Computernews_1981_oct15_23pages_ocr

Transcript

Vol. 6. No . 23 October 15. 1981 HP 125 Takes a Beating on NPT ......... Captains of Valor Videotape is Available .... C~~iliilputer N~rketH~iilg CMQ esD GsO nD8D DCD GTO Computer Advances Proves a Winner! . . . . . . HP-IB Spanish Brochure . . . . . . . . . . . . . . . . . . New Travel and Office Directory ........... New Computer Users Catalog . . . . . . . . . . . . . Data Terminals Cabling Manual . . . . . . . . . . . . 3 3 4 4 4 InD HP 2250 Merchandising Campaigns . . . . . . . . 8 DCD at rcc *sl/*sa. . . . . . . . . . . . . . . . . . . . . . 8 Southern Sales Region Succeeds . . . . . . . . . . 9 HP 9825A/S ROMs Discontinued .......... 9 Software Status Bulletin . . . . . . . . . . . . . . . . . . . 9 HP 9915 Networking Manual . . . . . . . . . . . . . . 9 Hp 2250 Training Almost Completed in Europe . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10 Public Announcement of the HP 2250 in Europe . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 80 D m )1E)G BSE eOL D m G m BDD LI QSD Free Link Offer. Signs. Seminar Kits! ...... 11 Ordering HP 125 Manuals . . . . . . . . . . . . . . . . How to Get Good Factory Support on Your HP 250 and HP 125 . . . . . . . . . . . . . . . . . . . . . 12 Winning Against the IBM Personal computer . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 12 O n the Cover CSO introduces its new Computer Users Catalog. See article on page 4. For Internal Use Only 13 .......... 13 T@rmim@l8 ~oIiliilp~t@~8 Lightning Strikes on the L-Series ........... 5 Need a 6250 bpi Mag Tape on the HP 1000? . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6 Good News For DS-IB' Users! ............ 6 L-Series Questions and Answers ........... 6 Four Model 5s To Choose From ........... 7 SE Commenis on the L-Series . . . . . . . . . . . . . 7 ATS/ 1000 Customer Training . . . . . . . . . . . . . 8 Lower Cost DSG/3000 Graphics Workstations With the HP 2623A 18 ven The HP 2624B: Record Mode. Printer Pass Through and Terminal Bypass Mode . . . . . . New Terminal Software Catalog Available . . 1 4 HP 2647A Application Software . . . . . . . . . . . 14 HP Terminal Support on SMTE . . . . . . . . . . 15 Additions and Clarifications to HP 262X National Language Capabilities . . . . . . . . . . . 15 Staff Sales Reps Self-study Program . . . . . . 35 New Data Link Accessories . . . . . . . . . . . . . . . 2 9 New Bar Code Reading Capabilities . . . . . . . 16 Data Capture Terminals Time Reporting . . . a 6 HP 2680 Sales Videotape Available . . . . . . . . 17 Laser Printing . How Does it Work? . . . . . . 27 Computer Graphics . A Report on NCGA . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . ng HP 7908 Cartridge Tape Drive Applications . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1 9 Compatibility Sells Computers . . . . . . . . . . . 20 Plotter Demos: GE Mark-Ill Timeshare Demonstration Service Discontinued ....... 2 d SDD Helps You Win the Race Against Time . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Request for Samples of Difficult Forms . . . . 2 1 zl Baektalk (Almost) Everything You've Always Wanted to Know About Dealing With OEMs . . . . . . . . . 2z HP Computer Museum www.hpmuseum.net For research and education purposes only. CMG Computer Advances Proves a Winner! By Kerin HendersonlCMG Customer response to the first issue of CMG's new Computer Advances, has been very positive. The first business reply cards from the US customer mailing August 12 of 1 10,000 copies, were returned August 19. By early September 25,500 cards, representing a 23% response, had been returned. The cards continue to float in. Initial U S field response to the publication has been very positive. The brevity of the piece plus the breadth of computer product coverage in particular, brought a favorable response from many. A number of SRs also commented, "At last, I can stop producing my own newsletter and rely on yours to keep my customers up to date." Customer response, at this early point, can be measured mainly by the numbers returning business reply cards (BRC) (given that in the US, a free calculator offer was an incentive!). In the future though, we plan to conduct a reader profile and to solicit comments and suggestions for making the publication even more interesting and helpful to customers (while stimulating them to call their local sales office for more information, or to buy). Computer Advances Issue 2 (September/October '81) is scheduled for distribution early October to all BRC responses received up to September 15 (roughly 27,000) plus an additional 30,000 from CMG's customer data base and some field file$.).An additional 23,000 will be distributed in ICON, Canada and Japan. And a few copies will be available to European country Marcom Managers. (This issue willfeature the new HP 125 and enhanced HP 250s). U S SRs, make sure your customers are on the CMG data base. W h ~ nhanding out copies to customers, encourage them to fill out and return the business reply card. Or sign up your customers on the Cornputer Advances subscription forrn available in all US sales offices. In Canada, contact Gail Levitt in Mississauga to sign up your customers, in Japan, contact Yoshie Hashima in Tokyo, and in ICOlY countries, contact your country Marcon Manager. If you or your customers have any comments or suggestions on the ~ublication.write to: Kerin Henderson Computer Marketing Group 19320 Pruneridge Ave. Cupertino, CA 95014 Finally, following is a list of the 1 0 U S customers who won a free HP scientific or business calculator in our drawing of US Computer Advances' readers who returned a business reply card postmarked by August 28. Cornputer Advances HP Calculator Winners (US only) City /State Name Company 1. Richard Keeler General Electric Burlington, LA Ithaca, NY 2. Dr. Gregory Hall Cornell University 3. Robert Cowin Fulton Adjustments Rockville Center, NY Bureau Norfolk. VA 4. Owen Sutton Seaward Marine Services 5. Arthur Krieg Hershey Medical Hershey, PA Center 6. Steve Dennis Smith, Dennis G Santa Clara, CA Gaylord West Bend, WI 7. Don Felix Gehl Company Minneapolis, MIY 8. Judith Dercks Calculus, Inc. Grand Rapids, MI 9. Rex Morin Lear Siegler 10. Fred Lewis Dow Chemical HP-IB Spanish Brochure By Enrique SetarollSR Mexico n.n..rr,. ." listern. en sernanas9 Plaquemine, LA Product 3000 Series 80 250 98XX 98XX 3000 98XX 98XX 98XX/ 3000 Plotter We have recently received the Spanish version of the Corporate HP-IB Brochure that was translated and printed in Mexico with the support and sponsor of ICON. This sales aid will be distributed to the Spanish speaking countries and is expected to help promote the HP-IB concept and boost sales in the systems area. If any S R thinks he/she would like to receive additional copies, please contact me at HP Mexico. Best Regards, Enrique Setaro/HP Mexico Computer News October 15, 1981 For Internal Use Only 3 Third Party News Please see article on legal issues for OEMs in Backtalk section of this issue, pages 22-23. CSD New Travel and Office Directory By Dana StuckwishlCSD The Travel and Office Directory is now available for your customers. For the first time, you will be able to show customers the location of HP's more than 170 worldwide offices, in one document. Particularly useful for major accounts and OEMs, this directory will allow your customer to identify response times to all of his/ her locations. The Travel and Office Directory is the customer version of the Travel Guide. It defines types of computer support offices and identifies response times and travel charges. Maps show the worldwide locations of SROs; the address, phone number, and support capabilities of each office are indicated. This document will help you sell support by presenting it to the customer when you present the Data Book. You can identify response times and travel charges at the same time you discuss features of the support services. Your customer will know up-front what to expect from HP and that will mean increased satisfaction. The Travel and Office Directory has been distributed to the sales offices. If additional copies are needed, contact the Literature Distribution Center (PIN 5953-7 167). 4 Computer News October 15, 1981 For Internal Use Only CSO New Computer Users Catalog By Jim KinneylCSO CSO's new Autumn '81 Computer Users Catalog (formerly "Computer Supplies, Accessories and Software" Catalog) features a new name and new format to accornodate our expanding product and service offerings. The new format makes it easy for your customers to determine product requirements and to place their orders easily (and directly by telephone in the US, West Germany and the UK). There are seven sections, tabbed for easy reference: Magnetic Media Disc Cartridges, Disc Packs, Flexible Discs, Magnetic Tape, Data Cartridges, Media Storage Items Operating Supplies Ribbons, Print Wheels, Thermal Printing Paper, Impact Printer Paper, Plotter Pens, Plotter Paper and Film Cables and Connectors HP-IB (IEEE-488) Cables, RS232-C Cables, Connector Kits, Custom-Length Cable Furniture and Accessories Work Stations, Terminallprinter Stands, Turntables, Storage/ Security Cabinets, Static Control Mats Software and Documentation Personal/Desktop Computer Software, Self-paced Learning Kits, Reference Manuals Add-On Hardware (US only) 2382A & 2621A/P Terminals, 2671 A/G Printers, 12365A Modem Indexes, How-to-Order Mail Order Form, Catalog Request Cards, Alphabetic Index (as well as product number index). Credit Card Ordering information (US only). This symbol appears next to more than 70 new products, making it easy to spot them in the new catalog. SRs, CEs and SEs will want to distribute this useful new Computer Users Catalog to their customers - since it helps reinforce HP's Total Solution commitment. Distribution to HP field locations is underway, and your personal copy should arrive soon. Your office literature clerk will also have copies (PIN 5953-2450D in the US; P/IY 59532450 in all other locations). Data Terminals Cabling Manual By John HerrgottlCSO One of DTD's most popular publications, the Data Terminals Cabling Manual (PIN 02640-90185) is now available from CSO. The price is $10 (US). (Note: this was formerly P/N 5952-2047.) US customers can get shipment within 24 hours by ordering directly on our toll-free phone lines 800538-8787 (California, Alaska, and Hawaii call 408-738-41 33). Our minimum order is $20, so your customer may want to take this opportunity to order some other supplies, or use the handy Mail Order Form in the back of the Computer Users Catalog, which waives the $20 order [ha minimum. DSD Lightning Strikes on the L-Series beat the PDP 11/23 -their card is slower than ours! Features he liked HP-IB Larger memory than 11/23. Much faster HP-IB rate. Networking capability. 1000/45 already installed. Features he disliked CPU speed is slower than 11/23. B y Randy Englund An interesting series of events, revolving around features of the L-Series, led to turning a $14K order for a competitive system into a $loOK order for HP. Alan Stegall, an No floating point. SR in Huntsville, provides this success story: The $14K bare bones floppy based 11/23 turned into a $45K L-Series "June of '80 I 'cold called' an enModel 10. This system has had a gineer at one of our government snowball effect on two other labs in agencies with regard to the L being Science and Engineering which are used for data acquisition. Memory in\,olvedin the same study. They also size was a problem. Want their Own 'ystems but are ~ebruaryof.'81 he called saying that badget-restricted. Since their syshe was going to buy a PDP 1/23 for terns are to be dedicated to one job his testing. I invited him into our only, the Model 5 was a good fit. office to demo a Model 10. His appliThey needed high I/O speed, but low cation was to digitize lightning strikes using S-Band and UHF receivers to All three svstems are to be in a DS measure radiation effects in the atnetwork to a central 1000/45 which mosphere. Also, audio receivers feed is also tied to two other 1000 sysinto a 20MHz Le Croy digitizer terns. The data will be gathered by mounted in a CAMAC Crate. The the L-Series systems and uploaded crate has a CAMACIHP-IB converter to the F-Series for post processing in it as well as 256Kb of RAM. Once and archival storage. The three the strike is digitized, they want to L-:Series and associated peripherals place the raw data onto disc as fast should total over $loOK." as possible. This is the reason we MARSHALL SPACE FLIGHT CENTER LIGHTNING FACILITY These sales escnm cauaw%-.* t).lemtt;we i n ~ ~ r n ~ ROANO~E, VIRGINIA HAMBURG, W R T G€RMAW Uafaetbuifl MADRID, SPAIN &%we~ d b d ORLANDO, FI-DRlaq 79mB 1000/5 26318 BE PURCHASED EXISTING EQUIPMENT KEEP UP MEGOOD WORK! Computer News October 15, 1981 For Internal Ore Only 5 i 1 Need a 6250 bpi Mag Tape on the HP 1 0 0 0 3 I By Jeff RaicelDSD Several requests have come into DSD Sales Development for a 6250 bpi magnetic tape subsystem that would operate on the HP 1000. We have quoted a special product (93577M) that would include the software and documentation necessary to interface the HP 7976A Magnetic Tape Unit to the HP 1000 M-, E- and F-Series Computers under the RTE-NB and RTE-VI/VM operating systems. The prerequisites for this special are the HP 7976A Magnetic Tape Subsystem, an HP 12821A Disc Interface and the HP-IB cable to connect them. The development cost for this product is substantial and may be prohibitive for many customers who would otherwise desire it. In order for us to provide this special at the lowest possible price, we need a good idea of the demand for this product. We can then distribute this development cost among all of the initial buyers. If you have a customer who could use the fast back-up capabilities of the HP 7976A on their HP 1000 M-, E- or F-Series Computer, please write or COMSYS (2200) me with a description of their application and purchase timeframe. Good News For DS- 1 B' Users! By Jeff Williams/DSD The final PC0 changes to DS-1B' software have been completed and are now available to customers still using the original 91 700 Series Distributed Systems communication software. This PC0 was done to fuc all the known bugs in the DS-IB' software, and resulted in changes to approximately 20 software modules in the 91700A CCE and 91703A SCE/4 communication products. For specific information on the changes, see the notes on the bug i i i Computer News October 15, 1981 For Internal Use Only fuces for 91 700A and 91 703A in the 2140 revision Software Update Notice. Although these products have not been actively sold for many years, these changes are being made available (at no charge) on a onetime basis to benefit customers still running network software in BCS operating system environments. No further changes will be made to the 91 700 Series software in the future. Since no software subscription services exist for distribution of these changes, the affected relocatables will be made available via: 2 140 Cupertino Binary (Delta Tape). SEs can locally copy this software for their customers that need it. DSD SE Access System. SE's can remotely access this software from offices with dial up capability to DSD after Oct. 1, '81. The files will be available on the SE Access System until Jan. 1, '82. DSD Sales Development. A limited number of update copies will be available on 800 bpi magnetic tape for customers requiring the changes before the 2 140 Delta Tape is distributed. In addition to the software changes, the CCE Programming and Operating Manual (PIN 91700-93001) and the SCE/3 Programming and Operating Manual (PIN 9170393001) have also been updated and are available through the Corporate Parts Center. L-Series Questions and Answers By Davis S. Fields III/DSD Q Do I always have to order a ter- minal with a Model 5? A: The Model 5 system products, the 21 42A and 21 42B, must be ordered with terminals. The Model 5 computers, the 2122A and 2122B, may be ordered without terminals. Please remember, though, that a 262X terminal, with option 090, must be integrated on the 2122AlB if the customer wants an HP service contract. Q Can you spell out for me the status of the most recent L-Series VCP ROM revision, what it means, and who gets it? A: A new VCP ROM set is now being shipped. It includes four new L-Series capabilities: auto-boot capability for Model 5s with any 262X terminals, DS/ 1000-1V support, VCP program changes (most notably to make all VCP prompts less than 40 columns wide, so they can be displayed on an HP-85 screen), and routines to be used with the new 7908,79 11, and 7912 discs. All L customers on RTE-XL SSS and CSS will receive the new ROM set automatically, at no charge. Customers not on services can obtain the same ROMs by ordering product 12014A for $100. The 12014A product can be installed on any " 12002B" L-Series CPU card. Q How do I order an L-Series terminal cable for the new 2382A terminal? A: Here is a summary of the 12005A serial card options required for various HP terminals: Serial Card Options (PIN) 2621A/P, 2622A, 12005A+001 2623A, 2624A, ( 12005-60002) 2626A port 1 2635A, 2382A, 262614 port 2 2642A, 2645A, 2647A, 2648A Each of these cables is approximately five meters long. HP 1000 Model 5/91 10 systems include the 12005+001 cable (shortened, in the case of the Model 5).Any other cable you may need must be ordered separately. Products 3 Four Model 5 s To Choose From @ By Davis S. Fields III/DSD As you saw in our televised NPT on September 29, there are now four Model 5s to choose from. This article will briefly review the differences between them. The HP 2 142A Model 5 System with Minifloppies. The HP 2142A is a system, which means it includes a copy of the RTE-XL operating system, on minifloppies, as well as system s e ~ c e s like installation and on-site warranty. Besides the CPU, 128Kb of memory, and a serial card, it includes an HP-IB card and minifloppy controller card. The New 2142B Model 5 System without Minifloppies. The 21428 is also a system-level product, so it also includes a copy of RTE-XL, on either 7908-type tape cartridges or 8-inch floppies. Besides the CPU, 128Kb memory, and serial card, the 21428 includes an HP-IB card for use with a disc. The 2 122A Model 5 Computer with Minifloppies. This is a component version of the Model 5. No software nor system s e ~ c e are s included. Included are the CPU, 64Kb of memory, a serial card, an HP-IB card, and a minifloppy controller card. If an RTE operating system is desired, it must be ordered separately. The New 2 122B Model 5 Computer without Minifloppies. This is also a component version of the Model 5. It includes the CPU, 64Kb memory, and a serial card. Because some customers will configure these as memory-based DS/1000-IV nodes (without discs), the 2122B does not include an HP-IB card. if the use of a disc is required, an HP-IB card must be ordered separately. RTE must also be ordered separately, if desired. The Model 5 Family at a Glance System or Component? Minifloppy drives? Operating system included? Installation included? Coordinated shipment? HI'-IB card included? Terminal included? Memory included: Available l/O slots: U S list price: Functional unit count: Syst Yes Yes Yes Yes Yes No 128Kb 3 $10,600 1.5 SE Comments on the L-Series By Greg GillenlDSD The DSD Technical Marketing OnLire Group receives phone calls from SEs about technical questiox, configurations, interfacing and sul~portissues on the L-Series. Recently, we have been ending each call with a "how's it going?" discussicn. We thought you might be interested in some of the comments we received. Dick Dernaine - ESR Lexington: "I sure wish it would run EDIT/ 1000 (it does now) and have a command stack like RTE-IVB has." BilI Grist - Neely Fullerton: "Tl~esoftware is very powerful and sophisticated. I'd ~iketdhave a faster L (:Pu, particularly for floating operations (this is planned) ... I believe a nelN processor will make the L a top quality product. The solid software and HP 1000 compatibility have helm helping out a lot. Keeping conpatibility is important. It lets my cu:jtomers grow. The Model 5 is a g o ~ product d to get in the door with OEIMs. Then we can sell the whole product line." Syst No Yes Yes Yes Yes No 128Kb 4 $8,250 1.5 Comp No No No No No No 64Kb 5 $4,750 .75 Comp Yes No No N0 Yes No 64Kb 3 $8,100 .75 Michael Starbird-Valentine Neely Palo Alto: "Software compatibility is a good selling point. I need the 7908 disc supported (this is underway) for good program development. New users are very positive." Dan Laskowski - MSR Indianapolis: "The HELLO program is really nice. I've had a few problems converting RTE-IVB .Droarams to run on the L. You can do it, but it isn't automatic across the board." u ~ - - - - - ~ - ~ Don Carn~bell- Columbus: "The Model 10 was too bia to take anywhere - the Model is a lot easier." 5 Nick Coppinq - Fullerton: .. - - Neely "The L-Series concepts and packaging are proving to be a key element in the Industrial Automation environment. The Model 5 as a target machine for shop floor supervisory tasks, coupled with DS and Data Link, has allowed me to design high-availability systems with previously unattainable I/O performance. Reluctance for 'casual' program develo~menton a Model 5 - like a bug fuc required on-site - must be overcome by both SEs and SRs. It can be done. Follow-on processors in this series look super." Computer News October 15, 1981 For internal Use Only 7 ATS/ 1 0 0 0 Customer Training By Joan Feeley /DSD For those of you with ATS customers, the following '82 training schedule may be of interest. Included on this list is the November 16, '81 class (22972B) which did not appear in the Fall/Winter Computer Systems North American Training Schedule. 229728 ATS/ 1000 User Test Programming November 16, '81 February 1, '82 First, for five months beginning in July, the three page HP 2250 ad will appear in three separate monthly magazines. Each of these magazines -Control Engineering, Instrument and Control Systems, and lntech - are written for en- gineering and technical management responsible for the design and control of instrumentation systems. 229738 ATS/ 1000 Advanced February 8, '82 May 3 July 26 August 2 October 11 Prerequisites for these classes are: Session Monitor (22994A) and knowledge of FORTRAN or BASIC for the User Test Programming Course and completion of the ATS User Test Programming Course (22972B),RTE-NB System Manager Course (22995A),and HP-IB User's Course (22963B) for the Advanced course. Additional information concerning the ATS customer training classes can be obtained by calling DSD, (408) 257-7000 x 2003. RVD HP 2 2 5 0 Merchandising Campaigns By Alan K. Housley/RVD We would like to update you on several new campaigns that we are implementing for merchandising the HP 2250 Measurement and Control Processor. These programs are either currently underway or will begin in the near future. 8 Computer News October 15, 1981 For Internal Use Only Beginning the last week of August, we kicked off a direct mail campaign to establish over 60,000 contracts throughout the US and Canada. The campaign will run over a four month period with three separate mailings. Each of these direct mail pieces will be sent to technical managers and project engineers in companies that build and test electro-mechanical products. We will notify each Area Sales Manager for product types 01 and 02 whenever we receive replies from any of the contacts. Finally, we have also just kicked off a new campaign called the Automation Brief Program. Through this internal program, we will distribute educational and application information to help our sales and support people to more easily sell into the Measurement and Control and Industry Automation marketplace. These Automation Briefs will start to become available to 01 and 02 field sales and support by the beginning of October. We hope that all three of these merchandising campaigns will help you to meet new contacts and to more easily sell HP Measurement and Control Systems. DCD at ICC '811'82 By Sirio Sconzo/DCD Hewlett-Packard and some 40 other computer hardware companies will sponsor the Invitational Computer Conferences (ICC) in the '81/'82 season. This is a show and seminar series of appeal to technical OEMs, and user "do-it-yourselfers," as well as systems integrators. The exhibits feature CDC disc drives, printers and printer mechanisms by Printronix and others, function-compatible memory boards for DEC, IBM and HP computers by a number of suppliers, and terminals by Hazeltine and others. DCD will exhibit and promote the HP 9915A and the 9826A for system automation applications in support of the computer-aided-test strategy. A tutorial paper, "Choosing an Automation Computer," will be part of the seminar program. The shows and seminars are oneday affairs in major hotels of the following cities: Newton, MA (Boston) Sept. 14, '81 Valley Forge, PA Oct. 27, '81 (Philadelphia) Oct. 29, '81 Washington, DC Nov. 17, '81 Palo Alto, CA Orange County, CA Jan. 14, '82 Feb. 10, '82 Ft. Lauderdale, FL Mar. 23, '82 Dallas, TX Southfield, MI Apr. 14, '82 ( Detroit) I will contact the HP Technical 02 DMs in the cities closest to the events about 30 days prior to the show with further details for local support and distribution of invitations to customers and prospects. The lCCs constitute a major portion of DCD's promotional program for FY'82 to promote productivity, efficiency and quality through computer automation. HI' 9825A/S ROMs Southern Sales Region Succeeds Discontinued By Don Porter & Piper AunelDCD By J o h n AbegglDCD The Southern Sales Region has enjoyed a terrific sales year, achieving 128%of quota through August. This has been accomplished in spite of the negative impact of inflation and economic uncertainty. How did they do it? Certainly there is no one reason that totally explains this success. There are a number of contributing factors that can be identified. Perhaps the biggest single factor is the use of joint sales efforts between SF01 and SF02 salespeople. The instrument and computer area sales managers in Atlanta have set up a program in which target accounts are chosen, combined sales plans are drawn up, and progress in total sales dollars is measured. The progress in these accounts has been excellent, and a good part of the success has been attributed to the positive feelings that customers have in seeing a unified HP sales approach. To further emphasize this concept of unified selling, the Southern Region has equipped a traveling lab with both instruments and computers. The lab is now set for a region tour to demonstrate how a customer can have a total automation solution from HP. This new awareness of computers and instruments from HP has been beneficial to the Southern Region it may help your region too. You can obtain more information about the Southern Region's joint sales program from Wally Berry, Alan Blackwood or Clark Straw in the Atlanta office. The HP 9825A/S Desktop Computer was taken off the corporate price list on IYovember 1, '80. This year, on November I , the following six ROMs will also be removed from the price list 98210A String - Advanced P~ogramming 9821A 9862A Plotter - General 110 98213A General 110 - Extended 113 98214A 9862A Plotter - General 110 - Extended I/O 98215A 9872A Plotter - General 1/13 982 16A 9872 Plotter - General 118 - Extended I/O According to Hewlett-Packard's policy of supporting systems for ten years after the mainframe is discontinued, these ROMs will be supported by our service organization for nine more years after they are delisted (until November 1, '90). The 9825/T incorporates all the same capabilities of these ROMs, except for interfacing with the 9862A plotter. S o ~ b a r eStatus Bulletin By Ron MoralDCD The August issue of the DCD Software Status Bulletin (SSB) was distributed by the Software Distributior, Center. This bulletin is our contribution to documenting reported problems with DCD products and ma ung this information available to you. The: intent of the SSB is to reduce wasted field service time by providing temporary workaround information and/or fuc information for reporting problems. Included with the August bulletin was the Software Problem Report (SPR) form, to be used by anyone reporting a sc,ftware/firmware problem. If you need a form, you can get it from your SE. The August issue includes information for the HP 9835, 9845, and 9826. The HP 991 5 will be covered in the following issue. Quarterly updates are now scheduled for November, February, May and August. The SSB is customer-viewable via the SE. The customer SSB is planned for distribution in November through the Software Information Service (SIS) option. HP 99 1 5 Networking Manual By Ted ChenlDCD The ability to connect our computers together in networks increases the possibility of selling them in larger quantities, yielding greater dollars per order and less time spent in selling each unit. The HP 9915's ability to network to other computers is discussed indepth in the newly released HP 99 15 Networking Supplement (PIN 0991 5-90022). The supplement provides listings of programs that can be used to download and upload data and programs between the HP 9915 and the HP 85, 9826, 9835, 9845 and 1000 computers. The supplement will be included with all new orders for the 9915A System Development Manual. It will also be mailed to all HP 9915 customers who sent a bingo card request. For your copy, contact me at DCD, extension 2 180. Computer News October 15. 1981 For Internal Use Only 9 GTO HP 2250 Training Almost C o m ~ l e t e din E u r o ~ e By Richard JessuplGTO The HP 2250 Automation Processor was presented to both SF01 and SF02 during the March-April European instrument NPT. Because this product represents a major new system positioned in a relatively new market for HP, we've been conducting an on-going program of in-depth training for both sales forces since the NPT. Courses in Grenoble have included SEs, TSEs and SRs who sell in the data acquisition market place. GTO Sales Development can give you the names of the following support people in your area who have been trained: 16 SEs from SF02 6 SEs from SF01 All the TSEs, who in-turn have started training the SF02 CEs. More SE training is planned for this fall. As a reminder, pre-sales support on the HP 2250 is the responsibility of both SEOl and SE02. Post-sales service is primarily the responsibility of CE02. In addition, a series of two-day sales training classes have been offered since April. To date, about 120 SRs from both sales forces have learned the intricacies of the HP 2250 hardware, MCL/50 language, configuration, and, of course, the new market opportunities the 2250 will open up for HP. Most classes had joint attendance from both SF01 and SF02, and they provided a great opportunity to share each other's experience and build up the team selling effort. With the last classes being taught in October, we will have completed in-depth sales training on the 2250. 10 Computer News October 15, 1981 For Internal Use Only So remember, the support is in place in the field and at the factory; now is the time to jump into the European automation effort. Public Announcement of the HP 2250 in Europe By Georges RetornazlGTO In May, June and July, several press conferences were organized in Europe: May 14 in Grenoble (for French technical journalists) May 21 in London (for UK) June 4 in Grenoble (for Italian journalists) June 12 in Stockholm (for Scandinavia) July 2 in Frankfurt (for German journalists) We received very good acceptance and feedback. A lot of articles and pictures were issued in the different Industrial and Automation Magazines in Europe, and we could take advantage of the successful public announcements to cover those important market areas. Thanks also to our motivated and well-trained SRs who got dedicated product training in Grenoble. The main magazines which have accepted the invitation ought to cover in their readership most of the users of automation and control systems in the different countries. Among those magazines, we can list the following: In the UK Control and Instruments Processing Electronics Industry System International Computer Systems Electronics and Power Works Management . In Germany ~ l ~ k ~ ~ ~ VDI - Zeitung Der Konstrukteur Market und Technik Chemie - Technik lndustrie - Elektrik Elektronik Electronik Applikation Electronik Journal Messen und Prfifen In Italy Elettronica Oggi Automazine & Strumentazione L 'Elettronica In France Minis & Micros Le Monde lnformatique Industries et Techniques EA.1. Mesures Electronique Actualit& Inter Electronique Temps Re'el We think that these articles are excellent leads and customer inquiring generators. ~ ~ GSD Free Link Offer, Signs, Seminar Kits! By Marilyn MoorelGSD Free Link Offer For each HP 125purchased before October 3 1, '81 by a member of the installed HP 3000 Customer Base,a free copy o f LINK 125 is offered. However, the ordering of this free software package should be transparent to the Order Processing Department. To order, submit certificate directly to GSD Marketing (attn: Marilyn Moore).Be certain to write the address to which the product should be shipped! Ordering HP 1 2 5 Business Assistant Signs We have had plexiglass signs custom made by an outside vendor to enhance your display of the HP 125 in your Field Office Products Demonstration Centers. Every Field Office needs its own Demo Sign for that product demonstration center whether in the HP office or inside a large account! With a sales price of $75, you'll find the signs to be a real bargain! To order, submit the following to your Order Processing Staff: M75 Miscellaneous Sale ltem Product Line 10 Marketing Division 67 Supply Division 67 Special Instruction: HP 125 Business Assistant Sign *No Part Number is required! There is no part number! 01-deringHP 1 2 5 Seminar Kits HI' 125 Seminar Kits are in great demand. Included in these kits are HI' 125 Slide Presentation Materials, videotapes, product catalogs, literature samples, seminar invitation samples and seminar checklists. To order, submit the following to your Order Processing Staff: M75 Miscellaneous Sale ltem Product Line 10 Marketing Division 67 Supply Division 67 Special Instructions: HP 125 Seminar Kit *Po Part Number is required! Recognizing the urgency of the need for these kits in the field, we will ship as long a s we have an account number and a location code to bill against (cost $100). Ordering Invitations for Seminars within "Major Accounts " Sa~npleinvitations are included in the HP 125 Seminar kits; quantities necessary to present your own local serninar are available from Corporate Literature Distribution. Each of the two versions of the invitation contains an embossed "wedding" shell which you can personalize for your customer, a product flyer and a cover letter. The copy in the letter differentiates the two distinctly different audiences. For the audience of business professionals who might be overwhelmed by computer terminology, order PIN 5953-3478. For the computer professional who recognizes his/her expanding role as a consultant within his/her organization, order P/N 5953-3477. During the same month that the prcduct was introduced we received 61'7 orders! Keep up the mc mentum! Ordering HP 125 Manuals By Mary LembergerlGSD If you've been wondering how to get copies of any of the HP 125 manuals, these items are now available. At this time, printed HP 125 manuals are available with the exception of the Link1125 Reference Manual and the HP 125 System Reference Manual. There are two ways to obtain the completed manuals: order software (the manual associated with that software is included) or order manuals independently. Manuals Ordered Without Software HP SRs who wish to obtain manuals without purchasing software, may do s o by internally ordering the manuals from GSD (Division 6700). See the following list of the manuals and their part numbers for ordering information. Manual *Getting Started With Your HP 125 PIN 45500-90000 *HP 125 Owner's 45500-90000 Manual VISICALC/ 125 4553 1-90000 Reference Manual GRAPHICS/ 125 45532-90000 Reference Manual WORD/ 125 45533-90000 Reference Manual LINK/ 125 45534-90000 Reference Manual BASIC/ 125 45535-90000 Reference Manual *HP 125 System 45536-90000 Reference Manual Manuals marked with an asterisk are available to customers from Computer Supplies Operation. Because of software royalties, legal commitments to vendors, and the need to protect HP rights, only these selected manuals can be obtained by customers without the associated software product. Computer News October 15, 1981 For Internal Use Only 11 How to Get Good Factory Support on Your HP 250 and HP 125 By Jim Carlson/GSD Major Account and Horizontal SRs, call your contact person in Business Computers Sales Development for your HP250 and HP 125 questions, visits, etc. just like you do for HP 3000 questions. We have been and will continue training BCSD on GSD's products. You can help by going directly to your contacts at BCSD. If additional help is needed, we in General Systems Division will be available for back-up or to put together special big deals. Small Computer and 3rd Party SRs, call directly to GSD for your HP 125 and HP 250 questions. By funneling many of the horizontal and major account queries through BCSD, we will be able to handle your questions and support issues directly. For HP 3000 deals, please call BCSD. European SRs, please contact Jef Graham's Sales Development group at BGD. He is able to provide for the special needs of European selling. We at GSD can back-up BGD when necessary for factory specials, US visits, etc. Our secretaries will sort the incoming calls. However, by calling directly to the appropriate group, you can get faster service. My goal is to provide a prompt (less than one day delay) response from the factory. In GSD, we will have one person per region. By supporting OEM sales, dealer sales, BCSD, and BGD directly, we should be able to maintain high quality factory support which is available to take fast action when required. Help us by calling directly to your contacts when you need assistance. 12 Computer News October 15, 1981 or Internal use Only Winning Against the IBM Personal Computer By Mary Etta PortlGSD As most of you know, IBM recently announced their first offering into the personal computer market. A broad-based CP/M machine, it is aimed at home- and school-users as well as the business market. Accordingly, they will be distributing the computer through Computerland Stores (approximately 150 stores), 5-8 newly established Sears (business machine stores), IBM Product Centers (approximately 50 outlets) and a special DPD sales force for large accounts. Reportedly, these SRs cannot take orders for less than 20 units. System Hardware Minimum Configuration $1,565 Processor, keyboard, basic language and DOS operating system in 40K ROM; cassette jack (for audio tape cassette attachment), 16Kb user memory, built-in speaker. Typical System $3,005 All of the above but 64Kb user memory, single 160Kb disc and own display. Expanded Business $4,500 System Above and color graphics, two 160Kb discs and 80 CPS EPSON printer. Software Pascal compiler ($300);Visicalc ( $200); Easywriter W/P ( $175); GL/AP/AR ($595 each); ASYNC COMM. ($40): DOS and basic ext. ($40); Adventure game ($30). CP/M-86 from Digital Research and UCSD Pascal are expected to be available for October Shipments. IBM Personal Computer Strengths Low Price. Faster process in CPU and numerically intensive applications (INTEL 8088 chip). Large memory access (256Kb maximum) and DOS operating system and BASIC in 40K ROM, not in main memory. Color graphics on CRT. Green phosphore tube. Additional language (Pascal). IBM name. HP 125 Counter 125 office focus and additional capabilities. With possible exception of very large Visicalc applications, unnecessary for most business needs. With 64K memory as industry standard, most programs are designed for 64K (sufficient for most applications). 125 offers hard copy graphics output; most business applications require hard copy, not screen graphics. High resolution, highest quality screen available with large 7 x 9 character cells. Excellent CP/M based Pascals available also. HP better known in very small computer market with the HP 80 Series. HP Strengths vs IBM Personal Computer - Sell Word processing WORD1125 is powerful - compare feature for feature (e.g., five pages of terminal memory). Worldwide support and on-site HP service (IBM on-site repair only in six cities). Competitive end-user discounts (30% HP vs 20% IBM). Larger disc capacity (eight drives vs two (160Kb) drives). Breadth of HP peripherals (printers, plotters) vs one EPSON and one drive only. Outstanding display quality vs TV monitor. Superior user friendliness (softkeys, terminal memory, etc.). Lower maintenance costs as a % of system prices. Software Information Service with phone-in consulting classes, updates for users and programmers, etc. Let us know if you need more information on the IBM Personal Computer and we will be glad to assist. We also have data on the IBM System/ 23. The System123 Datamaster replaces their 5 120 small business computer and offers only half the memory of the Personal Computer. It boasts two workstations, an 8-bit processor, 4.4Mb of disc storage, more sophisticated communications and peripheral support, and upward compatibility with the System/34. HP 1 2 5 Takes a Beating on NPT By S a m BootlGSD The HP 125 you see below recently returned from a successful NPT tour. Eleven 125s traveled to a total of 22 cities in three weeks to help train salespeople and perform customer demonstrations. When the HP 125 was tested back at the factory, it ran pe-fectly, even after three weeks of a b ~ s eUnfortunately, . a s you can see from the picture, the original packing case (which was spotless when it left GSD a month ago) did not fare as well. If this unit and the eleven others are any indication, your customers will be pleased with the quality of constr~~ction of the HP 125 and its reliability. Captains of Valor Videotape is Available By Chuck ErstlCorp. A rew color videotape, "Captains of Valor Introduction to the HP 125," is now available to HP customers (large company managers) in a seminar setting. This 10-minute videotape demonstrates the application of the HP125 in i3 large company environment. The videotape uses dramatization to show the features, capabilities and advantages of the HP 125 and to stirnulate interest by reinforcing the theme message of "Words, Numbers, Pictures and Communications" in a benefits orientation. To order: transmit a HEART (COCHISE) 1-2 order to Video Products, Palo Alto, Sales Force 09, Product Line 95, Marketing Division 07, Supplying Division 0700. Order 90431 RZ for a 314" Umatic videocassette. This program is not for salt: to customers. IND Lower Cost DSG/3000 Graphics Workstations With the HP 2 6 2 3 A By Chris KocherllND By now, youand all your customers should have received the special HP 2623A terminal - DSG/3000 Direct Mail Flyer. This four-color flyer was sent to all HP 3000 owners that subscribe to Software Support Services, as well as a selection of Mini-Micro Systems and Computerworld readers. If you did not receive one, or if you would like to order additional copies to give to your customers and prospects, contact Dave Asplund at Literature Distribution and ask for P/N 5953-0661(D). Although you should emphasize the value of color and the high quality output of HP plotters, there is a different sales tactic you can use for those customers concerned with price. The HP 2623A at $3,750 is much less expensive than either the 2647A or 2648A in any DSG/3000 configuration you quote. Furthermore, if a customer is only concerned with draft quality output and not final copy, you may suggest Option 050 (an integrated printer) which provides a thermal copy of the graphics displayed on the screen. This eliminates the need to purchase a plotter and can reduce the cost by over $5,000. In a multi-user environment, where many people are preparing graphs, and a plotter has already been purchased, DSG/3000 customers can add graphics workstations to a system for only the cost of the 2623A -$3,750! This is an important message you should convey to your pricesensitive customers. At the same time, you need to continue to reinforce the benefits of graphics in increasing managerial productivity by improving the communication and comprehension of important Khd information. Computer News October 15, 1981 For Internal Use Only 13 DTD New Terminal Software Catalog Available The HP 2 6 2 4 8 : Record Mode, Printer Pass Through and Terminal Bypass Mode By Dan JorgensonlDTD By David Akers, Neil ExterlDTD A new feature has been introduced from Data Terminals Division with the powerful HP 26248: terminal bypass mode. Record mode, printer pass through, and terminal bypass mode all allow data to be sent directly from the CPU to an external printer, and in addition, record mode and printer pass through operation also support the optional internal printer. The required feature will vary from application to application, and depend on the configuration. Terminal bypass mode can only be utilized when the 26248 is operated in a multipoint environment. It allows an external RS-232-C printer (inherently not a multipoint device) to be addressed as a distinct and independent device by the CPU. The 2624B is not locked out during bypass mode (keyboard or display) as opposed to operation in record mode or printer pass through mode. Record mode and printer pass through mode allow data to be transmitted by the CPU to an external or internal printer when the terminal is operating in either multipoint or point-to-point. Record mode can be set up either through the softkey tree by the user or via an escape sequence, and printer pass through can only be invoked via escape sequences. EscCp 92p 20C would place the terminal into record mode until it receives the character "*" which is represented by its decimal equivalent 92, hence 92p. Any character may be used, the choice is up to you. Printer pass through is similar in operation (although invoked by a different escape sequence), but must be invoked on each line of text transmitted. 14 Computer News October 15, 1981 ,r Internal use only compatibility selection matrix is included, as well as instructions for ordering the new 2647A application Dacs. Help your customer choose the right HP display terminal for a particular givingthem a "py of the new Hewlett-Packard Display Terminal Application Software - . Catalog. It contains summary descriptions of terminal oriented software packages from HP and third-party software s u ~ ~ l i e rAs .terminal and software I Bu Jeff CoxlDTD , Do you have a customer interested in statistical/mathematical analysis or graphical routines to help with project planning or maybe enhancements to HP 2647A MULTIPLOT? DTD now has four exciting a r~ ~ l i c a t i o~ na c k a a e to s h e l vou ~ in these areas: The Statistical Analysis Resource Pac (13257D) offers a variety of programs that provide solutions to the most frequentlyused statistical operations. Basic statistics, - U - ~ E s m ~9.cc ~ ...,. --.... 1 I I I-y2 Egzz -- ------ HP 2647A Application Software n .vvL8L.T,oN -.. ---..- -.. Disulav . - Terminal Application Software Catalog I I The catalog is available from HP's literature distribution center in Palo Ato, Bldg 9B (PIN 5953-2064D North American version, PIN 59532064F outside North America). 1 , curve fitting, regression analysis and analysis of variance are only a few of the algorithms available. The Mathematical Analysis Resource Pac ( 13257C) provides solutions to the most frequently used mathematical operations. Differentiation, integration and finding roots of polynominal are included. The Project Management Resource Pac offers programs for project managers to improve planning, control and overall decision making. The pac includes Critical Path Method Analysis (CPM),Time Event Chart Analysis (commonly referred to as Gant Charts) and basic financial decision making programs. The Graphics Presentation Resource Pac contains many requested enhancements to the standard HP 2647A MCILTIPLOT Software Package. Included with this package is Repeat-A-Plot which plots multiple pie, bar and/or linear charts; Flow Chart, which can be used to create flow and organization charts; and an Electronic Template, which allows the user to draw electrical circuits. Many of the above packages include graphic output to the display and/or the HP 9872 &pen plotter. Each pac contains at least one program tape, document tape, printed listing of document tape and Quick Reference Guide. For more information on the above packages, please refer to the Hewlett-Packard Display Terminal Application Software Catalog or call DTD Sales Development. HP Terminal Support on SLATE By Steve ButlerlDTD HP SLATE, a new text processing software package, is designed for the casual user who does not require sophisticated word processing capabilities, but does need some limited text processing power. It utilizes powerful terminal features such as block mode or full screen, page oriented editing and function keys for ease-of-use. The software package will work with the HP 2641, 2642,2645,2647,2648,2624 and 2626 terminals. Since the package requires 66 lines of display memory (the average size of a page of text) and block mode operation, the 2621, 2622, 2623, and 2382 terminals cannot be used. All of these products have 48 lines of display memory. Additions and Clarifications to HP 262X National Language Capabilities By Sarah Jane Militello/DTD The following items are updates to the article, "National Languages On The 2X Terminals", which appeared in the September 15 issue of Computer News. Standard: USACll and LINE DRAWING SET options 001 through 006: Each option includes the corresponding national keyboard and the appropriate national language ROM. Usage: In the terminal configuration menu, one language can be selected and used if the corresponding language option is purchased. Roman extension is not available on the 26248. Option 204 which erroneously appeared on the data sheet (PIN 5953-2075) is not offered. 12621fi/pI In the language menu, the corrected softkey libels below correspond to these languages: Softkey Label Language E'e Spanish E* Spanish, ' mute az~" French AZERTY azF* French AZERTY,"" mute qwF* French QWERTY,"" mute Q W F " ~ French QWERTY These three terminals come standard with USASCIl only. The line drawing set is optional and was incorrectly listed as standard. Each of the national language options 001 through 006 includes the line drawing set. Staff Sales Reps Self-study Program By Tina BurnsidelDTD A new self-study program has been established as the prerequisite for all staffSRs before they attend SR180, Peripheral Product Training (PPT) class at Data Terminals Division. This self-study program is called SR80,Fundamentals of Peripheral Products. SR80 will expose new SRs to DTD products and the demo programs available on the HP 3000. The PPT class has been restructured to provide more in-depth content and hands-on experience, as well as additional information on product benefits and application areas. For those people who would like to review a copy of SR80, field marketing managers have a copy, and those people who have recently attended PPT class also have a copy. Sue Golden, DTD Marketing Training Coordinator, can send you a copy if you request one from her at COMSYS code 4200. New Data Link Accessories By Guenter Kloepper/HPG The October 1 CPL has two new accessories for systems running the Data Link. The HP 92908A Data Link Tester, a diagnostic tool available previously only as part of the 307X Opt 030 Installation kit, is now available as a separate product. The device is especially useful for locating cable faults in the Data Link. The HP 92909A Test Cable is a four-meter length of Data Link cable pre-wired with five connection boxes, for use in system start-ups and debugging phases. Computer News October 15. 1981 For internal Use Only 15 New Bar Code Reading Capabilities By Guenter KloepperlHPG As of October I , we have extended the bar code capabilities of the HP 307516 Data Capture Terminals with the following additional enhancements: A low resolution, industrial bar code wand (Opt 054). A high resolution, industrial bar code wand (Opt 055). Decoding capability for two out of five interleaved bar code. Field length validation for all codes in the terminal firmware. Extension of the maximum bar code string to 32 characters for all codes. A new data sheet (PIN 5953-0151) describing these new features is available. Important Note Successful reading of bar codes depends on a number of factors including the optical characteristics of the medium (the paper); the absorption characteristics of the ink; the quality and density of the bars; the ratios of wide to narrow bars and narrow bars to narrow spaces; the wavelength of the light emitted by the wand; the spot size ("resolution") of the wand; the criteria used in the decoding algorithms and user training. It isabsolutely essential that potential customers be aware of these factors to ensure successful applications. It is also essential to understand that the "readability" of bar codes is not only a function of the wand used, but a whole set of other parameters. A particular wand is not "better" than another - it is "different." Success depends on how well the wand characteristics match the type of code to be read. The three wands now available on the data capture terminals differ primarily in their resolution and en- 16 Computer News October 15. 1981 b r Internal u s e 0.1, vironmental specs. The Opt 010 wand is a general-purpose medium resolution (0.012") wand for use in clean environments (office; light manufacturing), at a very attractive price. The high resolution (.0075") wand is specifically intended to read high density (narrow bars) code. The low resolution (.015") wand should be used for reading dot matrix bar code where environmental considerations preclude the use of the Opt 010 wand. Note that "high resolution" is not synonymous with "high performance." Reading of dot matrix bar code with a high resolution wand will yield inferior results to reading with a low resolution wand, since the high resolution wand will accentuate irregularities in the bars. We are planning on generating several publications dealing with these issues during the next few months. In the meantime, it is extremely important that ~otentialcustomers do not blindly pbrchase bar code reading equipment without having studied the issues and satisfied themselves with tests on demo equipments, that what they want to do will work satisfactorily. If you are involved in a bar code sales situation, and you and/or your customer are not 100% sure about the application, or have any questions, please call DTD or Grenoble Sales Development. We have learned a lot about this extremely promising technique over the last few months and the expertise is there for you to draw on. Data Capture Terminals Time Reporting By Denis MaugeylHPG A customer of ours recently came up with a clever solution for differentiating "clock-in" from "clock-out" on an HP 3077 Data Capture Terminal fitted with a type V badge reader. The problem was the following: As no special function keys are available on the 3077A, the user cannot inform the system if he/she is going in or out, and a database access is necessary to check for an odd or even number of clock-ins during the day or during a given time shift. As is often the case in such situations, the solution is remarkable in its simplicity the clip and the clip slot were left off and two guide holes were punched in the badge at opposite ends so that the badge can be read in both directions. Depending on the direction the badge is inserted in the reader, encoded data is read as a different number and can be processed differently. For instance, one direction for clocking-in and the other to clockout. It's a simple and efficient solution. Out In = = 01234567 76543210 Bi-directional badge encoded data ~ u i d eHole The problem of carrying the badge is easily solved by inserting it in a little transparent plastic pocked fitted with a clip. Khd f-l BSE HP 2680 Sales Videotape Available By Nancy uanderHoeklBSE A new 8-112 minute sales videotape on the HP 2680 Laser Printing System is now available. The primary objective of this video is to stimulate upper management's interest in the 2680 laser printer s o they will investigate potential applications in their business. The 2680 video is ideal for seminars, trade shows, and other sales efforts. Copies of the 2680 LPS video will be distributed to all Field Marketing Managers by October 1, '81. SRs desiring to show the videotape may reserve their Field Marketing Manager's copy. Individual copies of the video may be ordered through the HEART System (PIN 90425RZ) for $35 each. Delivery will take approximately two weeks. Laser Printing - How Does it Work? By Rose Wickowski/BSE Printing on the HP 2680 Laser Printing System involves a combination of several processes. The Data Control System, located within the 2680, receives data from the computer. This system accepts, stores, and manipulates data from the computer and translates it into electrical impulses. As the laser scans the paper, the electrical impulses turn the laser on and off at the appropriate time. In the 2680, the laser selectively discharges the surface of the lightsensitive drum. These discharges create an image of the data on the drum's surface and will eventually facilitate the transfer of toner to paper. The drum is the heart of the 2680 LPS. The 2680 drum has three layers, each of which plays a different role in the printing process: 1. Aluminum -the grounded base. 2. Cadmium Sulfide (CdS) - a conductor in the presence of light and an insulator during darkness. 3. Mylar - the layer which stores charged on the drum. A cross section of the 2680 drum. During the laser printing process, the drum rotates through five different stations: 1. Clean 2. Condition 3. Write 4. Develop 5. Transfer The drum begins its rotation by passing through the cleaner station which consists of a rubber blade and vacuum trough. The rubber blade wipes the drum surface and loosens the dirt which is vacuumed away through the trough. The drum is now physically clean. At the condition station, a field of ions passes through a thin wire called a corona. As the drum rotates under this corona, a uniform positive charge is left on the drum's surface. The drum is now electrically clean. At the write station, the drum rotates past the laser. Dots of light strike the surface of the drum and a discharge occurs. The surface areas that are not exposed to the laser retain their charge. On the drum's surface, there is now an electrostatic image of the computer data that is to be printed on paper. Next, the drum rotates to the developer station where a cloud of toner or dry ink is created by a rotating magnetic brush. The toner is made of small plastic beads, about the size of dust particles, which have an inherent positive charge. As the electrically encoded drum passes through the toner cloud, the charged toner is attracted to the discharged areas on the drum. The toner beads are repelled from the charged areas of the drum that have not been struck by the laser. An image corresponding to actual data is formed on the drum's surface. r Condition 0 n The drum rotation and paper path of a 2680 laser printer. Computer News October 15, 1981 For Internal Use Only 17 As the drum moves through the transfer station, paper touches the drum's surface. A negative charge, generated by a corona, is applied to the rear surface of the paper. This causes the toner to be pulled from the drum onto the paper. At this point, the toner is only statically held to the paper surface and can be easily smeared. The paper then moves past the review window where it can be viewed before stacking. As it passes the preheater, the paper is conditioned so that toner can be easily fused into it. It then passes the fuser which is a high intensity lamp that heats the toner, physically melting it into the paper. Following the fusing process, the paper is moved into the paper stacker. When combined, these processes allow the 2680 Laser Printing System to provide quality output that is tailored to each users' needs. COL Computer Graphics - A Report on NCGA By Jim AbrarnslCOL To illustrate the importance of computer graphics in the world today, the following is a synopsis of the feeling that pervaded the National Computer Graphics Conference (NCGA) held at the Baltimore Convention Center this year. The 120 papers presented all seemed to focus around four central issues: 1) Computer graphics provides cost effective solutions. 2) A successful CAD department takes time to build. 3) The time to begin using computer graphics is now. 4) Good department management is the key to success with CAD. 18 Computer News October 15, 1981 f i r Intern,, Use ~ n , y Effective Solutions Superior documents and design are being created by computer graphics users. The quality of the engineering data base has improved, reducing engineering labor, set-up time and errors. Every engineer who presented a paper said that management approved expansion of the CAD department, proving that CAD is a very effective approach to reducing cost and increasing profit magins. All Good Things Take Time Most presentors stated that they studied the computer graphics world on the average of about a year before making their first purchase. N o one attempted a company-wide CAD implementation all at once. One approach to integrating CAD into the existing system was to select a portion of the company's engineering process and automating it, followed by further expansion into other areas as the system proved itself. The other approach mentioned by presentors involved the selection of a particular project that would be done entirely using CAD functions. This allowed a single integrated data base to be used without forcing the entire company to use CAD. Whatever the approach, CAD was beneficial to every company, yet required care, patience, and an experimental attitude to implement successfully. Now Is The Time Trends have shown that within this decade, computer graphics users will have a substantial competitive advantage over non-graphics users. Firms that delay experimentation or implementation of CAD now, and attempt "crash" programs later will surely face disastrous results! This probability for failure was substantiated in many presentations discussing CAD economics. All presentors agreed that CAD systems generally break even during the first year, and will probably lose money during the first six months of operation. This is because expenses for labor costs, training, and overhead, far surpass the improvement in engineering output, for a period of time. Efficient managers must not wait until their engineering departments are overloaded before beginning CAD implementations. A recession is a prime opportunity to begin, so the staff has a lot of extra, useful time to experiment and learn on the system. The wise manager should express to management the reality of shortterm losses and set target dates for improvement and then hit the targets. Management Is The Key All of the participants in the conference emphasized the importance of management in making CAD a success. The concept of CAD must be understood and supported by top management, even though in most companies the burden of CAD implementation falls on the line managers in the middle. Several speakers offered important advice for these critical people: 1) Plan carefully, including engineering objectives, system requirements, start-up goals and adequate personnel. 2) Sell and educate the staff. Not only the superiors, but peers and subordinates as well. Also ensure adequate training is available for all necessary personnel. 3) Establish rigorous and sound procedures. Review the existing information flow, and modify accordingly to suit the CAD system. Remember that a CAD system is intolerant of sloppy operation. 4) Monitor the growth and progress of the system and users against the implementation plan. High morale and production rates are ensured with a smoothly operating system, which is provided by corrective actions being performed early. The Shape of Things to Come As CAD merges with CAM,the benefits to the user company seem to expand geometrically. The expected savings for the first system will be exceeded as the information handling system for the entire design and manufacturing process becomes automated. The key lies in the creation and implementation of a common, flexible engineering database which not only contains the graphical description of the object, but also contains physical properties, specifications, manufacturing requirements, and cost. This allows the data base to be used for physical analysis, costing and computer controlled manufacturing. Analytical techniques will eventually optimize designs, rather than relying solely on trial and error or engineering insight. HP 7908 Cartridge Tape Drive Applications By Keith Braunwalder/DMD The first thing mentioned in a conversation about the new HP 7908 Disc/Tape Drive is usually the builtin "back-up solution." That's good, the cartridge tape drive is an excellent solution for backing-up the 7908's 16.5Mb of Winchester storage. However, the cartridge tape drive also provides a clood solution to user inbut/output-- (110). In this article we will point out the features and capabilities of the 7908's integral cartridge tape drive that make it an excellent solution to both back-up a n d 110. Back-up When backing-up the smaller Winchester~(under 30Mb), there are several concerns of the user. The major concerns are: Cost of the back-up device Cost of the back-up media How easy is it to perform backup? How fast is it? What is the level of data integrity? First of all, the 7908's back-up device is included in the $9,900 purchase price. And with a 16.7Mb tape cartridge, the entire contents of the disc drive can be backed-up on a single $25 tape cartridge (67Mb tape is approximately $32). Backing-up the 7908 is very easy. Since only one cartridge is required for a complete back-up, there is no operator intervention required (as is the case when using a floppy disc to perform back-up). In addition, most HP systems that support the 7908 will have a push-button initiated back-up. The user simply initiates the back-up with a softkey, leaves for a cup of coffee, and before the coffee is finished, she/he has a complete copy of the disc on the tape. With a data transfer rate of 2Mb per minute, a complete copy of the 7908 can be made in under ten minutes. This is a true figure since no media swapping or operator intervention is required to add to the back-up time. This full-volume (IMAGE) copy of the disc is performed completely by the drive's controller, freeing the CPU from this management task. Selective file back-ups will be supported on some systems, offering comparable performance to image back-up. When we say a certain level of data integrity is required, we mean that the user expects to have confidence that the data stored to the tape will be 100%error free and will remain accurate and secure for long storage periods. The 7908's cartridge tape drive has a very high level of data integrity, attributed mainly to the intelligence of its integral controller. This controller "spares" all bad locations on the tape, from the user space, before it is ever written on! And if an error ever occurs on a written portion of tape, the error correction code (ECC) can correct errors up to 512 bytes long automatically. The cartridge itself is also very durable, capable of being used for adaily back-up for over two (2) years before showing signs of wear. 110 What is user input/output? User I/O is simply a method of using a removable storage device for inputting and outputting programs and data to-and-from a computer system. The user can then input and output information using an inexpensive storage medium, rather than having to key-in programsldata at each session. This also eliminates the need for storing updates on hard copy devices. The DC-100 tape devices on terminals and desktops are user I/O devices. The keys to success of an I/O device are: Short file access times Must be easy to use The media must be inexpensive, since each system user may require several pieces The file access times on the 7908's cartridge tape drive are very respectable. The main reasons for this is a 9 0 inches-per-second (IPS) search speed and the fact that a file directory is maintained on the tape to speed up the location of files. The result is worst-case search of 20 seconds, with an average search of just 10 seconds. Computer News October 15, 1981 For internal Use Only 19 (Almost) Everything You've Always Wanted to Know About Dealing With OEMs How to stay out of By Susan CarnahanlCorp. Legal This article on How to Stay Out of Trouble will focus on OEMs because the legal aspects of dealing with OEMs are more complicated than those with other customers. You will learn why HP has Original Equipment Manufacturers (OEMs),why they receive a larger discount than Volume End Users (VEUs),what "value added" means, and how HP and the OEM relate to each other from a legal standpoint. Why set up an OEM channel? By reselling HP products with OEM-developed hardware or software in markets where HP does not provide a total solution, OEMs provide an important complement to HP's own direct sales effort. They are a valued subset of HP customers. The legal relationship between HP and the OEM is based on contractual commitments and specific antitrust considerations. It is a relationship between legally separate, independent companies. What the OEM Promises HP -the Value-Added Maze and Fair Representation The Computer Products OEM agreement is one of the cornerstones of the HPIOEM relationship. It defines the relationship and establishes the OEM discount. 2 Computer News October 15, 1981 For Internal Use Only As "value-added resellers," OEMs get a bigger discount than VEUs. In addition to reducing HP marketing expenses through volume orders, OEMs perform a number of other functions that are valuable to the enduser customer. The OEM provides application expertise in areas where HP does not provide solutions, and thus establishes a channel to market areas that HP cannot reach on an independent basis. Other third parties, such as dealers, hardware brokers, and distributors do not enhance HP's product offering through software or hardware added value and thus cannot qualify for an OEM discount on the basis of substantial added value. The legal justification for the OEM discount is based upon the "OEM Certification" which appears in the Computer Product Purchase Agreement. By contractually committing to the OEM Certification, the OEM agrees to add significant hardware or software value to HP's products. Hardware added value is fairly easy to recognize. Defining added value for the software OEM is more difficult. mneen T l r B 1 . e r a m G a e a agrees L i t >LII ,"%I d : * . ,. r~ .r , , U,,>R.. a, d ,"Id Y i *a 5,L,PL , i., r,r *,#,9>, "I-, L.nn,lo cnndl".li , 3 *?,A. 210 n d a I I I I ( ~ I IMaL\*~~ * - I r e a amea .re ararra, I9311 A ' 0 9. % -2 a,v*roe. mmx 1.11 M i 10 ,,,-o,rne^ " r e * , *. ' H P sod l M Y C6WlnClTnh rrlli r o c , * m BY,", .*.IO I m cquo-* m *".ale oliIXUilumu. B u * a . ~ r s e , r * , l r s , ~ , , r . L*antniIl,a Eo".l,, P " l r n U G n.ru",* loraY wsr U c x "CuDalllae m a nssn rn".i~ngo, a IMlrnI. -,n, 03 O < M l n l l a r l r snoal ,m-.,* .hch err.' *ruca-rur*l O-mr xnrh 08 .z.p.,c ,",a raner , r a "an Carmrn. o.sn, olrar,, ."Cru,alr, 0 I'rrm.m ua,en,, n m . .a"#.. ol r B"V< . ,, , & s,.,ei I m-'' l#l,S d U , O O , - O , L- MLl~~r'zmlry"",Lllne<~""a~,~,,O.;llllr1,010,."u,e i ""rde,..mnalon 8.,"C. aIrIr'l,nD*"mo".~laon s 0 , , " S cec?r,ca,o" 2 D',CE 1 'lq "2 . r . ? . ~ , , rit,riraiels nerel,nde - 8 " t c,, c,, w r 5-89 .. &"el l"n~r.en~lhP,lna I r a n nd"pem~,,.a,,,,.ilor na, qY r, wa8.e....m,anueo~ HP rinr IpolsFn8alanr -Me 0 . rs's'Tc"l e.au\e.l 9 Buyer ale B U R , * 8-. IPrn18T,IhII " P n m .. -m<.m0 ",.> m pian,P4drcounlron HPeq",m,a", o " r C b 8 ~ 0 M.""rn* 1 Mr na c,ar,, *arm " P l,,, ronDPnralrxla -0-nsi* sen* lmman" xi,, ,,arr OI B"*o.sm" ,, ill0Irni.X e.70 m e n ( 8 "P C"Y,V,.l,, B , " P ! .i , Bd* rerrar ,-a, a, an OEM ,i an *.,P,nr"a "la. or C-D"," Olrn"'.L 101 .,s i"l,emr and r i a i r m e IM " 8 8 * 3 o r b , urmar.nnp none OlodurandI.l,hPI h # I I ai,o,ani" .,"9 "P nCon,lu,.>g .I, Curr.eri lrrlrr 0 The recently adopted Value Added Guidelines are helpful in setting the outside limits for software OEMs. Major application packages fit utilities and languages do not. An OEM's major end-user application package does not have to fulfill all of the end user's software needs, but the package must automate a significant subset, such as accounting, inventory control or financial analysis. The Value Added Guidelines also emphasize that HP's prime motivation for establishing an OEM distribution channel is to supplement our sales efforts by reaching end users needing applications not provided by HP. While HP OEMs should be independently handling marketing, sales, credit and system implementation, HP did not create the OEM channel to handle solely these functions. Added value is the key criterion in determining if an OEM discount can be given. OEMs who merely "broker" systems without adding either hardware or software are not fulfilling their contractual commitment nor are they performing the function for which OEM discount is granted. Such OEMs should, therefore, not be given the OEM discount. If an OEM brokers HP equipment by failing to add value or by selling add-on peripherals to other than their end users, the sales rep responsible for that OEM should write to the OEM. The letter should clarify HPs policy and advise the OEM that HP has exercised its contractual right to withhold OEM discounts. Properly setting OEM customer expectations at the time of contract renewal or execution by explaining what constitutes added value and making sure the OEM understands the extent of its contractual commitment should help avoid the brokering situation. The OEM Certification contains other responsibilities flowing from the OEM to HP. These include a commitment to maintain adequate sales and support staff to independently market and implement the OEM's total solution. During this marketing effort, the OEM also promises to refrain from representing itself as HP's agent or partner. The OEM has an affirmative duty to fairly represent HP's products. This means that the OEM must not oversell HP's products or make statements beyond those in HP's sales literature. These contractual requirements are aimed at maintaining the goodwill and quality image associated with HP's products and clearly establishing that the OEM, not HP, is responsible for the end-user installation. They are important pre-conditions which HP wants to establish a s business guidelines for the resellers of its products. What HP Promises the OEM: Respect and Independence Responsibility flows both ways in the HP/OEM relationship. While HP may contractually set the ground rules stated above, the US antitrust laws require that a manufacturer such a s HP treat all those who resell its products in an equitable manner by providing proportionately equal pricing and terms of sale. These laws are designed to ensure that the small company is not handicapped in competing against large companies. Manipulation of the OEM resale market by agreeing with OEMs on the resale price of.HP products or by specifically allocating customers or geographic markets between HP and an OEM is prohibited. Respecting the OEM's right to choose prices and customers fits squarely within HP's concept of fair dealing and reinforces HP's desire that OEMs be independent. Good business ethics suggest that respect for the OEM channel includes allowing OEMs to continue to support their customer base. This is particularly true when the OEM and its end user have a signed contract. HP could be questioned for interfering in such a contractual relationship by unhooking an end user. This legally required hands-off approach does not, however, restrict HP's Third Party programs to help "grow" OEMs by providing product and business training. These programs are designed to help strengthen the OEMs and enable them to be more independent. They are particularly helpful for the software OEM, who may have valuable technical expertise, but may lack sophisticated business and sales skills. The role of the HP third party rep can best be characterized as that of a consultant advising the OEM, based on HP's overview of the OEM marketplace, on the advantages of vertical market focus and detailed strategic planning. As an advisor, HP can offer valuable assistance, especially to small OEMs, to help them be successful and to assume total responsibility for their end user's installations. Self-sufficient OEMs are important not only because they are most likely to be successful, but also because they allow you and the field admin organization to focus on HP's direct selling efforts. Strong OEMs are also more capable of resolving end user problem situations without HP involvement. A recurring theme in computer customer complaints involving OEMs (particularly software OEMs) is the end user's demand that HP stand behind the OEM's product and assume responsibility for OEM promises. HP didn't enter the OEM business with the idea of guaranteeing the OEM's success. Avoiding responsibility for the OEM's actions can be enhanced by emphasizing the legal separation between HP and the OEM. lYext month's article will focus on how U. to accomplish this. Computer News October 15, 1981 For Internal Use Only 23 Hewlett-Packard Computer Marketing Group 19320 Pruneridge Avenue, Cupertino, CA 95014 USA 408-996-9800 COMSYS CODE 5000 CM Group Editor Editorial Assistant Circulation CE I ~ ! H A R I ) T , HELMtJf F R A ( d K F U R 1 ( R ~ G I O ~ HYf J ) Sheri Bebb Godshall Tracy Wester June Wedding Computer Marketing Group (CMG) Cupertino, California Worldwide Third Party Program Editor Rick Justice Editor Bob Kresek Computer Support Div. (CSD) Cupertino, California Computer Supplies Operation (CSO) Sunnyvale, California Editor Technical Editor Editor Technical Editor Ron D'Eau Claire Olen Morain Fran Jeffries Carl Anderson Editor Orrin Mahoney Editor Technical Editor Editor Carol Quinton Dick Lovlien Duncan Campbell Editor Yoshie Hashima Te~hmi~al Caii~pateus Technical Computer Group (TCG) Cupertino, California Data Systems Div. (DSD) Cupertino, California Roseville Div. (RVD) Roseville, California YHP Computer Div. (YHP) Tokyo, Japan Desktop Computer Div. (DCD) Fort Collins, Colorado Boeblingen Desktop Computer Div. (BDD) Boeblingen, West Germany Corvallis Div. (CVD) (Personal Computer Products) Corvallis, Oregon Grenoble Technical Systems Operation (GTO) Grenoble, France Editor Technical Editor Technical Editor Technical Editor Technical Editor Editor Editor Editor Chrts Stumbough Al Sperry Philip Dowdlng Brigitte Almaschi Carmen West Curt Adams William Koenlg Elizabeth Lichtscheldl Basimess C~mpateus Business Computer Group (BCG) Cupertino, California Business Computer Group Application Systems (BCGIAS) Cupertino, California Computer Systems Div. (CSY) Cupertino, California General Systems Div. (GSD) Cupertino, California Information Networks Div. (IND) Cupertino, California Manufacturing Systems Operation (MSO) Cupertino, California Boebllngen General Systems Div. (BGD) Boeblingen, West Germany Editor Eli Zabor Editor Milt Liebhaber Technical Editor Rich Edwards Editor Jim Carlson Editor Technical Editor Sheri Costa Rosalie Tobes Editor Dick Knudtsen Editor Technical Editor Angela Ramsey Geoff Kirk Editor Technical Editor Editor Technical Editor Louise Hart Andy Zaremba Blandine Genin Francis Marc Editor Technical Editor Editor Rose Wickowski Thad Webster Jim Abrams Editor Technical Editor Technical Editor Technical Editor Technical Cathy Lyons Dan Henry Rosemary Kramer Al Herder Jan Craven Scott McClendon Barbara Yano Gary Peck Teuminals Data Terminals Div. (DTD) Sunnyvale, California Grenoble Div. (HPG) Grenoble, France Peuiph@ual~ Boise Div. (BSE) Boise, ldaho Colorado Springs Div. (COL) (Instrument Group) Colorado Springs, Colorado Disc Memory Div. (DMD) Boise, ldaho Greeley Div. (GLD) Fort Collins, Colorado San Diego Div. (SDD) (Instrument Group) San Diego, California Vancouver Div. (VCD) Vancouver, Washington Editor Editor Editor Editor 3