shozcl- gram that generated REAL Hewlett-Packard is the sup- leads?" we feel confident in plier of choice based on its ing conzyanies confrotl ted illit11 tlze need to change atzd responding, "This Seminar financial credibility, long- Program Does!" term viability as a business their trials and trib~rlntio~ls computer solutions company, as they attenlpt to imple- product track record, IBM lrzerlt bfficr systems at tllcir compatibility and network- sites. ing capabilities. Direct Marketing Tailored for You Blueprint The Seminar Sales Kits Direct Mail CO~I~,Telelilar- will be distributed to all the keting Script and Ad Cop/ sales offices in June. These and "Hozo to Use" Tips kits will give you a complete set of sales tools so that you can tailor your presentations to a large seminar audience or to a single customer au- dience in a one-to-one sales situation. Table of Contents Information Systems & Manufacturing News is organized 4nto market-focused categories to help you sell integrated solutions. SALES & CUSTOMER NEWS 26 Desktop HP EGA for the HP Vectra PC uodate 5 General Have customers contact HP for'value-added-channel Assigned Executive Program sales contest Vectra PC software New brochures to help you sell remarketed products Lotus 1-2-3 Release 2.0 for the HP Touchscreen personal Investment Tax Credit and remarketed equipment computer R:BASE 4000 to R:BASE 5000 upgrade now available for 7 Value-Added Channels HP Touchscreen personal computer Versatile presentation portfolio aids in recruiting value- added businesses Join the Consultant Network now MANUFACTURING SYSTEMS 8 Sales Successes 29 Factory Automation HP 7550A opens the door at Sm~thcoEngineering New flyer explains migration to new HP 1000 systems Correction on how to order Spectrum program primers 8 Customer Support MICRO 29 PLUS - the new low-end A900 computer AEO consulting product structure improvements HP Micro 16 - new entry-level A-Series computer Self-paced service training series now available New ECC memory pricing for A600 + and A700 computers PCIF11000 now supports General Electric Series 6 PLC 10 Siecial Offers GIS/1000 demo systems and performance information IB ICompaq trade-in update: new option in dealer channel