Computernews_1980_nov1_25pages_ocr

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HP Computer Museum www.hpmuseum.net For research and education purposes only. C November L 1980 Yd.6, No. 1 Almost 700 people dibcl~psedHP pmducts to i m p m pmductivily ~4ththe N s w Yodc and NswJersty aah finz at HPs booth at INFO '80in New Yodc. Article be@ on pg? 5. 5 Fpll Trade Shows Generate 1600 Leads in 4 Weeks Rudann ClarWCMG HP participation in the Federal Computer Conference, Pittsburgh's mini Productivity '80, INFO '80 and APICS shows resulted in many new leads. 7 N e w TeFIginals Bupported on HP 1000 Syetere Steve Porneroy/DSD HP 1000 M/E/F-Series Systems now support three of HP's newest terminals 2624A, 2642A and the 2675A. 0 Inlrodudng Mobile M&C Bystem Pete StinelRoseville Roseville Division announces the easy to con!&pre, easy to use, and easy to understand HP 9030 Measurement & Conml System. 15 N e w H P 3000/30& 33 Systems Larry Turner & Wayne Hong/CSD On Nov. 1, new versions of the HP 3000 Series 30 & 33 will be quotable. Changes include flexible disc drive offered, the number of INPS, SPU and minimum configuration definition and pricing. Sections 3 In This Issue 4 Computer Marketing 7 Technical Computers 13 Business Computers 1 7 Terminals 19 Peripherals 23 Backtalk For Internal Use Only Computer News November 1. 1980 In This Issue 4 CMG 12 New Advertisements for Technical Con~puters... lona Smith 5 Fall Trade Shows Generate 1600 Leads in 4 Weeks ... Rudann Clark SE C:onsulting Rate Increased ... Debbie Sze 6 CSO 12 BDD System 45 German and French DBM Versions ... Eddie Rackow Pascal Power ... Linda Siener Price Changes For hlanu facturing Applications ... Rich Stearns 1 3 CSP CSP Explained ... David Townsend 14 Data Communications Operation New Terminals Supported on HP 1000 Systems ... Steve Pomeroy 8 HP 1000 Systems Support 2619A Printer ... Steve Pomeroy New "Do-It-Yourself" Data Comm Training Course ... Gerry Graham 1 5 CSD 9611R Production to Cease ... Dave Hannebrink New ATLAS Developments for HP 1000 ... Dauson &fabey New HP 3000/30 and 33 Systems ... Larry Turner & Wayne Hong 1 5 ISD HP 300 Factory Promotion ... Tim Haney M/E/F-Series Memory Cable Changes ... John hloss 9 Correction to "Yo More FAB for F-Series", CS Newsletter, Feb. 15 '80 ... iCfar-k Aeswetherick Selling DATACAP-11 ... iClillo Fenzi 10 F-Series Floating Point Processor Problem ... Jim Gruneisen 10 Roseville Introducing Mobile M&C System ... Pete Stine 11 9030 at Mini Productivity '80 ... Pete Stine Roseville Ready to Help You ... Duncan Campbell 11 DCD New HP 300 Customer Training Manuals ... Mariann Tymn Ososkie 16 Customer Shipments of RJE/300 Begin! ... Ruann Pengov 17 DTD Announcing New 2629 OEM Terminal Family ... Ken Koo DTD Terminal Demo Videotape ... Jerry Erickson 2648A With Device Support Firmware ... Gene Lee 1 7 HPG Where to Get Sales Aids for Da tacapt ure ... Denis 1Cfauge.v - 19 Boise 2613/17/19A Supported on HP 3000/30 & 33 ... Ron Whiteleather Using the 2631B as a Remote Spooled Printer ... Steve Richardson 7970/HP 1000 Interface Redesign .. Bob Granger 20 Improved Reliability of 2608A ... A Factory Viewpoint ... Ormond Ran kin 2 0 Colorado Springs 1350A Graphics Translator Interfaces ... Gary Eiber 2 0 DMD Bubble Memory Competition ... Rich Bowles 2 1 Greeley Establishing a Stlonghold in the Flexible Mass Storage Market ... Rosemary Kramer 2 2 San Diego Selecting Terminals & Peripheral Devices ... Mary Zoeller Overhead Transparency Pen SingleColor Packages ... Michele Hiatt HP 7225A/17601A Velocity Select Field Retrofit Kit ... Bill Clark 7225A vs. Houston HIPLOT ... Bill b e b e r 2 3 Backtalk Using Reference Selling to Advantage ... John Knopp L% Bob Claycomb Thermometer Paperweights For Key Customers ... Sherri Sumner & Jim hlelin Oops! Winner's Circle Omission Disc Utilities are Here ... Greg Funk Computer News November 1, 1980 2675's Unique Power-On Capabilities ... Web Augustine Executive Forum on Manufacturing - A Success! ... Beth Eikenbary Marketing Addition 7 DSD 263X Marketing Responsibility ... Bob Weis 13 BCG 1 3 Manufacturing Systems Operation New CSO Corngram Address ... Carl Anderson Desktop Supplies/Computer Supplies Merged ... Larry Cur-fman 18 Vancouver Photographing 9845C Screen Images ... Rick Stahlin Carrying Equipment Out of the U S ... Mary Andrews 6 CSD New 9835/9845 Data ... Doug iVewlin For Internal Use Only Computer Marketing k CMG The two-board, 112 megabyte microcomputer. rhD HEWLETT PACKARD New Advertisements for Technical Computere B?J Iorln Sr-rlith/C~MG "Beforewe set up our network, I want to talk to a computer company that's HP announces "another snlall breakthrough". Shown above is the newest ad forthe L-Series Expanded memory capability. Here are the first scheduled appearances : got networking:down cold:' Industry Week - Oct. 1 3 , Nov. 10 Electronic Se~17s- Oct. 2 7 ; NOV.3 ; Nov. 10 Computer Svsterns News - Nov. 1 0 ; Nov. 24 Computer Business News - No\. 10 Computer Design - Nov. Mini ~ZficroSysterns - Nov. This ad is designed to clearly position the L-Series as a microcomputer with minicomputer software and features. Oriented toward the OEhl and systems designer, this ad should create strong- awareness of the L-Series in the microcomputer marketplace. The Distributed Systems Network (DSNI ad opposite will soon be appearing in Industry Week, Business Week and The Wall Street Journal. It presents HP's DSN capabilities in a high level, management-oriented style. For Internal U s e Only Computer News November 1, 1980 1 5e P- Computer Marketing Fall Trade Shows ~ e n e r a t e 1600 Leads in 4 Weeks B y Rucln~zrzClu&/CLLIG The fall trade shows have begun and the sales forces in Washington, D.C., Pittsburgh, New York City and Los Angeles have made over 1600 new contacts with people interested in receiving further information fi-om Hewlett-Packard. In New York City alone, 40% of the people who indicated thev wanted further information said they also wanted to see an HP SR immediately. Week one (September 23-24): the Rockville/Baltimore sales force participated in the annual Federal Computer Conference, where over 250 people left their names at the booth after seeing demonstrations on the HP 250, HP 3000, the new HP 1000 L-Series and HP's wide range of graphics terminals and plotters. 250, HP 300, HP 3000, HP 9845C and graphics terminals and plotters. One night, WNEM1-TV featured the 9845C as an example of how information will be presented in living color in the '80 's. More than 275 of the attendees told us they wanted an SR to call on them immediately. Week four (October 14-16]:HP exhibited at the APICS (American Production and Inventory Control Society) annual conference in Los Angeles with demonstrations of DATACAP/ 1000, MFG/250 and Materials Management/3000. Again the HP booth was one of the most popular. The L.A. sales force talked to 117 people who indicated they wanted to know more about HP's offering for the manufacturing marketplace. Carrying Equipment Out of the US Week two (September 30-October 1 ) : Pittsburgh put on a mini Productivity '80 seminar and exhibit. Day 1 was dedicated to Westinghouse personnel - more than 150 attended. Day 2 was open to the public and almost 400 guests responded to Pittsburgh's direct mail and media advertising program. Tom Bills, Pittsburgh District Sales Manager, felt that this was the single most important event ever presented in ~ittsburghto demonstrate HP's commitment to the general marketplace and Westinghouse specifically. B}J 'Vary AndravslCo rpomte C~lstorrw The third show in three weeks (October 6-91: found HP in the New York Coliseum (cover photograph) for INFO '80 where vendors like IBM, Exxon, Xerox, Burroughs and HP, demonstrated the equipment and software which will improve productivity in information management in the '80 's. HP had a prominent location on the floor behind Exxon and IBM and beside Xerox. Almost 700 people talked with our New York and New Jersey sales force about the HP 2. Know what is required to import equipment into a particular country? - - Computer News November 1, 1980 Hand-carrying equipment to a foreign destination is not the same as carrying it to a destination within the US. You not only pass through "time zones", but through "Custom Zones". To avoid delays, fines, even confiscation of your equipment, ask yourself the following questions. If your answer to even one question is "no", you could end u p in a troublesome situation. 1. Advised the destination sales of- fice of what you intend to d o ? 3. Know what documentation you should carry? 4. Know the Department of Commerce classification of the equipment for US licensing? 5. Leaving the equipment in the destination country? (If not, you have two Customs to clear, foreign and US). For Internal Use Only One additional national trade show still remains on the calendar for '80, INFO/MFG in Chicago, November 18-20. A new show for manufacturing management, INFOIIMFG will see HP again exhibit DATACAP/ 1000, Materials Management/3000 and MFG/250 as at APICS, with the addition of the HP 300 RPG engine. Four shows in four weeks in four different cities; 1,600 new leads with man-y asking for an SR to call on them immediately! Interest is high in our products and we at Computer Marketing Group are committed to helping you, the sales force, professionally exhibit HP equipment and software. 6. Know what you have to do when you arrive at the airport of your destination? Hewlett-Packard has an extensive international base, with large volumes moving in and out of most countries of the world. Packing equipment in your suitcase and entering a country without declaring the dutiable items, with subsequent delays and fines, is not the way to impress your colleagues. Many of the ICON countries have very tight regulations, and European countries frown on the use of what is termed there as the "Green Door" (walking through Customs with your fingers crossed 1. When you attempt to circumvent local restrictions you are subject to local criminal/civil sanctions and you are jeopardizing HP's position in that country. So, what to do when you need to carry equipment on your trip out of the US? Simple, just take a few minutes and contact the following departments for assistance. We are here to help. Division - Shipping and Traffic Departments, plus Custom Coordinator. Corporate Customs, Palo Alto I Computer Marketing CSD cso SE Consulting Rate Increased By Carl Anderson/CSO By Debbie Sze/CSD On October 1,the daily SE consulting rate was increased from $500 to $575 US list - our first price hike in over two years ! Although we've successfully held the line on price by improving productivity, the higher costs of providing highly skilled SEs in the field require us to raise the price to the customer. Since it is HP policy to honor outstanding quotes for 30 days, orders in October were taken at the lower price. New quotes, however, should have reflected the higher price. Remember that the customer must take delivery within 180 days for these prices to be valid. Note that unlike hardware support products, which use CMS, this change is reflected on the Corporate Price List, so therefore, is administered through the corporate product file on HEART. New CS0 Comgram Address As of November 1, the Conlputer Supplies Operation became an individual HP operating entity. We are now known as marketing division ''AS", and we continue to be responsible for Product Line 68 (see merger story this page). To communicate with us via comgram, be sure to use our new Supplying . - Division designation "A568", rather than 2268 as in the past. (Asof November 1,HEART orders on our US distribution center will be automatically directed to A568, and older orders acknowledged for shipment after November 1 have been converted from 2268-XXXXX to A568XXXXX. Marketing Addition Computer Supplies Operation welcomes Larry Curfrnan to its Product Marketing team. Larry is responsible for the marketing and trade distribution of all HP magnetic media, desktop computer supplies, terniinal supplies, cables and tables stocked and distributed by CSO. His duties include liaison with Disc Memory, Boise (tape drives), Data Terminals, Greeley and Desktop Computer Divisions for their supplies distributed through CSO. For Internal Use Only Desktop Supplies/Computer Supplies Merged B,J~ Larry Czlrjh~ar~/CSO The stock of supplies for HP desktop computers (mini cartridges, thermal papers, etc.) was moved November 1 to Computer Supplies Operation in Sunnyvale. Formerly, distribution of the desktop portion of HP's computer supplies business was handled-from the Corporate Parts Center in Mt. View. This new concentration of supplies at CSO will enable more "single-box shipments" to those customers ordering various supplies and manuals on a single order. Also, with the merging of PL09 into PL68, CSO will take a more active marketing responsibility for desktop supplies, working closely with DCD. New orders for desktop supplies placed on the US distribution center will be automatically directed by HEART to CSO (supplies A568, formerly 2268).Orders in house prior to Novcmber 1 will be shipped by CPC. This product line merger and US shipping point change have no effect on Europe, where desktop supplies continue to be available through PCE (supplier 6000). Computer News November 1,1980 3 Technkcal Computers Pascal Power By Lindn SierzerlDSD Thanks to all of you, Pascal sales have been fantastic! Here's a few items to help you bring in even more sales: We have an excellent demo of Pascal's capabilities, that has even helped win some sales. You can order it on 800 bpi (24998-10005) or 1600 bpi (24998-11005). Pasca1/1000 tested very well in terms of conformance to the WIRTH standard, using a battery of tests written by a university professor, Arthur Sale. Many of you requested and received the results from me already. Those of you who haven't seen them, let me know. The results of the tests should be published in the next issue of Pascal News, a newsletter distributed by the University of Minnesota. (If you're a Pascal-lover,write for your subscription to University Compu ter Center, 227 Experimental Engineering Building, 208 S.E. Union St., University of Minnesota, Minneapolis, MN 55455 - $lO/year approx.) Pasca1/1000 conforms to the standard so well, some customers are discovering that code they'd written on other vendors' systems had errors. Customers are extremely interested in portable code and Pascal/1000 provides it! A major customer, Kodak, has chosen Pasca1/1000 as its standard application programming Ianguage. Pasca1/1000 does not require a 384Kb system. Depending on the desired compile speed, Pascal requires anywhere from a 45KW EMA partition to 200KW EiMA partition. Performance Notes on the Performance/45 System (5953-2862) contains a detailed description of Pascal and system performance. Make sure you see it. Computer News November 1, 1980 A brief comparison of Pasca1/1000 and UCSD Pascal will soon be available. Let me know if you're interested in receiving a copy. DEC, DG, Prime, SEL, Intel, and IBM have announced Pascal. Pascal is growing in popularity, it's not just a "fad"! Our textbook is published and is a valuable sales tool! Many customers are ordering the book to see what Pascal is all about before they choose our product. This book is an enhancement to a textbook already written by an independent author, Peter Grogono. It is published by Addison-Wesley and is available to the general public. To receive Programming in Pascal With Pasca1/1000 order 9283290002. Price is $13. By the way, you may ask your technical bookstore to order copies of our version of Peter's book. This is an inexpensive way to make the HP 1000 known in your area! You can sell Pascal on the new RTE-XL operating system, as of the November 1CPL. This Pascal compiler is a new product, 92854A, with the same capabilities as the RTE-IVB Pascal compiler 92832A. Look for details on the November NIT! Let me know if you have further questions. New Terminals Supported on HP 1000 Systems B y Stme Pomero,v/DSD HP 1000 M, E, and F-Series Systems now support three of HP's newest terminals. The 2624A Display Terminal and the 2642A Display Station are two recently introduced DTD products that have been added to the HP 1000 compatibility matrix. The 2675A from Vancouver Division has also been tested for HP 1000 M, E, and F compatibility. The 2624A Terminal operates in line or block mode and has-extensive format mode edit checks. As a terminal in a program development setting, it supports screen mode editing as well as the internal or an external printer. The recommended configuration is with the 12966A (plus Option 005) Communications Interface or the 12792A Multiplexer (with the 12828A Panel) and a 13222N cable. The 2642A Terminal offers a minifloppy disc for data storage. Optionally, 2645-type cartridge tape units can be substituted by ordering Option 070. The minifloppy offers faster access and greater data storage than the tapes on the other 264X Family Terminals. For Internal U s e Only The 2675A Printing Terminal offers fast, high-resolution hardcopy output in a portable package. The 2675A may be hardwired to the HP 1000 (the 12966A with Option 005 is the preferred configuration), or remotely connected via the terminal's internal modem. Standard Interchange Format tape cartridge units are included in the base product, but are not currently supported on HP 1000 systems. While these three devices are supported as terminals on the HP 1000 M, E, and F Computers, only one can be used as a system console. The 2624A and the 2675A lack the prerequisite of 264X-type tape cartridge units, which are necessary for loading diagnostics and software updates. (The 2675A SIF tape units are not compatible with the 264X tapes.) The 2642A with Option 070 (which substitutes dual tape cartridges for the floppy disc drive) is a supported system console device. For additional information on configuration or ordering these terminals, refer to the individual product's field training manual. Technical Computers HP 1000 Systems Support 2619A Printer By Steve Ponzeroy/DSD The 2619A high speed impact line printer is now supported on HP 1000 M, E, and F-Series Systems. This printer, which can achieve printing speeds of u p to 1000 lines per minute, is available from Boise Division on 10-week delivery. The 2619A can print 132 columns with a 64 character set at 1000 Ipm, or 132 columns with a 96 character set at 750 Ipm. Numerous features make this printer efficient and easy to use. For use with HP 1000 M, E, and FSeries Computers, order the 2619A with Option 100. The price (for the 2619A with Option 100) is $24,000, and is discountable on Schedule A-1 of the HP Purchase Agreement. 9611R Production to Cease Bv Dave HanneDrinklDSD The 9611R Remote Industrial M&C Station and the 91226A and B Communications Subsystems will be removed from the price list on January 1 . If this obsoles~enceplan causes any special difficulty for your customer, please contact your Sales Development Engineers. N e w ATLAS Developments for HP 1000 By Dawson MabeylDSD LEXICO Enterprises, the third party company that is now selling and supporting the HP ATLAS compiler systo announce a new ATLAS tem, product at AUTOTESTCON '80 in Washington, D.C., November 3-5.This new product is a current level ATLAS Test Procedure development system made up of a powerful text editor, a current level ANSI/IEEE 416 ATLAS Syntax Cornparitor and many ATLAS development aids that make writing ATLAS Test Procedures much easier and reduces or eliminates the need to refer to the ATLAS specifications. This new product uses the HP 1000 Computer Systems with RTE-IVB. Likely prospects include military maintenance facilities, military contractors who have requirements to supply ATLAS Test Rocedures, and commercial airplane manufacturers and subcontractors. The software product comes ready to install on an HP 1000 Computer System and includes training in the ATLAS test language. Documentation provided includes an operating manual and quick reference guide. Other ATLAS training courses are also available at LEXICO's Bellevue (Seattle1, Washington Training Center or at the customer's facility. For more information contact: Alan G. Rogers LEXICO Enterprises, Inc. Applications Support Center 1200 112th Avenue, N.E. Suite C-179 Bellevue, Washington 98004 (206) 455-0743 M/E/F-Series Memory Cable Changes By John Moss/DSD To simplif?,the memory ordering process, from December 1, '80, we are reverting to putting a maximum usable length memory cable into each M-, E- or F-Series computer when it is built. The cable will remain with the computer throughout its life and will allow memory boards to be added later, without having to order a new cable. At the same time, we will remove the memory cable from all other products in which they are currently sold : 2102B/C/E/H Memory Controllers and 12784A through 12789D Memory Packages. 3 After December 1, the cables will be shipped with CPU products as follows: Disc-based S y s t e m s Memory-based Systems 14-slot Boxes 9-slot Boxes 6 4-slot Boxes Boardcomputers Number o f Connectors M-Series E-Series F-Series Cable - 2176C/D 2177C/D 2175A/B 2117F 2lllF 12739G 12739G 12739G 12739E 11 11 2112B/M 2108B/XI 2174A/B 2113B/E 2109B/E 11 2105A - - 12739B 3 2108MK 2109EK - 12739B 3 For the past customer who requires a longer cable than that which came with his computer, we offer standalone cable products as follows: 12739B 12739E 12739G 3 connector cable Gconnector cable 11-connector cable $ 75 $125 $200 The 12739G is already on the CPL; the 12739B and 12739E are being added to the CPL on December 1, '80. 1 The only gotcha that you, the SR, must watch out for is, if your customer is ordering more memory for an existing M-, E- or F-Series computer, that he has a memory cable with enough connectors either on hand or on his order. L For internal Use Only Computer News November 1, 1980 I i F F rI Technical Computers C o r r e c t i o n to "No M o r e F A B for F-8eriesW, C S Newsletter, F e b . 15 '80 By Mark Be.swetheridc/DSD If you answered "yes" to both of these questions, you just identified a potential customer for an HP 1000 and DATACAP-11. The above article stated that 2111F and 2 117F F-Series computers would be changed "at approximately April, 1980" to include a 12791A Firmware Expansion Module IFEM 1 instead of a 13304A Firmware Accessory Board (FAB) . This change has been delayed. All F-Series still include a FAB, not a FEM, for firmware storage. We expect to make the change sometime in '81. We will provide more information on this later. To attract this customer's interest, show h i d h e r BS # 36, a scripted 35mm data collection seminar. This pitch describes three applications within HP where computers use DATACAP for automated data collection. The applications and .benefits of CS D 's board tracking system, DSD fab shop's labor vouchering and job tracking system, and DSD's decision support system are all described, followed by short product pitch on the Grenoble terminals and DATACAP-11. Order BS # 3 6 by HEART Overide; price $35. If your customer identifies with any of these applications, invite him/her to Cupertino for a factory visit and well demonstrate the actual s.ystem in operation. a $72,000 .... in commissions (approx.) was pocketed by a group of talented salesmen last year. (Based on last year's worldwide sales of DATACAP and the hardware sales leveraged thereby). You have an even greater sales opportunity this year because the recently announced ... DATACAP-I1 .... is 100%more powerful than DATACAP-I. DATACAP-I1 supports the new Grenoble terminal features and allows multiple read/ write access to the IMAGE^^^^ base. This data base accessibility means your customer can now design a sophisticated manufacturing application around DATACAP-11's data collection capability. Your first step toward taking advantage of this hardware/sofhuare offering is to identify prospective customers for it. Do you have at least one manufacturing account - any size - that is interested in increasing its productivity? Does this account have any requirement for real-time response and/or device interface capabilities, e.g., product test, machine monitoring, device control, etc.? Once your customer is excited about data collection, you may find however, that despite his/her enthusiasm, he/she hasn't a clue about designing and implementing a system. DATACAP is a data collection programming aid that, when used-with IMAGE, DS and GRAPHICS, can provide total solutions to manufacturing " applications, i.e., work in process machine. However, to implement a total solution, your customer must have the product expertise and the manufacturing systems analyst capability to design an application solution based on these products. If he/ she does not have either or both of these capabilities, line h i m h e r up with a software house. The following list includes all current houses we know of that are willing to design and implement total solutions based on HP 1000's and DATACAP. Those marked with an asterisk have actual experience with DATACAP. Computer News November 1, 1980 For Internal Use Only *Computer Systems Engineering, Phoenix *Theta Computer System, Fullerton *Gancarz Computer Service, Rolling Meadows J. Baker & Assoc., Inc., Rolling Meadows Systems Integrated, Fullerton Infocomp Sys., Inc., Denver R&D System Design, Tualatin Clough Assoc., Palo Alto Corporate Computer .Systems, Pararnus Systemhouse, Ltd., Ontario Scicon, UK, Winnersh Your customer should be convinced by the great sales job you've done, but if not, give h i d h e r one last shot - a real live non-HP reference account. Call Greg Gotcher of the Phoenix sales office and ask to visit Motorola. Greg created a super sales opportunity there and sold an HP 1000 and DATACAP for an IC fabrication tracking application. The HP 1000 also interfaces to IC testers. The system was implemented in three months by a software house, Computer Systems Engineering. Alternatively, call the Rolling Meadows office and try and set up a visit to Cooke Electric. Manufacturers are very conscious now of productivity. The crucial first step toward controlling production is to know what's going on. The HP 1000 and DATACAP address this need. The need exists, the products exist, and software houses are available to implement them. So sell automated data collection to manufacturers. If you have new software houses or reference accounts or need more information, please call Millo Fenzi, ext. 3122 at DSD. Technical Computers F-Series Floating Point Processor Problem By Jim Gruneiserr/DSD Introducing Mobile M&C System There is a possibility that the F-Series computer could obtain an incorrect result from the SIN, COS, TAN, and ATAN firmware instructions. The incorrect result occurs approximately every one million instructions and affects about half of the installed base of F-Series computers. By Pete Stine/Rosmille A mobile Measurement and Control System is finally here - the HP 9030 from Roseville. Its features include : DSD will contact all customers to notify them of the possible problem and their alternatives. A copy of this letter follows. If you know of any customers not on a service contract, please take the time to notify them of the problem and the alternatives. Service Note 2117F-16 describes the problem and solution in more detail. cD . I I""" ,.r,," WU,,, .. r -.. 3,. 'i easy to use i 1 easy to understand/get started mobile, an innovative packaged system Easy to configure and order - just choose u p to k four of the 14 possible capabilities from the 9030 order guide. Listed below each capability are the parts to order, eliminating all the confusion associated with ordering and configuring. HEWLETT PACKARO Clb.i i Y C T i U < O,"~il,,i easy to configure and order i ~r,*~'~",.2 ~:;l " a701,: Easy to u s e - By using a desktop computer (HP I 9825, 9835, or 98451, you receive a very friendly and easy to program system (by interpretive BASIC or Assemblvi . October 15, 1983 ATTEYTIOh. HP 1 0 0 0 F-SERIES SYSTEY MANAGEP Easy to understand and get started - Combining p r o b l e m associated v i t h y o u r T h i s l e t t e r i s to n o t i f y you o f a 2111F/2117F f - S e r i e s c a r p u t e r o r your 2175A/B o r 2177A/B/C/D c a n p d t e r system. When u s i n g t h e S I N , CO.5. TAX o r ATAN f i r m w a r e i n s t r u c t i o n s i t t o o b t a i n a n incorrect r e s u l t . An e r r o r occurs in i s pos5ible approxinately one o u t af e v e r y 1 million t i n e s that t h e above instructions are executed, on approximately 50% o f the conputers shipped with a s e r i a l number p r e f i x l e s s than 2033. (The s e r i a ! number p r e f i x i s t h e f i r s t 4 d i q l t s o f t h e s e r i a l number located > " s i d e t h e f r o n t cover o f t h e con;dte:.) F o r t h ~ s e c u ~ t o m e ro~n H P S e r v ~ c e C o n t r a c t s , t h e c o m p u t e r w i l l be c a l l or next scheduled preventive updated a t the next service m a i n t e n a ~ c ec a l l . T h e u p l a t e u ~ l lb e i n c o r p o r a t e d a t no c h a r g e and w i l l require no s o f t w a r e c h a n g e s . I F O ~= u s t o n e r s not on three alternatives: 1) 2! HP s e r v L c e Contracts, you have t h e ~ O I I O W , ~ ~ You may add t h e lunper w i r e y o u r s e l f , f o l l o w i n g Lhe p r o c e d u r e (contact your l o c a : Service outlined i n S e r v i c e Note 2117-16, a copy). H o u e v e r , you take full r e s ~ n s i b i l i t yf o r Office for darage t o the h a r d . You ma, p a y travel costs f3r a t o mare a service cal!. The Hewlett-Packard Customer En2ineer upcate will be p e r f o r m e d a t no charge. ( I 31 T h e c o n t r o l b o a r d ( P I N 127dC-600021 located in the floating Polnt Proie550r box c a n be returne6 to a service office for the m o d > f i c a t i a n t o b e made a t no c h a r g e . If a nonfunctioninq hoard i s r e c e i v e d a t t h e s e r v i c e o f f i c e , you w i l l b e b l l l e d t h e c o s t o f a n exchanoe board. T h i s o ~ t i o nn a y not be a v a i l a b i e i n a l l c o u n t r ! e s e x c e p t t h e U.S. and Canada. C o n t a c t your l o c a l s e r v i c e o f f i c e f o r d e t d i l s on a v a i l a b i l i t y , stlipping Instructions and l e n g t h of time f o r update. 1 u n t ~ lt h e u p d a t e i s made o n y 2 u r c o n r u t e r y o u m y v d n t t o u s e 5 3 f r - a r e COS, TAI:, a n d AT4!*, o r ccm-,are t h e r e s d i t s o f t u 2 r o d t i n e s f o r SIN, Wen an e r r o r o c c ~ r st h e t r a n s c e n d e n : a l c al c u l a t i o n i f o r a n e r r c r . T h e p o s s ~ b i l l t yt h a t t h e e r r o r w u i d o c c u r r e s u l t s a r e a l w a y s random. t v l c e i n a r o w , a n d give t h e 5 a 7 e r e s u l t s , i s e x t r e m e l y r e m t e . T h a n k you f o r y o u r c o n s i d e r a t i o ? a n d p a t i e n r e i n ttjia matter. Regards, HEk'LETT-PACKARD CQRPANY D k ? i SYSTE1F DIVlSION - , Mobile, packaged system, pre-wired and tested The 9030's ability to be easily moved allows the user much more flexibility.He/she can bring the system to his application, plug in tape and cables, do the job and send it down the hall for the next application. The only wiring required by the customer is connecting the desktop to the 9030 via the HP-IB cable, and hooking up sensors or controllers. Canned demo programs are available with the exerciser software. Gayian Larson G e n e r a l manager 10 the desktop with the system exerciser software allows the first time user to be u p and running in an hour or two. The software is a menu driven tutorial which takes the user through actual commands to enable him to turn on or off motors, lights, and relays, or to input data. For the most part, i t eliminates manuals and training classes, although full documentation is provided. For the customer's specific application, he/she simply takes a series of commands in MCL (Measurement and Control Language) and strings them together. It 's a simple, yet powerful method of programming. Hookup is simple. With the exerciser software, a complete configuration listing is available which lists out each channel, its location on the screw terminals of the signal conditioning cards, and its function. Sensors and controllers wire u p to the screw terminals with no soldering. Quick and easy1 Full self-tests of the system and calibration are included with the exerciser software also. For Internal U s e Only Computer News November 1, 1980 i h if [ 1 i ? r i r Technical Computers This system offers more than other systems available. Other 9030 features available are: counter/stepper card relay card isolated digital input card common interrupt card historical data acquisition decoupled controller operation using the 2240 with proven performance and reliability high throughput real time task delegation graphics and data base management available on the 9845 on-site service - plotters, floppy, and hard discs available interfacing to other systems via HP-IB, async/bisync, BCD, RS-232C discounts available There's no reason we should lose a sale to a DEC MINC System with all these features. For further information on the 9030, contact Sales Development, Roseville. 9030 at Mini Productivity '80 Diec Utilities are Here At the Pittsburgh Sales Office's Mini Productivity '80 show in Pittsburgh September 30 - October 1, feedback from SRs and customers regarding the 9030 included: The 9030 is a well made unit suitable for numerous lab applications as well as many industrial control applications - further emphasizing the system's flexibility and mobility. By Greg Funk/DCD The system concept was well received. The 9030 is a complete, easy to order and configure system, plus it has on-site service available. The system exerciser software makes getting started very easy. The canned demos helped show the powerful features of the 9030 system. Public awareness of the fact that Roseville has total responsibility for measurement and control products was greatly enhanced. Roseville Ready to Help You By Duncan Carnpbell/Roseville With our new division status and the achievement of our availability goals, the manufacturing team at Roseville is excited. Roseville has been very aggressive in striving toward our goal in our target availabilities of six weeks on I/O products, and eight weeks on M&C products, to better serve the field. Order processing in particular has appreciated the positive feedback from SRs. Not good enough for you, then call Sales Development (Pete Stine or Duncan Campbell) and we will do even better for your hot order! Our Sales Development team has installed two direct phone lines to better support you: (916) 645-7208 and (916) 645-7319. Note: All hardware problems your customer might have with the Roseville product line are now supported by the 02 CEs. Computer News November 1, 1980 DCD B,v Pete Stine/Rosevilk For Internal Use Onty The System 35/45 mass storage utility programs, designed to provide users with a more complete solution to mass storage, are available. For the customer with a hard disc (7905, 06, 20 or 25) and a System 45A, 45B or 45C, the Hard Disc Utility Pack (P/N 09845-10070) enables rapid, complete disc backup. For example, it is now possible to copy the lower platter of a 7906 Disc Drive to the upper platter in less than two minutes. Also included with this pack are such programs as spare to main directory copy and a very fast (lessthan five seconds) complete media purge Prw"ogr. With the advent of the 98331B, the 9835A hard disc customer is also provided with a set of disc utility programs. This package is very similar to the 9845 package, except that both H series and M series drives and the 7910 are supported. The 35A utilities also give the consumer, for the first time,-an interactive file copy program very similar to System 45's FCOPY. The System 35 hard disc utilities pack bears P/N 09835-15200. Both the System 35 and the 45 Hard Disc Utilities are orderable as 10-digit part numbers, at the standard replacement cost of $100 each. They are also being shipped at no-cost options 035 and 045 to the 98041A. Customers can also get the utilities at no cost with Opt. 035 to the 7910. For the customer with a flexible disc drive and a 9845B, 45C or 9835A, there are the Flexible Disc Utility Programs. These offer capabilities such as rapid media purge and interactive file copy. They are orderable as 10-digit part numbers (09845-10090 or 09835-15220) at $100 each, or are available as nocost 9895A Options 035 and 045. Technical Computers Finally, for the Systeni 35A, 45B or 45C customer with a 9895 Flexible Disc Drive and the need to talk to other computers in IBM 3741 format, the IBM format programs are now available. These programs enable users to print to and read from IBM 3741 floppy discs, as well as transfer data back and forth between HP formatted floppies and 3741 formatted floppies. Provided with this pack is an interactive program that handles data transfer, performs such mass storage tasks as renaming and purging IBM files, and generates IBM backups. The user also gets two utility subprograms that can be added to a mainline program to enable reading data from or printing data to an IBM floppy. These packages (09835-15230 and 0984515740) are orderable as lo-digit part numbers at $500 each, or are available as $500 options 135 and 145 to the 9895A. New 9835/9845 Data By Doug 1\ravlin/DCLl The System 35 and System 45 Data Sheets and Price Lists are currently being revised. These new publications, effective Nov. 1, will be in field sales offices by early November and will reflect new configurations ("Maxi" 9845 and System 35 application systems) as well as new memory prices and software packs. The new System 45 (9845B/T/CI Data Sheet can be ordered under Fonn No. 5953-4554 and the new Price List is 5953-4548D. Photographing 9845C Screen Images By Rick StahlinlDCD Excellent quality color slides and prints can be obtained by directly photographing images displayed on the 9845C CRT. For best results, follow this procedure provided by Gerard Millhone at Colorado Viscomm, Inc. Place camera and 9845C in a totally dark mom, with camera on a tripod and fitted with a cable release. Use a telephoto lens (- 250nim) to correct for screen curvature and install a U.V. haze filter. Adjust lens to screen distance as appropriate (about 8 feet) to fill frame. Load camera with Ektrachrome 64 film for 35mni slides or Kodacolor I1 for prints. Don't use faster film, which would limit resolution and cause excessive graininess. Adjust 9845C display intensity control for maximum brightness and set lens aperture to f16. Bracket exposure times at 2, 4 and 6 seconds. Send exposed film to a high quality, reliable lab for processing. Viola -you have top quality photos for high-impact graphics presentations ! BDD System 45 German and French DBM Versions B}, Eddie k&ow/BDLl Effective November 1,a Gennan and a French version of the System 45 Data Base Management Pack will be orderable. Here is the ordering infonnation: 98430A System 45 Data Base Management System $5,000 (IMAGE/45, QUERY/45) Opt. 330 English Opt. 331 French Opt. 332 Gennan The foreign options will include localized versions of: (>UERY/45 Software t a p e #I F:09845-14764 G:09845-14784 #2 F:09845-14765 G:O9845-14785 #3 F:O9845-14766 G:O9845-14786 IMAGE/45 Utilih t a p e F:09815-14767 G:09845-14787 International Sample Library Data Base including German and French library examples : F:11141-10667 G:11141-10667 QLlERY/45 User's Guide F:09845-91131 (;:09845-91132 Data Base Design Kit F:09845-91137 G:O9845-91138 System Error m e s s a g e sticker F:7121-0246 G:7121-0248 S t a t u s Error m e s s a g e sticker F17121-0251 G:7121-0253 98429A IMAGE/45 ROMs, at $3,000, will obviously be available in English only ! The new System 35 Data Sheet is ordered under Form No. 5953-4546; its Price List is 5953-4551D. 98428A QUERY/45 software sells for $2,000. 98428R software right to reproduce costs $800. For both 98428A and 98428R, localized versions are applicable. When ordering a maxi-system 9845T/C Opt. 190, please remember to speci$ the appropriate language option for your customer. For Internal U s e Only Computer News November 1. 1980 i ! Business Computers BCG The new prices are: Manufacturing Systems Operation Product Number Description Executive Forum on A 8uccess ! Manufacturing - a Presentations focused on the productivity challenges facing manufacturers todaqr - industrial automation, pro8cesscontrol,production & material:$ planning & control, aind factory data collection. Seminar speakers included two executives from Hughes Aircraft and Cook Electric who had achieved increased productivity by using HP computers, both 1000s and 3000s, in their manufacturing operations. Other speakers from HewlettPackard represented curreint thinking of our Corporate and Division Manufacturing and R&D managers on hovv to increase through the effective use of computers. Attendees rated the seminar highly with such comments as "The best seminar of it's type I have ever attended". The forum reaffirms the partnership between HP and major accounts. Future "Computers in Manufacturing" seminars ill be held on a quarterly basis; details for the January session will be distributed in November. Price Changes For Manufacturing Appliications B,IJRch Stearns/iMSO a New Price* 32260A Materials Management/3000 3226021 "Right to Copy" 32260A 6,000 32380A EDC/3000 6,000 32380R "Right to Copy" 32380A 2,400 32382A EDC/3000 (Source C o d e ) 32384A IOS/3000 6,000 32384R "Right t o Copy" 32384A 2,400 32386A IOS/3000 (Source C o d e ) 32388A MRP/3000 6,000 32388R "Right t o Copy" 32388A 2,400 32390A MRP/3000 (Source Code l 32392A 32392R SPC/3000 "Right to Copy" 32392A By Beth Eikenbrzr;v/&fSO On October 6 & 7, 22 manufacturing executives gathered for two days of intensive discussion at CSG headquarters. The Forum "Connputers in Manufacturing" provided ,s platform for the exchange of ideas between HP management and manufacturing and information systems execu~tivesfrom 11 major accounts. BGD's responsibilities are threefold: $30,000 18,000 manufacturing licensee for HP 3000 and HP 250 systems sold within Europe, source of European country localization for all GSD manufacturing applications software, and worldwide R&D responsibility for financial/administrative application software for our commercial systems. CSP's responsibilities are twofold: 18,000 18,000 4,200 1,680 *US domestic prices CSP CSP Explained By David Torn~?~ser~d/CSP As Marketing Manager of Commercial Systems Pinewood, (formerly SE Manager responsible for the Eastern Area of the UKI I have been asked the same questions many times about this new HP venture. I have tried below to answer these questions for you so that you have a good understanding of our program. Where does CSP fit in the overall HP organization? CSP reports to Ed McCracken, General Manager, Business Computer Group, to David Baldwin, Joint Managing Director HP Ltd. In this respect it is analogous to the BGD startup in Germany three years ago. It will be managed independently of our computer group sales activities in the UK. Tht: October 1 Corporate Price List included 20%price increases for HP's manufacturing applications Materials Management/3000 and MFG/3000. These price changes were part of the price increase affecting most HP 3000 software PI-oducts. How are commercial s.ystems product responsibilities divided between CSP and BGD? Computer News November 1, 1980 For Internal Use Only source of European country localization for our future data communications and word processing products from GSD, and worldwide R&D responsibility for a subset of GSD's data cornmunication and word processing strategy and future software products. No hardware will be manufactured at CSP. How will the field sales organizations in Europe relate to CSP? What type of field marketing support will CSP provide and on what time-scale? Because of its manufacturing/system responsibilities, BGD will continue to be responsible for our overall factory level support in Europe, including most SE training and technical systems support. During this next year, however, CSP will pick u p responsibilities for data communications and word processing support (in line with our R&D responsibilities). We ran our first SE training course in September (covering TDP/3000) and we've agreed with BGD to pick up all data communications SE training and support for Europe as of May 1, '81. How is CSP organized? CSP will be organized like most HP divisions. There will be two R&D labs (data comm & word processing), a marketing department and a financial/order processing staff. Since we will not be manufacturing hardware there will be no manufacturing department, however. The O.P. and software distribution activities will be handled by the Admin. group. Also, because of our proximity to the Winnersh sales office, CSP will rely on their staff for most personnel and general accounting activities. As marketing manager, I report to the program manager, Bob Kadarauch. Wd CSP do customer "specials"? 1 I I ( '1 J i No. CSP's charter is to develop standard products for sale to our-total customer base. Because software is increasingly becoming a "package" business we feel we can make a profit, as well as provide better value for our customers, by concentrating our resources on standard product development. On the other hand, we need input from our customers regarding requirements in the data comm and word processing areas. Arid we 11 be making a special effort to ensure that overall European requirements are met. When will the first product from CSP be introduced? On September 1, CSP introduced Text & Document Processor/3000 (TDP/ 3000.) This is a word processing package based on the LARC (Los Altos Research Center) package which is already being used-on 'ore than 100 systems. It will appear as a straightforward HP product with full support, manuals, customer training etc. and CSP will have worldwide responsibility for this and future word-processing packages on the 3000. I am personally very excited about the role that our combined European expertise is now playing within t h e continuing success of our Business ~ o m p u t e Group, r and the additional contribution that CSP will be making. I look forward to us building on that success from Europe Data Communications Operation New "Do-It-Yourself"Data Comm Training Course B)' Gerry Grahatn/DCO The "Introduction to Data Communications" training course is now available in kit form for use by HP SEs at their own field facilities. The kit consists of training materials that can be used in a variety of training environments. This introductory-level course can be self-taught, or it can be used in a more formal classroom presentation. The training course consists of five modules, each of which can be completed independently of the others. They are : Introduction RJE/3000 MRJE/3000 MTS/3000 DS/3000 (Note:As new products are released, appropriate modules will be added to the kit.) INTRODUCTION T O DATA C O M M U N I C A T I O N S S E TRAINING COURSE KIT P A R T NO 30000~60030 GUIDE -- - --- - -- - - - - - - -. - INTROOUCTION MOOULE ~ RJEl3000 MODULE - - - ~ - - - - --- -- - - - - - Q -*w -- - - - - - - - ~ MTSl3000 MOOULE - - - - - - - - - - - ----- MRJEl3000 MODULE - - - ~- David Townsend CSP Marketing Hewlett-Packard LTD, 308/314 Kings Road, Reading, Berkshire England Telephone (0734) 61022 COMSYS 8060 The training kit includes 11manuals, 18 videotape cassettes, and two reels of magnetic tape. See the diagram below to visualize the structure of the kit and how the components relate to the modules. ~~ - - - - - . "Introduction to Data Communications" covers the fundamentals of communications techniques, BISYNC protocol, and an introduction to the RJE/3000, MRJE/3000, MTS/3000, and DS/3000 subsystems. The subsystems presentations and exercises cover basic syntax and operation. Tests for each module are included in the kit for use by the SE Area Manager/Course Administrator to provide feedback on the trainee's progress and to reinforce comprehension. No prior datacomm knowledge is assumed. This training course is intended for use only within the Hewlett-Packard Company and should not be distributed to customers in its present form. Satisfactory completion of this "Introduction to Data Communications" course is a prerequisite for the "General Data Communications " course given at Cupertino. The total "Introduction to Data Communications" SE Training Course Kit is identified by HP P/N 30000-60030, and it can be ordered by using that number. The kit contains one item of each of the listed components. Every component of the kit is also identified by its own part number, so that additional parts (such as Student Workbooks) can be ordered separately in larger quantities. The kit and all its component parts are available through the General Systems Division (GSD/47) Software/ Publications Distribution Center (Louise Watkins, Manager). The internal transfer cost of the kit is approximately S 773. OSl3000 MODULE TRAINING C O U R S E KIT STRUCTURE i For Internal U s e Only Computer News November 1, 1980 Business Computers CSD New HP 3000/30 a n d 33 Systems By Larry Turner and U7r*yneHortg/CSD On November 1, new versions of the HP 3000 Series 30 and 33 will be quotable. The systems will haw changed in terms of the flexible disc drive offered; the number of INPs on the HP 3000/30; plus the S l W and minimum configuration definition, pricing and order processing. Here's the data: a The new HP 3000/30 132430C and 32431C3 and HP 3000/33 132412C and 32413C ) SPUs will no longer contain an integrated flexible disc drive or ADCCs. The new SPLJ prices are $24,925 for the HP 3000/30 and $36,700 for the HP 3000/3:1. The SPU maintenance prices have adso been reduced to a SMMC of $2.29 and BMMC of $178 for the HP 3000/30; a SMMC of $250 and a BMMC of $197 for the HP 3000/33. We've also created "no charge option~sto define the media on which the software is shipped with the SPU. The media for option 001 is flexible discs and option 002 is 1600 bpi magnetic tape. You need to specify one of them. " We are announcing HP 3000 support of the new HP 9895A-010 free standing 1.2 Megab.yte flexible disc drive, which will b e -supplied on a coordinated shipment basis from Greeley Division. The HP 9895A-010 is priced at $4,750 and is packaged in a module with power and room to add another drive. However, at present the HP 3000 will support amaximum of one flexible disc drive. Software must be completed before making an additional drive available forhuotation. a The HP 9895A-0 10 is now the flexible disc drive offered with HP 3000s. It, as with all the new drives being offered by Greeley, has a specific media requirement which must be adhered to in ensuring the quality of data and the drive itself. The media requirements were described in the July 15 '80 issue of Computer i%rewsunder the title "New Flexible Disc Media". Please review the article and also keep it in mind when quoting FLEXIBLE DISCCOPY/3000. An ADCC is no longer bundled with the SPU on the new systems and will be ordered and shipped on a coordinated basis from supplying Division 47 (CSD-DCO).Only a single ADCC is required with both systems. Thus, the new HP 3000/33 minimum configuration is now four instead of eight ports. The required ADCC product number is an ADCC main 130018A) with the appropriate system option. The ADCC is priced at $1,600 and its maintenance is $9 for SMMC and $7 for BMMC. A second ADCC isn't required but if needed, it should be a 30019A with appropriate options. ISD HP 300 Factory Promotion By Ti171 Hanq/ISD Since its introduction in July, the FASTSTART program has resulted in a very successful recruitment effort for large RPG-based OEMs. Approximately 6-8 OEMs haw signed kach month and many have completed their conversion and are ready to start selling systems. In support o f these OEMs we are beginning an aggressive national and local ad campaign to generate leads. In addition we are proceeding with several other promotional programs in support of the FASTSTART program. - In presenting the new systems, we are also announcing the HP 3000/30's ability to support u p to three INPs. Projected system internal power requirements along with existing product power consumption have been analyzed in arriving at formulas for deciding when a third INP can be added. The formulas are: Included will be end-user solution stories being promoted in specialized vertical media publications supplementing our ad campaign. We have also subscribed to Small Systems World's card-deck mailing program. A deck of business reply postcards is being mailed to 40,000 business subscribers promoting the HP 300 RPG solution. Leads will be returned to the factory. We will mail literature and forward the lead to the local office for action via COMSYS. To better serve your OEM, we recommend that you notify us of their applications packages and any vertical markets served. The more information you provide the more we can help. Send to: Tim Haney, 19447 Pruneridge Avenue, Cupertino, CA 95014 For System Product Numbers 32430C, 32431C, 32430B Opt. 212 or 32431B Opt. 212 New HP 300 Customer Training Materials GICs + ADCCs + INPs < 10 For System Product Numbers 32430A, 32430B, 32431A or 32431B GICs + ADCCs + INPs < 9 Greeley will be offering a required two meter double shielded HP-IB cable as option 333 for $75. This option will be on the December CPL, but can be ordered as early as November 10 without a HEART override. The performance of the 9895, along ,with it not needing to be powered by the SPLJ, are real enhancements. The current "B" versions of the HP 3000/30 and HP 3000/33 will be replaced by the new "C" systems on the November 1 CPL. The normal 30-day grace period will apply. You will receive new HP 3000 Configuration and Price Guides with more details in November/December. Computer News November 1, 1980 For Internal Use Only By Mariann 7 ) m n Ososkie/ISD Training materials for the HP 300 customer courses in RPG, Business Basic, and IMAGE are now available from SDC through Kathy 0 'Brien. COMSYS Code 5006. 31365A-RPG II/300 for Experienced Programmers 31365-60005 Student Kit 31365-60006 Instructor Kit Business Computers - 31366A-Business Basic/300 for Experienced Programmers 31366-60005 Student Kit 31366-60006 Instructor Kit 31368A-IMAGE/300 for Basic or RPG Programmers 31368-60005 Student Kit 31368-60006 Instructor Kit The Instructor Kit includes an instructor's guide, lab assignments with a diskette, and overhead slides. The Student Kit includes a workbook, all manuals referenced in the course, and a blank diskette.The RPG Student Kit also includes RPG coding forms. Customer Shipments of RJE/300 Begin! The primary use is for submitting jobs and data to a remote IBM host or other host which supports Remote Job Entry For example, an HP 300 in a field sales office might collect and store dailv sales transactions. In the evening, the data and appropriate job control commands would be transmitted as a job to the remote host in the headquarters office. Job output would then be received by the HP 300 at the field office, stored on a file and, if requested, sent to the printer. In addition, RJE/300 allows files on the HP 300 to be transferred to an IBM 2780 or 3780 device, or to a 2780/3780 emulator running on another HP 250, HP 300, or HP 3000. By Rua rz n Pengoll/lSL) Customer shipments of Remote Job Entry for the HP 300 began in October. RJE/300 is the first communications enhancement to the WP RPG Advanced Function System. It extends the RPG thrust to large companies, many already using RPG applications in sales offices, warehouses or distribution systems. M'ith RJE/ 300, these satellite operations in large companies can be linked to corporate data processing centers or other central mainframes. The RJE package consists of a microprocessor-based Bisync Communications Processor (BCP)board and a software addition to the HP 300 Operating System. The RJE/300 software is a subsystem of the Amigo/300 Operating System. Remote Job Entry permits HP 300 connection to any computer that supports the IBM 2780/3780 terminal. The two key functions of ~ J ~ / 3 0 0 are remote job entry and remote file transfer. Remote job initiation and termination: the HP 300 can initiate and terminate jobs at the remote host computer system through RJE/ 300. Operates in a multiprogramming environment: several other jobs can be running simultaneously with RJE/300 in operation. The BCP provides the hardware support for RJE/300. It allows point-topoint binary synchronous data communications capability for the HP 300 and provides a single port for hardwired or modem-connected communications between the HP 300 and other systems. Unlike most other RJE emulator programs, RJE/300 does not require the operator to use a command s-yntax. Commands are selected by pressing softkeys on the Information Display Station. If necessary, more information can be attained by using the "Explain" softkey. Commands can also be issued through a command file, which is created using the RJE/ 300 subsystem, and stored for later recall and execution. The RJE program can also be invoked from a user-written program through system service calls. The BCP is a single printed circuit assembly which plugs into the HP 300 System Unit card cage; it is connected to the General Input/Output Channel. The microprocessor-based BCP relieves system software of key timeconsuming tasks involved in bisdvnc communications. &'hen transmitting, the BCP processes the data stream to provide block checksums, selectable ASCII-to-EBCDIC conversion, and inserted control characters; when receiving, it performs the corresponding error checking, code conversion, and con trol-character deletion operations. RJE/300 includes several features that make it an effective tool: The BCP supports a wide range of modems for switched or leased lines. Amigo/300 Operating System subsystem: many of the features that apply to the language subsystems also apply to RJE/300, such as the softkey-driven, window-oriented user interface and the device independent file system. Bisync protocol: provides high speed communication with error detection and correction. The Bisdvnc Communications Processor and associated system software include an extensive set of built-in tools for installation, testing, and monitoring of the interface and communications link. US list price of the BCP is $2,250. The software package has a one-time US list charge of $500. Current delivery estimates are eight weeks. Extensive peripheral support : all HP 300 supported input/output devices may be used to submit/ receive jobs. For Internal Use Only Computer News November 1, 1980 Terminals DTD HPG Announcing New 2629 OEM Terminal Family Where to Get Sales Aids for Datacapture Bv Ken Koo/DTD In the past, we have received numerous requests for a new OEM terminal family that is based on the HP 262X product line. Well, the wait is over. Effective Nokember 1, you will find the new HP 2629 OEM terminal family on the Corporate price list. Initially, the 2629s consist essentially of the base units and options from the 262X standard terminals. As firmware documentation, support and training become available, additional options will be offered to facilitate customized programming. In the meantime, our special products group will be more than happy to review any special1 product requests from your customers. Please feel free to give your inputs to your DTD Sales Development Engineer. Tht: new 2629 OEM terminals are as follows : OEM Terminal OEM Price* 2629D Effective Price* For A n Order Quantity of 100 Based On Exhibit A-3 4,150 2,905 Equivalent Standard Terminal 2626A *US price only A separate 2629 data sheet \will be available for distribution in November. DTD Terminal Demo Videotape 2648A mth Device Support Firmware B,v.lerry Eridcson/DTD By Gene Lee/DTD DTD has created a black and white video training tape to help train SRs, SEs, and Staff personnel on how to properly demonstrate DTD's major products. The tape shows full-length product demonstrations given by factory marketing personnel on : To make a good value better, DTD is including Device Support Firmware (with the Raster Dump ROM) standard in the HP 2648A. This added value comes at no additional charge and simplifies ordering the 2648. After November I, you no longer need to order accessory 13261A, option 3 with any new 2648. Section I Section Section Section Section I1 111 IV V How to Run DTD Demo's On-Line or With Local Mass Storage 2642A Demor~stration 2624A Demorlstration 2626A Denlor~stration 2647A Demorlstration And don't forget, the 2648A comes with a full 16K of RAM, a recent improvement from 8K of RAM. The 2648 is an outstanding buy! After viewing this 55-minute tape, your people should feel comfortable demonstrating these products to custorners. In addition to the list published by Marc Nodier a year ago, "Where to Get Those Badges" in the CS Newsletter, Sept. 1 '79 (Val. 4 No. 201, page 27, we have been gathering some extra information for you : Punched Badges Badges : - Magnetic France: SMH ADREX (LAMINEX), 10, rue Varet 75735 Paris (tel.) (1)554 95 44 POLAROID FRANCE, 57 rue de Villiers - BP No 156, 92202 NueiUy S/ Seine UK: DATABACK LTD, 55 Park Road, Kingston - Surrey tel: 01 546 9826/7 Italy: WRIGHT LINE, Via SG Battista de la Salle 5, 20132 Milano tel: 256 68 49 WRIGHT LINE, Via Zuccoli 24, Roma Finland : FINN BUSINESS MACHINES, Toolontorinkacu No 11A, SS - 00260 Helsinki 26, tel: 358 90 440/488 telex: 123 283 Holland: DEMPO HOLLAND SERVICES D V, BP 493 1180 Amstelveen tel: 29 75 618 85 US : LAMINEX, 600 Mint Hill Road, Matthews NC 28015 tel: (704) 847 9143 GRAPHIC LAMINATING INC., 5122 St. Clair Avenue, Cleveland, Ohio 44103 tel: (216) 881-2100 Germany: SYSTEM FORM, Geschaftsbereich Comics, Goethestrasse 18, 8210 Prien Am Chiem See MAGNETDRUCK, Steenken & Co, P.O. Box 3647, D - 2900 Oldenburg Copies of this tape may be obtained by placing a HEART order to Corporate Video Products Attention: A1 Knox, ext. 4171, for Data Terminals Demonstrations, videotaple # 90217R. Price is $35. Computer News Novemlxr 1, 1980 By Denis ibfa~~geylNPG Punchers: US: WRIGHT LINE 160 Gold Star Boulevard, Worcester MA 01606 Massachusetts - distributed by ADREX and YAC CHAUVIN in France and WRIGHT LINE in Italy. For Internal U s e Onty 17 Watch out: the badges with transparent edges are not read in 307X reader. Bar Code Printer: DATA ROYAL printer compatible with RS-232 interface of 3075/6: US Price $2,650, distributed by FACIT DATA PRODUCT, DATA ROYAL INC. Do not forget to order separately an OCR ribbon at your closest printer distributor. US : INTERMEC (Interface Mechanism Inc.),P.O.Box N, Lynwood, WA 98036 Tel: 12061 743-7036 France : PLESSEY DATA PRODUCT, Tour Anjou, 33 quai National 92800 Puteaux - tel: 1/776 43 34 1 Badges Encoders US : MAGTEK 20725 S Annale Ave., Carson CA, 90746 DATACARD CORPORATION, 7625 Parklown Ave, Minneapolis, Minnesota 55435 imanuactures also Magnetic Badges) England: DATACARD UK LTD, New Lane, Havant, Hants PO29 N R Germany: SYSTEM FORM Gmbh, 8210 Prien An1 Chiemsee, Postfach DATACARD Gmbh, 6000 Frankfurt/Main, Blockenheiner, Lansdstr. 51-53, "Rhein-Main Center", West Germany Vancouver 263X Marketing Responsibility B y Bob Weis/VCD VCD now has full marketing responsibility for the 263X family. Call Bob Weis, Bill Becker or Gary Peck for your sales support on these products. For senice questions, please call Martin Hash or Terry Miller. All of us in VCD sales and service support thank our counterparts at Boise for their fine work, and look forward to a lot of good things to come on our 263X line! 263XA Family "Specials" In case you missed Thad Webster's TWX dated 9 September, 263XA specials will no longer be accepted by either Boise or Vancouver Divisions as of November 1, '80. Documentation for 263XB specials should be forwarded to Sales Support at Vancouver Division for consideration. 2675's Unique Power-On Capabilities Bll W e b Au@stine/IrCD One of the most useful features of the HP 2675A is its automatic configuration capability at terminal power-on. Through simple English-like commands, the user can readily configure data co~nmunicationinformation, terminal parameters, and softkeys, or define program calling sequences. The terminal then reads these instructions automatically every time it is turned on. France: DATACARD FRANCE, 233 rue de Charenton, 75012 Paris 11 / / I' i1 { : i Cable Multidrop US: (ref. Belden No. 9463 i ELECTRONIC DIVISION BELDEN CORP., Richmond, Indiana 47374 SINGER, 875 Mewick Avenue, Westbury, N.Y. 11590 tel: (516) 333-2000 Three methods of power-on configuration are available for executingterminal instructions. Resident in the standard 2675A are a power-on string and a cartridge tape boot feature. A custom Personality PROM option is also available. The power-on string can contain up to 80 characters in non-volatile RAM memory. Typical commands include automatic dialing instructions, log-on information, and softkey definitions. The commands in this string can easily be edited as requirements change. Although 80 characters is adequate to define most configurations, the tape boot feature can be used to input more comprehensive instructions. At terminal power-on, the source tape is automatically read. This feature accommodates configuration information requiring more than 80 bytes. The third power-on method is an optional processor board PROM that can be programmed with up to 2 Kbytes of configuration data. This particular method is of greatest value to users who want to identically configure a large number of terminals. The permanent nature of the PROM ensures that configuration data can't be altered. France: FILECA, Route Nationale 1, 60730 Sainte Genevieve tel: 141 452 11 11 Switzerland: DATWYLER, CH 6460 Altdorft, tel: 044 4 11 22 telex: 78497 All three methods of terminal configuration provide an easy way for a customer to tailor his terminal to specific formats or applications. The automatic capabilities can reduce user training and errors while increasing productivity. We have a lot more documentation here in Grenoble - it is not possible to publish it all. Please feel free to contact your Sales Development team at HPG. For Internal U s e Only Computer News November 1, 1980 f-4 3 Peripherals Boise 2613/17/19A Suppalrted on HI, 3000/30 & 33 Bv Ron Whiteleather/Boise Yes, you can now sell the Series 30 and 33 systems with full font line printers. The printers provide the full character image and multiipart forms capability that your custo:mers may require. The three models provide a range of speed and price to match the customer and applications. Operation of these HP differential parallel interface printers on HP-IB systems is accomplished through a totally new CPU resident interface and a new driver. The 26069A interface translates HP-IB signals from the GIC (30079A)into parallel differential signals that are sent to thLeprinter. The printers are unchanged. The new driver, HIOLPRT2, is being distributed with the Bruno MIT. Order printers for use on HP 3000 Series 30 and 33 systems as follows: Printer Option Description 30 1 H P 3000 Series 30 30 2 subsystem option, includes I/F, cabling, and documentatioln H P 3000 Series 33 subsystem option includes I/F, cabling, and documentaticln U S List Price $2,350 2,3 Availability is the same as for printers. The 26069A interface is al.so available as a kit for the customer vvho already has a 2613A/17A/19A and wants to use it on a Series 30 or 33. Order the kit as follows : Prod./ Opt. Description Differential line printer I/F for H P 3000/30, 33; documentation included. (Must order only one option1 /301 HP 3000/Series 30 26069A US List Price $2,300 650 cable set /302 HP 3000/Series 33 cable set 650 Computer News Novemlxr 1, 1980 Cabling for both the subsystem options and the interface kit includes all connecting cables and a 50 foot printer I/O cable. Using the 26318 as a Remote Spooled Printer By Stale Richardson/Boise The recently announced remote spooling capability on the HP 3000 Series Ill, 30 and 33 provides an alternative solution to your customers' printing needs. For secondary or light duty printing applications, the HP 2631B can be interfaced either directly (up to 50 feet), or via a full duplex modem, to either the ATC or ADCC. The customer can now have a remote printer that is fully supported, and that ensures data integrity by monitoring for error conditions. As a remote spooled printer, the 2631B operates in a semi-restricted mode. The user has access to most of the print features of the 2631B. To preserve a basic user environment however, the user will not have access to reset, on-line/off-line, self test, page length, identify request, status commands, or programmable VFC. All other print features can be accessed by using the proper escape sequences in the user's program. This type of printer support contrasts with HP-IB operation of the Series 30 and 33 systems. Use of the 2631B on these systems via HP-IB is fully restricted; i.e., print and space only, with no user access to print features. As many users desire access to the print features which the 2631B offers, the remote spooled operation will be preferable to the HP-IB operation. As result, the HP-IB system option for the 2631B, namely option 333, will be removed from the CPL in January, '81. The 2631B will be sold only as a remote spooled printer on HP 3000 systems at that time. Existing 2631B option 333 printers may be upgraded to option 331 using a 26095B plus option 010 kit. (Installation costs for this kit must be quoted separately by the local service organization.) For Internal Use Only To operate as a remote spooled printer, the 2631B must be configured for X-on/X-off protocol, odd parity, full duplex, and semirestricted operation. All of these parameters can be configured by setting switches either internal or external to the printer. To facilitate configuration, a new option has been established for this application, and will cause the proper switches to be set at the factory. The remote spooled printer option is designated as option 331 to the 2631B at no additional charges. For further detail on these parameters, consult the 2630 Family Reference Manual (P/N 02631-90918). For details on how MPE executes remote spooling, see a future issue of the Communicator that discusses the "Bruno" MIT, or contact GSD. 7970/HP 1000 Interface Redesign Bv Bob GrangerlBoise The 13181A and 13183A interface boards have recently been redesigned by Boise Division engineers to incorporate several operating irnprovements. The new versions of these products have been designated as the 13181B and 13183B respectively. These boards reside in the HP 1000 and are used to interface the computer with the 7970 magnetic tape. The 13181B is used with the 7970B and the 13183B with the 7970E. These new boards are identical to their predecessors in terms of function and timing yet contain upgraded circuitry (DTL to TTL) and solutions to previously encountered data overrun and rewind problems. The new versions will be shipped by Boise Division with all 7970B/E subsystem options 226 and 236 beginning in November. They may also be purchased individually for $3,750. The standard interface accommodates a 45 ips tape drive. Options 001, 002 and 003 can be used for ordering interface boards for 37.5 ips, 25 ips and 12.5 ips drives, respectively. "A" interface production ends in Dec. Colorado Springs Improved Reliability of 2608A A Factory Viewpoint ... 1350A Graphics Translator Interfaces By Gary EiberlCOS By Ori770rld RurkinlBoise The HP 2608A Line Printer was first shipped in January, '79. Since that time, Boise Division has spent considerable time and resources improving and enhancing the product. Eight research and design engineers and five production engineers have been involved in this effort and more than 600 production change orders (PC0 s ) have been implemented. Modifications have concentrated on improving reliability, user convenience and ease of operation. 1 j The primary result of these efforts has been a donsistent improvement in the reliability record of this printer. Since October '79, reliability has increased more than 235 percent f ,A 1 ieo DC, N" L 0°C , ,a L F r . Ma 1 A, Ma - - , Colorado Springs Division has just announced a third digital interface for the HP 1350A Graphics Translator- a 16-bit parallel interface. The following table and comments summarize the three available interfaces. HP-IB - available on all HP computers including desktops. RS-232- the 50 ft. cable length spec is very conservative. We ha* personally seen longer distances used successfully. Using RS-232 for distances in excess of 50 ft. is fairly common. 16-Bit Parallel - High Speed! All computer manufacturers offer 16-bit 1 / 0 Cards. However, there is little agreement on pin outs, etc. The 16-bit is for users with very high speed requirements. In addition to the 1 / 0 speed advantage, the customer also saves in computing time. The computer does not have to code comments from binary to ASCII as it must with both the HP-IB and RS-232. There can be an-where from 5:1 to 1 0 : l improvement in overall performance. The interface can be used with HP software driver DVS72 "special". Interface and Model 1 3 5 0 A Option Max. Data Speed Programming Language Max. Interface Cable Length HP-I8 (52101X) Std. o n 1350 83,000 \'ectors/Sec ASCII (Friendly1 2 Meters per HP-IB Device. Up to 20 Meters Max. RS-232 (52102Al 1350A/Opt. 001 700 \.'ectors/ Sec lat 5 x 1 ASCII (Friendly] 50 Ft. at Max. Baud Rate LIP to 1000 Ft. at Lower Baud Rates. 16-Bit Parallel (52103Xl 1350A/Opt. 002 250,000 Vectors/Sec Binary lhlom Difficult ! 1 5 FI 1 ""9 Our August '80 statistics show that the annualized failure rate of current production units has dropped to one failure per year. Field TSE reports confirm this reliability impro~ement trend. Although we have brought the 2608A reliability to a level consistent with the HP name, we expect the improvements to continue. Many improvements have yet to have their full effect reach the field. We expect to implement further improvements such as paper jam detection and a passive paper stacker. Your feedback has been an important element in the 2608A improvement program. Please continue to advise us of your concerns and ask questions. Bubble Memory Competition 7925~ 120 hlbytes Bubbles 128 Kt~ytes/ hoard NO.Units 1 940 Boards Transfer Rate 937.5 Khytes/ 12.5 Kbytes/Sec Sec By Rich Bo~vles/D1MD Capacity One of the most interesting opportunities we Sales Development people is addressing questions hubble memory competition. Avg. Access 36.1 hlilliseconds 7 milliseconds Typical 4 Kbyt~ l'ransfer: 4 1.6 hlilliseronds 327 Milliseconds While bubbles are intriguing from a technological standpoint, they really aren't in the same marketplace as hard disc drives. (See table opposite). Bubble memory is currently $15,00O/Mbyte; very close to main memory which is much faster. This is not to say bubbles aren't a viable mass storage solution. Intel in particular, is zeroing in on process control and no doubt anticipates doing very well. For Internal U s e Only Power Consumption : 600 i\'atts Cost : $21,000 18,800 LVatts 120 watts/ board $1,875,300 1$199S/board! Computer News November 1. 1980 Peripherals The preceeding table clearly shows that if large amounts of data will be transferred, bubbles will suffer. Likewise, and although we at DMD are making great strides in insulating hard discs from the external environment, bubbles are much more easily adapted to shop-floor applications in heavy industry where small blocks of data are required. The Mac Family Field Training Manual provides a good overview of how bubbles work; especially pages 1-11, and 1-14, 15. Note : Some customers, par1:icularly in Arctic climates, have found the high thermal potential in bubbles a heart-warming fringe benefit. Others affiliated with cryogenic research have also expressed similar enthusiasm. 4 K BYTE WCKTRPNSER TIME Greeley Establishing a Stronghold in the Flexible Mass Storage Market By Rosemary Krarner/Greeley MEMORY HIERARCHY OF COMPUTER SYSTEMS "CODE 58", or Greeley Division, comes alive November 1, recognized by the network of computers corporate-wide as a division. Part of the Corporate strategy to consolidate strengths, Greeley Division will be totally dedicated to the development, manufacture and marketing of mass peripheral products for use with HP computers. The new division will concentrate on research and development of stateof-the-art flexible disc technology for the personal and desktop computer systems, and backup memory devices - including cartridge and reel-to-reel - for larger HP systems. "A key feature of some of the technologies we will pursue will be their applicability as stand-alone external peripherals as well as integrated system peripherals," according to Srini Nageshwar, marketing manager for Greeley. "We also recognize that media are an integral part of memory so we will pay special attention to future media technologies." Computer News November 1, 1980 For Internal U s e Only Greeley's recent mass storage strengths include the 9895A Flexible Disc Memory, an 8" doubledensity, double-sided drive, and the 5-1/4" 82900 Series Flexible Disc Drives, recently transferred from Corvallis Division. These drives bring the power of random access storage in graduated capacities to the HP computer user. The 5-1/4" removable flexible disc drive provides from 270K to 1.08 Mbytes of on-line storage to the HP-85 Personal Computer. The 82900 Series is available in dualdriw, dualslave, singledive and single-slave configurations. The 9895A provides from to 4.72 Mbytes of mass storage for the complete line of HP computers. Its built-in controller recognizes if a disc is written in IBM 3740 singledensity or HP's double-density format. Software available for the HP 9800 System 35 and 45 also allows the use to easily read and write IBM discs. The 9895 can also read single-sided discs written by the HP 9885M or 9885s flexible disc memories. 21 Peripherals When used with the HP-85, both the 9895 and the Series 82900 transfer data at 350 bytes per second and programs at 1.5 Kbytes/second. Average access time for both discs is 187 msec. When used with other HP computers, the 9895 is capable of transfer rates of u p to 23 Kbytes/sec. Overhead Transparency Pen Single-Color Packages Look into Hewlett-Packad terminals and see how much more vourcomputercan do. The quality of these floppy disc drives will also be built into HP systems, as is the case with the HP 250 Business Systems coming off the line. The new 9895 "K", the built-in version of the stand-alone device, replaces the 7902A Drive. Greeley, along with Boise (system printers),Disc Memory (system discs) and Vancouver (workstation printers) form the Computer Peripherals Group under Dick Hackborn. At this point, HP does not sell any of its storage products to the non-HP market. But, according to Nageshwar, this may be a viable market for us in the future. Alew Goltz, Greeley Sales Development secretar>j,with the 9895A E'le'yible .\lass Memory (bottom)and the 82901Al 5- 1/4" Flew'ble Disc Drive. SDD is now offering single-color packages of overhead transparency pens which can be ordered by part number rather than as options to the Transparency Kit. There are five pens per package, and they are the same price as the four-pen multi-color packages of transparency pens ($8.501.They are available in the following colors and line widths: Description "We also intend going after selected OEMs for our peripherals," says Nageshwar. "To do this we will offer standard interfaces and market to those OEM's whose requirements call for quality and reliability Thomas L. Kelley, general manager of the new division, was previously manager of peripheral operations at HP's Desktop Computer Division. BJIMichele Hiatt/SDD Selecting Terminals & Peripheral Devices By Mary Deller/SDD A new product brochure for selecting HP terminals and hardcopy peripheral devices is now available to your customers. "Look Into HewlettPackard Terminals and See How Much More Your Computer Can Do" (P/N 5953-40721,replaces the English version of the Family of Data Terminals brochure IP/N 5952-9447). The interdivisional brochure is a catalogue presentation of the products offered within the terminal and hardcopy categories. Product groups include alphanumeric terminals, graphics terminals, data capture terminals, alphanumeric printers, graphics printers, graphics plotters, and input devices. Each product is clearly described with bullets highlighting its important capabilities. Below each product group is a comparative matrix of features to aid in product selection. A central hardcopy selection guide defines major application needs and matches the terminals with the appropriate hardcopy devices. Order the brochure through Corporate Literature Center, Palo Alto. For Internal Use Only P/N Black; Regular 1.3 mml line width 5061 -5010 Black: Wide 1.6 rnrni line width -5020 -5012 Red ;Regular I .3 mrni line width Red : Wide 1.6 mml line width -5 022 Green: Regular 1.3mrn) line width -5015 Green; Wide 1.6 rnrn I line width -5025 B1cce;Regular 1.3mm1 line width -5016 Blue; Wide I .6 mmi line \vidth These part numbers will be on the October 1, '80 Parts Price List. HP 7225A/17601A Velocity Select Field Retrofit Kit Bv Bill Clark/SDD If your customer has a need for overhead transparency capability on an older HP 7225A miniplotter with the 17601A HP-IB Personality Module, it is now possible to upgrade the plotter unit with a retrofit kit (P/N 0722560061 1. Essentially, two integrated circuits (both in sockets) must be replaced, one on the 17601A Personality Module and the other on the 7225A mainframe PCA. Cost ofthe kit is $50 US. Installation by an HP CE should take about one hour. 7225A vs. Houston HIPLOT By Bill LoeDerlSDD What can you say to a customer who asks about the low price of the HIPLOT 8-1/2 ' ' X 11" (A41 plotters as compared to the 7225A? The 7225A is four times faster, while producing graphics with three times the resolution. Houston doesn't support an overhead transparency kit or HP-IB (IEEE-488-1978) interface, as HP does. Check the new Sales Amplifier being distributed to all SRs. Computer News November 1, 1980 Recently we were in a tough competitive fight for an HP 3000/33 system. The customer was a medium-sized distributor who wanted a cornputer for all the right business reasons. He had involved a consulting firm to help him select and evaluate vendors and their solutions. We were selected for the final evaluation, along with two of our competitors. L2'hen the prospect required three references from each vendor, we cheered, because we had lots of excellent reference accounts in the immediate area. Besides, "Reference Selling" has always been one of HP's most successful sales techniques. using Reference Selling to Advantage By J0/111 K n o p p 63 ~~b claycomb/ l~eell,-~aIzta clara We insisted that the prospect and his consulting firm call each of our references. We were surprised that he took the process seriously enough to call all of the references of each vendor. He questioned the references in great detail. When he had completed these interviews, the owner of the firm called us into his office for a private, confidential meeting. He explained that he was very pleased by the universally positive responses he got from the HP references. The comp13titors'references had proved less satisfacto1y. Thermometer Paperweights For Key Customem By Sherri Surnner/ CMG C? Jim Melin/hTeely-Santa Clara Oops! Winner's Circle Omission Computer News Crystalclear acrylic paperweights (shown opposite) are now available, featuring digital thermometers that simultaneously display Fahrenheit and centigrade readings. Each measures 3-1/2"x3-1/2"x1". All are imprinted with the new Corporate logo and a sales slogan, and are giR boxed with a product information card enclosed. The paperweights, at $8 each (TAC), are a good promotional idea for your next seminar, customer visit, or as a Christmas gift! To or~deryour supply of Digital Thermometer Paperweights (P/N 9999-99991, submit an Internal Order (I/O) for the quantity desired to division 00-99, Atten: Joanne Pinnick, Warehouse Bldg. 9L, Palo Alto, CA. Apologies to Jack Whitfield, MSR - Rolling Meadows and Dave Ryan, Neely-West Valley (L.A.1,whose names were omitted from the listing of Winner's Circle contest winners in the October 15 issue of Computer News. November 1, 1980 For Internal Use Only The first reference supplied by one competitor had decided to delay any computer purchase until he had a better understanding of his own business needs. The second reference had just installed an HP 3000! And the third reference had also eliminated this competitor's product and was very curious to learn what the caller was considering. They continued to talk; HP was not being considered, but after talking to our local prospect and hearing of the other good HP references, he asked to have an HP Sales Rep call on him. Obviously, BP won a whole lot more than the one deal we knew about. Maybe the competitor's salesperson inadvertently supplied three poor references. Maybe he gambled on his experience that prospects rarely check references thoroughly. But it wasn't only a mistake that won the sale for us; we aggressively used Reference Selling. We have found that it is a tactic which usually creates a greater advantage for HP than any single product feature. And, with a little extra care and attention, it can be a key element of a winning strategy. Hewlett-Packard C o m p u t e r Marketing G m u p 19320 P r u n e r i d g e A v e n u e , C u p e r t i n o , C a l i f o r n i a 95014 USA MtLM ' ' % j ~ p CM Group Editor Circulation Kerin H e n d e r s o n Francine Tarmina r g WStI ~ h JV ~ Computer Marketing Editor Technical Editor Carolyn Stewart Olen Morain Editor Technical Editor Fran Jeffries Cad Anderson Data Systems Dlv. (DSD) Cupertino, California Rosevllle Dlv. Roseville, California YHP Computer Dlv. (YHP) Tokyo, Japan D e s k t o p Computer Dlv. (DCD) Fort Collins, Colorado Boebllngen D e s k t o p Computer Dlv. (BDD) Boeblingen, West Oermany Editor Technical Editor Pat Kooyer Orrin Mahoney Editor Duncan Campbell Editor Yoshie Hashima Editor Technical Editor Al Sperry Editor Technical Editor Dave h w s m i t h Brigitte Almaschi Corvallb Dlv. (Calculator Products (froup) Conallis, Oregon Editor Technical Editor Carmen West Tycho Howle Editor Eli Zabor Computer S u p p o r t Dlv. (CSD) Cupertino, California C o m p u t e r S u p p l l e s Operatlon (CSO) Sunnyvale, California Technical Computers Chris Stumbough Business Computers Budneas Computer Qroup ( E Q ) Cupertino, California Manufacturing S y s t e m s Operation, Cupertino, California; Commemlal S y s t e m s Pinewood. Plnewood, U.K.; Data Communlcatlons Operation. Cupertlno, California. Sheri Costa C o m p u t e r S y s t e m s Dh. (CSD) Editor Tom Stokes Cupertino, California Technical Editor Information Systems Dlv. (ISD) Cupertino, California General S y s t e m s Dlv. (QSD) Cupertino, California Editor Technical Editor Stephanie Bmwn Geoff Kirk Data T e m b u l a D k . (DTD) Sunnyale, California Editor Technical Editor Louise Hart Carl Flock Qrenoble Dlv. UIW arenoble, France Editor Technical Editor Blandine Genin Francis Marc Editor Technical Editor Sue Brault Linda Crozier Editor Joe Hunter Editor Technical Editor Cathy Salinas Steve Gemain Editor Technical Editor Rosemary Kramer Al Herder Editor Technical Editor Mary Zoeller Scott McClendon Editor Technical Editor Lynne DiVittorio Gary Peck Boebllngen G e n e r a l S y s t e m s Dlv. (&QD) BoeMingen, West Oermany / 1 1 1 Terminals i j I 1 ; 1 1 ! i Peripherals Bolbe Dlv. hire, ~ d h o Coiorado S p r i n g s Dlv. (CSO) (Instrument Qoup) Colorado Springs. Colorado D b c Memory Dlv. (DMD) h ,l d h o -ley DIV. Fort Collins, Colorado Spa Dlego Dk. (SDD) (Instrument m u p ) San Dlego, Callfornia ~m-1~ l v (VCD) . Vancouver. Washington F o r I n t e r n a l U s e Only ~ ~ ~