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.