For HP Um - HP Computer Museum€¦ · For HP Use Only Vol. 11, No. 2 Editor Roman Kichorowsky Assistant Editors ... (MCG) SPn Stanford Park Division NMD Network Measurements Division

For HP Field Personnel Worldwide November 15, 1985

r

_- For HP Um Only

COMPUTER NEWS 2 For H P Use Only

Vol. 11, No. 2

Editor Roman Kichorowsky

Assistant Editors Tracy Wester Darleen Rrettes

Computer News is published biweekly for Hewlett-Packard field personnel to help you sell HP computers, computer- related products, and computer-based systems by organiz- ing, summarizing, and highlightingmarketing information about new and existing system solutions.

Address editorial correspondence to Computer News, Hewlett-Packard Company, Building 20BV, 3000 Hanover Street, Palo Alto, CA 94304-0890 USA, COMSYS 0000.

Please send address changes and subscription requests* to COMPUTER NEWS, HP Desk HP0000153.

*For subscription requests, provide the following information: ( I ) Employee No., (2) Name, (3) Diuision/Office Name, (4) COMS Y S No., (5) Building No., (6) Job Title, (7) Sales Force, (8) Manager's Name, and (9) Manager's Employee NO.

On the Cover New Jersey Division announces ASYST Scientific S o f t w a r e , which is a ful ly integrated software language offering powerful graphics, statistics, and data- analysis capabilities plus full HP-IB interface control. Pictured on the cover is an engineer using ASYST to collect data from a waveform r e c o r d e r , analyzing the results, and displaying the results on the HP Vectra PC. See story on page 27.

November 15, 1985

MARKETING & INTERNATIONAL SECTOR US Field Operations '

European Operations Intercontinental Operations Meior Accounts Marketing Corporate Marketing \4lC Marketing Information Center FR3 Finance and Remarketing Div~slon "RSC Product Support Division CSC Application Support Divlslon DMK Direct Marketing Division DL49 Direct Marketing Operation CFC G r p r a t e Parts Center T F W Third Party Marketing FMO Federal Marketing Operations

COMPONENTS. MEASUREMENT &DESIGN SYSTEMS SECTOR Microwave & Communicatione Group (MCG) SPn Stanford Park Division NMD Network Measurements Division SAC Signal Analysis Division SPK S p k a n e hvision CYD Glorado Telecom Division Q i E Queensferry Telecom hvision MLWD Microwave Technology Division QMO Queensferry Microwave Operation Electronic Ins tmmenta Group (EIG) NJD New Jersey Division SCD Santa Clara hvision BID Boeblingen Instrument Division VID YHP Instrument Divis~on YCD YHP Computer Operation ICD Integrated Circuits hvision Design Sys tems Group (DSG) FSI) Fort CollinsSystems Division FEO Fort Collins Engineering Operation LSD Logic Systems Division LDC Logic Design Operation CO? Colorado Springs Division BCD Boeblingen Cornputer Division LSID Lake Stevenslnstrument Divislon BE0 Boeblingen Engineering Operation

cwo TSC DSG Corvallls Technical Workstation Software Operation Center Component c r o u p MSS M~crowave Semiconductor Div~sion OED Optoelectronics Division OC3 Optical Communication Division SAO Southeast Asia Operation Corporate Engineering INFORMATION SYSTEMS &NETWORKS SECTOR Information Systema Group (ISG)

CSY SN Gmputer Informauon Systems Systems Division Marketing

OSD Office Systems Division %D Personal Software Division OPD Office Productivity Division

BGD KO Guadalajara Boeblingen General Computer Systems Operation Division

APD Administrative Productivity hvision IRO lnformation Resources Operation APO Administrative Productivity Operation FSC Financial Systems Operation Information Networks Group (ING) RNS Roseville Networks Division IND information Networks Division GND Grenoble Networks Division CNO Colorado Networks Operation Information Technology Group (ITG) CIC Cupertino 1C Division FIG Fort Collins IC Division I D Northwest 1CDivision HO lnformation Hardware Operation SO information Software Operation Personal Computer Croup (PCC) QiD Rmeville Terminals Division -KC0 Handheld Computer & Calculator Operation PCD Portable Computer Divlsion GPCD Grenoble Personal Computer Division POD Personal Office Cornputer Division PCDO Personal Computer Distribution Operation K G 0 Personal Computer Group Operation HPPR Puerto Rico Operation FCS Singapore Operation &PC BrazilOperation Per iphera ls Group (PC) BOi Boise Division DMD Disc Memory Division G?D Greeley Division CFB Computer Peripherals Bristol Division SDD San Diego Divison VCD Vancouver Division

MANUFACTURING. MEDICAL & ANALYTICAL SYSTEMS SECTOR Manufacturing Sys tems Group (MSG) DSS Data Systems Dlvision ANSO Advanced Manufacturing Systems Operation MPD Manufacturing Productivity Division SPNO Semiconductor Productivity Network Operation LID Loveland lnstrument Division PA0 Panacom Automation Operation MTD Manufacturing Test Division LMSO Lyon Manufacturing Systems Operation , Analytical Group AVD Avondale Division LASO LaboratoryAutomationSystemsOperatron SID Scientific lnstruments hvision WAD Waldbronn Division Medical Group (MED) AND Andover Division BMD Boeblingen Medical Division MCM McMininnville Division WAL Waltham Division HCP Health Care Productivity Operation MSC Medical Supplies Center Corporate Manufacturing

HP Computer Museum www.hpmuseum.net For research and education purposes only.

In This Issue

@r Table of Contents

SALES & CUSTOMER NEWS 5 General

Major HP ad campaign breaks in November

5 Sales Successes Strategy for competing wlth computer brokers HP-71 strearnlines UK's soclal security system Amoco chooses HP 1000 wlth Honeywell process control

system

7 Special Offers HP-12C holiday promotiori Third party disc trade-in program

INFORMATION SYSTEMS 9 General

Regulating power conditioners now offered by DMK

1 r3 Small Business Computing Lower price for HP 260 Model 55 New HP 2603A printer supported on the HP 260 HP 260 supports low-cost 40-Mbyte disc

(Computer News is organized into market-focused (categories to help you sell integrated solutions.

110 Office Systems Office market competitive database now accessible HP OFFICE-ASSIST for Advancewrite implementat~ons OfficeShare Network and application software mean

-

success OfficeShare Network videotape now available PPC performance modeling tool available General Mills gets results w ~ t h HPMapl3000

14 Financial A pplica tions Financial applicat~ons solutons marketing strategy New Financial Management Systems sales tools available New field train~ng manuals binder available

15 Vertical Markets Vertical Markets Solutions Index

F'ERSONAL COMPUTERS 16 General

New DAVAR program for HP dealers

17 Desktop Authorize copy protection no longer employed on

Touchscreen software The ExecuDesk System and Executive Card Manager

highlighted in d~rect-mail promotion HP Forms Master success stories on the HPTouchscreen

personal computer The Worksheet Connection provdes easy integration

between Lotus 1-2-3 and Chart~ng Gallery AutoCAD transferred to Design Systems Group New bar code reader for HP-HIL terminals and personal

computers Discontinued personal c:omputer software products HP Touchscreen personal computer makes film debut

MANUFACTURING SYSTEMS 22 General

Uodates for the HP 7000/9000 Interface Products Specification Guide

22 Manufacturing Applica tions Real time quality management HP JIT's first year a selling success

23 Factory Automation Third party helps sell HP HVAC system OL-10 saves Fort Collins IC Division over $15.000 a month

DESIGN SYSTEMS 25 HP 9000 Series 300 benchmarks

HP 2392AlVT100 emulator transfer to FSD BOSS software transfers to TSC Accessories to be removed from CPL

TEST & MEASUREMENT 2 7 New software language for the technical market

Improved analog performance for HP 2250 Measurement and Control Systems

New X.25 DTE certification product New networking capabilities for HP 3065 board test

systems

NETWORKS & PERIPHERALS 3 1 Networks

Reverse pass thru field notes available

3 1 Mass Storage HP 7906120125 orlce increase HP 7974A tape drive trade-in clarification

32 Terminals HP 2392A and 2397A ordering update Display terminal trade-~n is a success

COMPUTER SUPPLIES 33 Latest Computer Users Catalog and first Personal

Computer Users Catalog published Carrying case and dust cover for HP Vectra PC DMK direct order phone numbers

PRICE CHANGES 35 Computer groups price changes effective

November 1, 1985

November 15, 1985 COMPUTER NEWS

For HP Use Only 3

In This Issue

Product lndex

For your convenience, the Product Index organ- izes articles by computer and peripheral category.

HANDHELD COMPUTERS HP-71 streamlines UK's social security system . . . . 6 HP-12C holiday promotion . . . . . . . . . . . . . . . . . . . . . . . 7

SERIES 80 D~scont~nued personal computer software products 2 1

SERIES 100 HP OFFICE-ASSIST for AdvanceWr~te ~mplementat~ons 11 Off~ceShare Network and appllcat~on software mean success 12 Off~ceShare Network vdeotape now ava~lable 12 Authorize copy protection no longer ava~lable on Touchscreen

software . . . . . . . . . . . . . . . . . . . . . . . . . 17 The ExecuDesk System and Executive Card Manager

highlighted ~n dlrect-mail promotion . . . . . . . . . . . . . . 18 HP Forms Master success storles on the HP Touchscreen

personal computer . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 18 The Workshop Connection prov~des easy integration between

Lotus 1-2-3 and Charting Gallery. . . . . . . . . . . . 19 AutoCAD transferred to Des~gn Systems Group . . . . . . . . . 20 New bar code reader for HP-HIL terminals and personal

computers . . . . . . . . . . . . . . . . . . . . , . . . . 2 0 D~scont~nued personal computer software products 2 1 HP Touchscreen personal computer makes fllm debut 2 1

New software language for the techn~cal market 27 Latest Computer Users Catalog and flrst Personal Computer

Users Catalog publ~shed . . . . . . . . . . . . . . . . . . . . . . 33

Lower price for HP 260 Model 55 . . . . . . . . . . . . . . . . . . . 10 New HP 2603A prnter supported on the HP 260 . . . 10 HP 260 supports low-cost 40-Mbyte disc . . . . . . . . I 0

Amoco chooses HP 1000 wttb Honeywell process control system. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7

Regulating power conditioners now offered by DMK . . . . 9 Updates for the HP 1000/9000 Interface Products

Speof icat~on Guide . . . . , . . . . . . . . . . . . . . . . . . . . . 22 Real time quality management. . . . . . . . . . . . . . . . . 2 2 Th~rd party helps sell HP HVAC system . . . . . . . . . . . . . . 23 OL-10 saves Fort Collins IC D ~ v ~ s ~ o n over $1 5,000 a month . . 24 Improved analog performance for HP 2250 Measurement and

Control Systems . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 28 New networklng capab~l~t ies for HP 3065 board test systems . . 30

HP 3000 Strategy for curnpetlng with compclter brokers . . . . . . . . . . 5 Regulat~ng power cond~tloners now offered by DMK . . . 9 Office market competitive database now access~ble . . 10 PPC performance modeling tool available . . . . . . . . . . . . 12 General Mills gets results with HPMapl3000 . . . . . . . . . . . . . 13 Financtal application solutions marketing strategy 14 New Financial Management Systems sales tools available 14 New f~e ld trainlng manuals hnder available . . . . . . . . . . . 15 Vert~cal Markets Solut~ons Index . . . . . . . . . . . . . . 15 HP JIT's first year a sell~ng success . . . . 22 HP 7974A tape drlve trade-in c lar i f~cat~on . . . . . . . . . 32

HP 9000 New bar code reader for HP-HIL termtnals and personal

computers . . . . . . . . . . . . . . . . . , . . . . . . . . . . . . . . 20 D~scont~nued personal computer software products . . . . . . . . 21 Updates for the HP 1000/9000 lnterface Products

Speofication Guide . . . . . . . . . . . . . . . . . . . . . . . , . . . . 22 HP 9000 Ser~es 300 benchmarks. . . . . . . . . . . . . . . . . . 25 HP 2392AlVT100 emulator transfer to FSD . . . . . . . . . 25 BOSS software transfers to TSC . . . . . . . . 26 Accessor~es to be removed from CPL . . . . . . . . . . . . 26

NETWORKS 1

New X.25 DTE cert i f~cat~on product . . . . 2 9 New networklng capabilities for HP 3065 board test systems . 30 Reverse pass thru f~e ld notes available . . . . . . . . . . . . . 31

MASS STORAGE DEVICES Thlrd party d ~ s c trade-in program . . . . . . . . . . . . . . 8 HP 260 supports low-cost 40-Mbyte disc . . . . . . . . . . . . . . 10 HP 7906120125 prlce increase . . . . . . . . . . . . . . . . 31 HP 7974A tape dr~ve trade-in c lar i f~cat~on . . . . 3 2

PRINTERS New HP 2603A pr~nter supported on the HP 260 . . . . . . . . . . . 10

TESMINALS HP 2392A and 2397A ordering update . . . . . . . . . . . . . 32 Display terminal trade-in IS a success . . . . . . . . . . . . . 32

COMPUTER KEWS 4 For HP Use Only

o Sales & Customer News

GENERAL

Major HP ad campaign breaks in November Cc!rolyn McDonnell/ISG

For the US only In late November, Hewlett-Packard will unleash a major television and print advertising campaign aimed at illustrating the commitnlent we have to finding the right business computing solution for our customers.

The ad campaign theme ''What if. . . " emphasizes HP as a company made up of people dedicated to finding the answer to customers' problems, no matter what it takes or where they are. And, naturally, that we have a full range of systems to back us up.

All segments of HP's business should benefit from these ads, which will raise national awareness for our company and its people.

L C I O ~ for us on TV beginning November 24 during National Football League games. Details on the campaign will be published in t.he next issue of Computer N~YWS.

SALES SUCCESSES

Sales Successes reports on successful sales strategies and HP solution installations. Com- puter News welcomes contributions for this col- umn from the field and divisions alike. Articles should be brief; informative, and contain the following information: (1) A description of the customer and the problem, (2) the competition's answer to the problem, (3) HPS solution and why the customer chose HP, and (4) who to call for more information about the sale. Also welcome would be some information about the amount of the sale and the solution's implementation date.

Strategy for competing with computer brokers Richard Glassman/Fullerton Sales Office

Recently, I had the opportunity to take two HP 3000 Series 42 upgrades away from brokers. In both cases, we were more expensive than the total costs quoted by the brokerage firms. Through the business relationship we developed, I offered a sense of security to the customer that made buying from HP the right decision.

Both customers were keenly aware that they could obtain a Series 40 from the broker for what they perceived were substantial savings. Both customers asked me what I thought about those prices. My response was that the purchase would make sense if they could really save that much money.

In winning both deals the following questions and statements brought tremendous insight to the customers about the so-called savings the brokers can offer:

Does the price quoted include shipping and insurance?

How much insurance do you need to buy?

Where does title pass?

Who is responsible for site prep? And at what cost?

How about installation? And at what cost?

Who will be responsible should problems arise? When I posed this question, both customers thought that because it was HP equipment, it was I,


For HP Use Only 5

Sales & Customer News

Richard Glassman, who would make it work. I ex- plained to both customers how, as a sales rep, my livelihood is based on their direct purchase from Hewlett-Packard. Tha t meant I would be included in this package as their business partner.

How important is it to have the system up and running when we disconnect the old system? Both customers needed the system up and running within four hours. I was trying to get the customer to understand that buying directly from Hewlett- Packard assured them of the best service and, as partners, we do not walk away after the sale.

How old is the computer you are buying? Where did it come from? Are you aware of any engineering changes of that model year versus the one (new or HP factory refurbished) I will sell you?

What about the tax advantages of buying new versus used? Have you explored this with your tax accountant? (ITC and depreciation)

What about warranty? Do you have to return the CPU to the broker from whom you bought or is warranty service on site like mine? If service is guaranteed to be performed a t your site, do you have it in writing?

Is the brokerage firm, which may be quite a dis- tance away, going to solve your problem in a timely manner? HP, on the other hand, is only miles away.

During both deals, I never put the brokers down. I treated them with respect and told both customers that sometimes it makes business sense to use brokers if you understand in detail what you are really buying and are willing to run the risk associated with buying used equipment from a third party you do not know.

Also, remember to talk about HP's factory refurbished products (from the Finance and Remarketing Division) to your price sensitive customers, who are also looking a t brokers. If you can't sell new, sell the features, advantages, and benefits of remarketed equipment.

Hopefully, we can eliminate the penetration that brokers are trying to establish in our accounts by working closely with customers before and after the sale.

HP-71 streamlines UK's social security system Pete Lawson/HCCO

For North America only Great Britain's Department of Health and Social Security (DHSS) is computerizing its filing system. Thanks to the HP-71, locating individual claimants' files within DHSS will be much easier now.

T h e DHSS sale illustrates how the HP sales force and independent custom consultants (ICCs) work together to provide sophisticated solutions to complex challenges. ICCs are independent software houses that contract with HP to provide custom products and services to our customers. The sales rep provides the hardware for a sale, while the ICC provides expertise on customizing and installing HP handheld systems.

The problem DHSS has over 530 local offices with 10,000 to 24,000 claims or cases actively managed a t each office. Claimant records (casepapers) are kept in file jackets. When a casepaper is removed from its file jacket, there is no way to know where it is. A clerk must go to each location within the office and check every casepaper against a list to find missing ones. And, there can be up to 4,000 movements of casepapers per office per day.

Often, a file can take hours - or forever - to find. DHSS estimates about 20 files are lost each week.

The solution Trevor Cook, an HP sales rep in London, worked with Zengrange Ltd. (an ICC) to create a tracking system that uses HP-71s and Zengrange-developed bar code readers to read bar codes imprinted on each casepaper and file jacket.

Potential file locations are assigned unique bar codes. When a file is moved from one location to the next, the officer uses the wand to record the file number and destination. T h e HP-71 automatically records the date and time of the transaction. T h e data is then transferred, via HP-IL, to a host computer (a British Telecom microcomputer) for storage. This way, any- one looking for a casepaper needs only to input the casepaper's barcode to find its location.

COMPUTER NEWS 6 For HP Use ~ n ~ v November 15. 1985


HE'-71s are attached to fixed stations and connected to the system with shielded HP-IL cable wired into office walls. Over 300,000 feet of HP-IL cable are being used, but only 50 of the 439 installations require re,peaters to boost HP-IL signals beyond 100 meters.

Over $4.3 million of equipment has been ordered. This in~sludes over 5800 HP-71s and custom ROMs, HP-IL cable, HP-ILJRS-232-C interfaces, HP 82401A HP-IL modules, and HP 82067B rechargers.

P~moco chooses HP 1000 with

I Honeywell process control system Erik Segers/Brussels Sales

Amoco Chemical in Belgium decided to install the newest process control system of Honeywell, Inc., the TDC 3000. Honeywell offered a DPS 6 computer as a gateway to this equipment. An HP sales rep, however, convinced the customer that the HP 1000 was a far better solution, because of the real-time and network capabilities and the possible interaction with the HP LABSAM product. But there was a problem: only DPS 6 computers can be connected with Honeywell

I TDC 3000. Last month, HP Belgium signed a contract with Honeywell, Inc., giving us all the necessary inforrna- tion to develop the link between the HP 1000 and TDC 3000. This will give us a headstart of at least one year over all other competitors. The TDC 30001 HP 1000 link software will be available in March 1986. Amoco ordered one HP 1000 A900 Series and one A600 Series (a $250,000 value) for its Belgian plant and the TCD 3000 link software for all plants worldwide. Contact Erik Segers, marketing manager, Belgium, for more information.

SPECIAL OFFERS

HP- 12C holiday promotion Pete Lawson/HCCO

For the US only

c 1 Handheld Computer and

k ] holidays" with a $15

exciting offer, customers must purchase an HP-12C between November 6 and December 31,1985. When they send HP a rebate coupon and proof of purchase, they'll receive a check for $15. Proof of purchase includes a dated, itemized sales or credit card receipt and the HP-12C box-top flap with PIN 9211-3566 printed on it. Customers have until February 15 to mail these items and should allow two to three weeks for delivery of their checks. Discounted HP employee purchases are not eligible for the rebate. Business professionals are the focus of a promotion- oriented national advertising campaign running between November 22 and December 20.

In keeping with the holiday spirit, HP-12C boxes have been transformed into eye-catching point-of-sale pieces. They're decorated with colorful sleeves that inform customers of the rebate and include the coupon. Other point-of-sale materials include bright, festive posters and 3-D mobiles.

Christmas is the busiest time of the year for retailers. This promotion is designed to be easy to implement so dealers can concentrate on selling. Make sure your dealers have plenty of HP-12Cs in stock to take advantage of this exciting opportunity.

COMPUTER NEWS For HP Use Only 7


Third party disc trade-in program Patrice Delaney -Davies/DMD

Do you have a customer that is having reliability, service, support, or upgrade compatibility problems with third party discs? Would they like to get back to a one-vendor solution? Disc Memory Division (DMD) would like to help you replace these discs with an HP 7933 or 7935 and is offering a limited third party disc trade-in program.

How the program works

Trade-in credits allowed on System Industries and United Peripherals drives. (We will also consider trade-ins on other third party high-end discs - call DMD Sales Support for more information.)

Return credit (toward the purchase

Product of an HP 793X)

SI 9751 Disc with controller $3.000 SI 9751 Add on disc $2,500 UP High-end disc drives $2,000

One return credit can be ordered for each HP 7933H or 7935H disc on an order. Up to three return credits can be ordered with an HP 7933G or 7935G.

Return freight will be paid for and coordinated by DMD using a shipping method that we determine is the most appropriate.

The program will run from November 15, 1985, to February 28,1986.

If you are in a rush you may use the Megabyte Express program and get three day delivery.

The program is for the US only.

Ordering information. T h e order should be entered as follows:

Item Product Qty Price PL Mk Su

1 (will be picked up from product file) 02 bl55 1 (see 66 48 48

box)

Order information must be an override and entered as above. The M55 trade-in credit must be entered with a negative dollar value as listed in number one above.

Please contact your representative at the Sales Center or DMD Sales Support (208-323-DISC) for more information. q.

COMPIITEK NEWS 8 For HY "re o n l y Novernber 15. 1985

Information Systems

GENERAL Function Selector Switch allows bypass of all regulating electronics in the event of failure, assur- ing continued operation at all times.

R-egulating power conditioners Mobile - Casterbase unit transports easily if com-

now offered by DMK puter system is moved.

Helen Harbin/L)MK Fully compatible with HP power conditioning and site preparation requirements.

For the US only More than 40 percent of HP customer sites in North America use regulating power conditioners to provide their systems with steady, noise-free voltage. For customers wanting to purchase all system components on one purchase order, obtaining power conditioners has been a problem. Now Direct Marketing Division (1)MK) offers 3, 5, 8 and 10 kVA regulating power canditioners to complete your computer system offering.

These single-phase units are suitable for typical HP 1000 systems and HP 3000 Series 37,39,44,48, and 58. Orders entered through HP sales offices are subject to Schedule A-1 discounts and pay commission.

The 92228 family of regulating power conditioners answers three key requirementi of your HP computer installation: effective isolated grounding of the system, conditioning of power to achieve optimal performance, and distribution of power to all system components.

Before you quote your next system, ask your customer engineers if they want you to include a power conditoner. It can save time and worry for your customers and their HP account team.

Ordering information

Input 'Input P f N kVA voltage connector Output receptacles

92228A 3 120 6-30P L14-20.2(6-30).4(5-2012)

92228D 5 240 6-50P L14-20.3(6-30).2(5-2OR2)

92228E 5 240 6-50P L14-20,3(6-30),2(5-20R2)

92228F 8 240 Appleton L14-20.2(6-30).L6-30, ADR6023BC 2(5-2012)

92228G 8 240 Appleton L14-20.3(6-30).2(5-2OR2) ADR6023BC

922288 8 240 Appleton Ll4-20.3(L6-30),2(5-20RZ) ADR6023BC

922281 10 240 Appleton L14-20.2(6-30).L6-30, ADR1023CD 2(5-20R2)

92228K 10 240 Appleton L14-20,3(6-30),2(5-20R2) ADRlOPXD

92228L 10 240 Appleton L14-20,3(L6-30),2(5-20R2) ADR1OZXD

US list price

$3,880

4,375

These units meet and exceed HP's stringent require- *Matching receptacle provided with unit for customer installation. rrients for power conditioning equipment. The solid Order through your local HP sales office or via DMK's state regulator integrated with a high-isolation direct-order phone numbers, listed in the Computer transformer and inputloutput filters provides your Supplies section. computer system with steady voltages free of electrical noise. This is achieved at costs comparable to con- ventional wiring, thanks to the multi-outlet distribution panel on the back of the power conditioner.

Features High-efficiency, low-heat output keeps operating

Also in this issue costs low.

* Quiet - only sound source is cooling fan, less than Major HP ad campaign breaks in 50d b. November

m Requires installation of' only one electrical recepta- Strategy for competing with cle, provided with the unit. This creates savings at computer brokers initial installation and in subsequent system moves.

0 Isolated grounding.

0 Solid state electronics give long life and reliable operation.


For HP Use Only 9

1 Information Systems 1

SMALL BUSINESS COMPUTING

Lower price for HP 260 Model 55 Lynne Ovington/BGD

Effective November 1, 1985, the high-end HP 260 Model 55 was reduced in price by $1,300.

You can now order the HP 260 SPU (HP 45261D) and the HP 7946A 55-Mbyte disc drive for only $17,950 ($17,480 factory base price). The Model 55 features a cartridge tape drive for quick and reliable backup.

Additionally, lower prices are available for the HP 7941A 24-Mbyte and the HP 7945A 55-Mbyte stand-alone discs. If you need to add extra data storage capacity you can order the HP 7941A for $4,500 US list ($4,385 factory base price) or the HP 7945A for $6,000 US list ($5,840 factory base price)

New HP 2603A printer supported on the HP 260 Lynne Ovington/BGD

Are you interested in adding the new HP 2603A office printer to your HP 260 system? The HP 2603A daisywheel printer offers full letter quality printing at 48 cps for $1,495 ($1,365 factory base price). Using 7-bit ISO-substitution mode, the HP 2603A can be easily configured on HP 260 systems running the "B" operating system revision.

On the HP 2603A printer:

Configure the desired 7-bit character set (must match the HP 260 primary language configured).

Select the desired baud rate and data format.

On the HP 260 computer (in CONFIG)

In the asynchronous port configuration screen select:

class = PRINTER type = 2601 speed = desired printer baud rate data format = desired printer data format

In the DROM configuration screen select the P2601 DROM.

The HP 2603A printer is a practical choice as the system printer for small HP 260 systems and as an add-on letter-quality printer for larger systems.

COMPUTER NEWS 1 0 For H P Use Only

HP 260 supports low-cost 40-Mbyte disc Lynne OvingtodBGD

If you need an economical way to add extra data storage capacity to an HP 260 system, then consider the new HP 9133L and HP 9134L 40-Mbyte disc drives. The HP 9133L disc drive contains a 5%-inch fixed disc drive and a 3%-inch double-sided flexible disc drive. The HP 9134L disc drive contains only a 5%-inch fixed disc drive.

Preliminary performance testing of the HP 913314L with the HP 260 system indicates a range of performance less than the HP 794XA disc drive series but considerably greater than HP 913314H 20-Mbyte disc drives.

When choosing a 40 to 55-Mbyte system disc drive, evaluate cost, performance requirements, and ease of backup. The HP 7946A is the recommended system disc as it offers better performance and the convenience of cartridge tape backup. n For 20 to 40-Mbytes additional mass storage requirements, the HP 91342, is the lowest cost solution. For add-on requirements between 30 and 55-Mbytes, the HP 7945A will provide better performance at a small additional cost per megabyte.

Factory US list US list Disc Mbytes base price price cost/Mbyte

HP 91341. 4,000 4,050

H P 7946A 8.980 9,200 167

HP 7945A 55 5,840 6.000 109

OFFICE SYSTEMS

Office market competitive database now accessible Bruce Evans/OPD

MUSIC (Marketing Update and Summarized Informa- tion on Competitors) has been developed by Office Productivity Division (OPD) to provide field personnel with an accurate summary of the activities of our 7 major competitors in the office market.

November 15, 1985

Information Systems

MUSIC has been designed to complement the already existing OPRA (On-Line Problem Resolution Access) database, which provides information related to the support of OPD office products and is run by NAOLS (North American On-Line Support). OPRA is an easy-to-use, on-line database based on an HP Desk user. MUSIC is located in the Filing Cabinet within the OPRA database. OPD is adding MUSIC to the OPRA database in the US and Europe and is introduc- ing OPRA in Europe.

The MUSIC folder is subdivided into two files: "What is MUSIC?" (a brief description of MUSIC), and "Competitors." The Competitors file is subdivided into four vendor files (DG, DEC, IBM, Wang) that are updated quarterly, and includes the News Roundup file that is a monthly summary of vendor an~nouncements.

Each Vendor file is further subdivided into five files: 1) News Roundup (a repetition of those announce- ments in the overall News Roundup section specific to this vendor). 2) OA Strategy, 3) Maior Strengths and - Weaknesses (as an office systems ~ u - ~ ~ l i e r ) ,

( 4) Current Products, and 5) Futures. To access OPRA/MUSIC in the US Simply dial in to the database, and log on to the system. The numbers to dial in the US are: 408-720- 1429, HELLO OPRA1429.USER; and 408-773-6457, HELLO OPRA6457.USER.

To access OPRA/MUSIC in Europe: The number to dial in to the database in Europe is: (UK) 344 772660. Users log on to the ZEBEDEE machine at OPD, and enter the following information: HELLO FIELD.OPRA, ACCOUNT PASSWORD: DESK. Users then enter the OPRA database where they enter their name and COMSYS code. Users then move directly to the Filing Cabinet of the database, open the folder titled MUSIC, and are able to read those files that are of interest. If users want a copy of this information, they can mail a copy to their HP Desk address.

In the future, OPD plans to add the following folders to MUSIC:

Product Managers Corner: Inputs from OPD product managers concerning developments in their product areas.

Success Stories: Updates on successful sales by HP in specific office markets to aid salespeople is similar selling situations.

Demo Notes: Information on improved ways of demonstrating HP's office solutions in the field,

Please contact Bruce Evans at OPD via HP Desk 1600102 for further information, suggestions, and questions.

HP OFFICE-ASSIST for AdvanceWrite implementations Paula H. Hays/ASD

In the AdvanceWrite and Vectra field training manuals, references are made regarding the modifica- tion of HP OFFICE-ASSIST to support AdvanceWrite implementations. This reference states that Advance- Write training should be substituted for HP Word training.

Changes in the availability of the AdvanceWrite software and training necessitate the following modifications to the original recommendations:

Until the AdvanceWrite software ships, customers should not expect delivery of HP OFFICE-ASSIST services for AdvanceWrite (training, consulting, and so on). Orders can continue to be made for both AdvanceWrite software and HP OFFICE-ASSIST in the meantime.

When AdvanceWrite software ships, HP OFFICE- ASSIST for Vectra includes one enrollment at an HP site for both introduction to the Vectra PC and AdvanceWrite training.

If AdvanceWrite training is not available, substitute one day of product support rep consulting on AdvanceWrite for one enrollment in the AdvanceWrite training class.

The "HP OFFICE-ASSIST Implementation Handbook Supplement for AdvanceWrite Implementations" that was also referenced in the field training manuals can be ordered from the Literature Distribution Center in late November as PIN 5954-2823.

For more information on AdvanceWrite software and training, contact Maureen Fitzpatrick at Office Pro- ductivity Division (OPD) at HP Desk 1600102 or by telephoning 01 1-44-344-7731 99 in England.

For more information on HP OFFICE-ASSIST, contact Paula Hays at Application Support Division (ASD) at HP Desk 5000140 or by telephoning 408- 864-5409.


For HP Use Only 1 1

OfficeShare Network and OfficeShare Network videotape application software mean now available success Gerry Lameiro/CNO

Piper A une/CNO

The OfficeShare Network for the HP Vectra PC, HP Touchscreen personal computer, and IBM PC is off to a great start. Software is key to your customers' solutions. To be successful selling the OfficeShare Net- work, it is imperative that you sell only software that has been tested and approved for use on the network. This way you can be sure that your customers have a total solution that works. The OfficeShare Network Application Software List describes the levels of supported software and contains a list of all software that has been tested and approved. This list was mailed to you in late October as part of the Vectra Office mailing.

Information about application software on the Office- Share Network was also published in the October 15 issue of Computer News. Since that time, we've added several new packages to the list of supported software, including the first networked application packages. Packages newly approved for use on the OfficeShare Network are:

Networkable:

HP 150, Touchscreen, Touchscreen II HP Vectra PC

Wordstar/SpelIStar/MailMerge Advancewrite

ExecuDesk

Financial Calculator

Networked : DATAST0RE:lan

LAN: MAIL MONITOR

We will be supplying systems engineers with more- detailed information about the behavior of application software on the OfficeShare Network. Additionally, we will be publishing application notes providing specific information about particular application packages on the network.

If an application package that your customer is interested in is not included on the list or if you need a copy of the Application Software List, please call the Sales Response Center at 408-257-8877 for more information.

The very popular HP OfficeShare Network videotape shown on the Vectra National Product Training is now available for ordering.

This seven-minute videotape uses both live action and animation to communicate the features and benefits of HP's OfficeShare Network. It also briefly describes how the OfficeShare Network fits into HP's Advance- Net and Personal Productivity Center (PPC) strategies. The videotape is designed to be used early in the sales process to generate enthusiasm for and confidence in HP personal computer networking.

The HP OfficeShare Network videotape can be ordered through the HEART system (1-2 order). The PIN is 90531H. Be sure to choose one format option: Z (= W" U-MATIC Professional); V (= $4'' VHS) ; or W (= MI' Beta). Cost is approximately $30.

PPC performance modeling tool available John Selep/OSD

Recent feedback has shown that performance information is essential to help your customers understand the benefits and implications of the new Personal Pro- ductivity Center (PPC) products. In response to your needs, we've made available an updated performance tool to assist you in answering your customer's PPC questions.

The PPC Performance Modeling and Configuration Tool aids you and your systems engineers in modeling the performance of the HP 3000 PPC products and configuring HP 3000 installations. The complete tool consists of a spreadsheet (VisiCalca) performance model and accompanying performance guide, and replaces a very successful tool your systems engineer may already be using. In addition to incorporating the latest HP 3000 PPC products and the new Series 42XP and Series 58 SPUs, we've expanded this version of the tool to provide more information and allow you to include your customer's non-PPC applications in the model assumptions. The expanded tool should

COMPUTER NEWS 1 2 For HP Use Only November 15, 1985

Information Systems

immediately help you and your systems engineers answer your customer's questions about performance of the new HP 3000 SPUs, Print Central, and HP Access.

Targeted primarily for systems engineers, the performance tool has been distributed to office-automation systems engineers and the Learning Centers through th'e Software Distribution Center's (SDC) subscription services. The performance modeling tool is also available for internal order from SDC, PIN 5061-8403. VisiCalc@is a US registered trademark of VisiCorp.

Gieneral Mills gets results with HPMap/3000. P~iula Dieli/PSD

HI?Map/3000, the business mapping software for the HI? 3000 office end-user, is the newest addition to the HI? 3000 business graphics family. This family includes HP Draw, the presentation design system; HI? Easychart, the "no-experience-necessary" chartmaker; and DSGl3000, the "full-capability" chartmaker. The Business Graphics Package includes the above three products at a 37 percent discount. Hl?Map/3000 offers users the highest-quality and most-user-friendly business mapping software available today, and that results in faster and more effective decision-making. With HPMap, any HP 3000 user can quickly view complex geographical data in an easy-to-understand format:. HPMap's menu-driven interface makes map creati.on easy. Within 10 minutes, a presentation-quality zone map (showing distributions, e.g., sales by region), dot map (showing locations, e.g., ~~ianufacturing sites) or combination miip (zone and dot map combined) can be created.

How General Mills uses HPMap to increase productivity Ron Miller, end-user computing graphic product specialist at the Information Systems division of General Mills, says using HPMapl3000 "is pretty straightforward." Miller's group had been creating miips by hand but he says "we are looking at doing more maps with HPMapl3000 because it's a lot faster."

Gone are the da:ys of hand-drawn maps where simple changes are time-consuming and expensive. HPMapI 30.00 was designed with flexibility in mind, so changes

are quick and easy. At General Mills, the process of making maps the old way required three weeks, but with HPMapl3000, it only takes a day and a half from inception to finished maps. Miller says, "the real time saving came when we made changes. We changed four or five data points and since the colors and tex- tures were already selected, we just plotted a new copy of the map."

Miller said, "the maps created by hand obviously showed signs of cut and paste, but with HP's output (maps output to 35mm DICOMED format for production at a local DICOMED service bureau), the colors were true. HP's output certainly is presentation quality, and you can't ask for much better than that."

Business maps can help decision makers in many areas of a business, such as: marketing and sales, finance, facilities planning, operations management, personnel and public service management and government. The Information Systems division at General Mills is using HPMapl3000 to create maps showing regional sales data at the corporate level. Miller says the marketing group is planning to use HPMapl3000 for product targeting and the test marketing of products at the regional level. The 150 base maps (templates from which maps can be created) included with HPMap at no extra cost (including the US, the US states by county or 3-digit zip, Europe, continents, plus many other countries and regions of the world) make this possible; base maps can be edited or the customer can create his own customized maps.

Prime HPMap prospects Accounts who already have HP 3000 business graphics

Companies who use geographic data

International corporations with worldwide business interests

Consumer products companies (like General Mills), e.g., customer locations, leads, or customer distributions.

Use General Mills' success with HPMap along with the above guidelines to help sell HPMap to your customers. Refer to the HPMap Field Training Manual for more detailed information on selling HPMap.

HPMapl3000 (PIN 32113) is available for $2,800 for use on the HP 3000 Series 37 and $7,000 for use on all other HP 3000 computers. DICOMED is a registered trademark of DICOMED Corp.

November 15, 1985

COMPUTER NEWS For HP Use Only 1 3

Information Systems

FINANCIAL APPLICATIONS

Financial application solutions marketing strategy Jeff Gomes/BGD

Some of you might remember Boeblingen General Systems Division's (BGD) involvement in the development and marketing of HP's first "customizer" based financial application solution. This team a t BGD grew to become Administrative Productivity Operation (APO) and part of Adminis- trative Productivity Division (APD). T h e product, H P Financial Accounting (HPFA), grew to an installed base in excess of 500 sites, with customers reading like the "Who's Who" in business.

Most of you have recently heard about the organiza- tional changes related to APD and as part of this reorganization, APO has now turned the clock back and the team has been integrated into BGD. BGD will now continue the commitment to the FMS strategy and therefore we have decided to concentrate our financial application thrusts in two areas: financial applications to support HP's Manufacturing Produc- tivity Network (MPN) strategy and leveraging our investment by selling financial applications into horizontal markets.

Our R & D product program will focus on the following: HP Financial Accounting: Continue investment into quality, performance, product enhancements and user friendliness. H P Financial Budgeting: Release a high quality financial planning solution to enhance the product line offering. HP Business Report Writer: Enhance the functionality and performance of the current Report Facility while a t the same time offering the functionality of a general purpose report writer for all IrnagelDictionary-based applications.

In addition, we plan to migrate all three products to Spectrum native mode. Our marketing programs will focus on the following: excellent technical support, improved training and end-user documentation, aggressive sales program to increase the order rate in FYI86

Furthermore, our North American marketing program, formerly part of Financial Systems Operation (FSO), has been integrated into Manufacturing Pro-

ductivity Division (MPD). By concentrating HP's MPN applications under MPD, we believe we can achieve better integration and a consistent market approach. For product marketing, sales development and technical support our team is fully integrated into the functional departments of MPD's marketing.

Fur ther details are contained in an announcement sent to all regional and area management.

New Financial Management Systems sales tools available Fulvia Mambrito/BGD

Let your customers read about fellow business people who have successfully automated with Hewlett- Packard's Financial Management Systems solutions. T h e new Financial Management Systems testimonial flyer is available to you at the Literature Distribution Centers. T h e flyer collects the impressions of a few of our US customers demonstrating, once again, how HP financial business solutions offer a better way to plan and control the financial position of a business.

T h e testimonial piece is complemented by a new brochure which gives a high-impact overview of the Financial Management Systems line of products, and addresses the needs of controllers and CFOs of For- tune 1000-type companies in the manufacturing and general business services.

T h e H P Financial Budgeting, H P Production Cost Management, and HP Application Link brochures provide fur ther information to the customers particu- larly interested in these solutions. Soon a new brochure describing the Financial Accounting modules (HP General Ledger, HP Accounts Payable, HP Accounts Receivable, H P Allocator, H P Dual Ledger) will also be available, together with a special binder to collect the literature. Thus , you will be able

COMPUTER NEWS 1 4 For "P use On,, November 15. 1985

l nformation Systems

1:o tailor the Financial Management Systems literature ~~ortfol io to the needs and interests of your individual clients.

'The new merchandizing tools are further proof that HP is seriously committed to the financial software market and will continue to provide its customers with comprehensive, easy-to-use business solutions.

Merchandizing tools

I sales tool P/N I HP FMS brochure 5954-0494

HP FMS testimonial flyer 5954-6589D

HP Financial Budgeting brochure 5953-6617

HP Application Link brochure 5953-6613

HP Production Cost Management flyer 5954-0436

New field training manuals binder available Fuluia Mam brito/BGD

During the past two years, Financial Management !Systems has shown dramatic improvements in product performance, quality and resource utilization - not to mention an installed base of 500 customers. .4dditionally, this summer saw the introduction of HP ,4pplication Link, a tool for linking HPFA's databases 1:o the accountant's best friend, the electronic spreadsheet. We will soon be releasing the next member of the Financial Management Systems family, HP Finan- cial Budgeting. The system is designed to manage the budgeting process of medium to large corporations. It is a standalone product which can be fully integrated with any accounting system, either HP Financial Accounting or any other, non-HP, system environment. We've also been working to help you in your lead generation activities with ad and mailing campaigns.

With the growth of the product line, there has been a corresponding growth in the number of field training manuals we have been or will be sending out. So, we wanted to give you something to help you organize them. At the end of October we will mail the new field training manuals binder to 850 commercial sales reps - and systems engineers. The binder contains a copy bf

the HP Application Link FTM and a completely rewritten and revised version of the HP Financial Accounting FTM. The manual is written to reflect the sales cycle, and should not only help you during the sales cycle but should also assist you in starting it. Additionally, you will soon be receiving the HP Finan- cial Budgeting FTM.

If you don't receive a copy of the binder in the next two or three weeks, or would like one, please contact Fulvia MambritoIBGD, HP Desk B200lA1 or call 011-49-7031-143225.

VERTICAL MARKETS

Vertical Markets Solutions Index Sandra Brandon/ISG

The Vertical Marketing Group in Cupertino, Califor- nia, has put together a special edition of the Vertical Markets newsletter entitled Vertical Markets Solu- tions Index (October 1985 issue). It is targeted to help the commercial sales force be more productive in selling solutions. This solutions index contains the following:

1) SIC Code Dictionary: An official guide covering all SIC code definitions including the number of es- tablishments represented.

2) Solutions to SIC Codes Cross-Reference: Top third party solutions including national accounts with SIC codes listed in order of best fit for each solution.

3) SIC Codes to Solutions Cross-Reference: Appropriate SIC codes matched with the corresponding solutions.

4) Vertical Markets Newsletter Index: A December 1984 through October 1985 listing of all market analyses and market updates including industry information, success stories, and Vertical Market programs.

Copies can be obtained through the Literature Dis- tribution Center in Palo Alto, California, by ordering PIN 5958-3990.

Ihd


Personal Computers

GENERAL

New DAVAR program for HP dealers Stanley A nderson/PCG

Now HP dealers can increase their sales opportunities through the Dealer Affiliated Value-Added Reseller (DAVAR) program. The DAVAR program creates an opportunity for HP dealers to sell personal computation products through low-volume, value-added resellers. These resellers (DAVARs) buy HP products from an HP authorized dealer and sell these products as part of a complete solution into vertical markets in cooperation with the HP dealer. HP has no direct relationship with these resellers and therefore relies heavily on the dealer to uphold HP's high standards for quality. HP cannot do a cost-effective job of soliciting the business of these small resellers; the DAVAR program gives HP an avenue into these accounts. Since these are customers that are not generally addressed by the dealers today, the incremental sales that the DAVARs generate will not only promote additional HP awareness but also will increase overall volume through the dealer channel.

Application process

The dealer finds a prospective value-added reseller who is interested in buying HP personal computation products to use as part of a vertical market, value- added solution. The dealer gives the prospective DAVAR an application to complete which will help the dealer and HP qualify the reseller's ability to successfully sell and support the value-added system that HP products are to be a part of. The dealer completes the application, describing how the reseller will be supported on the HP products that the reseller pro- poses to incorporate into a vertical market solution.

A second document, the DAVAR Certification, must be signed by the reseller and included as part of the application. The application and certification are available to the dealer from the SF 12 representative. The completed application is submitted to HP for approval. Upon approval, the field and the HP dealer will be sent a letter which states that the specified outlet is authorized to sell to the specific reseller (DAVAR) the products that the application has requested.

Eligible products

All HP CPUs and peripherals on the Dealer Product List are eligible for resale to the DAVAR. However, dealers may sell to DAVARs only products which they have agreed to via the dealer1DAVAR application. Note that ASP products are not eligible for sale by dealers to DAVARs. Software and supplies can also be sold to the DAVAR if they are used as part of the value-added product the DAVAR is authorized to sell as stated on the application.

Support and training

Since the DAVAR has no direct relationship with Hewlett-Packard, the dealer is responsible for all sales and technical support for the DAVARs that they sell to. Of course, the DAVAR is responsible for the installation and technical support for the end-user customer, but an agreement between the dealer and the DAVAR could be reached so that they share these responsibilities. This type of agreement must be outlined in the application.

For the DAVAR who requires more in-depth technical support than the dealer can provide, HP training classes and support contracts can be purchased by the

-.

DAVAR. DAVARs are not allowed to call the dealer response line for support.

Service and warranty

The DAVAR is not authorized to service HP products. Any service for HP products should be handled through the affiliated dealer. The dealer can service the products, through the HP Dealer Cooperative Sup- port, the Dealer Repair Center Program or return them to HP for repair.

For more details about the DAVAR program, order PIN 5954-2590, the HP DA VAR Program Guide (internal use only), or talk to an HP SF 12 representative.

Also in this issue

HP-71 streamlines UK's social security system

HP-12C holiday promotion

COMPUTER NEWS 1 6 For HY Use Only November 15, 1985

Personal Computers

DESKTOP

Authorize copy protection no longer employed on Touchscreen software llavid Obershaw/PSD

The Authorize copy protection system has been removed from the following Touchscreen-based software products: Drawing Gallery, Charting Gallery, The Gallery Collection, Executive MemoMaker, AdvanceLink, ExecuDesk, Executive Card Manager, and HPAccess. Note: This statement does not apply to 11P W o r d / l 5 0 which is manufactured by Office Pro- ductivity Division (OPD). OPD is also in the process of discontinuing the use of Authorize, and will make a statement shortly regarding HP W o r d / l 5 0 . A11 units shipped from Personal Computer Distribu- tion Operation (PCDO) after November 1,1985, no

a longer include the Authorize system. Instead, these products now employ the same non-copy protected ilnstallation procedure previously used on Touchscreen-based software products. The decision to remove the Authorize mechanism was based on several key factors:

41 There is currently no copy protection system available for the Vectra PC. With the introduction of Vectra, the majority of HP's new personal computer-based applications will be compatible with the IBM PCIXTI and AT machines installed in our customer sites. Because of the wide variety of disc drives used on these systems, there is no tech- nically reliable copy protection system available today that does not impose serious limitations on the user. Given this, the decision was made not to include copy protection on our Vectra software. To continue requiring copy protection on our Touchscreen-based applications would present an inconsistent strategy to our customers.

41 There is no protection available which Provides appropriate security andflexibility. While Authorize provides more flexibility than most copy protection systems, the feedback we've received from some customers is that there are still too many limitations. Rather than limit these users, we can protect our software investment under copyright laws and rely on our customer's honesty.

Authorize limited the ability of our sales force to demonstrate software. We heard back from many people in the field that Authorize was limiting their ability to demonstrate software for customers. Since demonstrations are a critical part of selling a software solution, we needed to provide you with more flexibility.

While these factors led us to remove the Authorize system, HP remains in support of copy protection as a means of protecting HP's software investment and helping customers protect against illegal use of software within their organizations. Many customers have indicated a desire to control the use of software in their organizations, and a quality copy protection mechanism would provide this control. Such a system would have to provide more flexibility than Authorize, but would guarantee against any illegal use of software. HP will continue R & D in the area of copy protection, and may provide an optimal solution in the future.

How to eliminate Authorize from existing software In order to solve immediate problems some customers may have with Authorize, we have distributed an Authorize Removal utility worldwide to all personal computer system engineers (PCSE), personal workstation sales reps (PWSR), response centers, and office automation coordinators. This program is designed to remove copy protection from the user's existing Master discs, and is executable from MSTM-DOS. We do not view this as a viable solution for end-users, however. This program should be used by system engineers and sales reps where their customer has an immediate need to eliminate the Authorize mechanism. Also, this program could be given to some of your more sophisticated customers with proper instructions. The disc re-duplication program The primary mechanism for the removal of Authorize is our Disc Re-duplication Program. Between now and January 31, 1986, we are offering to "Re-duplicate" master discs for US customers. They need to mail their master disc along with a check for $10 per disc to cover postage and handling to: Hewlett-Packard, Personal Software Division, 3410 Central Expressway,


For HP Uw Only 1 7

Personal Computers

Santa Clara, CA 95051, ATTN: Disc Re-duplication Program.

Note: For internal HP users, you should contact your site Office Automation Coordinator for specific instructions. Also, for European customers, a program will be offered through Grenoble. When the discs are delivered to PSD, all existing files and labels will be removed, so ensure that your customers leave no important information on the disc. Please allow three weeks for the returned discs.

Which discs need to be re-duplicated? Instruct your customers to only return their Applica- tion Master discs for re-duplication. For example, on The Gallery Collection, customers need only send in the Drawing, Pie, Bar, and LineIScattergram master discs. It is not necessary to re-duplicate the GOLD or Picture Library discs.

How to receive a copy of the Authorize removal program If you did not receive a copy of the Authorize Removal program and there isn't a copy available in your office, please send a mail message to Debbie Jeongl HPDGOOIPM and she will send you a copy over HP Desk.

The ExecuDesk System and Executive Card Manager highlighted in direct-mail promotion Lois Milo/PSD

Over 30,000 HP Touchscreen personal computer customers will be receiving something special in the mail this month. A direct mail promotion describing the ExecuDesk System will arrive, offering five integrated Touchscreen software products and our new Executive Card Manager package.

The ExecuDesk System includes Executive Card Manager, Executive MemoMaker, Charting Gallery, Deluxe VisiCalcF, ExecuDesk and Series 1001Finan- cia1 Calculator - andoffers a substantial savings over individual purchase of the products at $995. The ExecuDesk System can be an easy, economical upgrade for customers who are still using MemoMaker, Personal Card File, Series 1001Graphics andlor VisiCalc".

Executive Card Manager provides simple but powerful information management capabilities. Customers who like Personal Card File, but want more power, will want to have Executive Card Manager.

While Executive Card Manager maintains the distinc- tive Rolodex interface, its capabilities include a built- in report writer, 64,000 card files, complete autodial- ing features and much more.

Executive Card Manager: Templates compliment Executive Card Manager by providing 21 modifiable formats and report layouts - instant fill-in-the-blank productivity.

The mailing tells customers all about these major software offerings through a four-page cover letter and a brochure. An order form, Direct Marketing toll-free ordering number (800-538-87871, and dealer referral are also included to encourage immediate order action.

Ordering information

US list

45442A The ExecuDesk System 45421A Executive Card Manager 45441D Executive Card Manager: Templates

VisiCalc 9 s a US registered trademark of VisiCorp.

HP Forms Master success stories on the HP Touchscreen personal computer Mona Matsumoto/PSD

A major account of HP sales rep Hector Torrens developed an application designed for sales people to enter data. The application was contracted out to a software firm who returned in six months with unac- ceptable software. This outside firm made poor use of the escape sequences and the application looked terri- ble. Krista Killen, personal computer system engineer out of the Valley Forge, Pennsylvania, office, used Forms Master with Microsoft FORTRAN to quickly create easy-to-use screens for the application. She found Forms Master to be similar to HP VPLUSl3000 and extremely useful. The Forms Master editor let the fields on the screen be effectively and easily designed. The wake-up character set and error check- ing capabilities made it simple to create an error-proof display; sales people would find it difficult to enter incorrect values. And Krista didn't have to keep track

COMPUTER NEWS 1 8 Fur HP Use o n l y November 15, 1985

~ ~

Sales Guide Contents

What is R:BASE 5000? Where to Sell Co.mpetition Orldering Information Questions and Answers Feature Comparison

R:BASE 5000 is a high-performance, full-featured relational data base management system (DBMS) tha t satjlsfies the needs of novice, intermediate, and expert users. R:BASE 5000 is available for the H P Touchscreen PC. the H P Vectra PC, and the IBM PC, XT and AT. R:BASE 5000 is supplied to H P by Microrim, Inc.

R:EIASE 5000 is great for managing all types of information from a simple list to a complex application. Lists of information might include business contacts, records in a phonograph collection, or assets in a department. R:BASE 5000 can also handle complex applications such as personnel systems, inventory management systems, and accounting systems.

R:B,ASE 5000 includes many features tha t a re not available on other DBMS packages, or are available only a t extra cost:

An Application generator which automatically writes application code. A pictorial data base design tool which allows a user to quickly define a data base. A report writer for writing both simple and complex reports.

A forms generator for creating and managing data entry forms. Very large data storage capacity - 40 tables and 400 columns per data base. R:BASE 5000 language compiler. Password security to protect sensitive information. FileGateway which will import data from: dBASE 11'" 1-2-3'"/SymphonyTM from LotusTM PFS : File@ DIF, SYLK, and ASCII files Data may be exported in the following formats: DIF SYLK ASCII

Where to Sell

Most of your accounts with Vectra, Touchscreen or IBM personal computers need a DBMS to develop applications for internal use. You will find tha t R:BASE 5000, with its application generator, is a n easy product to sell.

Customers who are currently using Condor 3 will appreciate the increased power and reliability offered by R:BASE 5000.

dBASE I1 and dBASE 111 users will like the speed with which they can build new applications.

Customers with a mix of Touchscreen and Vectra or IBM personal computers will like having the same DBMS run on all of their personal computers.

Users who have reached the limits of Executive Card Manager (ECM), Personal Card File (PCF) or other file managers will find R:BASE 5000 an easy package to learn and to grow with.

Sell R:BASE 5000 in the following situations:

Situation: A user has data stored on an H P 3000 and would like to store data on a personal computer. The user would like to prepare special reports based on both sets of data.

Answer: Sell H P Access to extract and download the data to the personal computer and sell R:BASE 5000 as the DBMS for the personal computer. Once the H P 3000 data is in R:BASE 5000, extensive calculations can be performed to summarize the information during the reporting process.

Situation: A user has a Condor 3 based application that has grown to the point tha t the application is limited by Condor's data capacity.

Answer: R:BASE 5000 has a very large data capacity. 40 tables and up to 400 columns can be supported. While each table can contain over 2 billion rows, MS-DOS will limit the maximim data base size. Moving data from Condor to R:BASE 5000 is very easy. With Application EXPRESS, the user can redefine the Condor application in R:BASE 5000 and have the code generated automatically.

Situation: A large company would like to build a personal computer based application which would be very large and complex. They plan to implement the program in Pascal, however they want to test some ideas for the application before they hire a large staff to do the project.

Answer: R:BASE 5000 is an excellent tool for prototyping very large systems. With Application EXPRESS and the R:BASE 5000 programming language, a prototype of the full system can be built very quickly. The design of the application can be tested to make sure that i t fulfills their users' needs. Changes can be made quickly and easily. After the application has been

prototyped and defined, the application can be re-coded in a compiled language. PI, the Program Interface for R:BASE 5000, could be used in the final implementation. P I (a separate product on the Vectra PC) allows a Pascal or FORTRAN program to access and manipulate data stored in R:BASE 5000.

How to Sell Against the Competition

The main competition for R:BASE 5000 is dBASE I1 and dBASE 111. Because there are so many DBMS packages on the market, you may encounter others. In these cases, follow the general guidelines outlined below.

To sell R:BASE 5000:

1) Explain how Application EXPRESS can dramatically reduce the time required to develop an application. Some accounts have found that by -7 using R:BASE 5000, their MIS groups no longer spend time building applications. They allow their end users to develop their own applications with EXPRESS!

2) Point out that R:BASE 5000 is the only DBMS that is available in its latest release on the Touchscreen, Vectra and IBM personal computers. If your customer has Touchscreen PCs and either Vectra PCs or IBM PCs, explain that by using the same DBMS package on all of their personal computers, they will have fewer support and training expenses.

3) Stress performance. R:BASE 5000 is between 40% and 150% faster than dBASE I11 performing data base operations.

4) Buy an R:BASE 5000 Tutorial for $9.20 (Internal orders only) and give i t to a potential customer. Customers like trying packages on their own. Microrim has found tha t they have sold 1% full products for each Tutorial given or sold to a customer.

5) Build a portion of a customer's existing dBASE I1 application with EXPRESS. This strategy sold over 100 Touchscreens a t one account! /1

Ordering Information

All products are available now except P I which will will be available in early 1986.

P/N R:BASE 5000lTouchscreen 45563A $700.00 R:BASE 50001Vectra 68336F $700.00 Tutorial 68336-87003 $9.20 PI/Vectra 68337F $395.00 R:BASE 4000/Touchscreen 45545A $495.00

Daita sheets for R:BASE 5000 are available from the Literature Distribution Center in Palo Alto (or Corvallis), PIN 5954-2563.

The R:BASE Tutorial is available only for internal orders.

I

Gestions and Answers

(3: Will future releases of R:BASE 5000 be available on the Touchscreen as well as Vectra?

IA: Yes. HP is committed to supporting both Vectra and the Touchscreen with future releases of R:BASE 5000.

(a: Why should I sell R:BASE 5000 when a custome:r can buy it on their own from a dealer?

A: By selling R:BASE 5000 you will earn a commission on the sale as well as providing a "One Vendor Solution" for your customer.

'Q: What does the strategic relationship between HP i and Microrim mean for me and my customers? I

t A: HP and Microrim are working together to better

integrate Microrim products with HP software and hardware. As an example, an HP Access method file for R:BASE 5000 is under development. You can sell R:BASE 5000 knowing

Q: Does R:BASE 5000 support touch on the Touchscreen PC?

A: No.

Q: I would like to use a spreadsheet and a graphics package with R:BASE 5000. What should I do?

A: R:BASE 5000 will output data in DIF format. This can be read by Lotus 1-2-3, VisiCalc as well as HP Charting Gallery for further processing. Store your data in R:BASE 5000 and export it to these (or other packages) whenever you want.

Q: Will HP Access support R:BASE 5000?

A: Yes. Currently HP Access will output data in DIF format, which can be read into R:BASE 5000. A method file is under development which will allow HP Access to directly output R:BASE 5000 tables. When the method file is available, HP Access will be able to extract data from R:BASE 5000.

Q: Will R:BASE 5000 run under ExecuDesk?

A: No.

Q: Is i t difficult to move an application from Condor 3 to R:BASE 5000?

A: No. One of our Beta test sites moved a completed application from Condor 3 to R:BASE 5000. The data was transferred easily with the FileGateway program in R:BASE 5000. Application EXPRESS allowed the user to define the equivalent application in R:BASE 5000 very quickly.

Q: How about moving a dBASE I1 or dBASE I11 application?

that customers will find lasting value in their purchase.

A: The transfer of data from dBASE to R:BASE 5000 is very straight forward. However, a dBASE application may be more difficult to transfer. It depends on the complexity of the dBASE program. Recommend to your customer that current dBASE applications remain as they are and that new applications be built in R:BASE 5000.

Q: How does R:BASE 4000 compare with R:BASE 5000? When would I recommend R :BASE 4000?

A: R:BASE 4000 is the predecessor of R: BASE 5000. R:BASE 4000 competes well with dBASE 11 whereas R:BASE 5000 was designed to be superior to dBASE 111. R:BASE 5000 will accept R:BASE 4000 commands, data files, reports and forms. R:BASE 4000 is a smaller product and is less expensive. For accounts tha t want a good DBMS to store data and who do not want to spend $700.00 for R:BASE 5000, recommend R: BASE 4000.

Feature Comparison R:BASE dBASE Condor

5000 I11 3 Application Development Features

Procedural Language Multiple table da ta input Multiple table reports Compress database in place Multi-page da t a en t ry 9 levels of subtotals & totals Substringlwildcard search

in text files

YES YES YES YES YES YES YES YES YES YES YES YES YES YES

YES YES YES

ppp ~

dBASE I1 a n d dBASE I1 arc3 r e g ~ s t e r e d t rademarksof Ashton Tatt .

1 2-3. Symphony a n d 1,otus a r e r e e ~ s t e r e d t rademarks of I,r~tu% I)rvelop~nent Corp.

Heavyweight Programming Features

Compiler Application Generator Application prototyping

system Password security User-defined da t a rules Automatic menu generation

User-Convenient Features On-line help Command prompting BrowselEdit Sample application Macros Graphical database definition Prompted application building Menu-driven da ta import Time & date s tamp in

report writer Data dictionary Time da ta type Modify database s tructure

with one command

Import Data Directly From: dBASE I1 Lotus 1-2-3lSymphony pfs:file DIF (VisiCalc) SYLK (Multiplan ASCII

R:BASE dBASE Condor 5000 111 3

YES YES

YES YES YES YES

YES YES YES YES YES YES YES YES YES YES YES YES YES

YES YES YES

YES

YES YES YES YES YES YES YES

DATE

YES

Microrim is a reg i s t r r rd t rademark of Microrim. Inc,

R:BASE is a t rademark of M i c r o r ~ m . I nc .

Personal Computers

of the display details as she programmed; Forms Master did it for her. While the problem might have been solved without Forms Master, using it made the programming task easier. That's what Forms Master

I is for - to make life easier for programmers who use Microsoft Pascal, FORTRAN, or compiled BASIC and want good looking interfaces.

Another customer wanted a Parts Tracking System on an HP Touchscreen personal computer. A former IBM PC shop, the customer had a lot of questions on how to use escape sequences to control the display. Markham Thomas, the system engineer out of Oklahoma City, Oklahoma, gave a week of MicrosoftG' Pascal training. The second week, he focused on the custom application and used Forms Master for quick and easy display management. Forms Master not only eliminated the need for escape sequences, it reduced the programming load as well. The result: a successful Parts Tracking System. Forms Master is particu- larly useful for progranlmers who don't want to bother programming with Touchscreen escape sequences. Even our HI' program designers used Forms Master for outstanding user interfaces for our products. Forms Master (PIN 45443A) sells for $295 US list.

The Worksheet Connection provides easy integration

I between Lotus 1-2-3 and I Charting Gallery

David Obershaw/PSD

Another advantage for HP's Graphics Gallery Do you know any customers who use L ~ t u s ' ~ 1-2-3@? Most customers find the quality of graphics provided with Lotus 1-2-3 inadequate for professional presen- tations and reports. With the availability of The

L Worksheet Connection, HP again asserts its leader- ship in the business graphics marketplace. Before The Worksheet Connection, users of Lotus 1-2-3 graphics had no simple avenue int.0 presentation-quality graphics. Now, HP is the only vendor to provide such ,an avenue; use this to help sell the complete HP business graphics solution.

- -

What is The Worksheet Connection? 'The Worksheet Connection is a free public domain

Lotus 1-2-3 into the Charting Gallery program. When graphics are created in 1-2-3, they can be saved within the worksheet from which they draw their data. Without the Worksheet Connection, the only way to move from Lotus 1-2-3 graphics to presentation graphics is by transferring data using the DIF utility within the 1-2-3 utilities program. The problem with this is that you cannot transfer important chart information such as Title, Legend, or Axis Seal- ing. Thus, much of the effort that went into creating the chart within Lotus is lost when you want to move into a presentation graphics package. It is this loss of effort that The Worksheet Connection was designed to eliminate.

With The Worksheet Connection, you can use Lotus' built-in graphics to carry out "what if" analysis, and then simply transfer the graphics created within 1-2-3 directly into a file which Charting Gallery can read for professional presentation graphics. When this transfer is executed, no chart information defined in 1-2-3 is lost; if you have already assigned titles and legends, these will be included when you load the transferred file into Charting Gallery.

The Worksheet Connection distributed to field in October In early October, The Worksheet Connection program was distributed through HP Desk to the following people: personal workstation sales reps, personal computer systems engineers, the response centers, and the office automation coordinators in the US. Also, the utility is available on HP's CompuServe Bulletin Board as public domain software. For those who are interested in the program but have not received a copy, please send a mail message to Debbie Jeongl HPDGOOIPM or contact your Sales Center liaison to receive a copy.

Note: The Worksheet Connection is not a supported HP software product. It is provided to customers and internal HP users free of charge, and can be duplicated freely. While this program has been fully tested and we do not foresee users encountering any problems, it is not a fully supported HP solution. Please ensure that your customers are aware of this if they use this software. LotusD and 1 -2-3@ are US registered trademarks of Lotus Development Corp.

utility which allows the transfer of graphics created in

November 15, 1985

COMPUTER NEWS For H P Use Only 1 9

Personal Computers

AutoCAD transferred to Design Systems Group Kathy Su&it/PSD

On November 1, AutoCAD for the HP Touchscreen MAX transferred to the Design Systems Group in Fort Collins. AutoCAD (PIN 47956A) is an advanced computer-aided drafting and design system, which includes Advanced Drafting Instructions 1 and 2. This product is sold by SF15 and ASP dealers. All technical support will continue to be supplied by AutoDesk, Inc.

Beginning now, all calls regarding AutoCAD should be referred to Paul Guerrero, AutoCAD Product Man- ager, Technical Software Center, Fort Collins, Colo- rado. at 303-226-2023.

New bar code reader for HP-HIL terminals and personal computers Bernard Jany/GPCD

A new bar code reader is now available for HP-HIL devices - the HP 92916A.

The HP 92916A bar code reader can be used with HP's new generation of personal computers and terminals that use the HP-HIL (Human Interface Loop). These include HP Vectra, HP 150 Touchscreen 11, HP 2393A, HP 9807A, HP 9817A.

The HP 92916A simply plugs into the keyboard or any other device on the HP-HIL. No modifications are required to the hardware or software. (The HP Vectra, however, requires a driver program to be installed. This driver is supplied with the bar code reader.)

The HP 92916A provides PC and terminal users with an alternative to the keyboard for fast and accurate data entry. Its features include: reads five popular codes (Interleaved 215, Codabar, code 319, LTPCIEANI JAN, and Extended Code 319); automatic code recog- nition; check digit and field length verification; selec- table terminator character; and audio feedback on correct read.

Applications include: order entry, document tracking, sample identification, job identification, material flow, warehousing, product marketing, and distribution.

The following table lists the PCs and terminals that support the HP 92916A.

*Uses installable driver supplied with reader

PC/ Terminal

Note: The data read by the bar code reader may be transmitted to the PC or terminal in two ways: keyboard emulation mode and ASCII mode.

Keyboard emulation mode sends a matrin address similar to a specific key on the keyboard. A table in the PC or terminal then translates the matrix address to the ASCII code corresponding to the character read.

Data transmission method

ASCII mode sends the actual 7 or 8 bit code directly to the PC or terminal. This mode is normally used for bar codes with special characters not found on the keyboard.

Supports I

local K/B

HP 150 I1

HP 2393

At $590, the HP 92916A is one of the lowest priced bar code readers on the market, and joins the growing family of bar code products available from HP.

For further information, please contact Bernard Jany at Grenoble Personal Computer Division (HP Desk HP6300/K 1, or telephone France: 76-62-57-98).

- Keyboard emulation

- Keyboard emulation

HP 9817A - Keyboard emulation

Keyboard emulation

- ASCII Mode

COMPUTER NEWS 20 For HP Use Only

Yes

Yes

November 15, 1985

Personal Computers

Discontinued personal computer software products Marilyn Ruel/PSD

The following products will be removed from the C:or- porate Price List:

Series 8 0 software (removed from CPL December 1, 1985) 92248EA Home Budget Manager180 92248DA Action Games180 92248FA Galaxy Patrol180

Series 200 software (removed from CPL December 1, 1985) 45472B User Definable Softkeys1200 454758 Games1200

Touchscreen (HP 150) software (removed from CPL December 1, 1985)

45420A MemoMaker (vou can now order Executive MemoMaker. . I P/N 45418A, $245) 45422A Personal Card File (you can now order Executive Card Manager, I PIN 45421A, $295)

(removed from CPL February 1, 1986) 45680A Type-a-Line

Portable software (HP 110) (removed December 1, 1985) 45408C DataFaxTM

HP Touchscreen personal computer makes film debut Judy Sakowski/POD

Thanks to the North Hollywood sales office, HP equipment receives national exposure through TV shows and movies. The HP Touchscreen personal computer, which has made recent guest appearances on "Simon and Simon" and "Knight Rider," made its film debut this summer in "Real Genius." As in real life, the Touchscreen personal computer was instrumental in the success of the heroes. The Touchscreen personal computer survived the staging of the science laboratory explosion, and was reported afterwards as "still ticking."

Also in this issue

Latest Computer Users Catalog and first Personal Computer Users Catalog published 33 Carrying case and dust cover for HP Vectra PC 34

November 15, 1985


Manufacturing Systems

GENERAL Data acquisition support is provided for dimensional measurement, electrical test and measurement, and attribute data. Statistical analysis support is provided

Updates for the HP 1000/9000 for a number of computations and outputs including X-barlR, X-barIS, and Pareto charts. Up to nine user- Interface Products configured alarm criteria can be automatically

Specification Guide Karen Dudley/RND

Please note the following changes to the HP 1000/ 9000 Interface Products Specification Guide (PIN 5954-6312) dated August 1985.

Page 15: T h e 7906Hl7910HR discs are not supported on the A-Series. (These discs were supported on the L-Series)

Note: In general, for Peripheral compatibility please refer to the most current HP 1000 Hardware, Soft- ware, and Peripherals Ordering and Compatibility Guide (P/N 5953-8758) or the Peripheral Configura- tion Guide (P/N 5953-9470).

Page 90: T h e 12821A will support non-disc HP-IB devices.

Page 144: T h e 98625B is not scheduled to be on the Corporate Price List until February 1986 due to a slip in the lab schedule.

detected for each parameter or attribute. RQMI~OOO produces control charts in real time and also has built- in tools to apply standard interpretive tests to the data. 1mage/1000-11 or ATA's high-speed, real-time database system can be used.

RQMl1000 is based on the A-Series computers. Data acquisition for RQMl1000 is also supported on the Series 2001300 systems. T h e product has been successful in closing a number of QDM deals; it over- comes many of the objections to QDM.

In addition to providing the product, ATA offiers QC consulting, system configuration, and customization services to ensure that the system meets the customer's requirements.

Integrated quality control is no longer a concept. H P working with ATA can satisfy the needs of QC and manufacturing people. For more information on ATA, RQMl1000, or the successes H P has had with RQMI 1000, contact the Manufacturing Systems Group Sales Center.

MANUFACTURING HP JIT's first year a selling success

APPLlCATl 0'' ~ r i s tine john son/^^^

Real time quality management H P J IT celebrated its first birthday on November 1. You have helped us achieve our first year objectives

Dana Chamberlain/MSG and we are looking forward to an even better second

For North American only

Do your customers require real-time Statistical Quality Control? When you approach customers about Quality Decision Management (QDM) do they become overly concerned about data acquisition?

Automated Technology Associates (ATA) provide an integrated factory floor quality control system that complements QDM. This system can be sold as a standalone system or it will function as a front-end to QDM. Real-time Quality Management11000 (RQMI 1000) allows QDM to be dedicated to quality analysis.

year.

Beating IBM H P JIT 's leading-edge functionality and integration with Materials Management13000 gives you something unique to offer your customers. In fact in the first year HP J IT has been the key reason for HP's penetration into two large commercial accounts which have been solidly IBM for years. These accounts have already generated even more commercial business for HP because of the success and credibility established by the field team in the H P J IT sales process.

COMPUTER NEWS 2 2 For HP Use Only November 15. 1985


Generating leads The many field-sponsored JIT seminars and factory- sponsored JIT Tours have been a resounding success. Both have generated favorable visibility for HP and many qualified leads for HP products. One of many examples: Reliance Electric's interest in JIT led them to visit HP's Vancouver Division in March. The visit, combined with the sales team's efforts, resulted in a Materials Management sale to be closely followed by Production Management and QDM and later by HP JIT. The sales team feel the visit was instrumental to their success in generating and closing the deal.

Closing deals Any customer interested in JIT is an excellent prospect for Materials Management and/or HP JIT. The Reliance account team employed a very effective strategy in closing their deal. Reliance was interested in HP JIT but didn't feel they were ready for it. Sell- ing Materials Management was the perfect solution. It gives Reliance a package they can use now. It also gives them a clear migration path to JIT. No other vendor can offer such a complete one-vendor solution for customers interested in improving their manuf'ac- turing operations through JIT. For HP, we avoid a long, involved sales process to bring the customer up to speed on JIT techniques before we can close a software and hardware sale. This strategy has been very effective in the past year to close a deal quickly while providing a clear path to an HP JIT sale in the near future.

JIT practitioners rapidly increasing A recent survey reported that 40 percent of leading manufacturing companies have an active JIT project in their plant. The interest in JIT is becoming action. It is no longer a trend limited to a small number of companies. More than 100 systems engineers have now been trained on HP JIT, giving you extensive backup in your lead generation and sales efforts. The funnel continues to be strong. The coming year looks even better.

The success is yours Thank you for all your support and efforts in the past year. We look forward to working with you in 1986. If you need any help with seminars, lead generation or other sales issues, please call Mark Wong at 408- 559-5598.

FACTORY AUTOMATION

Third party helps sell HP HVAC system Gary Pinkerton/LID

Dick Angus, of the Sacramento, California, Sales Of- fice, recently sold a heating, ventilating, and air conditioning (HVAC) system to Nippon Electric Company (NEC) by using a third party named Systems Inte- grated. NEC was looking for a total solution to their HVAC needs. Since HP does not have an off-the-shelf HVAC solution, Systems Integrated was used as the prime contractor.

The NEC facility in Roseville, California, develops integrated circuits and has very stringent requirements for HVAC. These requirements include a need for very precise control of the environment that the large HVAC companies such as Johnson Controls and Honeywell could not meet. NEC had used a Johnson Controls System on a previous application and was very unhappy with the performance and reliability of the equipment. In addition, HP was able to offer "more bang for the buck" than other competitors, as well as what NEC perceived as excellent sales support and product quality.

NEC's HVAC System, as shown in the block diagram, controls seven different locations with about 800 points total. Presently, the HP system is only performing monitoring functions within the facility. However, within three months, both monitoring and control capability will be implemented on the

boilers, on the amount of electrical consumption, on waste water treatment and on the humidity, temperature, and air pressure of individual rooms. The system will continue to monitor several other functions including the presence of toxic gas, status of circuit breakers, temperature of power transformers, and emergency power. The cost of HP equipment

November 15, 1985



came to about $175,000 including the A-Series computer and its peripherals, the HP 3497A Data Acquisi- tion System, software packages including PMC1000, and training. NEC expects to purchase three or four more systems, equal in size to this system, within two years when their new plant is completed. Eventually NEC would also like to integrate their HVAC system with their integrated circuit process control.

This is an excellent example of how a third party can come in and enhance a sale for HP while satisfying the customer needs for a total solution. If you have customers that manufacture integrated circuits and are experiencing problems with their HVAC systems, here is an opportunity for you to make a sale based on a system that is currently in operation. Or, if you have another DA&C application where a total solution is required, you can contact Systems Integrated a t 1630 S. Sunkist, Suite 5, Anaheim, CA 92806; 714- 634-0600.

OL-10 saves Fort Collins IC Division over $15,000 a month Bill Leavy/SPNO

In May 1985, as part of the Semiconductor Produc- tivity Network (SPN) convergent program within HP, the OL-10 module of SPN was installed in Fort Collins NMOS 111 fab. T h e primary reason for installing OL- 10 was to reduce scrap due to operator error.

Semiconductor manufacturing is a complex and time consuming process that involves many operations. Since one mistake can ruin an entire lot of wafers, it is important that the operators perform each operation correctly. OL-10 prompts the operators with the

COMPUTER NEWS 24 or HP USP only

Semiconductor Productivity Network Operation (SPNO) is the industry's leading supplier of CIM solutions for semiconductor manufacturers with over 9 0 installations worldwide. SPNO's automation lab in Japan has integrated robots and process equipment in production. SPNO has also defined tester interface standards, so both HP and non-HP testers can be interfaced to SPN.

detailed information necessary to perform each of these individual processing steps.

Also in this issue

100 I

Z WAFERS . ,"L" IC.IPPEO 50

. *"'"ST

PE9F09MANCt %

Amoco chooses HP 1000 with Honeywell process control system 7

For the six months before installing OL-10, scrap due to operator error averaged 142 waferslmonth. For the three months after installation, scrap averaged only 5 3 wafers1 month. T h e OL-10 module of SPN saves Fort Collins

November 15. 1985

. -

about 100 wafers per month. With an average cost of $200 per wafer, and an estimated installation cost of $40,000, the project paid for itself within three months.

Design Systems

HP 9000 Series 300 benchmarks For the BASIC operating system, switch 4 of the RAM

Elizabeth May/FSD card should be set to 1. This setting places the on- board RAM at a high address, allowing the system and

During the introduction of the Series 300 this summer, a set of benchmarking results of various HP and non-HP systems was circulated. Due to your many positive comments and requests, and in an effort to provide you with additional tools for selling the Series 300, the Performance Center at Fort Collins Systems Division (FSD) has updated results and increased the number of systems benchmarked. Among the HP systems tested were a 236C, a 520 running compiled BASIC, a 320, and a 310 under different memory configurations. An IBM PC AT running interpreted and compiled BASIC and Pascal was also tested and future plans include benchmarking other systems competitive with the Series 300. The following is a summary of the normalized results. The value 1 indicates the system with lower results. For example, in BASIC 110, the 310 is three times faster than the PC AT, while the 320 is six times faster.

Computation Sorting Graphics

c j Computation 1.5 5.4

Sorting 2.5 3.1 3.8 Graphics n/a 1.4 3.0

AT/C: compiled language on AT A T/I: interpreted language

The configurations of all the sytems tested were kept as similar as possible. For example, when comparing HP systems with the IBM PC AT, no fast HP-IB, DMA card, or TRANSFER statement was used in 110 benchmarks, as the PC AT does not have these features. A detailed report of individual benchmarks, results and configurations tested may be found in i2 Tech Exchangearticle, July 1985.

A ~ o i n t that should be noted about the Series 300 is that the on-board RAM of the 68010 is of higher performance than the 98257A cards. Therefore, if RAM cards are added to a base 68010 system, special atten- tion needs to be given to the address of the on-board RAM in order to optimize performance.

binaries to be loaded and accessed from this faster memory. If the system is not properly configured, you may experience an average decrease in performance of 40 percent. Under this optimized configuration you should find performance to be within 3 percent of the single board 68010 system.

In the Pascal operating system, the optimal configuration is opposite that of BASIC. Switch 4 should be set to 0, placing the on-board RAM at a low address. You will find a somewhat higher decrease in performance for Pascal - this is due to the operating system using all the available memory for the stack. This decrease, however, should not surpass 15 percent.

A great deal of engineering has gone into improving the on-board RAM. Therefore, do make sure your customers have the desired optimized configuration for their operating system.

For further information on the benchmarks or the future of the Performance Center, please contact Technical Marketing, Languages Group, Hewlett- Packard, FSD, 3404 East Harmony Road, Fort Collins, CO 80525. We welcome any comments, suggestions or questions you may have.

HP 2392AlVT100 emulator transfer to FSD Gary Thalman/FSD

Responsibility for the HP 98791B - the HP 2392A and VTlOO terminal emulator for the HP 9000 Series 200/300 - has transferred from Colorado Networks Operation (CNO) to Fort Collins Systems Division (FSD), effective November 1,1985. The November Corporate Price List will reflect this change. With this product we anticipate improved functionality and performance resulting from better integration between the emulator and the keyboard/display hardware and operating system. For sales and support questions requiring information from the factory, you should contact FSD Sales Development or Technical Support.


For HP Use Only 25

Design Systems

BOSS software transfers to TSC Steve Kauder/TSC and Jerry Watkins/FE 0

We are pleased to announce that the support and management of four HP 9000 Series 2001Series 300* Basic Operating Systems Software (BOSS) products have transferred from Fort Collins Engineering Operation (FEO) to the Technical Software Center (TSC), also in Fort Collins, Colorado.

1 P/N Product 1 - --

98820AIBlC HPStatistics Library, a set of routines for data exploration, analysis and graphics display.

98821A HPNumerical Analysis, math software which provides seven commonly used analysis routines which may be added to applications programs.

98815A HPGraphics Presentation, business graphics software for creating bar, line and pie charts.

98817A HPProject Management, software that analyzes PERT, CPM and MPM network analysis and produces GANNT chart output.

With the addition of these products to the Technical Software Center, we are increasing our ability to provide you with one-stop shopping and bring Technical Office Automation software to your HP 9000 customers.

Please address any questions you may have to Steve Kauder at TSC or Jerry Watkins at FEO. *Requires HP 98546A compatibility mode interface.

Accessories to be removed from CPL Mike Forman/FSD

The HP 9825,9835, and 9845 have enjoyed a long and successful life. On June 1, the 9825BlT was removed from the Corporate Price List. This was the last of the family to be taken out of production. As is usual, we will accept orders for accessories for one year after the last mainframe order. Therefore, all accessories (including ROMs and I10 cards) for the 9825135145 will be removed from the Corporate Price List on June 1, 1986. Please assist your customers in planning, so that we may solve any potential problems.

Also in this issue

AutoCAD transferred to Design Systems Group 2 0 New bar code reader for HP-HIL terminals and personal computers 20

COMPUTER NEWS 2 6 For HP Use on ly November 15, 1985

Test and Measurement

New software language for the technical market Mary Seger and Rick Van Ness/NJD

ASYST is a fully integrated software language offering powerful graphics, statistics and data analysis capabilities plus full HP-IB interface control for scientists and engineers. Execution is impressively fast on the HP Vectra PC because it utilizes 80287 copro-. cessor. ASYST also runs on the IBM PC, PC XT, and nr A T l-L n1.

ASYST offers significant advantages

What makes ASYST so different from other computer languages and software packages is its very rich set of very powerful "words," or instructions, equivalent to whole programs in most other languages. Your time is spent on finding solutions and not on writing programs. The combination of ASYST software on the HP Vectra personal computer offers significant advantages for science, research and technical professionals.

Graphics. With ASYST, one-word graphics commands reduce and transform data into easy-to- analyze displays such as line graphs, scatter plots, bar, and/or pie charts. Data can be presented using linear or logarithmic scales and with both cartesian and polar coordinates. Additional features include multiple graphics windows, interactive curve seg- ment selection, contour and axonometric plots, and plotting with error bars.

Statistics. ASYST supports many popular statistical and arithmetic functions using integers, real and complex numbers. Programs can use arrays of up to 16 dimensions and can be as large as 64 Kbytes. All arithmetic operators work directly on the array ele- ments which can be edited with an array editor.

ASYST uses single-word commands to compute basic statistics, Gaussian, Chi-square and Student-T distributions, random number generation, and sort and index. Results can then be plotted using ASYST's graphics commands.

A S Y S T and the HP Vectra PC combine to provide impressive performance. The above two-dimensional FFT was computed and plotted in seconds.

Analysis. ASYST provides many powerful built-in analytical functions such as least squares approx- imations, convolutions, integration, smoothing and fast Fourier transforms. Most of these can be executed with a single command, thus reducing programming time.

HP-IB instrument control. ASYST commands support the complete HP-IB protocol including communications in three modes: synchronous, asynchronous, and DMA. This feature allows ASYST's capabilities to be combined with HP-IR instrument 110 and therefore provides access to the full catalog of HP-IB products.

Full programmability. ASYST programs can be written interactively for easy coding and debugging or compiled for fast execution. The ASYST pro-

High-level commands, HP-IB instrument control, gramming environment contains similarities to

integrated data analysis and high resolution color other high-level languages such as BASIC, Forth,

graphics, as shown in this screen, distinguish AS Y S T Pascal, and APL. ASYST offers hundreds of

as software of choice for scientists and engineers. powerful, built-in commands, such as FFT,

November 15. 1985



Y.AUTO.PLOT, making ASYST programs shorter, faster and easier to code. These commands can be combined and/or modified and then incorporated into dedicated routines for specific applications.

Fast. ASYST uses the computer's coprocessor which further increases the speed and precision of number-intensive functions and offers faster response for graphics computation applications. Execution speeds compare to equivalent routines run on more powerful and more expensive mini-computers.

Fully integrated. T h e ASYST system is contained on one disc and, once booted, all capabilities co- reside in memory. It even has a built-in menu- driven text editor. All functions including HP-IB functions, can be entered without changing discs.

Freedom to expand. You can define new words from existing words and then add them to the language. This enables custom routines or whole programs to be defined, compiled, and executed by a word.

The H P solution

Use ASYST to demonstrate to your technical customers that HP is committed to providing their total solution: starting from the HP Vectra PC, including the whole catalog of HP-IB instruments, to HP distributed software like ASYST, all backed by Hewlett-Packard support and commitment to excellence.

For more information, order data sheet P /N 5952- 41 4 5 0 from the Literature Distribution Center.

1 PIN Description US list price

Select one option: 14858A

Opt. 001 ASYST Scientific Software $1.695

Opt. 002 ASYST Scientific Software with 1,995 HP-IB cornrnands

Opt. 003 ASYST Scientific Software with 2.295 HP-IB commands and HP-IB Interface Card

AS YST is List and is

on the November 1 , available beginning

Improved analog performance for HP 2250 Measurement and Control Systems Bill Wareham/LID

Product redesign Wouldn't it be great if a division took one of its products, made it look better inside and out, made it easier to use, improved its reliability by a factor of 3, rewrote the manuals, improved its accuracy, reduced its noise and still kept it 100 percent backward compatible with existing hardware and software? It has hap- pened. T h e HP 25503D is 30 percent more accurate and has better than a 4-to-1 reduction in noise on its most sensitive range compared to the HP 25503B. T h e HP 25504D has a 2-to-1 reduction in noise compared to the HP 25504B. Accuracy for the HP 25501D is 3 5 percent better and CMNR is 1 0 dB better than for the HP 25501B. T h e HP 25510D uses a jumper plug to program for current or voltage output. This eliminates the possibility of selecting the "bipolar" current mode as is possible on the HP 25510B. T h e HP 25572A power supply had the highest failure rate of any single component in the system. It has been totally redesigned from the PC board up.

All of these changes mean real, usable analog performance improvements for the HP 2250 Measurement and Control Systems. Taking a single reading with the HP 25501D will have, at most, 2 counts of noise. If 1 0 temperature readings from the HP 25503E a re

' ave;aged, the error 7s only about 0.5 degrees C higher than from an H P 3497A and you can still take readings 50 times faster.

I T h e HP 2250 product fanlily was transferred to Love- land Instrument Division (LID) in May of 1983. Since that time, we have put better than 20 man-years of R&D effort into it. Shortly after the transfer, we introduced the A, H, and L cabinets. With the new cabinets came the horizontal field wiring assemblies. W e tightened the dimensional tolerances on the HP 2251 MCU and totally eliminated intermittant failures

1985 Corporate Price due to poorly seated 110 boards. Electrical tolerances December 16, 1985. were tightened to improve the reliability of MCI-to-

RIF communications. A new SCM mounting technique was developed to reduce the chance of breaking the gold contact pins. As PC boards were redesigned and converted to LID'S PC fab process, known errors were corrected and part counts were reduced. In January 1985, the Automation Library Software was re- released with all known bugs eliminated.

COMPUTER NEWS 2 8 HP use Novetnber 13, 1985


T h e 20 man-years of R&D do not include the many man-years of marketing time invested. T h e Instalkz- tion and Diagnostic Manual, the System Hardware Manual, and the Site Preparation Manual have all been re-written. T h e MCX/MCL Command Summary Manual was created and published. Training classes for customers, systems engineers and customer engineers have been developed and produced.

If you compare an H P 2250 that is shipped today to one that was shipped two and a half years ago, they hardly look like the same product and yet they are 100 percent compatible in both hardware and software. T h e improvements have come bit by bit over ;a period of time but, taken all together, they constitute a major product redesign. T h e result is a reliable, high-performance data acquisition and control system.

Product positioning* Being the high-end data acquisition system that it is, the HP 2250 is not the ideal solution for every customer. It fits best when the application requires four particular characteristics in the DA&C system:

a 1) high point count, 2) very high local intelligence, 3) sophisticated application, and 4) harsh environment cabinetry, signal conditioning and field wiring.

"High point count" means something greater than about 200 points. "Very high local intelligence" implies that data processing must occur in the front-. end to maximize throughput and avoid the overhead of buss communications. "Sophisticated applications" are those that require HP 1000 computing power, programming in high level languages and high powered data management using databases, graphics and datacom. In applications that have greater than 200 data points in each of several different places, CONTROL/1000 with DS1100-IV data communications can provide a solution that no other vendor can match. "Harsh environment" installations may have airborne dirt andlor heavy gauge field wiring.

T h e HP 3852s now provides a better solution than the HP 2250 in some applications. Its higher speed and comparable point count make it more cost effective in many R&D applications and in some machine and process monitoring situations. But, a t this time, the HP 3852s cannot match the local intelligence of the HP 2250 and does not have the cabinetry, signal conditioning and field wiring convenience for harsh environments. For the sophisticated application that requires the multi-tasking, multi-user power of the H P 1000, high level programming languages like FORTRAN and Pascal and powerful software like

IMAGE, GRAPHICS 11, and DS11000-IV, the H P 2250 is the best solution that HP has to offer today.

T h e following are some applications where the HP 2250 has been very successful (the common characteristics seem to be the four listed above) : aluminum rolling monitor and control, steam turbine final test, printing press alignment control, engine testing, ballast control for a floating oil drilling platform, bulk coal loading system, aircraft system testing, film manufacturing and coating, large experiment systems (particle beam accelerator), and monitor and control of complex facilities (power station).

T h e HP 2250 is the high-end DA&C offering from HP. As shipped today, it is a product that we can be proud to sell. So let's find the big applications where it fits and sell it. *"HP2250" implies the entire family of products which includes the HP2250A, HP 2250H, HP 2250L, CONTROL/l000 Phase I and CONTROL/l000 Phase II.

New X.25 DTE certification product Joe Gates/CTD

For the many HP customers who need to certify X.25 DTEs but not DCEs, Colorado Telecom Division (CTD) is now shipping the HP 18151 J A X.25 DTE Certification and Analysis System as well as the HP 18150JA, which includes both DCE and DTE tests. Both systems run on the HP 4955A and require BASIC Option 001.

Because both packages fully conform to the National Bureau of Standards X.25 verification procedures for FS1041lFIPS 100, customers involved with X.25 software research and development should find them especially helpful.

Why are the FIPS 100 tests the best X.25 certification tool available for solving our customers' entire X.25 development problem? While acceptance tests for GTE Telenet, Tymnet, and others are narrowly designed to identify device behavior that may "bring down" the network vendor's node, the FIPS 100 tests fully exercise the device under test (DUT) to completely evaluate performance with the entire CCITT X.25 specification. FIPS 100 is the most general and comprehensive cer-

November 15, 1985



tification tool available today, and provides the best tests to ensure total X.25 subsystem functionality.

How does FIPS 100 work? By subjecting the DUT to all critical legitimate and illegitimate inputs in all 21 X.25 states, this rigorous "software environmental testing" not only reduces your customer's development time, but also his ongo- ing software maintenance and support costs by weed- ing out many hard-to-reproduce field failure modes before they occur. T h e new X.25 Certification Testing and Analysis Systems also contain many important enhancements over and above the NBS specification. These enhancements automatically respond to "active" devices that may randomly output unexpected but legitimate frames and packets. These important enhancements make the packages easy to demo and sell.

Because of CTD's significant quality assurance effort, your customers can now use the most credible X.25 certification systems available to build quality into products while shortening their development cycle.

T h e H P 18151JA X.25 DTE Certification Testing and Analysis System and HP 18150JA X.25 Certification Testing and Analysis System appeared on the Novem- ber 1 Corporate Price List for $1,500 US list.

New networking capabilities for HP 3065 board test systems Sue Bodo h/MTD

Based on the H P AdvanceNet architecture, Network Services13065 (NSl3065) expands the networking capabilities of the H P 3065 board test family and vir- tually eliminates the existing ATE industry problems of maintaining control over test software revisions and system security. NSl3065 addresses these problems with a flexible distributed architecture, transparent access to files on any H P 3065 in the network, and a multilevel protection structure. T h e overall benefit to board test users are flexible test software management, resource sharing, and system security. Additionally NS/3065 integrates HP board test systems into HP's overall CIM framework.

Because NS/3065 uses the services of DS/1000, the HP 3065 board test systems can be networked in a distributed architecture. Transparent File Access, similar to the Remote File Access feature provided by NSl9000, allows any authorized programmer/user to

access files, test software, and libraries resident on any H P 3065 controller anywhere in the network. A nine-level file protection structure, similar to the file protection in UNIXTM operating systems, allows test managers to assign file access levels to programmer/ user's log-on IDS for complete file security control. Finally, NSl3065 is completely compatible with software on existing H P 3065 controllers. Because there are only three new commands to learn, no extensive user training is required to network H P board test systems.

T h e features of NS/3065 allow test programs and libraries to be developed and stored on any test system in the network, while providing complete control over test software revisions. In addition, the appropriate test program can be automatically downloaded from any location in the network based on the fixture identification number. These capabilities assure test managers that all board test systems in their network are running the correct revision of a test. Resource sharing enables test managers to share high performance peripherals, such as line printers and large capacity discs, from anywhere in the test network.

NS/3065 is the first in a series of new H P Q-STAR (Quality Systems for Test , Analysis, and Repair) compatible software products. HP-QSTAR products address the specific needs of the test workcell in order to incorporate test into the CIM framework. Because NS/3065 is based on the H P AdvanceNet architecture, it will allow board test systems to be integrated into a factory-wide CIM network.

NS/3065 may be ordered as of November 1 , 1 9 8 5 using P/N 44670A. Three options provide software for the H P 3065C, CL, and CX controllers. T h e US list prices are as follows: Opt. 010 (s/w for the H P 3065C) is $4,500; Opt. 020 (s/w for the HP 3065CL) is $4,500; and Opt. 030 (slw for the HP 3065CX) is $7,500. A right to reproduce license, P/N 44670R, will also be available for NSl3065. T h e list prices for P /N 44670R are as follows: Opt. 010 is $3,150; Opt. 020 is $3,150; and Opt. 030 is $5,250. NS/3065 will be discounted under the board test discount schedule, exhibit A-209. Shipments will begin in December. UNIXrM is a trademark o f A T&T Bell Laboratories.

COMPUTER NEWS 3 0 L n r H P U r a O n i y November 15. 1985

- ----- , ---

Networks & Peripherals

NETWORKS

Reverse Pass Thru field notes available Kary n Mashima/IND

Information Networks Division (IND) in conjunction with the Network Project Center is mailing Technical Field Notes on Reverse Pass Thru to commercial systems engineers, datacom specialists, and network consultants in mid November. Reverse Pass Thru is the ability to access interactive applications on an HP 3000 from an IBM 3270 terminal connected to an IBM mainframe in the same network.

In response to numerous customer requests, the IND lab brought several third party products in-house and tested them against various HP 3000 applications. The uroducts tested were Gram~ian 's ITLINK. Sim- ware;s SimIPassthru, and the ~ g n d a l f Coax 3270 protocol converter in conjunction with Tymlab's Preview software.

The purpose of the field note is to equip HP field personnel with enough information to demonstrate to current and potential HP customers that solutions to Reverse Pass Thru problems can be solved today using third party products. The field notes reflect a test-only verification of these products and the factory assumes no responsibility for their support. The extent of the field notes should be sufficient to help sales offices decide independently whether to provide custom support for these third party products locally.

MASS STORAGE

HP 7906/20/25 price increase Sandy Powell/DMD

Due to low volumes on the HP 7906120125, Disc Memory Division (DMD) feels that it is necessary to increase prices so that we can bring this family of products up to minimum profit levels.

Effective November 1,1985, there was a 10 percent price increase for all MACIICD Family (HP 7906, 7920, and 7925) drives. These price increases are reflected on the November 1 Corporate Price List. Orders at the old prices will be honored at the factory for 30 days, or 60 days in the case of government quotes (see exception, 111. GSA), after the effective date of an increase.

The new prices are reflected below:

US list Factory price base price

$18,700 $18,375 17,600 17,275 2 1,000 20,600 19,900 19,525 16,500 16,175 15,400 15,100 22,225 2 1,800 24,525 24,100 19,900 29,475 22,650 22,225 24,975 24,525 20,350 19,900 35,875 35,050

Please keep in mind that new HP 7920125 drives have a minimum order quantity of 30 while remanufac- tured drives will continue to be available until at least August 1,1986.

You may continue to order various quantities of HP 7906s and accessory products until February 28, 1986. This is a change from the HP 7906 discontinu- ance plan that you received in September. Beginning March 1,1986, new HP 7906 drives and all MACIICD accessories will have a minimum order quantity of 30. If you have any questions regarding this information please do not hesitate to call your peripheral sales center or Disc Memory Division, 208-323-DISC (3472).


For HP Use Only 3 1

Networks & Peripherals

r--l

HP 7974A tape drive trade-in ness for the HP terminal line. TWO areas of confusion

clarification Jon Schiedel/GLD

have arisen, however:

1) When ordering the 35723A H P Touch Accessory with the H P 2393A or 2397A terminal, a 92241A HP-HIL cable must also be ordered. This cable is

A typographical error in trade-in credit pricing was required to connect the touchscreen-equipped printed in the October 1, 1985, edition of the HP 3000 video monitor to the Terminal Processing Unit price guide. T h e trade in credit for the HP 7974A (TPU). T h e touchscreen does not function if this when ordering an H P 7978B is as follows: cable is not installed.

HP 7978B = $1,100 (Credit provided by Option 674 Greeley Division)

HP 7974AN = $3,000 (Credit provided by Finance and Remarketing Division)

Total trade-in credit $4,000

I P/N Credit outside of the ~ J S or Canada or for use with power not within range of 108-132V, you must order Option 015. Option 015 replaces the standard US monitor with an international monitor capable of handling a wider voltage range. Option 015 also provides the correct power cord for that monitor.

2) When ordering an HP 2393A or 2397A for use

T h e numbers are listed correctly on the OMS and SODA systems for generating quotes.

T h e H P 79788 Option 674 is not valid with other pro- Display terminal trade-in is a motional credits. However, the H P 7974AN return credit may be combined with other promotional

success programs. Steve Butler/RTD

Thanks to your efforts the display terminal trade-in program, which ended on August 31, has been a tremendous success. More than eight thousand HP 264X,

TERMINALS 262X, and non-HP terminals were traded-in. For your customers that are still in the process of returning

HP 2392A and 2397A ordering terminals, please remind them that they must do the following:

update 1) Write their assigned Notice Of Return number on Mark Thompson/R TD the box of the terminals that they are returning.

2 ) T h e terminals are to be returned a t the customer's T h e H P 2393A (July 1 Corporate Price List) and the expense. H P 2397A (September 1 Corporate Price List) graphics terminals have generated significant busi-

3) T h e HP 264X and 262X (except the HP 2621) are returned to Materials Support Roseville. T h e H P 2621 and non-HP terminals are returned to Roseville Terminals Division.

Remember, they must follow these rules to receive their trade-in allowance.

[ha

COMPUTER NEWS 3 2 ~ n r HP Use Only November 15, 1985

u Computer Supplies

Latest Computer Users Catalog and first Personal Computer Users Catalog published Bernadette Guiniling and Kevin Lernihan/DMK

Alert your customers to DMK's latest edition of Com- puter Users Catalog and the premiere edition of Per- sonal Computer Users Catalog, two sources they can turn to for their computer supplies and accessories needs.

Computer Users Catalog As it has always been in the last six years, the full- color Computer Users Catalog continues to be a valuable resource for answers to those many low-ticket supplies and accessories questions. Among the 160 new products added in the Fall/ Winter 1985-86 edition is HP's new line of low-cost, easy-to-install ThinLAN

cables ideally suited for office networking, a s well a s HP's growing line of power line conditioners.

T o make it all the more easy and convenient for your customers to make a buying decision, the 160-page CUC has been reorganized to include quick-reference indexes; brief page-top descriptions detailing product content of each page; a 48-page PC section with total solution-oriented sub-sections for the HP Vectra, Touchscreen, and Portable users.

Personal Computer Users Catalog (US only)

DMK's newest catalog is the full-color, 56-page Per- sonal Computer Users Catalog designed for your business customers who are interested in PC- related supplies and accessories. It is a subset of the comprehensive Com- puter Users Catalogand is divided into sections featuring products specific to H P Vectra, Touch-

screen, and Portable personal computers; HP Think-

Nnvernber 15, 1985

Jet, LaserJet, and 2603A printers, and HP business graphics plotters.

Instruments Direct Catalog (US and Canada only)

In addition to two computer supplies catalogs, DMK also recently published the 96-page, full-color Instru- ments Direct Catalog. Ideal for your customers who wish to purchase low-cost instrumentation products, accessories and supplies, it features more than 200 products including multimeters, counters, HP-IB cables and rack mount hardware.

Catalog Request Card T o help you keep your customers up to date about our products and publications, we're making a Catalog Request Card available. Jus t ask them to fill out this card and send it to us. We'll make sure they receive the appropriate catalog(s) directly so you don't have to make a catalog delivery to your customer's site. Just like our catalogs, the Catalog Request Card may be obtained from the Literature Distribution Center in Palo Alto, California.

Fast, easy ordering - in the US Our friendly Direct Phone Order Service makes ordering HP products a breeze. Your customers are just a phone call away from this fast and helpful service. Our telemarketing professionals are ready and wait- ing to accept calls between 6 a.m. and 5 p.m. Pacific Time. We'll confirm availability and price on the spot and ship within 24 hours of order receipt. Customers can order against their open Direct Marketing Divi- sion account or charge their order to VISA, Master- Card or American Express credit cards.

For computer supplies: 800-538-8787 408-738-4133 (California, Alaska and Hawaii)

For instruments: 800-523-2121

Fast, easy ordering - outside the US Special fast-order direct phone lines for computer supplies and accessories are available in many countries. Our complete list of international phone numbers appears in Computer Newson the first of each month.

Continued on next page


Computer Supplies

Computer Users Catalog editions

International edition (English language)

Canadian edition (To order, call 416-671-8383)

French language edition*

German language edition*

Italian language edition*

UK edition (In the UK, order from the Literature section, CSC, UK TELNET 765-4810.)

5953-2461 (D) Personal Computer Users Catalog. 1IS edition"

5954-0193(1)) Instruments Direct Catalog. US edition**

( 5953-2456 DMK Catalog Request Card** 1 "Order from your local Literature Distribution Center.

*XD' ' ' rvlsrons can order from I.ibrature Distribution Center, Palo Alto, C a l i j , COMS YS 0070 or send SLO.

Carrying case and dust cover for HP Vectra PC Willi McDowell-Hogg/DMK

Direct Marketing Division (DMK) now offers a customized carrying case and dust cover for the HP Vectra PC.

Carrying case

You or your customer can easily transport the H P Vectra PC to any location safe and sound in DMK's three-piece carrying case. Made of tough, water- resistant cordura nylon, the individual cases hold either the monochrome or color monitor, the system processing unit, and the key board. T h e SPU and monitor bags feature removable, wraparound shoulder straps as well as leather-wrapped carrying handles. Simply stack and fasten the cases together and wheel them securely a s one unit. Color: black.

Dust cover

DMK's two-piece, cotton dust cover for the Vectra PC is anti-static, water resistant, and washable. Both pieces have reinforced seams and are designed to fit the monitor and the keyboard perfectly. Color: Tan.

US list P/N Description price

(not sold separateIy)

92259A Dust cover for monochrome monitor 30 and keyboard (not sold separately)

92259B Dust cover for color monitor and keyboard (not sold separately)

- - -

T h e Vectra carrying case and dust cover are featured in the FallIWinter 1985 editions of the Computer Users Catalog and the Personal Computer Users Catalog. For fast service, customers should call DMK's Direct Order phone numbers.

1 DMK DIRECT ORDER - - - -

DMK Fast Phones - the e a sy ,d~ rec t way for you toorder supp l~es , accesso- rle?. rnedla, f u rn~ tu r e , and software

I Location Tele~hone h'urnber 1 Australia

Austria

Belg~umiLuxembourg Canada

Toronto Local Ontario Quebec Br~ t i sh Colu~nbia Other Provinces

Denmark Finland France

Greece Italy

Middle East Athens

Norway South Africa

Johannesburg Cape Town

Spain

Sweden

Switzerland

T h e Netherlands United Kingdom United Sta tes

Alaska, California, and Hawaii West Germany

COMPUTER N E h S 34 For HF' Use O n l y

Price Changes

Computer groups price changes effective November 1,1985 These prices, effective November 1, 1985, appear on the new price list. Customer should be notified that the Corporate Price List on that date, available in your their order will be honored at the lower price if it is office. Price are US list unless otherwise noted. Orders received within the 30-day grace period. Price at old prices will be honored at the factories for 30 decreases are effective immediately and in-house days (or 60 days in the case of government quotes, see orders shipped 5 working days prior to the announced exception, 111. GSA) after the effective date of an decrease date will be billed at the new lower price, increase. All quotations, either verbal or written, shall except for promotional orders. be made at the new prices upon the effective date of

P r o d u c t N o . C lp t .

100

101

104

105

100

101

104

105

D e s c r i p t i o n

Standard System Malntenance Baslc System Ma~ntenance Standard System Ma~ntenance Baslc System Malntenance Oper customer course SMS-HP Malntenance HP SFD I ASSIST Standard Syslem Malntenance Baslc System Malntenance Modem con cable ImpedanceIGaln P Standard System Ma~ntenance Bas~c System Malntenance HP 150 relerence manual HP 150 128 Kbyle card HP 150 256 Kbyle card HP 150 384 Kbyle card 128 Kbyle language card 256 Kbyle language card HP HILl384 Kbyle acc Standard System Malntenance Basic System Malntenance Standard System Ma~ntenance Standard System Malntenance Slandard System Ma~ntenance Standard System Malntenance Bas~c Svstem

B ~ S I C System Ma~ntenance Baslc System Ma~ntenance Baslc System Maintenance SMS 64100AF op. sys Ext. SMS 641 OOAF SMS 6805UlR emulator SMS 6805P emulator SMS 146805~2emulator 146805G2 ernulator SU 14680562 emulator SU SMS 146805E2 emulalor Standard System

O l d P r i c e

S 474

370

474

370 400 100

16,000

-0-

-0- 80 34

57

38 100 440 660 91 0 530 750 930

25

17

29

29

29

29

19

19

19

19 37 11 17 17 17 32 21 17

-0-

-0- 17 17 17 -0- -0- 17 17 17 17 17 17 17 17 17 17 17

N e w P r i c e

S 405

301

405

301 225

25 1,334

69

50 65 33

14

9 60

365 440 520 365 440 555

24

16

5

5

5

5

4

4

4

4 25 10 5 5

10 33 22 10

45

30 5 5

10 38 25

5 5 5 5

10 10 10 10 10 10 10

P r o d u c t O l d N e w N o . O p t . D e s c r i p t i o n P r i c e P r i c e

SMS 8088 emulator SMS for 80286 SMS Z8OOl ernulator SMS 28002 emulalor SMS 68000 emulator SMS 6801 0 emulator SMS Z8O emulator SMS Z8O emulator Z8O emulator sub. ZBO emulator sub. ShlS 6801103 emulator ShlS 8048emulator SMS 8051 emulator SMS ROM emulator SMS user def emulator ShlS run cant mod SMS user wcs SMS 32010 emulator SMS NSCBOO 80286 SMS for 701 16 SMS for 70108 SMS IMB extender SMS emulator bus SMS sw perf anal SMS 25MHz control SMS 68000 sw analysls SMS 8086 sw analysls SMS for 8080 sw SMS for 68010 sw SMS for 801 86 SMS for 80188 SMS for emulator SVS for 6801 0 SMS for emulator SMS for 80188 SMS PROM program SMS timing analysis SMS lor timing SMS stale analysis SMS 808618 tnv. SMS 8085 inv. asm SMS 80286 inv. asm SMS 80186188 Inv. SMS 680916809E SMS 6800102 Inv. SMS 68008 inv. SMS 6800011 0 inv. SMS Z8OOl inv. SMS 28002 inv. asm. SMS Z8O inv assm. SMS NSCBOO inv SMS 8080185 Pascal Ext. SMS 8080 SMSMOO family Ext. SMS 6800 family

001 SMS Pascal system 002 SMS 6800 Pascal 003 SMS Pascal system 001 Ext SMS Pascal 002 EMS 6800 Pascal 003 Ext SMS Pascal

SMS 280 Pascal Ext SMS 280 Pascal SMS 6809 Pascal Ext SMS 6809 Pascal

001 SMS Pascal system 002 SMS 6809 Pascal 003 SMS Pascal system 001 EX1 SMS Pascal 002 EM!; 6809 Pascal 003 EX1 SMS Pascal

SM8 80861881186 EX1 SMS 8OBG188

001 SMlj Pascal syslem 002 SMS 8086 Pascal 003 SMS Pascal system

November 15, 1985

--

P r o d u c t N o . O p t . D e s c r i p t i o n

001 EXT SMS Pascal 002 EMS 8086 Pascal 003 EXT SMS Pascal

SMS 6800018110 EXT SMS 68000 Pascal

001 SMS Pascal system 002 SMS 68000 Pascal 003 SMS Pascal system 001 EXT SMS Pascal 002 EMS 68000 Pascal 003 EXT SMS Pascal

SMS Z8001102 Pascal EXT SMS Z800112

001 SMS Pascal svstem 002 SMS ZBOOI Pascal 003 SMS Pascal system 001 EXT SMS Pascal 002 EMS Z8OOl Pascal 003 EXT SMS Pascal

SMS Host Pascal EXT SMS Host Pascal SMS 8086181186 EXT SMS 808618 C

001 SMS C System 8086 002 SMS 80861186 C 003 SMSC System 8086 001 EXT SMS C System 002 EMS 80861186 C 003 EXT SMS C System

SMS 680001811 0 C EXT SMS 68000108

001 SMS C System 68000 002 SMS 6800018110 C

FXT SMS ZROINSC 001 i ~ s P a i c i i s y s t e i 002 SMS 280 Pascal 003 SMS P a w l system 001 EXT SMS Pascal 002 EMS Z8O Pascal 003 EXT SMS Pascal

SMS Z8OlNSCBOO C EXT SMS ZBOINSC

001 SMS C System 280 002 SMS 280 C 003 SMS C System 280 001 EXT SMS C System 003 EXT SMS C System

O l d P r i c e

S 12 10 16 25

7 40 37 55 12 10 16 25

7 40 37 55 12 10 16 25

7 25

7 40 37 55 12 10 16 25

7 40 37 55 12 10 16 25

7 40 37 55 12 10 16 25

7 40 37 55 12 10 16 25 7

40 37 55 12 10 16 25

7 40 37 55 12 10 16 25

7 40 37 55 12 16

N e w P r i c e

S 10 5

15 20

5 30 25 35 10

5 15 20

5 30 25 35 10 5

15 20

5 20 5

30 25 35 10 5

15 20

5 30 25 35 10 5

15 20

5 30 25 35 10 5

15 20

5 30 25 35 10

5 15 20 5

30 25 35 t o 5

15 20

5 30 25 35 10 5

15 20 5

30 25 35 10 15


Price Changes

Product Old New Product Old New Product Old New No. Opt. Description Price Price No. Opt. Description Price Price ( No. Opt. Description Price Price

M825A+S00 SMS 808015 Pascal S 25 S 20 M825A+W00 EXT SMS 808015 7 5 M825S+S00 001 SMS Pascal system 40 30 M825S+S00 002 SMS 8080 Pascal 37 25

SMS F~le Tr U t ~ l EMS F~le Tr Ut11 Standard System Ma~ntenance

004 Standard System M ~ ~ ~ S + S W 003 SMS Pascal svstem 55 35 64851AF+S00 SMS User Definition M85tS+S00 W1 SMS User Definition 64851S+SW 002 SMS UDE AIL

EXTSMS pa&.ii EMS 8080 Pascal EXT SMS Pascal SMS 808018085 C EXT SMS 808015 C SMS C System 8080 SMS 8080185 C SMS C Svstem 8080

Ma~ntenance 005 Standard System




Ma~ntenance 005 Standard Svstem

~ 8 2 6 ~ + ~ 0 0 001 EXT SMS C Syslem 12 10 MA2fiSCWnO 002 EMS 8080 C 10 5 SMS Svstem 8086187

003 E X ~ S M S c System SMS 808015 Assembler

001 SMS AssemblerlL~nk 002 SMS 8080185 AIL 003 SMS System 8080 001 EXT SMS AssembleriL~nk 003 SMS System 8080

SMS 6800 Assembler 001 SMS Svstem 6800

M853S+W00 001 EXT SMS ~ssembler l l ink M853S+W00 003 EXT SMS AssemblerIL~nk M854AF+S00 SMS Z8001102

A ~ w m h l ~ r

Ma~ntenance 7906H 20-Mbyle ICO 7906HR 20-Mbvte ICD Rack

~ o u n t ' PO-Mbyle master 20-Mbyte master drlve 20-Mbyle add-on d r~ve PO-Mbyte add-on drive 50-Mbyle ICD d~sc 50-Mbyle master 50-Mbyle add-on 120-Mbyte ICD dlsc 120.Mbyte master drlve 120-Mbyte masler rmkt 120-Mbyte add-on drlve 120-Mbyteslave rmkt 240-Mbyte add-on 24-Mbyte llxed disc

550 Delete HP-IB cable 24-Mbyte discltape

550 Delete HP-IBcable 55-Mbytef~xed disc

550 Delete HP-IBcable 55-Mbyle dlscltape

550 Delete HP-IB cable 426 HP-iB master HP 3000 626 HP-IB Master HP 1000 636 HP-IM master no.cable

Sheetfeeder 2601 Sheetfeeder. 2602 Zork I

. .- - - . . . -. - . 64854S+SW 001 SMS System Z8001 M854S+S00 W 2 SMS Z8OOl AIL M854SfS00 003 SMS System 28001 M854SfW00 001 EXT SMS AssemblerlLink M854S+W00 003 EXT SMS AssemblerlLink

MMlS+SOO 002 SMS Ek00 AIL 15 10 MMIS+SOO on3 SMS Svs~em 6800 20 15

64855AF+S00 SMS 8051 Assembler M855S+S00 001 SMS System 80513 64855S+S00 002 SMS 8051 AIL

.- rem 280 20 10

MS 260 AIL 15 10 M842S+S00 003 SMS System 280 20 15 M842S+WW 001 EXT SMS AssemhlerlL~nk 6 5 M&17S+WOO 003 SMS Svslem 280 6 5

64857S+S00 001 SMS System lor MII M857S+SW 002 SMS Mil Std AIL M857S+S00 003 SMS Sys Mil Std M857S+WW 001 EXTSMSAssemblerIL~nk M857S+W00 003 EXT SMS AssemblerlLink M858A+S00 SMS TMS 320 M858ScS00 001 SMS System lor TMS M858S+SW 002 SMS TMS 32OAlL 64858S+S00 033 SMS System for TMS M858S+W00 001 EXT SMS AssemblerILlnk M858S+W00 003 EXT SMS AssemblerILlnk M86OS+SW SMS 8096 Assembler1

- -,- - - SMS 6502lAssembler SMS System 6502 SMS 6502 AIL SMS System 6502 EXT SMS 6502 EXT SMS AssemblerlL~nk SMS 6805109 Assembler SMS System 6805109 SMS 6805109 AIL SMS 6805109 EXT SMS AssemblerILlnk EX7 SMS AssemblerlLtnk SMS 680001811 0 SMS System 68000 SMS 68000 AIL SMS System 68000 EXT SMS AssemblerILlnk EXT SMS AssemblerILink SMS 8048 Fam~lv

64&14S+S00 M&14S+S00 M844S+ WOO M&14S+WOO M845AF+S00 Me45S+SOO 64&15S+SOO M845S+S00 M845S+WOO M845S+WOO M846AF+S00

~ -

Link -0. -0. M860S+W00 EMS 8096 Assembler1

Link 5 -0- M861A+S00 SMS M~croassembler 12 10 M861S+S00 001 SMS Mlcroassembler

system 20 10 64861S+S00 W3 SMS Microassembler

922430A Starcross 92243FA Suspended 92243PA Planetlall 92243QA The W~tness 92243RA Zork i l 92243TA Zork Ill 92243UA Enchanter 92243VA Deadllne 92243WA lnl~del

system EXT SMS M~cro system

: EXT SMS Micro system SMS lor HP 9000 EXT SMS HP 9000 SMS Series 200 Host SMS lor VAXIVMS SMS PLIM 8086 SMS 80861186 EMS 80861186 SMS HP Sym. Conv EMS HP Sym. Conv

SMS sys te i8048 SMS ROAR All - . . . - - - . - . . - SMS System 8048 EXT SMS AssembIerlLlnk EXT SMS AssemblerlLlnk SMS 9900199000 SMS Svstem 9900

~

97743YA Sorcerer ..- . .. .. . 92243ZA Seastalker 92261 M lnkjel paper 986150+V44 311?-lnch llex~ble dlsc 9861 5B+W00 Ex SMS Pascal 3

SMS ~ 0 0 Al l M847S+S00 003 SMS System 9900 M&17S+W00 001 EXT SMS AssemblerILlnk

HEWLETT PACKARD

Plrase send undel~vered C o m p u t ~ r ,Vcu,.s ci~pies to COMPLITER NEWS. 20BV. 3000 tlanover Street. Pal(] Alto. L'A 91304

Documents

For HP Um - HP Computer Museum€¦ · For HP Use Only Vol. 11, No. 2 Editor Roman Kichorowsky Assistant Editors ... (MCG) SPn Stanford Park Division NMD Network Measurements Division