Prices s ashed on Peripherals

Transcription

Prices s ashed on Peripherals
For Internal Use Only
Karen Campbell, Editor
Tracy Wester, Production Editor
Linda Uno (Phone 408-996-9800,
ext. 28943,Circulation
CMG Computer Marketing Group
CMG/ Computer Marketing Group/
3PP rh~rdpartyPrograln
AMD
CSD
CSE
CSO
MA
SRO
TCG
DSD
RVD
YCD
DCD
ESD
BDD
CVD
PCD
GTO
BCG
CSY
FSO
IND
1 RO
MPD
OSO
BGD
RTD
POD
HPG
CPG
BSE
COL
DMD
GLD
SDD
VCC)
Application Marketirlg Division
Cornputer Support Division
Computer Marketing
4 CMG
AIDS Courses Coming to San
Jose Trainina Center
Computer Support Europe
Computer Suppiles Operation
Majo~Accounts
Systems Kc-Marketing Operation
Technical Computer Group
Data Systems Division
Koseville Division
Yokogawa Computer Division
Desktop Cotnputer Division
Engineering Systems Division
Boeblinqen Desktop Computer Division
Corvallis Division
Prrsonal Computing Division
Grenoble Technical Systerns Operation
Business Computer ~ r o u p
Computer Systems Division
Finallcia1 Systenrs Operation
Informatioi~Networks Division
Information Resources Operation
Manufacturing Productivity Division
Oftice Sysjrms Operations
Roeblinyeil General Systems Division
Roseville Terminals Division
Personal Office Cornpuler Division
G~enobleDivisiorl
Computer Peripherals Group
Boise Division
Colorado Sixings lnstrurnent Group
Disc Mernory Division
G~.eeleyDivision
San Dieyo Division Instrument Group
Vancouver Division
OEM-Software Supplier
Contract Guidelines
Breakfast Seminars for Third
Party Prospects
Qualifying Prospective
Software Suppliers
CSD
International Support Policy
CSD Customer Presentation
Available Now
Insist on Assist
Travel Guide and Travel
Directory Update
Najor Savings for Major
Sites
VRC Helps Sell Systems
CSO
Supplies for the New
HP 2602A Daisywheel
Printer
Look to CSO for Your
Certlfled Data Cartridges
Connecting Peripherals Is a s
Easy a s ABC
SRO
HP Series 30R, Series 33R,
and Series 39
Technical Computers
12 DSD
Be Careful with Memory
Configurations on A900
Systems Houses and
HP PLUS
12 DCD Techn~al
Competing with Lisa
1 3 ESD
HP 9 0 0 0 Unsupported
Peripherals
HP 9 0 0 9 Transportation
Demo Available On
Videotape
Why Are My Customers S o
Interested In PacketSwitching Networks3
15 RVD
Fiber Optics Interface for
A-Series Computers:
Introducing the 1 2 0 0 5 6
PersonalComputers
16 PCG
Good Products, Support and
Customer Planning = Data
Capture Success
RS-232 Cash Drawer for
Terminals
Using Tabular Host Data
with AUTOPLOT/2700
Smooth Text Font Available
on AUTOPLOT/270B
AUTOPLOT/2700 Used to
Track POD Warranty Data
HP 2 7 0 9 Unbeatable for
Periodic Reporting
19 CVD
New lnterface Brings More
Power to Portable, BenchTop Applications
Don" Overlook Low-End
Opportunities
DCD re^,,,,,,^
HP Series 200/IBM 3 7 4 0
Utility Conling
HP Computer Museum
www.hpmuseum.net
For research and education purposes only.
Vol. 8. No. 7
2 0 PCD
Introducing the UCSD
p-System for the HP-86/87
Basic Programs in Firmware
for the HP-85
21 POD
Integrated Software
22 RTD
Service Pricing Slashed for
HP 262X Terminals
Special Options Available on
HP 262X Terminals
Business Computers
23 BCG
Major Texas Bank Chooses
29 OSO
"Using HPWORD" Course
Update
Printing with HPWORD
31 BGD
"Building on Success" Sales
Office Tour
On the Cover:
Prices have been reduced up to 31 % on selected
peripherals, including the 7933H disc drive, the
7976A %" magnetic tape drive, the 913X series
of Winchester disc and disclfloppy combinations
and the 2685 print station. See stories beginning
on page 32.
Cover art by Alan Conner. Boise Division.
"Solutions" from HewlettPackard
Computer Peripherals
35 SDD
32 CPG
A New Graphics Tablet for
RS-232 Environments
Peripheral Price Reductions
"A Manufacturer's Look a t
Quality and Productivity"
How to Ensure Timely
Deliveries to Your Customers
Peripherals Group Discovers
Big Bertha's Hidden Talents
33 BSE
New Data Sheet for "Old
Friends"
Morgan Guaranty Selects
HP 3000 for New Application
HP Reduces Price of
Graphics Package for Laser
Printer
Virginia Polytechnical
Institute Offers Excellent
Library Solution
HP Adds New Option that
Doubles Disc Storage on
Laser Print Station
Configuration Data for the
HP 2601A Printer Used With
the Series 1 0 0
An Educational Opportunity
Service Pricing Changes for
Boise Products
Word Processing Software
Printer Support
Boise Bullet
New Workstation Printer
Configuration Guide
Available
24 CSY
The Series 39 - The Most
Affordable HP 3000 Ever!
CSY Supports the New
HP 7 9 1 4 Disc Drive
New Mid-Range Mass
Storage Solution
HP Series 6 4 to Change
Model Number
27 IND
More About the HP 2333A
Dual Host Configurator
37 VCD
Laser Printer Direct Mail
Packet Sent to HP 3000
Customers
34 DMD
Instant Availability for the
HP 7914P/R and 7914'rD
34 GLD
Backtalk
39
Keeping Customers Current
Fosters Success
ATP Product Description
HP 9 1 2 1 F UpgradeKit:
Double the Capacity of the
HP 9 1 2 1 s
HPToolset's Program Key
Speeds COBOL I1 Program
Translation
28 MPD
APlCS Survey Confirms
Significant MRP Benefits
Computer News February 1 5 , 1983
3
Computer Marketing
CMG
AIDS Courses
Coming to San Jose
Training Center
Dick BrandtlNeely Santa Clara
The three AIDS courses that were formerly taught at DSD are now being
offered at the San Jose Training
Center. These courses are intended
for both SEs and customers. The next
offering of these courses is as follows:
March 2 1 - I/O Programming and
Driver Writing # 2 2 9 7 7 B
This course is aimed at both hardware
and software designers planning to
develop drivers or interfaces based on
the A600, A 7 0 0 or L-Series 1/0
architectures. The course introduces
the system designer to the internal
architecture of the A - and L-Series
from both a software and hardware
perspective. The student will learn
how to connect user designed devices
on non-HP devices by using standard
HP interfaces and user written drivers.
These devices may then be addressed
by using standard calls in the RTE
A . l operating system. All students
must have a working knowledge of
the HP 1 0 0 0 Assembly Language,
and should have some idea as to the
internals of the operating system. A
working knowledge of digital hardware is also required. This course will
be offered again the week of June 20.
April 4 - PSI Programming
#22975B
This course is designed for the user
who has the need to connect serial
devices which use a form of protocol
other than a standard HP protocol. As
part of the course the student makes
an examination of the PSI card and its
features, including Dual Serial Ports,
Dual D M A Controllers on board
memory and CPU. The user will program the PSI card with a FORTH
4
Computer News February 15. 1983
For Internal use o n l y
based operating system which allows
the user to program the PSI card without having t o use extensive developmental equipment.
A knowledge of 2 8 0 assembly
language is assumed, as is a
knowledge of RTE and driver writing.
Some previous knowledge of FORTH
is also helpful.
April 1 1 - A 7 0 0 Microprogramming # 2 2 9 7 6 C
This workshop is tailored for the
system designer using the A 7 0 0 i n
their application. The A 7 0 0 has an
improved micro architecture in that it
is a dual bus machine vs the single
bus of the M. E and F which are also
microprogrammable. The A 7 0 0 has
constant generating capability in the
floating point hardware.
The new microprogramming
language resembles PASCAL which
gives the microprogrammers the use
of a higher level language without
giving u p speed and control i n the
resultant microcode. In the A 7 0 0 the
user has more control of the system
protection features than i n the past.
The user also has immediate control
of the mapping system which allows
faster routines than was possible with
the M , E and F machines.
This course is a must for users wishing to maximize the performance of
their application. Microprogramming
used i n conjunction with the profile
monitor will allow the applications
programmer to achieve the best performance possible. A l l students must
have a working knowledge of the
HP1000 Assembly Language and
digital hardware. This course will be
offered again during the week of
June 27.
The three courses outlined above are
each 5 days in length. The cost of
each course is $ 1 2 5 0 per student. If a
student enrolls for all three, the ccst is
$ 3 0 0 0 for the series. In order to
register. call your local HP Sales office, or the registrar of the Neely San
Jose Training Center, Cindy Charles,
at 4 0 8 - 9 8 8 - 7 3 1 9. These courses will
be offered on a regular basis and a
complete schedule may be found i n
the Computer Systems North
America Customer Training
Schedule.
Supplier Contract
Guidelines
Mike O'ReillylCMG
Question: How can an O E M or Software Supplier take advantage worldwide of the 600 trade credit for software leveraged computer system
sales?
Answer: OEMs can take advantage of
this feature i n the following manner:
1 . ICON and European countries are
implementing this feature i n a phased
approach. T o assure yourself of the
most current information send a
COMGRAM to Jean Dolivo (Geneva)
or John Kohler (ICON) for current
information on the status of a specific
country.
2. T o receive credit once you determine that a country has implemented
the feature, the O E M must either have
a release point in the country of
installation or must have a valid
Software Supplier Agreement in the
country of installation.
Note: The HP O E M agreement can be
amended to make it multi-national
whereas the Software Supplier Agreement can not and must be signed in
each country.
Computer Marketing
Software Suppliers c a n only take
advantage of the 6 % feature if they
have a valid Software Agreement in
the country in which the package is to
be installed.
OEM Prospect Data Base
CMG is building a n O E M Prospect
Data Base by merging IDC, ICP and
Mini-Micro lists together. This data
base is targeted to g o on-line in early
March. Additionally, we are inviting
you the OEM S R and the end-user SR
handling software suppliers to help
compile an accurate data base of current third party prospects. First, CMG
There a r e basically two reasons why it
is prudent to administer the program
in this manner.
First, w e need a viable business entity
in a country t o b e able t o pay o r to
issue a credit. Without this ability t o
transact business, w e have n o way of
providing t h e incentive.
a
Second, a major objective of establishing t h e Software Supplier business relationship is to establish the
supportability of t h e product in the
country of installation. By providing
information for a multi-national
release point o r a separate Software
supplie; ~ ~ r e e m e na ithird
,
party establishes a t least t h e minimum information upon which t o begin the business relationship.
Breakfast Seminars
for Third Party
Prospects
Rich ShahlCMG
(For North America only)
In conjunction with t h e Productivity
'83 s h o w s this year, a series of Third
Party recruiting breakfast seminars is
also planned. T h e objective is to
generate leads for prospective technical o r commercial O E M s o r software
suppliers. A senior technical and
commercial O E M Sales Rep have
been selected by each Area Manager
to champion t h e event.
a
At the seminar we will present the
business opportunites available for
HP O E M s a n d software suppliers. It is
by invitation only and w e are expecting a group size of about 30 people a t
each seminar.
will send the seminar invitations
based o n this information. Second, w e
are anticipating to d o m o r e direct mail
campaigns against t h e prospect data
base in t h e future. W e need your help
to d o a good job and w e are counting
o n you t o submit those names. Please
u s e the following format and forward
t h e prospect names to m e , Rich S h a h ,
at Building 49B, Cupertino.
I
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For- your mailing list, please
-add
c h a n g e
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(Attach your mailing label below.. Change a s necessary.)
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Title
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Company
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d e l e t e m y name.
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Name
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Division/Dept.
Mail Stop
Street Address
City
- State -Zip
Which HP computer products have you previously recommended to
clients?
-HP Series 70 o r 80
-.
HP 1 2 0 o r 1 2 5
H
P 250
-HP 1 0 0 0
H
P 3000
H
P 26XX
9 8 X X
_HP9000
Other
None
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T y p e of application expertise Type of industry expertise -
L---------------.--------------------
Invitation and Reply Logistics
Invitations will b e sent o u t three to
four weeks prior t o t h e event. We will
be matching the zip codes used by the
Productivity '83 s h o w s for our mailings. Fourteen thousand invitations
(or 1 0 0 0 for e a c h of t h e 1 4 sites) will
be sent.
T h e reply cards will b e returned to
CMG for input into t h e O E M
prospect data base a s well a s to
register t h e attendees for t h e Productivity '83 shows. T h e local sales offices will receive a copy of the replies
s o that personal telephone confirmation can be m a d e by the champion
O E M SR.
..
Dates, Times and Places.
T h e following is a list of t h e dates and
places for t h e seminars. They are held
Computer News February 15, 1983
5
Computer Marketing
at either the same or a nearby hotel as
the Productivity '83 locations. (Some
Productivity '83 shows are held i n a
convention center.) The seminar is
scheduled to run from 8 : 0 0 a.m. to
9: 15 a.m. at which time the SRs can
escort the attendees to the Productivity '83 floor for product
demonstrations.
For more information about the seminar, call me at CMG.
Day/Date
City
Hotel Location
Wednesday 2/9
San Jose
Red Lion Inn
2050 Gateway PI.
San Jose 9 5 1 10
Tuesday 2/15
Orange County
Hyatt Anaheim
1700 S. Harbor Blvd.
Anaheim 92802
Tuesday 3/8
Phoenix
Hyatt Regency Phoenix
122 N. Second St.
Phoenix 8 5 0 0 4
Wednesday 3/16
Houston
Stouffer's Greenway Plaza
6 Greenway Plaza E.
Houston 77046
Wednesday 3/30
Atlanta
Omni International
1 Omni International
Atlanta 30335
Wednesday 4/6
Philadelphia
Adam's Mark
City Line Ave. G
Monument Rd.
Philadelphia 1913 1
Tuesday 4/19
Detroit
Michigan Inn
16400 J.L. Hudson Dr.
Southfield 48075
Tuesday 5/3
Chicago
Sheraton Intl.
6 8 1 0 N. Manheim Rd.
Rosemont 6 0 0 18
Wednesday 5/18
St. Louis
Breckenridge Concourse
2 8 1 6 Breckenridge
Industrial Court
St. Louis 6 3 1 4 4
Tuesday 5/24
Minneapolis
Radisson South
7800 Normandale Blvd.
Minneapolis 55435
Wednesday 6/1
New York
Grant Hyatt NY
Park Ave. at Grand Central
NY 10017
Tuesday 6/14
Toronto
Constellation
9 0 0 Dixon Rd.
Rexdale, Toronto
Ontario M 9 W 1J7
Tuesday 6/28
Boston
Sheraton Boston
Prudential Center
Boston 0 2 199
Qualifying
Prospective Software
Suppliers
Roger LeMaylCMG
Since HP's Third Party Program was
significantly enhanced last November, the number of inquiries from
software suppliers interested i n working with Hewlett-Packard has
increased significantly. Consequently,
a quick and effective way to qualify
prospects is more important than
ever. Sales representatives need to
identify those software developers
that will be able to sustain a strong
working partnership with HP and help
leverage the sale of HP products into
specific markets. Here are some suggestions to help you quickly evaluate
prospective suppliers and maximize
your 'return on investment' on the
time you spend dealing with these
third parties.
1
Use Quantitative Rather Than
Subjective Methods
Many prospects sound promising
when you first talk with them.
Although there is certainly a place for
'gut feel' subjective hunches, a quantitative 'by the numbers' approach will
help you identify a prospective supplier's strengths and weaknesses early
so that you can decide how much
time you should spend on pursuing
the business.
A good example of a quantitative
approach to evaluating third parties is
the method used in the OEM Marketing Evaluation Worksheet (P/N 59532 1 66). This form is available from the
Contracts people in your sales office
and i t is widely used by OEM
Specialists to closely measure
prospective O E M organizations.
Although some portions of this form
apply only to OEMs, it is an excellent
yardstick for all third parties and it will
help you understand what you should
-
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Computer Marketing
be looking for when trying to qualify
a software supplier. The form provides evaluation criteria for six major
areas across a broad spectrum of
technical, business and marketing
skills needed for third parties to be
successful. Prospective companies
are rated on a scale from unacceptable to exceptional and given a comprehensive point score in each area.
This type of evaluation has proved
very effective for identifying third parties that are likely to make it over the
long-term as well as organizations
with a high probability of failure.
Estimate the Ability t o Leverage
Business
Third parties are expected to help
leverage HP computer products in
markets where we lack application
expertise and supplement our offerings in markets where we already
compete. OEMs are required to make
a functional unit commitment to
Hewlett-Packard and provide significant added value to the products they
buy at a discount. A similar functional
unit criteria can be considered when
evaluating a software supplier's
potential to leverage business for HP
A good rule of thumb is to judge a
supplier's ability to leverage the sale
of 15-25 functional units the first
year after its products have been
developed or converted to run on HP
systems. Of course, this is only a
guideline and you don't have to fill
out a form to get a good idea of a supplier's potential. If a software supplier
will be able to develop in an acceptable timeframe and bring i n a certain
level of business, the time you spend
in setting up the third party relationship will pay dividends for years.
CSD
International Support
Policy
Dana StuckwishlCSD
Computer Support Division is publishing the policy guidelines for support in countries where HP has no
marketing presence. These guidelines
can be found in the forthcoming
Computer Group Marketing Policies.
In general, HP will not support equipment that is located in a country without an HP marketing presence. For
eligible major accounts and OEMs,
HP will provide support under the
terms specified in the upcoming
Marketing Policies and in the terms
specified in the Special lnternational
Support Agreement. The Special
lnternational Support Agreement is
developed on a case by case basis by
CSD with the assistance of appropriate field managers.
Customers on the Computer Marketing Group Major Account list, or
customers with valid OEM agreements who purchase 50 or more
functional units per year are eligible
for a Special International Support
Agreement.
If you have any questions about the
policy, contact your sales development engineer at CSD.
CSD Customer
Presentation
Available Now
Deborah NelsonlCSD
The long-awaited CSD Customer
Slide Presentation is now available!
By the time you read this, the
Customer Presentation, as seen by
your District Managers in the Selling
Support Seminar, will have arrived at
your area office.
This presentation describes HP's support products. It also reviews the CSD
objectives, the field area organization,
the 1981 and 1982 Datapro Survey
Results, the Support Life Cycle Concept, and service travel areas.
Remember, support is a true sales
asset. This slide presentation will help
describe to your customers thedepth
of our support service product line, as
well as HP's commitment to provide
the best support in the industry. Also,
the slide presentation can be easily
tailored to your specific presentation
needs. If you have any questions,
please call your CSD Sales Development contact.
Insist on Assist
David DawsonlAMD
A M D is proud to announce a new
ASSIST service for office systems.
HPMAIL is a product whose ease of
use yet powerful features has
endeared it to many HP customers.
To ensure that HPMAIL users achieve
a high level of satisfaction with
HPMAIL, it is important that our
customers are given assistance right
from the start.
7
Computer Marketing
HPMAlL lmplementation Assist is
intended to aid your customer's
HPMAIL Administrator in starting a
pilot group with HPMAIL, monitoring
the group and ensuring that the success with the pilot group is spread
throughout your customer's
company.
The guidelines for the content of this
Assistance are based upon considerable field experience with the installation of HPMAIL. This experience has
been documented and collated into a
guideline available to all HPMAIL SE
specialists.
HPMAIL lmplementation Assistance
will be available from your local
Application Center i n the coming
months. The product number is
3501 5 A and the price is $ 1200. Let's
give our custome;s a successful solution with HPMAIL - insist on Assist!
Travel Guide and
Travel Directory
Update
Bob FillhouerlCSD
An update to the Customer Service
Travel Guide is currently being distributed to all Travel Guide subscribers. The Guide defines support
capabilities for all Service Responsible Offices (SROs) i n the Computer,
Medical, Analytical, and Measurement Groups.
If you are not currently a subscriber
and would like to get started, the first
step is to order a Travel Guide
Demand Kit. The kit contains a Travel
Guide, binder, and dividers (all you
need to get started). The part number
for the Demand Kit is 5955-3221.
You may order i t through HEART.
Your next step is to get on the
subscription service to receive
updates. Here's the procedure:
8
For internal use o n l y
The SEO can load their subscription order directly into SEA
CE offices operating IBS can load
their orders directly, as well
If you don't fall into either
category, simply fill out a Software
Distribution Subscription Order
Form and send i t to Internal
Subscriptions Services, Software
Distribution Center (SDC).
The part number for the internal
subscription service is 5955-3222.
Also coming soon is the Computer
System's Travel and Office Directory.
This is the customer document that
illustrates the locations of our worldwide Computer Sales Offices,
Customer Training Centers, and Distributors. The Travel Directory is
being distributed to Computer Sales
Offices i n February.
Major Savings for
Major Sites
Deborah NelsonlCSD
The Major Site Service Credit Program allows customers with high
volume hardware maintenance
charges to enjoy the advantage of a
discount. The discount is i n the form
of a service credit.
Originally, the Major Site Service
Credit Program applied only to PT02
products. However, as of November 1.
1982, support services for P T I 1
products qualify in conjunction with
the PT02 products for the Major Site
Service Credit Program. Products
covered by Standard, Basic, On-Site
Product, and Guaranteed Uptime
Maintenance Services are eligible.
To qualify a customer's site, two criteria must be satisfied:
All covered products must be
located at a single site, where
travel between systems does not
require the use of a vehicle
All orders for support at the site
must be issued under a single
CSSA.
One CSSA will ensure that all orders
under the program have the same
monthly billing date. These two
requirements remain unchanged from
the old Major Site Service Credit Program. The applicable credit percentage is determined using the total
monthly maintenance charge for the
current month (please see the following table). The total monthly maintenance charge includes all extended
coverage and extended travel uplifts
involved.
+-l
Major Site Service Credits
Total Monthly
Credit
Maintenance
Percentage
Charges
$
0 - 8,333
$ 8,334 - 16,667
$16,668 - 25,000
$25,000 and over
0%
5 O/o
15%
20%
VRC Helps Sell
Systems
Steve MorrislCSD
Reduce 3-year cost-of-ownership
quotes for the HP 3 0 0 0 and HP I 0 0 0
systems by up to 10% (relative to
SMMC) by quoting the Volume OnSite Repair Center (VRC), HP's new
workstation maintenance option that
offers on-site support at FMMC
prices! None of our major competitors
offer a program like VRC, so use i t as
an HP cost advantage!
1
Computer Marketing
Because of popular demand, an
updated, clarified and expanded version of the competitive configuration
comparison printed in the January 15
Computer News will appear in the
March 1 issue. For now, the accompanying chart, that includes software
costs, shows how VRC reduced the
HP 3-year cost-of-ownership by
$39,300 in this example! (The
SMMC column quotes all HP prod-
Hardware
3-Year HW
Maint.
Software
3-Year S W
Support
Cost-ofOwnership
+
ucts at SMMC while the SMMC
VRC column quotes all system pro&
ucts at SMMC and all workstation
products at VRC.) Look for thedetails
in the March 1 issue, including a DEC
VAX example!
The VRC exhibit is available in the
field now. A data sheet and Sales
Training Memo will follow soon! Call
CSD Sales Development if you have
any questions.
HP 3000
Series 44
IBM
System 381.5
1BM
System 4331 I2
SMMC SMMC+
Only
VRC
lBM Service
IBM Service
355.4
356.8
354.6
354.6
CSO
Supplies for the New
HP 2602A
Daisywheel Printer
Jim KinneyICSO
CSO has the supplies your customers
need to support their new HP 2602A
printer:
92151 H box of 12 multistrike ribbon cartridges
USASCll 98-character plastic
print wheels
International 98-character plastic
print wheels.
The 9 2 151H box of 12 multistrike
ribbon cartridges contain high
capacity black print ribbon cartridges
that will print up to 450,000 characters per cartridge depending upon
application. The US list price is $110.
These are in stock and ready for
shipment.
The USASCll 98-character plastic
print wheels include:
92262A
92262B
92262D
92262E
92262F
Courier 1 0
Prestige Pica 1 0
Courier 1 2
Prestige Elite 1 2
Bold Face PS
These wheels are sold individually
and will all be in stock by mid-February. The US list price is $15 each.
The International 98-character plastic
print wheels are designed to work
with HP international keyboards.
Since they are custom made for HP,
some sets are not yet available.
United Kingdom
92263A
92263B
92263C
92263D
92263E
Courier 1 0
Prestige Pica 1 0
Prestige Elite 1 2
Courier 12
Bold Face PS
9
Computer Marketing
German
9 2 2 6 3 F Pica 1 0
9 2 2 6 3 6 Letter Gothic 1 2
9 2 2 6 3 H Square P S
French
9 2 2 6 3 J Courier 1 0
9 2 2 6 3 K Prestige Elite 1 2
9 2 2 6 3 L Bold Face P S
Swedish/Finnish
9 2 2 6 3 M Courier 1 0
9 2 2 6 3 N Bold F a c e PS
Norse/Danish
9 2 2 6 3 P Courier 1 0
9 2 2 6 3 6 1 Bold Face P S
Spanish
9 2 2 6 3 R Courier 1 0
9 2 2 6 3 s Bold F a c e P S
T h e s e wheels a r e also sold
individually. T h e US list price is $ 1 8
each.
All of these products have quantity
discounts available and appear in Personal Computer News, ( 5 9 5 3 2 4 5 1 D),a supplement to t h e Computer Users Catalog. This 1 6 - p a g e
brochure has also been inserted into
the Autumn/Winter 8 2 / 8 3 Computer Users Catalog ( 5 9 5 3 2 4 5 0 (D)).
Look to CSO for
Your Certified Data
Cartridges
Mark ManqueroslCSO
C S O is now your source for the
67Mb, 600 ft. 8 8 1 4 0 L C certified data
cartridge. T h e U S list price is $ 2 0 0 .
T h e 8 8 1 40SC, a five-pack of
16.7Mb, 1 5 0 ft. certified cartridges,
can also be ordered from CSO. U S list
price is $ 1 5 0 .
Please note that t h e current HP 2 5 0
operating system d o e s not
acknowledge a previously certified
data cartridge. Your customer will not
benefit from the certified data
cartridges until the new updated
operating system is made available
later this year.
independent of t h e existence of AC
outlets. T h e 9 2 1 7 8 5 features a
sealed, ceramic gold-plated switch for
s m o o t h operation and LED lamps for
1
SWITCH
SWITCH
@
-- -
TERMINAL
Connecting
Peripherals Is as Easy
a s ABC
Meg WeaverlCSO
Typical configurations utilizing the
921 78S ABC Switch.
monitoring six critical lines: TD, RD,
RTS, CTS, DSR, and DTR.
-l
Typical configurations a r e shown in
the diagram above.
As usual, your customer can call C S O
direct, and order t h e 9 2 1 7 8 5 for
$ 2 7 0 U S list price. Not available in
Europe.
921 7 8 s ABC Switch
Does your customer have o n e CPU
and several peripherals a n d spend a
good deal of time and effort unplug.
ging, rerouting and plugging in
cables? If so, tell t h e m about CSO's
9 2 1 7 8 s ABC Switch which allows
convenient one-knob switching between the CPU and up t o three peripherals. T h e unit is a passive device
and therefore requires no power, i.e. it
can be located wherever it is needed,
CSO DIRECT ORDER
-
C S O is a t your service with the new
certified high density '%-inch data
cartridges. Customers using the HP
7 9 0 8 . 7 9 1 1. o r 7 9 1 2 a r e currentlv
required t o certify each cartridge o n
their system. With the new certified
cartridge this is no longer t h e case.
Your customer will save a t least 1 5 to
7 5 minutes per cartridge depending
o n the tape size and HP system.
10
C S O Fast Phones - t h e easy, direct
way for customers t o order supplies,
accessories, media, furniture and
software.
Location
US
CA, AK, HA
UK
Germany
Telephone Number
800-538-8787
4 0 8 - 7 3 8 - 4 1 33
0734-792868.792959
0 7 0 31-667829,
2 2 31 3 3
Netherlands 0 2 0 - 4 7 0 6 3 9
-9
Computer Marketing
SRO
HP Series 30R,Series 33R,and Series 39
Russ McBrienlSRO
Use the Right Pitch t o W i n the
Game
With the economy just picking up, it's
still a tough ballgame out there. But
you still have plenty under your cap
to win the series. For example the
Series 30R and 33R are providing
some of the hottest hittina
- .prices for
entry systems i n town. There's the
new low-ball system, the Series 3 9
Model 11. In addition, the Series lllR
S/39 Model 12
Price
is a powerful fielder that rents as well.
In fact, there are so many choices you
may wonder when you get to the
wind-up which one to pitch.
Let's read the signals and see how an
apples to apples comparison positions the purchase prices i n the HP
3 0 0 0 low end.
First we have the Series 3 9 Model 1 1.
A t a system price of $41,900, it's a
powerful low-ball system for
customers who do not require an
S/30R
Price
3241 2CR
S/30R
with 5 1 2Kb
S/39 Model 12
with 256Kb
$39,940
30171A
256Kb Memory
4,500
Opt. 9 2 0
7920M disc
13,175
2382A
Console
1,800
Opt. 9 7 0
7970E tape
12,200
1,695
3 0 0 18 A
ADCC
+ Cable
3 0 0 18 A
ADCC
Totals
$ 11,475
1,695
$47,935
S/39 Model 14
Price
S/IIIR
Price
32435BR
S/IIIR
with 51 2Kb
$20,400
S/39 Model 1 4
with 256Kb
$45,240
30171A
256Kb Memory
4,500
Opt. 8 2 5
7 9 2 5 M disc
19,000
2382A
Console
1,800
Opt. 8 7 0
7970E tape
1 1,725
5,085
2382A
Console
+ Cable
3 0 0 18 A (Qty. 3)
ADCC
Totals
$56,625
+ Cable
1,800
industry compatible 1600 bpi tape
drive and mass storage capacities
greater than 24Mb.
For customers requiring more
storage there is a choice. Pricing
examples for similarly configured S/
30R and Series 3 9 Model 1 2 are
shown i n the boxes below. Prices are
US List.
If your customer is sensitive to the
bottom line, the S/30R can be the
right pitch. The S/30R is at an advantage of over $5,000 i n initial
purchase price. This advantage
becomes even greater if you must
configure the S/39 with a 797 1A to
provide an industry compatible tape
for fast back-up or data transport. The
S/33R is virtually identical to the
Series 3 0 and offers some additional
features at a slightly higher price
( 5 12,225 US List).
For your customers that require a
more powerful entry system or even
more mass storage, you can present
the Series lllR or the Series 3 9 Model
14. For comparable systems the
S/IIIR has a purchase price advantage
of over $3,000. Prices are US List.
The Series 3 9 has the advantage of a
compact design and helps when
space is at a premium.
The Series lllR offers other benefits
beyond the low initial purchase price.
This system is configured with a
1 6 0 0 bpi tape drive for fast and convenient back-up. The 7925 disc drive
with removable media can be an
important feature for customers with
data transfer and off-line storage
requirements.
Both systems are fully compatible
members of the HP 3 0 0 0 family with
strong upgrade growth paths. The
Series lllR offers the additional advantage of a new financing alternative, a
rental program. Size up your
customers when they come up to the
plate. With the selection of low-end
pitches you now have, you are sure to
come up with one that will hit home.
Computer News
February 15, 1983
11
Technical Computers
DSD
Be Careful with
Memory
Configurations o n
Paul HansenlDSD
The HP 1 0 0 0 A 9 0 0 superminicomputer sales have been terrific.
However, a number of orders specifying additional memory have been
incorrectly configured. When ordering your A900s, please remember to
include the proper memory connector
P/N 1 2 2 2 2 A - H to fit the exact number of 3 / 4 M b array boards in the
system.
For example, a 3 M b Model 1 9
requires Option 0 1 4 to delete
memory, a 12220C 3 M b memory
package, and a 1 2 2 2 2 D four-array
memory connector.
Also, remember that you should not
order a larger memory connector than
the one specifically required. A connector capable of supporting more
cards than are being connected will
interfere with installation of I/O interfaces i n some A 9 0 0 card cage slots.
Systems Houses and
HP PLUS
Bob TomichlDSD
Do you remember the HP Third Party
Program for Software Suppliers with
packages? Did you know that now
the same program also includes
custom programming? Are y o u
aware that SRs can get a commission
o n the hardware as a result o f custom
software sales from a Third Party?
We at DSD would like to take full
advantage of this new HP PLUS
feature. With our entry into the
Industrial Automation marketplace,
we have become increasingly aware
of the need for unique services to
complement our products. These services are usually supplied by Systems
Houses and consist of such specialties
as:
Application Consulting
Problem Analysis and Definition
System/Process Design
Specification
Hardware/Software Selection and
Integration
Project Management and
Follow-Up.
By now, all of you have a HP Third
Party Program Field Training Manual.
This manual details the Software
Supplier Incentive Guidelines, and
outlines your vested interest. Now we
need you to have those interested
Systems Houses sign u p for the Software Supplier Program. You have all
the standard forms except one - the
For Internal use o n l y
We think the program will help our
entry into the Industrial Automation
marketplace following the Solution
Selling theme. The first step is u p to
you. Re-check your territory, read the
Third Party Program Field Training
Manual and recruit some solid
Systems Houses. Remember, each
application specialty (therecould be
several) for each Systems House must
have three (3) references for us t o
check out. A l l other rules follow the
Software Supplier Program. For
forms, information or assistance i n
finding systems integrators for your
application, call Bob Tomich, DSD/
Cupertino, TELNET 1 - 2 5 7 - 3 1 1 7 or
4 0 8 - 2 5 7 - 7 0 0 0 . ext. 3 1 17.
Instrument/Sensor Selection and
Fabrication
In order t o develop a list of solid
Systems Houses, according to
application, we need to recruit these
specialists for the Third Party
Program.
12
"Systems Integrator Services Summary" which will replace the "Software Suppliers Product Summary". A
different form is required because the
product is Custom Software Development and must be described i n a
different way. The new form will be
the basis of a DSD-Third Party
Systems House reference listing
which all SRs will receive and can use
in sales situations.
T ~ ~ ; k l rctrl
DCD
Competing with Lisa
Martin NielsenlDCD
In January, Apple introduced a new
Lisa computer that may have some
impact o n your HP computer sales.
Here is what we know about the new
machine. W e will pass along more
information as it becomes available.
Also, please give usany additional
information you learn.
?
.
Technical Computers
The Apple Lisa is based on the
MC68000, and has a full megabyte of
memory. A second 6 8 0 0 0 drives the
display, which uses bit-mapped alpha
and graphics.
The new machine has been compared
with the Xerox Star, and seems
superior at a more attractive price.
Display resolution (760 x 3 6 4 pixels)
compares favorably with the 9845's
resolution. It uses Xerox Star
"friendliness features", such as a
mouse that can manipulate pages of
information, select menus, manage
CRT windows, plus other capabilities.
Symbols such as file folders and inbaskets are used to show what the
computer is doing, compared with
what a user would expect to handle if
doing the job manually.
a
Integrated core software packages
bundled in Lisa's purchase price
include text editing, electronic filing,
spread-sheet analysis, graphics, and
communications. As with Context
MBA, the programs work together
with common file format and easy
switching between tasks. These software packages were reportedly written by Apple, a dramatic departure
from their heavy reliance on independent software vendors.
Lisa sells for $9,995 which includes
the display, keyboard, mouse, 1M b of
R A M and a 5Mb hard disc system
called Profile. Volume shipments are
scheduled to begin in June.
Lisa's primary target market is office
automation applications in large
(Fortune 1000) accounts. Distribution will be through larger, well
financed dealers working in tandem
with Apple's own national sales force.
Smaller dealers may not havethe Lisa
franchise.
a
Most Lisa hardware, such as the display, disc drive, and mouse, was reportedly developed in-house.
A low-end version of Lisa, code
named Macintosh, will supposedly be
priced in the $2000(?) to $5000(?)
range.
Industry watchers such as Rosen
Research and Dataquest are skeptical
of Lisa because:
It is expensive for Apple's traditional distribution channel
The Apple distribution channel
may not be effective selling to
major corporations
Apple will directly oppose established major vendors in the office
automation business (IBM, DEC,
Wang, HP, etc.).
If Wang and IBM knock Lisa out of
their markets, Apple could turn to the
workstation market as an alternate.
They appear to have a good set of
hardware, and we would be
challenged to keep a sufficient lead in
technical software to protect our
position.
ESD
HP 9000
Unsupported
Peripherals
Susanne CochranlESD
In the last issue of Computer News we
promised a listing of HP 9 0 0 0 Unsupported Peripherals, so here i t is.
But first, let's define what we mean by
"unsupported peripherals."
Unsupported Peripherals may work
with the system, but HP cannot
guarantee that they will work. They
may not pass RFI/EMl/safety testing,
and consequently may not be legal to
sell with new systems. They may not
have been QA tested to ensure that in
all cases they function correctly (in
fact, they may or may not have
actually ever been hooked to the
9000). However, they are expected 1.0
work correctly.
There may not be any diagnostics for
these peripherals which run on the
9000. If a customer wants to use the
peripheral, diagnostics must be run
on a machine which has a diagnostic.
These peripherals are not supported
on service contracts; repair is on a
time-and-materials basis on1y.
HP 9000 Unsupported Peripherals
Hard Discs
7908/11/12 R
RFI/EMI testing
7906M/MR (HP-18)' no diagnostics; RFI
7906S/SR'
no diagnostics; RFI
7920M/MR (HP-18)' no diagnostics; RFI
7920S/SR'
no diagnostics; RFI
7925M/MR (HP-18)' no diagnostics
7925S/SRS
no diagnostics
'Cannot be system boot disc.
Flexible Discs
82901S t
not QA tested
82902St
not QA tested
9121D/S+
not QA tested
not QA tested
9 133A+
9134A+
not QA tested
not QA tested
9135A+
9 138A+
not QA tested
+Cannot be system boot disc.
Magnetic Tape
7 9 7 0 E (HP-IB)'+
does not pass RFI
'Master or mosterlmoster only; slaves do not
work
+Not system distribution media
Printers
2601A
not QA tested
not QA tested
2602A
2 6 3 1 B/G (RS-232C) not QA tested
9876A'
not QA tested
"Not under HP-UX. BASIC only
Graphics Devices
7220C/TW
not QA tested
7 2 2 5 A (HP-16)
not QA tested
7240A'
not QA tested
72458
not QA tested
7470A (RS-2320'
not QA tested
7 5 8 0 A (RS-232C)'
not QA tested
7 5 8 5 A (RS-232C)'
not QA tested
9874A+
does not pass RFI
*Requires RS-232 setup software for BASIC;
with H P - U X , use terminal driver
+Not under HP-UX, BASIC only
Terminals
2382A
does not pass RFI
26218
not QA tested
2645x (all)
not QA tested
2648x (all)
not QA tested
2649x (all)
not QA tested
Note: Generic terminals under HP-UX must
support tab setting, lower case and xon/xoff
handshaking.
Computer News February 15, 1 9 8 3
13
Technical Computers
110 Cards
27 130A (MUX)
not QA tested under
BASIC
P e r i p h e r a l s Which D o Not Work
with t h e H P 9000
722 1 C/T
1350A/S
7906/10/20/25 H
1351A/S
7906M/MS (1 6-bit) 829058
7920M/MS (16-bit) 261 I A
7925M/MS (16-bit) 261 3A
2619A
79708
7970E/7 1A (16-bit) 2680A
98775A
(under HP-UX)
7976A
Technical
IND
Why Are My
Customers So
Interested in PacketSwitching Networks?
Suzanne HernandezllND
HP 9000
Transportation Demo
AvaiIable On
Videotape
Carolyn SoberalskelESD
Did you see E S D General Manager
Fred Wenninger demonstrate the
Shared Resource Manager and BASIC
language compatibility o n the recent
HP 9000 Press Teleconference? If
you did, you know it was a powerful
way to show software transportability
o n the HP 9 0 0 0 !
We now have a nine-minute excerpt
of that d e m o o n 3/4" videotape
copied directly from the teleconference. If you o r your customers
would like to review this "dynamite
demo," please contact your ESD/
DCD Sales Development person.
They'll be glad to lend you a copy!
Packet-Switching Networks are a
subset of the larger group known a s
"Public Data Networks". Both share a
particular technique for transmitting
data from o n e station to another.
Customers are interested in packetswitching networks because of t h e
significant benefits promised by the
widespread availability of these networks for system-to-system and
system-to-terminals communications. T h e three most important
benefits are:
Lower communications cost
Increased network reliability
Standard User Interface X.25.
Packet-switching networks provide
your customer with an alternative and
potentially lower cost structure for
data communications because they
charge t h e user a flat monthly fee and
incremental charges based o n t h e
volume of data transmitted. Charges
are not strongly dependent upon connect time or distance between c o m munication systems, a s is true for
14
non-packet networks today (the
telephone company, for example).
A closer look a t how packet-switching networks actually operate will
show how these networks can charge
less money for the s a m e transport
service a s existing public networks.
All data passing through a packetswitching network is broken u p into
fixed-length packets. T h e user is
unaware of this packetizing function,
a s it is performed by the data c o m munication software in his system
and not by his application software.
In today's public networks a user
"monopolizes" a physical connection
between his source and destination.
This is why toll charges are accrued by
circuit usage rather than data volume.
For example, in a leased circuit, only
the users a t each end of the link can
access the circuit. In a dial-up connection, o n c e the connection is established, again only the users a t each
end of t h e link c a n use the wires connecting them. In both cases, the users
must pay for the entire cost of their
physical circuit for t h e duration of
their exclusive use.
In packet-switching networks, o n the
other hand, no o n e has exclusive
access to a n y of the network
resources. By not assigning resources
to users, the network c a n multiplex
many users' packets over the s a m e
wires. T h e network can even g o a s far
a s to send a single user's packets over
multiple physical circuits to maximize
the u s e of its transmission facilities.
This shared use of facilities is the
basis for communication cost
savings.
T h e second major benefit of packetswitching networks, increased
reliability, is d u e to the built-in redundancy provided by the network structure a s shown in the Figure "PacketSwitching Network Benefits." T h e
packet-switching is d o n e by the network, and is unimportant to the user.
-"I
T
Technical Computers
Typically, packet-switching networks
are made up of Data Circuit-Terminating Equipment (DCE) nodes
which are the ports into the network
and provide the user interface, plus
internal switching nodes that route
packets around the network.
RVD
Fiber Optics lnterface
for A-Series
Computers:
Introducing the
12005B
Multiple physical paths exist between
any pair of nodes i n the network. The
networks can recover from failure of
an internal node or communication,
by rerouting packets into a link or
through a node which is still
functioning.
Mark FogertylRVD
Starting February 1, 1983, the
1 2 0 0 5 8 Asynchronous Serial Interface appears on the CPL. This is art
exciting event as the 1 2 0 0 5 8 provides a standard fiber optics interface
to HP 262X' terminals (except the
262 18) for the A-series computers.
The 12005B accepts direct plug-on
of a 15 meter full duplex fiber optic
cable. This cable interfaces to the terminal through a converter POD at
the terminal end. Both the cable and
POD are available as part of the
12005B.
The third major benefit of packetswitching networks is a standard user
interface, defined by CClTT Recommendation X.25. This user interface is
a standard which all vendors must
support if their equipment is to connect to these networks. In an environmerit where vendors all conform to a
common standard, users will find it
easier (not automatic) to connect
systems from multiple vendors into
their networks.
In summary, your customers have
good cause to be excited about
packet-switching networks! HP 1000
M/E/F computers can access these
networks via the DSIY/X.25 for the
HP 1 0 0 0 product (P/N 9 1 751 ) and
HP 3 0 0 0 1 1/11 1/30/33/40/44/
6 4 systems via the DSN/DS for the
HP 3 0 0 0 product (P/N 3 2 1 90). The
ability to access packet-switching
networks further expands HP's
powerful communications offerings,
and clearly positions HP as the leader
i n distributed processing.
I
L
DCE
- -
---
Along with fiber optics, the 1 2 0 0 5 8
offers electrical cables for connection
to terminals and modems. Unlike the
I2005A, the 12005B meets CClTT
V.28 and V.24 recommendations and
DSD is currently working on Data
Comrn licensing for connection to
modems i n Europe. DSD has also
written a device driver (ID.01) to control modems with the 12005B.
1
PRODUCT/OPTIOPi
002
003
Packet-Switching Network Benefits
For both the 12005A and 12005B,
Options 0 0 1 and 0 0 2 now provide
new filtered cables. These cables have
filter assemblies in the connectors
and an inductor at each end of the
cable. Without the filters, the cables
would act as antennas broadcasting
radiated emissions generated by the
A-series CPU. Agencies around the
world, including the FCC in the US,
and VDE in Germany, regulate the
allowable radiated emissions from
computer systems and the A-series
systems would not pass with
unfiltered cables.
O f course, fiber optics is the ultimate
solution to problems of electronic
noise radiation as well as problems of
susceptibility. With the introduction
of the 12005B, HP takes a leadership
role by providing a standard fiber
optics terminal interface.
Other new features of the 12005B
include 19.2K baud and a mode for
supporting 7-bit without and 8-bit
with parity. It is important to note,
however, this mode is not compatible
with software written for the standard
mode offering 7-bit with or 8-bit
without parity.
The 12005B ordering information
follows. Please note that one option
must be ordered.
The 12005B replaces the 12005A
(One Option must
be ordered)
0 01
1
although the 12005A will remain on
the price list at least until April 30,
1983, allowing for a smooth
transition.
004
005
DESCRIPTION
ASYNCHRONOUS SERIAL INTERFACE
1) 12005-6001 1 Single Channel lnterface
2) 12005-90002
lnterface Manual
3) 5 0 6 1 - 5798
Fiber Optic Cable
5 meter Filtered Electrical Cable
for 262X terminals (except for 2621 B)
in place of item (3) above
5 meter RS-232-C
Filtered D T E Cable
in place of item (3) above
5 meter RS-232-C DCE Cable (Modem
Cable) in place of item (3) above
5 meter 264X Cable in place of
item (3) above
Converter POD, Fiber Optics to 50-pin electrical
850
200
200
0
0
200
15
Personal Computers
PCG
Good Products, Support and Customer
Planning = Data Capture Success
Claudia DevauxlPCG
Before the HP equipment was
delivered. Dennis Brown, then SR
(now an SEDM), and SE Cindy Gre
nier were involved in helping the
customer with his preparation. Questions, both on DATACAP/1000,
which the customer found easy to
use, and on HP and its general operation were answered. The customer
was permitted to use the facilities at
the HP Richardson office so that the
software would be ready when the
hardware was installed. Software
routines were created to use the HP
531 6A, a universal counter with HPIB, to get the time from Joy's Simplex
wall clock and thereby maintain a
synchronized time for all transactions.
Software routines were created on the HP 1000 to get the time from Joy's Simplex
wall clock and thereby maintain a synchronized time for all data capture
transactions.
This is the story of how good products, good customer planning and
good support from the field have contributed to an excellent data capture
installation at the Larkin Division of
Joy Manufacturing in Waxahachie,
Texas. Moreover, it is the story of how
data capture enabled HP to make a
system sale in an IBM shop.
Two years ago Joy, who makes
petroleum drilling equipment, was
looking for a replacement for its IBM
1030 which was not meeting the
installation's needs for data collection.
The system was old, required extensive maintenance and was not
interactive. Other vendors like IBM,
Burroughs and NCR were considered
for this work-in-process application.
16
Computer News February 1 5. 1983
For Internal u s e o n l y
and-attendance application is a
byproduct of the work-in-process
system which handles job costs. efficient utilization of resources- both
human and machine - and transfer
of material from work-in-process to
stores.
HP was selected because of its hardware, its interactive ability, the
DATACAP/1000 software and the
price.
Eleven 3076A terminals with
alphanumeric keyboards and displays, type V badge readers and multifunction readers are configured on a
data link operating off a I 0 0 0 FSeries computer. The system includes
a 7906M disc drive, a 2645A as its
console, a 2631 B line printer and a
7970E tape drive. Transaction information is entered at the 3076A terminal via the keyboard, badge or
punched card and eventually stored
on tape for transfer to the company's
IBM computer system. Their time--
/7
The customer allowed two months
for testing and for developing an
employee training program before
putting the data capture application
into operation. Employees were
recruited to design 307614 work stations in terms of placement, lighting.
location of cards and color. One station was planned for the computer
room for on-going development and
testing, and another was reserved for
training. These two terminals are
available as backup terminals should
a 3076A fail on the shop floor.
Each employee is issued a handbook
on the use of the data capture terminals. Employees, on a one-on-one
basis, are given one hour of training
by their foreman. During this session
the employee steps through each of
the eight possible transactions. The
employees are happy with the
system, use it with no difficulty and
are pleased that a terminal in need of
repair or preventive maintenance can
be unplugged and a replacement
installed with no interference to their
job.
-
Personal Computers
t
The customer is satisfied that the data
capture system is meeting Joy's
needs. The heaviest load occurs at
about 3 p.m. when there are between
1 5 0 and 2 0 0 transactions within a
three-minute period with no degradation of response time which is instantaneous. The quality of work and service offered by the Richardson Field
Repair Center, operating under the
supervision of Marianne Lew, has
consistently met the customer's
expectations.
We are looking forward to an
expanded application at Joy
Manufacturing as preventive maintenance and parts locating systems are
developed, and more extensive data
validation is incorporated. We thank
SR Glenn Moss and his D M Tom
Clemmons for arranging our visit in
IYovember '82 to this successful site.
RS-232 Cash Drawer
for Terminals
Judi SakowskilPCG
pin 2 0 (DTR) or pin 2 3 (SSL) on port
2. An escape sequence sent from a
user key or datacomm toggles the
line and triggers the drawer
mechanism. To toggle pin 2 0 sencl:
Ec&q2ter${ 1OEc&q2te{&0
T o toggle pin 2 3 send:
Note: Softkeys must be defined for
local use. Since these pins are not
used by the serial printer, cables can
be constructed to allow simultaneous
access of both the printer and the
drawer!
Smooth Text Font
Available on
AUTOPLOT/2700
Where can I get one? The cash
drawer and interface are available
from:
Mr. OrionlPCG
For additional information, call Mark
Wedel at APG.
D o you want to make AUTOPLOT
business charts with labels perfect for
a plotter? Well now you can with the
new, smooth font. This font can now
be used in addition to ACITOPLOT's
standard stick, roman, and bold fonts.
It is similar to the current stick font,
but has the extra points needed for
plotted labels.
Special Note: The drawer's electricisl
Sounds good? Here's how it's done.
APG, Inc.
1601 67th Ave., North
Brooklyn Center, Minn 55430
Telephone: 6 1 2-560- 1440
Model # M - 1-01201 2 3
interface can be modified to connect
to other HP terminals. Call Eric Hill,
RTD Technical Support Manager, for
details.
Using Tabular Host
Data with
AUTOPLOT/2700
PCG now provides an ideal solution
for point-of-sale applications. A third
party manufacturer has developed a
cash drawer which interfaces to the
HP 2624B off of port 2. The drawer is
18" wide x 16" deep x 4" high, and
sits beneath the terminal. The configuration permits you to update a
remote inventory data base while
accessing the cash drawer.
How does i t work? The cash drawer
connects to pin 4 (RTS) and either
Mode. When the data transfer is initiated, AUTOPLOT merely copies the
output, (which ordinarily goes to the
display), from datacomm into its data
memory. As the user would expect,
commas and spaces in the host output delineate data items for
AUTOPLOT.
Mr. OrionlPCG
Creating a chart from host Tabular
data is easy with AUTOPLOT/2700.
AUTOPLOT interfaces with any host
application which prints a table of
data on the display. T o plot data you
need to select "Recall Data" before
you initiate a data transfer from the
host computer while in Remote
Put the AUTOPLOT/2700 disc in
drive # l of the 2703 terminal. This
time do not press the charttype key
right away. Instead press the "device
control" key and then "COPY FILE
FONT7 :DISC# I TO:PICTUREn.
Now press the charttype key, and
AUTOPLOT/2700 will load
normally.
The new font is now loaded into the
terminal. To demonstrate its use
create a simple bar chart and enter the
text/slide level of AUTOPLOT. At
this level, there is an "ASSIGN
FONT" softkey that you probably
have not used before. Press this
softkey now. Notice the cursor is
pointing to the word "STICK" in the
screen menu. Press the thumbwheel
button three times. The word
"STICK" should have changed to the
words "FONT 7". Now press the
return key and watch your bar chart.
Computer News
February 15. 1983
17
Personal Computers
When the chart redraws it will have
smooth font axis labels.
That's all there is to it!
One last hint. The labels for AUTOPLOT charts always use the first font
in the screen menu. If you want to use
the smooth font without changing
your chart labels, change one of the
other three fonts.
AUTOPLOT/2700
Used to Track POD
Warranty Data
Mr. OrionlPCG
The introduction of the HP 2700
graphics workstation with AUTOPLOT/2700 proved to be a "dream
come true" for the Quality Assurance
department at POD. This department
is a volume user of charts and graphs,
and generates a monthly report of
field warranty reports for distribution
to division management. This report
contains many charts and graphs
which allow users to see trends in
warranty events of individual
products.
Before introduction of AUTOPLOT/
2700, these reports were generated
on a 2647A terminal and a 9845B
desktop computer and required about
one week for the report to be completed. Because of the time required,
the need for more efficient report
generation was evident, and the HP
2700 was an obvious solution.
Today, AUTOPLOT/2700's
advanced report generation features
are fully utilized by POD'SQA department. Since chart formats can be set
up once, only the monthly data needs
to be updated to generate an up-todate chart. Additionally, the reusable
chart formats insure consistent-looking graphs and add to the professional
appearance of the reports. Data can
18
For ~ n t e r n ause
~ only
be updated easily from the host
database through the use of the
AUTOPLOT/INFORM 3 0 0 0 interface or it can be updated locally from
the keyboard. Once all the data has
been updated, AUTOPLOT's unattended plotting featureallows all the
graphs to be plotted on a 9 8 7 2 s
without the need for constant
monitoring by the operator.
The HP 2700 with AUTOPLOT/
2700 software has been specifically
designed to produce periodic reports
efficiently. All the necessary
capability is here:
The benefits of using AUTOPLOT/
2700 are clear. Today's report consists of 3 5 different graphs and conveys much more information than
before. The time required to generate
a report has been reduced to only one
hour of operator time to update the
data, and 2.5 hours of unattended
plotting time showing an operator
productivity improvement of 1000°/o.
Unattended multiple hardcopy
Most major accounts spend much
time and effort generating charts and
graphs for internal reports. The productivity gains offered by
AUTOPLOT/2700 are clear, and the
HP 2700 should be an easy sell on
this basis alone.
Report generation is just one feature
of the HP 2700 terminal. When combined with PAINTBRUSH/2700 there
is no equal in the field of presentation
graphics.
HP 2 7 0 0 Unbeatable
for Periodic Reporting
Mr. OrionlPCG
Graphic periodic reporting has been
established as an excellent business
communications tool. The distribution of a set of charts with text,
updated on a weekly or monthly
basis, provides important information
in a form that can be absorbed quickly
and selectively by readers.
Powerful, interactive chart
creating
Chart and text combining for page
layout
Only the data needs to be dealt
with to do the update
Many charts can be updated by
modifying a single data file
A n easy to use link with host
databases.
The system provides enormous
advantages in both the initial creation
of a report, and its periodic update.
Initial creation is made simple by a
chart design interface where "pointing" and "picking" is used to choose
chart type, page layout, colors and
patterns. Once a chart format is
designed, it can be used as a template
for other charts, with data substitution
being the only requirement. In addition, a page layout may be easily
"cloned" with only chart substitution
necessary.
Once the report has been layed out,
periodic update is a matter of data
entry into a single local file or a few
keystrokes to get updated information from a host database. All charts
and pages linked with the data file are
updated. A file containing the names
of all the pages of the report can be
recalled and all the charts in the report
can be output to a chart advance
hardcopy device.
Periodic graphic reporting is a real
business productivity enhancement
tool. The productivity that the HP
2 7 0 0 offers for periodic reporting
make it a truly exciting product.
9
CVD
1
New Interface Brings
More Power to
Portable, Bench-Top
Applications
Debra Quinn RuddocklCVD and
Bill SchaferlCVD (Technical Contact)
Users of HP-41 handheld computers
and HP-75 portable computers can
now tap the power of high-end computers and test and measurement
equipment with an interface to be
introduced by Corvallis Division in
March.
!
The HP 82169A HP-IL/HP-IB Interface expands control and communication capabilities of Series 4 0
and Series 7 0 computers by linking
their low-cost HP-IL interfacing
systems for battery-operable devices
with high-performance HP-IB computers and lab equipment. Priced at
$395, the interface is an attractive
solution for achieving a high-level of
bench test automation at the low end.
And thrifty high-end users will
appreciate being able to substitute
inexpensive HP-IL devices where
applications permit.
I
a
This new interface lets HP-IL and HPIB interface systems talk to each other
and work together by correcting for a
difference in protocol and data processing speed. The Hewlett-Packard
lnterface Loop (HP-IL) is a low-power
bit-serial interface. It transmits data
one bit at a time - perfect for small,
battery-operable devices. The
Hewlett-Packard Interface Bus (HPIB, or IEEE 488), on the other hand,
sends eight bits of data
simultaneously. It's a high-performance solution but consumes more
power than HP-IL.
Now, let's say you want to operate an
HP-IB instrument with an HP-IL controller, an HP-41 in this case. First
hook up the HP-IL and HP-IB interfaces to their proper outlets on the HP
821 69A. Next, enter your commands
on your HP-41. The HP-IL/HP-IB
lnterface relays the data to the HP-IB
device as if they were on HP-IL. This
process works the same way when
your controller is an HP-IB device.
Hooked up to the HP-IL/HP-IB Interface, portable computing products
such as the HP-41 and the HP-75 put
at the user's disposal a variety of peripherals, instruments, and computers
which previously eluded them. They
can operate HP-IB versions of the HP
82905B printer and the HP 7470A
and HP 9872B plotters; operate and
control power supplies and instruments such as the HP 1980
oscilloscope; and talk directly with
HP-IB computers such as the HP
3000, the HP 9845, and the HP 125.
Depending on their requirements,
high-end users shopping for a digital
multimeter can choose the inexpensive HP-IL 3468A. And the HP-IL/
HP-IB Interface has many other
plusses. Like user-friendliness.
Flexible Two-mode Operation "Translator" mode lets the user control devices across the interface from
either the HP-IL or the HP-IB side. A
portable controller such as the HP-41
or the HP-75 can take command of
powerful HP-IB equipment; a highperformance HP-IB instrument can
control inexpensive HP-IL peripherals. "Mailbox" mode permits controllers on HP-IL and HP-IB sides
simultaneously, so the user can have
two systems operating independently
of one another. Data travels the interface loop to the HP-IL/HP-IB Interface where it's passed through two
1 10-byte buffers. The buffers act as
translators, gathering, holding, and
organizing the data in a form that can
be picked up and carried by the HP-IB
interface to your chosen computer.
This process works the same way
with an HP-IB controller.
Uniform protocol - The HP-IL and
HP-IB interfaces use similar protocol,
so almost all commands can be translated across the HP-IL/HP-IB
Interface.
Interchangeable device address
systems - Addressing is continuous
across the interface, moving i n either
direction.
Simple operation - Just plug HP-IL
and HP-IB interfaces into their
appropriate outlets on the HP-IL/
HP-IB Interface. Flip a switch to
choose your mode; set others to
select your device address.
Portability - The HP-IL/HP-IB
lnterface is a small, shallow, rectangular package (6.3" x 4.7" x 1.1")
resembling a medium-size cigar box.
It weighs just over half a pound.
T o sum up, the HP 821 6 9 A HP-IL/
HP-IB lnterface helps users make the
right connections. It's the friendly,
flexible solution for increasing benchtop system automation and expanding high-end system options.
Don't Overlook LowEnd Opportunities
Jack PeterslCVD
Concurrent with the important
changes to its OEM program in
November, Hewlett-Packard for the
first time made Series 4 0 and Series
7 0 computers available on the HP
volume-discount schedules. Products
from either series can be purchased
alone or leveraged by other functional-unit purchases.
Computer News
February 15, 1983
19
While these products appear to provide low dollar return on a per unit
basis, they more than make up in
potential sales volume. Either or both
series may be a logical extension of
your present business thrust or a new
opportunity into the world of portables that is too good to miss.
A Lot of Horsepower in a Compact
Package
Don't let the size of these products
fool you. Both are full-fledged computers even though Series 4 0 fits in
your hand and Series 7 0 in your
attache case.
Series 4 0 can be configured with u p
to 6K bytes of RAM with provision to
accept up to four plug-in ROMs, each
with a capacity of 4K or 8K bytes.
Series 7 0 can handle up to 24K of
RAM plus up to three 16K ROMs.
The language of Series 4 0 is assembly-like, maximizing versatility and
efficiency. Series 7 0 utilizes an
extended version of HP BASIC.
Personal
DCD
HP Series 200/IBM
3740
Coming
J o e DiMartinolDCD
There is the exciting story of a
customer who wanted to get into the
desktop scene, but couldn't tear himself away from his beloved IBM. Then
one day, an HP sales representative
walked into his life and told the
customer about the new utility from
DCD. It allows Series 200 desktops to
read IBM 3 7 4 0 discs and transfer data
in both directions, with the help of the
HP 9895 8-inch disc drive.
All you need is 128K of user memory
and a 9895 for admission to this
show. After you're admitted, you can
transfer either ASCII or EBCDIC files.
And it will be in your area in March don't miss it!
Both product lines connect via HP-IL
to the growing number of instruments
and peripherals that areavailable for
this low-cost interface. Also, both are
naturals for customization. You can
virtually redefine the entire keyboard
on these products. Furthermore, your
proprietary software can reside in
various media ranging from magnetic
cards to ROMs.
The March. 1983 Parts Price List will
have all the details. The IBM Utility
bears P/N 09800- 10x70, where X is
3, 5 . or 6. signifying the media option.
Consider the Possibilities
Introducing the UCSD
p-System for the
HP-86/87
These products fit best where portability is a must. Their long-life battery systems enable them to gather
data and perform complex computation or instrument control anywhere
they are needed. These capabilities
are provided on a stand-alone basis or
as part of a larger network of computers. The range of applications is
extremely large.
If you have any questions regarding
OEM opportunities with either Series
4 0 Handheld or Series 7 0 Portable
Computers, contact Jack Peters at
503-757-2000, ext. 3009.
20
PCD
J i m MartinlPCD
The UCSD p-System' provides HP86/87 users with an additional widely
accepted software development
system available February I , 1983.
The p-System supports both Pascal
and FORTRAN-77 and offers the
user a complete integrated operating
system including compilers, an assembler, a symbolic debugger, an editor, linker, and file handler. This
system will allow the user to develop
highly portable software applications
as well as provide a bridge between
Series 8 0 and the growing library of
third party software developed for the
p-System.
The UCSD p-System is the fastest
growing software development
system for micro-computers. The
system is currently employed by over
60,000 micro-computer manufacturers, application developers and end
users. Object code (p-code)
developed by the system is directly
transferable and executable without
recompilation on any micro-computer that supports the p-System.
Software development support
includes a powerful screen-oriented
editor, a character-oriented editor, a
flexible file handler, and a linker to
allow the user to link-edit assemblv
code into Pascal and FORTRAN
modules. For high resolution
graphics support, TURTLEGRAPHICS is supplied in the form of
machine independent, adaptable library subroutines. TURTLEGRAPHICS,
which supports Pascal and
FORTRAN routines includes the
following capabilities:
Generation and storage of figures
Automatic scaling and translation
of the coordinate system
Storage and retrieval of screen
images from I/O facilities
Graphic support including overwrite, underwrite, and compliment.
The p-System is offered in both 3%"
and 5'/4" disc media. Configurations
are available to support Pascal,
FORTRAN, or both. Also a runtime
subset module is available that supports execution of p-System applications only. (No software development
facilities included.)
sl
Personal Computers
The p-System supports both the HP8 6 and the HP-87 and requires a total
of 96K of total RAM. Extended
memory mode supported with a
minimum of 160K. Built-in electronic
disc supported with excess of 160
bytes of RAM. No ROMs are required
or supported with the p-System. The
p-System can be run with a single
disc drive however dual drives are
highly recommended.
UCSD p-System is a trademark o f the
Regents of the University of California.
~~
Basic Programs in
Firmware for the
•
Jim MartinlPCD
Since the introduction of the Programmable ROM Drawer which
allows end users to make customized
assembly language EPROMS, users
have been asking for capabilities to do
the same thing with BASlC programs.
HP is pleased to announce the Hybrid
ROM Development System which
will provide you with this capability.
With this Hybrid ROM Development
System, you can incorporate BASlC
programs into firmware on the HP-85
personal computer. You can create
new system commands, new BASlC
keywords, new statements and new
functions in either Assembly
language or BASlC and thereby tailor
the system to your particular instrumentation needs.
a
By using programs in EPROMs
instead of memory resident binary
routines, you can take advantage of
safeguards that protect your system
from being edited, overwritten,
copied, or destroyed. And, unlike flexible disc drives, EPROMS do not
require a separate power supply, so
your programs are less affected by
environmental conditions. Such firmware is user friendly, too. Since you
don't have to load your programs
from a disc, your firmware applications are available to you as soon as
you turn on your computer.
T o incorporate a program into firmware, you burn it into an EPROM.
EPROMs can then be placed in the
Programmable ROM Drawer
(included) which will plug into any of
the four ports on your Series 8 0 personal computer.
Multiple programs can be stored and
accessed in an EPROM using the
Hybrid ROM Development Systeni.
Keywords are provided to give you
capability to download (into RAM),
chain and catalog BASlC prograrrls
stored in the ROM. Up to six hybrid
ROMs using three Programmable
ROM Drawers can be present in the
system at once.
In addition to the HP-85 and the
Hybrid ROM Development System,
you will need the following to implement BASlC programs in EPROM.:
00085- 1 5003 1/O ROM
82936A ROM Drawer
82903A 16K Memory Module
82939A Serial Interface
One or More 2732 (4K Bytes) or
2764 (8K Bytes) EPROMs
A Data I/O System 1 9 PROM
Burner (or other compatible unit).
POD
Integrated Software
Bill JohnsonlPOD
In analyzing how people use personal
computers to improve their productivity, we (and others) have found that
most of the work they do centers in
the core application areas of word
processing, spreadsheet (eg.
VisiCalc 9, graphics, and database.
Secondly, we have found that in
working on real problems, people
tend to move among these applications areas on the same problem.
Consequently, they have the need to
move information for a given problem
from one of these application areas to
another. For example, someone
might collect data in a database
management system, sort and tabulate it in that same database system,
then want to review the information
graphically. Finally, they might want
to prepare a report with a word processor, and include the tabulated data
and the graph in the report.
To facilitate this kind of information
processing, we have, both with our HP
developed and third party vendor software, implemented features which
allow a person to pass data from one
core application to another. We call
this feature "integrated software".
The way i t is implemented is to establish some common file formats for
passing data, and then develop the
ability in each application to create or
receive files in that format. For example, in Condor, our database product.
there is a command that writes out a
copy of the database in a format compatible to the graphics package.
There is another command which
writes a file compatible with
MailMerge on our word processing
packages. This enables a person to
create and maintain a mailing list file
within COIYDOR, an easy to use
Computer News
February 15, 1983
21
Personal Computers
database manager, and then pass
selected records to the MailMerge
packages for the creation of
customized form letters.
utilization of softkeys improves productivity beyond that of other
solutions.
The integration paths currently supported by our core applications are
shown in the following diagram' We
feel that these integration capabilities
and the ease of use afforded by the
v i.
s i-~- o.r n
VisiCalc is a registered trademark o f
Gary BorderslRTD and Gene LeelRTD
MailMerge is a registered trademork of
Micropro Internationa/
Corporation,
OBJECTIVE:
SERIES 100 SOFTWARE INTEGRATION
Graphics
Condor
Special Options
Available on
HP 262X Terminals
VisiCalc "
Composite Video Output
Option V04 provides a composite
video signal on the backpanel of the
terminal or computer that can be connected to a monitor which accepts
ANSI standard RSI 7 0 input. This
option is very popular in seminars and
classroom environments that require
the information displayed on the terminal/computer screen to be displayed in several locations
simultaneously. While this composite
video signal is compatible with many
commercially available monitors, it
has been tested and verified with the
COlY RAC series of monitors, the
ELECTROHOME projection display
device, and the TEKTRONICS hardcopy unit.
,?
Special Option V04 is available for
the HP 262X terminals (except the HP
2621 B) and the HP 125.
Membrane Keyboard
RTD
Service Pricing Slashed for HP 262X
Terminals
Gina CassinelliIRTD
Actual field warranty data proves conclusively that HP 262X terminals are
a great deal! Reliability improvements
have enabled RTD to reduce Service
Pricing for these products as much as
30-40°/o!
For example, as of February 1, 1983
the new PMMC prices for 262X terminals are as follows:
22
For Intern. Use Only
Product
2382A
2621B
2622A
2622D
2623A
2624B
PMMC
$10
12
14
15
18
16
I
I
HP 262X products - now more than
ever. solid solutions for your
customers' terminal needs.
The HP 2622A Special Option K 2 1
features a membrane keyboard panel
housed in a sheet metal enclosure.
The top surface of the panel has key
outlines in an 8 X 1 6 rectangular
layout; under this surface is a pocket
into which a transparent mylar insert
can be placed. This insert can be
labeled using an HP plotter and
transparency pens. The HP 2622A
Special Option K21 provides the
customer with a reliable data entry
station for non-corrosive environments such as a warehouse or factory
floor. The keys on the membrane
keyboard are spaced wide enough so
that gloved operators can use the
keyboard easily.
K21 is available only on
The O ~ t i o n
the HP 2622A.
q
Business Lomputers
BCG
Major Texas Bank
Chooses HP
Helen HarbinlBCSC
Republic National Bank of Dallas had
already begun installing their first
Wang system when Laura Benton
(SRComm, Richardson) persuaded
them to evaluate HP more
thoroughly. Bank officials paid a two
day visit to HP Cupertino for discussion of HP's strategy and directions
with a host of BCG managers including Ed McCracken, Ed Hayes and
Rick Justice.
A special presentation was made on
the quantity and variety of banking
applications currently running on HP
3000 systems, and a notebook of
third party software products for
banking was given to the visitors. The
bankers told us that the fact that we
had identified our banking customers
and were devoting a person in the
Sales Center to banking indicated an
impressive commitment to their
industry. The selection of software
currently available and the aggressive
incentives offered to software suppliers through the HP PLUS Program
were also cited as strong positive
points.
When everyone got back to Texas,
Republic National cancelled four
Wang systems and one Prime system,
and they placed orders for three HP
3 0 0 0 systems with one HP 2680.
These svstems will be used in international loans and funds transfer, and
more systems are under consideration
for personnel and construction lending. Republic National is the 22nd
largest bank in the US (by assets) and
is considered a data processing leader
in the Texas banking community.
The Republic National experience is
an excellent demonstration of the
results that HP solution-selling can
achieve in this high-potential
marketplace. As the Industry Champion for banking at BCG, I'm ready to
help you seize your banking opportunity. Call me.
Morgan Guaranty
Selects HP 3000 for
New Application
Helen HarbinlBCSC
When Morgan Guaranty Trust Company of New York decided to begin
automating its International Trade
Services Department, one of the two
top contenders was an O E M offering
a letter of credit system on Qantel
equipment. The other was the HP
3000 without application software.
The International Trade Services Department at Morgan finances imports
and exports through letters of credit,
processing about $ I00 billion daily.
The phase of the operation selected to
be automated first was Bank to Bank
Reimbursements and Collections.
Transaction entry and some reporting
were to be performed on-line, and
batch components would provide
summary level reporting and interfaces with other systems within the
Morgan structure.
Although the OEM's letter of credit
system fit the operation fairly well,
Morgan chose to develop its own
software on the HP 3000. Why? The
primary reason was that the competition did not offer the flexibility and
upward compatibility of the HP 3000
line. Also important was HP's support
of data network capabilities to other
HP 3 0 0 0 systems at Morgan. Prior
experience at Morgan had already
developed the reputation of the HP
3000 as an excellent environment for
fast, effective program development.
The Reimbursement and Collection
System is currently under development using IMAGE/QUERY and the
RAPID products. The completed
system will use $ 1 million worth of
HP products, including graphics software and hardware. HP 120s, HP terminals and printers, and an HP 3000/
4 4 and an HP 3000/64. Morgan
Guaranty expects the speed and efficiency of the system to become
definite selling points in the marketing of its international trade services
to import/export customers.
Congratulations to Mike Pellegrino of
HP Manhattan on this sale! He says
this brings the total of HP 3000
systems in Morgan's worldwide
organization to 2 1.
Virginia Polytechnical
Institute Offers
Excellent Library
Solution
Chris EckhardtlBCSC
Now that you are aware of the tremendous sales opportunities in the
library market (see Computer News,
January 15, page 20), it is time to
prospect for libraries in your territory
and take advantage of HP's competitive edge. This article helps get you
started by highlighting the features of
a premier library solution offered by
Virginia Polytechnical Institute (VPI),
an HP 3000 Software Supplier in
Blacksburg, VA.
VPI was among the first libraries to
implement a system to automate library functions such as circulation,
online card catalog, and acquisitions.
As one of about 100 American
Research Libraries, VPI is influential
in the library community and the
word has spread quickly as to the success of the Virginia Tech system. Cur-
23
Business Computers
rently, VPI has installations at the
Hewlett-Packard Corporate Library.
Mountain View (California) Public
Library, University of Alabama, Coumbus (Ohio) Public Library, and
several libraries overseas. T o date
over 2 5 libraries worldwide have
purchased the Virginia Tech Library
system from VPI.
Here are some of the key reasons for
the tremendous success of the
Virginia Tech Library System
(VTLS) :
lntegrated System - VTLS is one
of the few systems whose objective is the complete automation
and integration of library functions
such as online card catalog, circulation. acquisitions, and serials
control.
COBOL Source - The application
is written i n COBOL. with the
source code supplied. This makes
it easy for VTLS customers to
integrate systems such as payroll
to the application.
FeatureslCredibility - VTLS has
been developed by a library with
librarians playing a key role in its
implementation. Therefore, the
feature set is superior to those of
most of the competition. In addition, VTLS has a great deal of
credibility because it is sold and
demonstrated by a library.
Ease of lnstallation - Installation
and training are done in a three
day period. lYew releases of the
software are tested extensively
internally. This is often not the
case for the competition.
Price - The price is right, currently $40,000. Competitive
prices generally start at around
$70,000.
Now for the rest o f the good news the HP 3 0 0 0 provides features which
are extremely well-suited for the library environment! They include:
24
ForlnternalUseOnly
Breadth of ~ r o d u cline
t - We can
penetrate approximately 75O'c of
the entire market with our current
product line
Networking - Communications
between libraries is essential for
inter-library searches and loans.
DS/3000. HPMAIL, and our other
communication products give HP
a distinct advantage. Indiana, for
example, is planning a statewide
library network
One Vendor Solution - HP can
provide a complete one vendor
hardware and software solution for
libraries. N o other company that is
active in the marketplace can do
this.
Let the VTLS library solution help
you be successful selling the HP
3 0 0 0 into the high potential library
market! If you haven't already started
prospecting for libraries i n your territory, start now!
An Educational
Opportunity
Chris EckhardtlBCSC
Did you know that asa result of the
educational discounts, software donation programs, and your excellent
selling efforts, as o f December 15.
2 15 education agreements were
signed amounting to $9.1 Million i n
sales? The Education Market provides a tremendous opportunity i n
making you successful selling HP's
Business Computers. As Education
Specialist of BCG Sales Center. I am
currently gathering information o n
education users of the HP 3000. HP
250. and HP 125. If you have any
educational OEMs. Software Suppliers, or users i n your area COMSYS
their names, application(s), and any
other relevant information to Chris
Eckhardt. COMSYS 4701. Your
inputs will be part of "Education
Updates" which will include information on educational applications. software available, new education programs, and the quarterly HP 3 0 0 0
Educational Special Interest Group
(SIGED) newsletter. If you'd like to
receive these updates, send your
name and COMSYS and I'll put you
o n m y Education distribution list. I
look forward to hearing from you!
CSV
The Series 39 The Most Affordable
HP 3000 Ever!
Sam QuezadalCSY
The Series 3 9 system lowers the price
of the entry level system of the HP
3 0 0 0 product line by u p to 20°/0.
Replacing the Series 40SX i n the
product line, the Series 3 9 is the most
affordable HP 3 0 0 0 ever offered. With
the Series 39, you can offer
customers a working system for less
than $38.000!
What Is the Series 393
The Series 3 9 uses the packaging
concept first introduced with the
40SX. The package consists o f an
SPU and a disc drive with an integrated cartridge tape drive. The SPU
is a Series 4 0 with 256Kb o f memory
(Hint - The configuration rules are
the same as for the Series 40). With a
choice o f three disc drives - the
28Mb HP 7 9 1 1 . the 65Mb HP 791 2,
and the newly introduced 132Mb HP
791 4 - the Series 3 9 adds another
model to the two previously available
40SX models and doubles the disc
storage previously offered i n a
packaged system.
1
Business Computers
The Series 3 9 offers the three
packaged systems (SPU, 256Kb of
memory, two GICs, disc drive, and the
cartridge tape drive) at a very affordable price!
Series
39
Disc
Drive
U S List
Price
Model 11
HP 791 1
$33,940
Model 1 2
HP 791 2
$39,690
Model 1 4
HP 7 9 1 4
$45,240
What Will the Series 39 Do for
YOU?
This HP 3 0 0 0 system is designed to
be sold to a small business, a branch
office, and a small-to-medium size
department. You can now confidently
sell against the IBM System 3 4 or
System 3 8 and the low end of the
When
VAX family - the 111'730.
priced against the Series 39, the HP
3 0 0 0 price comparison against the
IBM System 3 4 is better than ever! In
some comparisons, the Series 39,
which has a clear performance advantage, is priced below the IBM Systerr~
34. Imagine how it stacks up against
the IBM System 38! The Series 39,
again, with a clear performance
advantage, is consistently priced
lower than the VAX 1 1/730.
The Series 3 9 Model 1 1 and the
Model 1 2 can be ordered with the
February 1 CPL. You will be able to
order the Series 3 9 Model 1 4 with the
March 1 CPL. Current availability for
the Series 3 9 is 10 to 12 weeks.
Refer to your Series 3 9 Field Training
Manual and Backlog Conversion
Guide for more configuration and
competitive information, and instruc-tions on how your customers with a
40SX on order can take advantage of
this new, low price.
CSY Supports the
New HP 7 9 1 4 Disc
Drive
Kathryn HoshorlCSY
Concurrent with the announcement
of the new HP 791 4 132Mb
Winchester disc drive from Disc
Memory Division, comes support on
the HP 3 0 0 0 Series 3 9 , 4 0 , 4 4 and
6 4 from CSY.
The 7 9 1 4 doubles the capacity of the
791 2, HP's current top-of-the-line
Winchester disc drive at an increase in
price of only 18%! A t the same time,
DMD has effectively lowered the list
price of each of the stand-alone
Winchester discs (791 1/12/14) by
$1,500. This was achieved by changing the price of the delete option for
the Integrated Tape Cartridge from
-$2,000 to -$3,500.
This new disc drive will significantly
enhance the competitive position of
the low- to mid-ranqe HP 3 0 0 0 computer systems by providing 132
Mbytes of disc storage for those users
to whom removability is non-essential. During this last year, the 7 9 12
offered an excellent solution for
customers who had small mass
storage requirements. As of February
1, 1983, however, customers who
may have previously considered
purchasing multiple 791 2s may now
purchase a 791 4P (without tape
drive) for only $16,330 (freight
included)! This is a savings of
$1 1,370 over two 79 12Ps and a savings of $7,380 over one 7925M.
-
Disc Support
Increased capacity makes the 7 9 14 a
very attractive solution for HP 3 0 0 0
systems. Therefore, CSY has tested
and fully supports eight (8) 7914P
discs, fdur (4) per "high-speed-Gl~",
on the Series 3 9 , 4 0 , 4 4 and 64.
These discs will be supported on the
Series 3 9 , 4 0 , 4 4 and 6 4 as system
domain discs. Also. the 791 4 can be
Computer News
February 15, 1983
25
Business Comp~
used as a Cold Load device, for
system Warmstarts and Coolstarts,
(i.e., the main system disc - LDEV 1)
on the Series 3 9 , 4 0 and 44, but not
on the Series 6 4 due to a technical
constraint. Our goal, however, is to be
able to remove this constraint and to
support the 791 2 and 791 4 as "the
System Disc" on the S/64 by 4th
quarter 1983.
Backup Performance
Backup time is a function of many
factors including: file size, number of
files, number of extents per file, extent
size, etc.; therefore, it is impossible to
exactly predict a customer's performance in advance. However, the
following is a good rule of thumb
when estimating total backup time on
HP 3 0 0 0 systems:
In addition, as a result of the many
requests from the field, CSY has made
the modifications necessary to allow
the7911/12and7914tobesupported as private volumes (but not
serial discs) on the Series 3 9 . 4 0 , 4 4
and 64. Those customers who already
have these discs installed or on order
will also be able to take advantage of
this change. Finally, the current maximums of eight discs on the S/39 and
S/40 and 1 6 discs on the S/44 and
S/64 will remain. (The 791 4 will not
be supported on the earlier systems,
the S/30, S/33 and S/I11.)
The cartridge will generally do a store
or SYSDUMP in a range between .7
and 1.2 Mbytes per minute.
Therefore, a full backup of a 7 9 14
disc that is 80°/0 full may take as
much as 2% hours. Remember,
however, this is only a guideline.
Actual performance will vary depending on the variables mentioned above.
Cartridge Tape Support
In addition to the 132Mb disc drive,
the 7 9 1 4 can be ordered with the Integrated Tape Cartridge. This is the
same tape cartridge that is currently
built into both the 791 1 and the 7912
disc drives. Option 001. which adds a
second controller for the tape drive,
must be specified in order to purchase
the 7 9 1 4 with the integrated
cartridge.
The 791 4 disc and cartridge tape
drive can provide an inexpensive,
compact and attractive peripheral
storage solution for certain entrylevel HP 3 0 0 0 customers who do not
require high speed backup. The
cartridge tape drive is supported for
backup on the Series 3 9 and 4 0 only
and is limited to a maximum of
132Mb. Beyond 132Mb, i.e., one
791 4 or two 7 9 1 2 s a customer must
purchase a 5" magnetic tape drive
(7970E, 797 1 or 7976) for backup
purposes. This restriction is necessary
in order to maintain a reasonable total
backup time and the reliability of the
tape mechanism.
26
For the future, help is on the way.
CSY will soon be publishing a Backup
Performance Guide that will characterize the performance of the Integrated Tape Cartridge, as well as
other tape products and backup
devices. Look for this guide in the first
half '83.
Finally, if your customer prefers the
size and the price/performance of the
7 9 1 4, but requires a faster means of
backup, then the new 7914TD all-inone mass storage product might be
the perfect solution! Read more about
the 7914TD in this same issue.
Availability
The 791 4 disc drive is orderable
immediately from Disc Memory Division and has a 12 week availability.
(Option 0 0 1, which provides the second controller required for the Integrated Cartridge Tape, will not be
orderable until March 1, 1983.) This
new peripheral will be supported on
the HP 3 0 0 0 Series 39.40.44, and
6 4 upon release of the next CSY
Installation Tape (MIT) scheduled for
March/April 1983. DMD and CSY
have worked closely together to
assure that, as soon as a 7 9 14 disc
ships. it will be installable and fully
supported on the customer's system.
This means no waiting for your
customer!
New Mid-Range Mass
Storage Solution
Kathryn HoshorlCSY
Now, the perfect mass storage solution is available for HP 3 0 0 0
customers who are price sensitive,
have limited floor space, and require
the benefits provided by Y2" reel magnetic tape. The 7914TDcombines a
132Mb Winchester disc drive (7914
Opt. 1401, with the 7970E 1600 bpi
tape drive from Boise, in a single 72"
tall system cabinet.
Available from Disc Memory Division, the 791 4TD offers a $6,000
savings over the combined price of
these products if purchased separately. The US list price (including
freight) is $26,540. In addition to the
significant price savings, this product
also offers a 35% reduction in floor
space.
Optionally. a second 791 4 disc may
be purchased and packaged in the
same cabinet for an additional $2,000
discount. Together, the two 7914s.
equalling 260 Mbytes of disc storage,
and the 7970E tape are priced at
$40,830. This configuration achieves
a full 54% savings in floor space versus the same products purchased in
separate packages.
Finally, by specifying Option 002,
one Integrated Cartridge Tape Drive
can be ordered as part of the
791 4TD. This low-speed tape drive
may be ordered by customers for tape
compatibility or for use as a personal
I/O device. The option, priced at
5 5,4 10, includes both the cartridge
tape drive and an integrated
controller.
Support
The new 7914TD will be supported
on the HP 3 0 0 0 Series 4 0 , 4 4 and 64.
It will also be supported on the new
Series 3 9 as an add-on device. (It cannot, however, be purchased to replace
the 791 1/12P or 791 4P, with the lntegrated Cartridge Tape, which must
Business Computers
be ordered with every Series 39.)
While both the disc and tape products
are integrated into one package, when
configuring the 7 9 14TD, please
observe the same rules that apply to
the individual products. (Remember,
both the 7970E and the cartridge
tape drive require separate dedicated
GICs.) See the 7914 article in this
issue of Computer News for details on
configuring the 7 9 14 Winchester
disc drive and, for specific configuration rules on the 7970E, refer to the
HP 3000 Computer Systems Configuration Guide.
The reason for this change is the replacement of the current power
system in the Series 6 4 with a new
design. The new power system is
expected to be even more reliable
than the one currently in use and thi:j
increased reliability will be reflected in
a decrease in the monthly maintenance price. The SMMC will drop
from $ 7 19 per month for the AModel to approximately $595 for the
B-Model. The change in power
systems will not alter in any way the
functionality of the system and the
system price will remain the same.
Availability
The new product number will go on
the Corporate Price List on March 1,
1983 and will replace the old number.
Sometime in the window of April 25
to May 9,1983, (or May 2 3 to June
6, in the case of BGD), all outstanding
orders for 32460A and 32460AH
systems will be filled by shipping
324608 and 32460BH systems. A
letter will be included in these shipments explaining the difference in
product numbers. In a few cases, the
customer's requirement is such that
the order and the shipping list match
exactly. If your customer falls into this
category, and if the customer has a
32460A or 32460AH scheduled for
delivery in the timeframe of the
change, please have the order
retransmitted appropriately. In all
other cases, you need not do
anything.
The 7 9 14TD is orderable
immediately from Disc Memory Division and has a 1 2 week availability.
Installation of the 7914TD requires
the release of the "R MIT" from CSY,
currently scheduled for the March/
April '83 timeframe. First shipments
of this new mass storage device will
therefore coincide with availability of
the software from CSY.
For more information on this exciting
product, please refer to Disc Memory
Division's February 1 Computer News
article.
HP Series 64 to
Change Model
Number
Audrey DickeylCSY
a
Between April 25 and May 9, 1983,
Computer Systems Division will
begin shipment of HP 3000 Series 6 4
systems with a new product number.
BGD will begin their shipments
approximately four weeks later, from
May 2 3 to June 6. The product number of the Series 6 4 will change from
32460A to 32460B (or 32460AH to
32460BH in the case of an upgrade).
Should you have any questions about
this rollover, your Business Computer
Group Sales Engineer will be happy
to answer them.
IND
More About the
HP 2 3 3 3 A Dual Host
Conf igura tor
Donna MerlinollND
Among the fanfare of introducing the
HP 2333A Multipoint Cluster Controller, one very important feature
received little attention. That feature
is Dual Host Configuration.
What Is Dual Host Configuration?
The HP 2333A provides users with
the option of connecting to two
different HP 3000s or to two different
computer ports on the same HP
3000. Customers regard this feature
as providing redundant system connections and a very convenient way of
accessing two different data bases.
The specifics of this feature are:
Both host ports can be active
simultaneously
One host port can run up to
19,200 bps while the second host
port can run up to 9 6 0 0 bps
There is complete flexibility when
configuring these host ports (i.e.,
one port can be configured on a
DSN/Data Link and the other port
can be configured remotely via a
modem)
Users may log on to either
computer
There is no response time
degradation when running dual
host configurations.
To order the second host port, it is
necessary to order product number
4025 1A along with Option
021 (DSN/Data Link Adapter) or
with Option 0 2 2 (RS-232-C
Adapter).
27
Business Computers
It is important to note that each host
port is configured into a separate INP.
So if your customers wish a dual host
configuration for the HP 2333A, they
need two INP boards.
For more information, refer to the
Multipoint Cluster Controller Field
Training Manual (P/N 5953-0186).
HPToolset's Program
Key Speeds COBOL I1
Program Translation
Dick WongllND
Have any of your new COBOL II
customers ever asked if there was an
easier method to compile, prep and
run their COBOL I1programs than
issuing MPE commands?
There certainly is! It's HPToolset's
program key set.
After logging onto Toolset, and entering your workspace, you create your
COBOL II program using Toolset's
full-screen editor, which is accessible
through the Edit screen-labeled function key. Next to this key, you will
find the Program Key. When this key
is selected, a menu appears which displays all your source files, as well as
the USL and program files which
were automatically created by Toolset
when you defined your workspace.
By selecting one or more of your
source files from the menu, you next
press the Compile function key to initiate compilation of your program.
Alternately, you could select the Go
key which combines the compile,
prep and run steps into one. It's just
28
Computer News February 1 5. 1983
For intern,, u s e only
MPD
that simple to compile and execute
your COBOL II programs.
If any of your customers have complained about numerous compile listings cluttering up their desk, then
Toolset provides the solution. After
your program compilation completes.
Toolset saves your latest compile listing on-line, including any summary
compilation errors. If you have any
compilation errors, you can select one
of them, and Toolset's Edit key takes
you directly to the respective line i n
your source file for immediate editing.
All this is accomplished from your
terminal without having a hard copy
of your listing.
Following recompilation, you may
then select the :PREP or :RUN key to
complete the translation of your
COBOL I1programs.
HPToolset's program key set provides
an instant boost in your COBOL II
programmers' productivity. Not only
does it eliminate the need to issue
MPE commands to compile, prep and
run your COBOL II programs, but it
also speeds turnaround times. By
eliminating the endless trips to the
line printer to pick up your compile
listings. you save time, effort and
costs by having Toolset manage your
on-line listings for you.
Remember Toolset the next time your
current or new COBOL II customers
ask if there is an easier way to develop
COBOL II programs.
APICS Survey
Confirms Significant
MRP Benefits
Steve HochlMPD
When MM/3000 prospects ask you
about the financial benefits possible
with MRP, direct them to the most
comprehensive study ever done on
MPR usage. Co-sponsored by APICS
(American Production G Inventory
Control Society) and The University
of Minnesota, a ate rial ~ e ~ u i r e m e n t s
Planning: A Study of Implementation
and Practice" identified several
benefits which may be realized from
MRP by surveying 6 7 9 manufacturing companies in the east and
midwest.
As shown in the chart, the survey
broke down benefits into objective
and subjective categories. The objective benefits were those in which
improvement could be easily
measured, while subjective benefits
were rated on a 4-point scale with 4
being much improved. For an average
manufacturing company with $ 1 5
mi Ilion inventory, these improvements can translate into a $7.5 million savings due to inventory reduction - cash which can be put to other
productive use.
With "hard, independent data" on
MRP benefits, this information may
become a valuable part of your selling
strategy. O f course proper implementation is critical to success with
manufacturing systems, so it may be
useful to tie this data in with MPNASSIST and initial qualification. If
you are interested i n seeing the full
study, contact your Application Sales
Rep or your local APICS chapter.
Business Computers
I
Benefits from MRP
Printing with
Objective Benefits
HPWORD
Improvement (%)
Category
Improvement in inventory turnover
Reduction in delivery lead times
lmprovement in meeting promised delivery dates
Reduction in number of orders requiring splits
because of unavailable inventory
Reduction in the number of expeditors
Subjective Benefits
Category
Rating
Better control of inventory
Better production scheduling
Reduced safety stock
lmproved customer satisfaction
lmproved plant efficiency
lmproved coordination with marketing and finance
lmproved morale in production
Better cost estimatinci
lmproved competitive position
-
3.0
2.7
2.5
2.5
2.4
2.4
2.3
2.2
2.1
Judy GibbonslOSP
An important element in the success
of an HPWORD installation is the way
printers are configured and used. In
order to achieve maximum productivity gains the printing process needs
to be streamlined and automated as
much as possible. If a user has to
manually feed stationary into an HP
2601 daisywheel printer in a heavy
production environment, the benefits
of word processing will be dramatically reduced !
A competitive advantage of
HPWORD over many systems is the
support of system line printers for
high speed draft output. With suitable
stationary these are often also ideal
for internal correspondence with associated cost and time savings.
HPWORD supports the following
system printers:
2608A
2608s
I
"Using HPWORD" Course Update
Marguerite HebertlOSC and
Lauren WilkinslOSC
"Using HPWORD", a self-paced
introduction to the HPWORD word
processing system, has been updated
to include the enhancements made to
the HPWORD software (HPWORD 11).
By using this self-paced course, students learn to use all the features of
the word processing system, beginning at a basic level and building to
advanced operations.
We are providing a limited time
opportunity for existing "Using
HPWORD" customers to purchase an
update to the course. The update, a
subset of the complete course, contains the updated course booklets,
plus the updated magnetic or
cartridge tape.
2680A
26318
To order a set of these booklets and a
magnetic tape, use part number
22839-64001. To order a set of
booklets and a cartridge tape, use part
number 22839-64002. All orders for
either update must be received between February 15 and May 15,
1983. This update is being offered for
the low price of $90. The HPWORD
reference manual is also updated and
can be ordered using part number
3 2 1 20-90001.
The HP 2 6 3 18 is also supported as a
remote spooled printer. Output to
these devices is via the MPE spooler.
For letter quality output HPWORD
supports the 2601 A and 2602A (low
cost, lower speed) daisywheel printers, either as slaved printers from port
2 of the HP 2626W terminal or con-
For new customers, the complete
course (product number 22839A)
can be purchased for $250. Additional copies of the course booklets
(22839-60002) can be purchased
for $85.
29
Business Comp~
The important considerations here
are the location and number of print
ers, paper feeding and printer
control.
feed, which may be acceptable for
very low volumes. It does not make
sense o n the 2 6 0 1 as you pay more
for the higher speed and then lose the
benefit of it, but it is quite acceptable
o n a slaved dedicated 2 6 0 2 for example where a secretary needs her own
printer but does not have a high
volume of output.
Location
Printer Control
Users need t o have easy access to and
control over their output. It is inefficient and time consuming to have to
walk a distance t o pick u p output particularly i f it is an urgent one page letter. This is likely to be m u c h more
acceptable for draft output to a
system printer.
HPWORD manages printing to the
2 6 0 1A and 2602A. Each printer has
a terminal designated as its attender.
If a printer is configured as having a
sheet feed or tractor feed, the attending terminal is interrupted a minimal
amount, for example to initially align
the paper or to change the form or
printwheel. Manually fed printers,
however, cause the attending terminal
to be interrupted each time a document is ready t o be printed. The worst
situation would be when two or more
terminals are sharing a manually fed
printer. This is not desirable as the
user o n the attending terminal would
be interrupted each time a document
was ready t o be printed.
nected to an A T P or ADDC o n the
3 0 0 0 . If slaved, the printers work as
normal, i.e., can be shared, and printing is controlled by HPWORD i n
background mode.
Paper Feeding
The HP 2 6 0 1 0 D Dual Bin Sheetfeeder is available for the 2 6 0 1 A.
This will automatically feed two types
of cut paper - plain bond and letterhead. This reduces operation intervention to a minimum while providing fast high quality output. This is
ideal for all situations where it can be
cost justified. (If cost is not a major
consideration, propose a 2 6 0 1A and
2 6 0 1 0 D for each terminal).
If cost is an issue you could proposea
tractor feed which is available o n both
the 2 6 0 1 A and 2 6 0 2 A . Blank fanfold
paper can be used for draft or internal
work and high quality microperforated fanfold, perhaps preprinted, for
final work. Alternatively, it is possible
to have cut sheets and envelopes
mounted o n fan fold, though this can
be more expensive. If the volume of
high quality output is low, the 2 6 0 1 A
and 2 6 0 2 A can be manually fed. A
final option is t o have only manual
A point to note also is that i n order for
a printer to be accessed the attending
terminal must be running HPWORD.
It is now possible to designate any
low cost terminal (e.g., 2622, 2 3 8 2 )
as the controller of u p to eight printers. This would be useful i n a typing
pool environment where for example
there were many 2 6 0 1 s with sheet
feeders with many different types of
stationary loaded, and all users had
access to all printers.
Example
Consider a situation with two secretaries at opposite ends o f an office.
Here are two possible configurations:
One 2 6 0 1 A with a 2 6 0 1 OD
Sheetfeeder, located near the controlling terminal. (Cost: approximately $5,470)
Advantages- Fast, high quality
output with minimal operator
intervention.
Disadvantages
- One secretary
would have to walk some distance
to pick u p documents and interrupt the other cancel or reprint
documents, and would not be able
to print unless the controlling terminal was running HPWORD.
T w o 2 6 0 2 A s with tractor feed
slaved from each terminal (Cost:
approximately $5,120)
Advantages - Output close to and
controlled by originator. N o external interruptions.
Disadvantages - Higher cost stationary if mounted cut sheets or
preprinted high quality fan fold.
Slower if manually fed.
Conclusions
When configuring printers i n
HPWORD consider the following:
Location and access of terminals
and printers
Required output speed and quality
If possible, don't share manually
fed printers
More printers can often be more
effective than higher speed
printers
Paper feeding methods are very
important
Interruptions to control printing
should be minimized.
30
,?
.I
Business Computers
BGD
"Building on
Success" Sales
Office Tour
Roy HardcastlelBGD
During December the European Sales
Centre ran its "Building on Success"
sales office tour. "BOS" was o n e of
the events in the "Success 82/83"
marketing program, the objectives of
which are to:
Double the customer base of HP
commercial systems in Europe
during the 18-month program by
focusing sales efforts on the
acquisition of new customers
Position the HP 3000 a s an Integrated Information Management
Promote the HP 2 5 0 a s the lowlevel entry to the HP 3000 range
Strengthen the HP-OEM
relationship
Generate more new sales leads
Achieve quota in FY'82 and
FY'83.
"BOS" was designed to bring new
product information and details of
new or changed strategies to field
sales offices a t a local level. T o
achieve this more than 2 0 videos
were produced featuring HP senior
managers and decision-makers.
Members of the European Sales
Centre, Factory Sales Group, showed
these videos at 30 European sales OFfices, ranging from sunny Spain to
the frozen tundra of Finland! A new
and very important feature of the tour
was the workshop session after each
video. This gave the sales force the
opportunity to express opinions and
give feedback on each of the subjects
covered. It has proved a highly valuable source of information, which the
ESC will distribute to the Divisions
and CMG after collation.
The tour also provided an ideal
opportunity to distribute the latest
sales aids produced by the ESC
including the audio tape "How to Win
Against the IBM 3 4 and 38", an overhead slide pitch on the HP 3000/64.
and our new "Words, Data and
Graphics" solutions video.
"Solutions" from
Hewlett-Packard
Harry AmphlettlBGD
The European Sales Centre
introduced a new sales aid on the
"Building on Success" tour this
December. Called "Solutions", it is
the first in a series of highly professional videos which are designed for
use in customer ~resentations.Number one in the seiies presents the case
for the integration of Words, Data and
Graphics. It is five minutes long,
punchy and very impressive. An
excellent tool for helping you secure
orders!
The video was produced using a technique known a s "tape-slide", the
dynamic effect being the result of
sequencing 3 5 m m transparencies.
These transparencies, six carousels in
all, are available along with the sound
track and control tape for those offices with suitable equipment.
"Solutions" has been a great success.
Being highly international in flavor, it
can be used in any sales region.
Ordering information will be given
shortly in Computer News, make sure
your district has a copy!
Khd
Computer News February 1 5, 1983
--
31
CPG
Peripheral Price Reductions
Janet BellICPG
Price Reductions
Product:
Old
FBP:
Description:
New
FBP:*
%
Reduction:
Workstation Discs
91 3 4 A
5 M b Winchester
$ 4,500
91 3 3 A
5 M b Winchester
3Ih" floppy
+
4,925
5 Mb Winchester
51/4"floppy
5,500
91 3 5 A
+
System Discs
+
16.5 Mbyte
Cartridge tape
7933H
404 Mbyte
79336
(3) 7933H's
Tape Drives
7976A
1600/6250%"
tape drive
7976
Option 222
(2) 7976's
2680A
Option 505
Option 5 2 0
Option 5 2 1
(Ih M b rnem.)
( I Mb, del. std.)
(1 M b mem.)
M b accessory)
(1 M b accessory)
(2685 Print
Station)
Option 074-079 (Adds 7976A,
deletes 797 1A)
(Adds cartridge
Option 0 9 8
tape, deletes
797 1A)
0/4 M b mem.)
Option 505
(1 Mb, del. std.)
Option 5 2 0
(1 M b mem.)
Option 5 2 1
*Factory Based Price. USA domestic prices only. When ordering outside the USA please
apply your local uplijt factor.
Computer News
For Intern,,
Lab teams at the peripheral divisions
design in producibility and continue
to use our own technology to drive
production costs down. These series
of price reductions do not affect our
profitability. but rather are passing
along to the customer cost savings we
have been able to achieve through
MPN in action.
The price reductions on the 2680
have been made ~ossiblethrouqh
cost savings in the production of
semi-conductor memory.
Here is a chart of the price reductions
effective February 1. In addition to
these lower prices, remember that our
new disc products, the 91 348,
9 1 3 3 8 , 7 9 1 4 and the 7914TD, complement the new 3000. Series 39,
providing a significantly lower entry
level price for 3 0 0 0 prospects.
With prices at this all-time low, we
wish you good selling!
Printers
32
Price reductions, up to 3 1O/o, are currently being announced on many peripherals. These new prices place HP
in an even more competitive position
than we enjoyed before, and have
been made possible by improvements
in production productivity and reductions in the cost of semi-conductor
memory.
February 15. 1983
use o n l y
,?
"A Manufacturer's
Look at Quality and
Productivity"
Bob KellyICPG
Hewlett-Packard has produced a
major video tape to aid the sales force
and our factories i n selling the MPN
concept and strategy. It is entitled, "A
Manufacturer's Look at Quality and
Productivity".
Using Paul Ely and the Boise site as
hosts, the tape focuses on how a network of HP computer systems has
caused great gains in quality and productivity at Hewlett-Packard.
Specifically, the viewer will
experience a manufacturers-tomanufacturers testimonial on how HP
has been successful at reducing
inventory levels by $ 1 5 0 million between 1978 and 198 1. In addition, i t
highlights some of the most dramatic
examples of increased productivity
within the Hewlett-Packard organization. This tape will be seen at all the
Productivity '83 trade shows and will
be used as the cornerstone and model
for one of the seminars which will be
seen at the shows. This seminar will
be presented by HP division, R & D,
and Manufacturing Managers, while
its title will be the same as the tape "A Manufacturer's Look at Quality
and Productivity".
A copy of "A Manufacturer's Look at
Quality and Productivity" will be sent
to every Field Marketing Manager,
while it can also be ordered through
CPC starting January 1, 1983. Its part
number is 90697RZ.
Any additional questions can be
answered at Computer Peripherals
Group, TELNET 1-376-3070.
BSE
HP Reduces Price of
Graphics Package for
Laser Printer
DeLona Lang BellIBSE
The price of the graphics package for
HP's 2680 laser printer has been
reduced by up to 21 O/o, depending on
options ordered. This package
includes firmware, memory, and
graphics support software which en-.
ables the user to print graphics on the
laser printer from other sources. With
this package, graphics can be output
from non-HP sources utilizing a simple user written program, as well as
from HP's graphics software such as'
HPDRAW, HPEASYCHART, and
DSG/3000.
Depending on options ordered, US
prices for the graphics package now
range from $16,1 15 to $28,115
(both with two megabytes of
memory) - a savings of as much as
$7,500 over the old prices. These
new prices also include freight in the
US, and apply to both the laser printer
and the 2685 laser print station.
HP Adds New Option.
that Doubles Disc
Storage on Laser
Print Station
DeLona Lang BellIBSE
A new option now enables users to
double the disc storage on the 2685,4
laser print station while reducing its
overall price by $ 1000. Customers
can now select 128 megabytes of disc
memory as an option when ordering
the 2685A. This new option features
the disc mounted in the same cabinet
as the tape drive, as well.
The standard components of the
2685A laser print station include a
laser printer. tape drive, disc drive
with 6 4 megabytes of memory, one
graphics terminal, and one operator's
console.
US list price for the print station with
the 128-megabyte disc is now
$164,500 - a reduction of $1000.
Service Pricing
Changes for Boise
Products
Ed HesslBSE
Effective February I , 1983, there will
be several changes in service pricing
for Boise products.
The HP 2680A, 2608S, 261 1A,
and 7976A monthly maintenance
charges will not change.
Monthly maintenance charges for
the 7970B/E will increase only
for options which include either
the lo-boy ( $ 1 0 increase) or HP-IB
( $ 1 5 increase).
CSD has a new installation pricing
model which will lower installation
charges slightly for most Boise
products.
Changes for other major Boise
products follow:
Old
2608A$109
$ 87
2 6 17 A $ 2 7 8
$222
2 6 1 9 A $363
$290
New (2/1/83)
SMMC
BMMC
SMMC
BMMC
SMMC
BMMC
$131
$ 105
$334
$266
$381
$305
33
Boise Bullet
Artie StonelBSE
T o date, some o f your customers
have realized significant savings when
ordering an HP 2 6 8 0 A laser printer
from Boise Division. How? you ask.
They've taken advantage o f Boise's
2 6 8 0 A upgrade program, which enables customers to trade i n their used
system printers for credit toward a
new laser printer.
See the December 15, 1 9 8 2 issue of
Computer News for details o f the program, and save your customers u p to
$36,000 o n the purchase o f a new
2 6 8 0 A laser printer! Remember,
though, the program is in effect only
through April 30.
Laser Printer Direct
Mail Packet Sent to
HP 3000 Customers
responses generated by the campaign
will be sent directly to you as soon as
we receive them. Watch for these
leads soon!
DMD
Instant Availability
for the HP 7 9 14P/R
and 7914TD
Greg EngelbreitlDMD
We delayed the introduction o f the HP
7 9 1 4 products by one month so that
we could build a sufficient backlog to
handle immediate orders. Well. as
promised, Disc Memory Division will
have a limited supply of 7 9 14P/R
disc drives i n FGI this month for
quick delivery. These units will be
shipped o n a first come, first served
basis.
Please remember that these products
will initially be supported only o n the
HP I000 E-, F-, and A-Series computers. Support on the HP 3 0 0 0
should follow i n about two months.
Make plans now to impress your key
customers with a quick delivery o n
one o f these outstanding new product
offerings!
HP 7 9 1 4 Article
Title Correction
The February 1 issue of Computer News printed an article
incorrectly entitled "The HP
6 9 14 Shoots the Competition
Full of Holes". The correct title
is "The HP 791 4 Shoots the
Competition Full of Holes." We
regret any inconvenience this
may have caused.
DeLona Long BellIBSE
GLD
B y the time you read this article, HP
3 0 0 0 customers throughout North
America will have received a direct
mail packet outlining "Five Reasons
Why Customers are Buying HP Laser
Printers to Replace Their Line Printers." This packet features a flyer and
matching envelopes, a laser-printed
letter and a business reply card. The
one-page flyer emphasizes the
2680's speed, print quality, low maintenance costs, and flexibility. It's written for busy customers who want
hard facts and figures about how the
laser printer can save them money.
The direct mail campaign is sponsored by Business Computer Group
Advance Information Program for
Customers Boise Division. Copies
have also been sent t o the 0 2 sales
force i n North America: and any
34
f i r Internal use o n l y
HP 9 1 2 1F Upgrade
Kit: Double the
Capacity of the
HP 9 1 2 1 s
Kathy KimballlGLD
Availability is almost as quick for the
7 9 1 4TD. In March there will be units
available for immediate shipment,
also o n a first come, first served basis.
If your customers originally
purchased a new HP 91 2 I S : Single
3Y2-inch micro-floppy disc system,
and would now like to have the
capacity o f a dual drive, we have the
answer. The new HP 9 1 2 1 F : Single
microfloppy system upgrade to a
Dual System, will be available March
1 , 1983. This upgrade will increase
your customer's capacity from
270Kb to 540Kb, exactly double the
original capacity.
The installation of the second drive
will require the customer to send the
unit to a local Field Repair Center
(where all units are currently sent
now for repair). The Center will install
the second drive and return the unit to
the customer.
The cost of the 9 1 2 1 F kit will be
$ 5 7 5 . The installation fee (which is
not included) is expected to average
$ 9 0 , making the total cost to the
customer approximately $ 6 6 5 .
Remember, the 9 1 2 1 F kit doubles
your customers capacity and will be
available March 1, 1 9 8 3 .
SDD
A New Graphics Tablet for RS-232
Environments
Bill FuhrerlSDD
Now you can offer your customers a
low-cost, color graphics workstation:
the HP 2 6 2 7 A graphics terminal and
SDD's new 1 7 6 2 3 A graphics tablet.
T h e terminal provides the RS-232-C
interface and the tablet provides comfortable, freestyle data input and CRT
cursor control capability. With software like HPDRAW, GRAPHICS/
1000-11 or GRAPHICS/9000, a
2 6 2 7 / 1 7 6 2 3 workstation is a costeffective way to provide tablet
interaction in an RS-232-C
environment.
lncreased lnteractivity for
lncreased Productivity
The 1 7 6 2 3 A maximizes interaction
with a terminal because cursor control is independent of the host computer. The results are faster response:
time and increased operator
productivity.
High Resolution for High Quality
Output
Our new tablet offers two levels of
resolution: either 390 x 5 1 2 points to
match the terminal's screen, or 1 560
x 2 0 4 8 points for a resolution four
times greater than the screen (except
with DGL software). Your customers
will appreciate high-resolution mode
when preparing logos and diagrams
for reports or overhead transparencies. Screen-resolution mode is useful
for tasks that require rapid data transfer instead of high quality output.
The 17623A -graphics
tablet has two
.
data transfer modes, three pen modes,
an on-lineloff-linekey, an enter point
key for accurate coordinate transfer,
and an axis invert key.
Natural Operation for lncreased
Comfort
Moving the stylus on the tablet is a s
natural a s writing with pen and paper.
T h e tablet can be tilted to a comfortable angle for use o n a table and it's
light enough to be held o n a lap. Both
right- and left-handed operators can
use the tablet with equal comfort
thanks to a key which rotates the
tablet's coordinate system.
Flexible Digitizing
Coordinate data can be sent to the
computer in ASCII format for easier
programming, or in binary format to
reduce data transfer time. And users
have a choice of coordinate transfer
35
modes. One coordinate can be sent
for each press of the stylus for
applications such a s menu selection,
or a stream of data can be sent for
freehand drawing or tracing
applications.
Simple Installation
The tablet is easy to set up. An interface module plugs into the terminal's
keyboard socket. The tablet and
keyboard then plug into the module.
No power cord is required because
the module draws power from the
terminal.
Data sheets and field training manuals
will arrive at your sales office soon.
Shipments of the 1 7 6 2 3 A will begin
on March 28.
SDD is committed to giving you the
graphics edge!
How to Ensure Timely
Deliveries to Your
Customers
Pat HartsonlSDD
SDD receives many orders for units
requiring options, but option numbers
are often missing on the transmission.
When this happens, the SDD/BID/
YHP order coordinator must contact
the originator and request a change
before shipment can be scheduled.
The search for missing option numbers is costly, time consuming, and
could delay delivery to your
customer.
Please check the CPL for required
options before you transmit the order.
Moving a stylus is a faster and more natural way to control the terminal's graphics
cursor than using the terminal's arrow keys.
36
I
Peripherals Group
Discovers Big
Bertha's Hidden
Talents
New Data Sheet for "Old Friends"
Gretchen CoarlSDD
After six vears.
z
. the HP 7220. 7221.
and 9872 graphics plotters remain
worldwide favorites. Our new data
sheet emphasizes the characteristics
that made the eight-pen plotters so
popular: output quality, media flexibility, and attention to detail.
Jan BellICPG
Creativity and ingenuity joined forces
when the Computer Peripherals
Group used an HP 7580 Big Bertha
plotter and an HP 9845 to generate
posters for a Division Review Product
Fair.
Look for this data sheet on your
literature shelf. In addition to a discussion of features, three pages are
devoted to technical and business
applications for graphics. And you'll
find an explanation of the differences
between HP-GL and compacted
binary.
From workstations in Boise and Vancouver, we generated text for the
posters on the 9845. The words were
copied to the internal printer and distributed to managers for editing. Corrections were made on-line before the
posters were plotted. We also used
the 9845 to create a large grid pattern
which served as a unifying background for the posters.
New data sheet for the 8-pen graphics
Plotters
The grid pattern was drawn first. We
filled a 7 5 8 0 drafting pen with white
ink and plotted the grid on gray pantone paper. The text was then plotted
over the grid with transparency pens.
(Paper pens didn't work because of
the coating on pantone paper.)
Configuration Data for the HP 2601A
Printer Used With the Series 100
Finally, we mounted the plots on
poster board and hung our striking
posters on fabric displays.
We're impressed with the 7580's
flexibility. This plotter handles
posters as easily as it produces drafting diagrams. Tell your customers
about it and try it yourself next time
you need display art.
VCD
A1 GrubelVCD
Current copies of the HP 2601A
Daisywheel Printer Installation and
Reference Manual contain some
errors regarding datacomm configurations when used with the HP
125. Since the configuration is the
same for the HP 120, this article
Baud Rate: 1200
Ptr Nulls: 0
EVEN
Parity:
SRRXmit: OFF
The next printing of this manual, due
soon, will correct these errors as well
as include additional system configurations for support that has
recently been announced.
applies to the Series 1 0 0 in general.
Section Ill, page 5 shows the Series
1 0 0 menu with X-on/X-off set to
receive and parity set to none. The
proper settings, recommended by
POD are:
Straps:
xz
SRRlnvert: OFF
Hndsk:
etX
Xon/Xoff: Xmit
By the way, the configuration for the
HP 2602A Daisywheel Printer, just
announced on November 1, is also as
listed above for the Series 100.
37
New Workstation
Printer Configuration
Guide Available
Word Processing Software Printer Support
Mike PolanskylVCD
Now that Vancouver's low-cost
Daisywheel Printer (HP 2 6 0 2 A ) and
the Dual B i n Sheet Feeder for the
2 6 0 1 A ( 2 6 0 1OD) have been
introduced, a quick look at word processing software support is i n order.
System
(
I
Software
Since all o f the support issues have
not been resolved, we'll give you all
the information we have at present
with the understanding that your
inputs may change our approach.
2601A
2602A
26010D
Series 100
Model 120 Series 100/Word
Supported Supported Supported
Model 125
Series 100/Word
Model 125
Wordstar/l25
Supported Supported Unsupported
(See Note 1)
Series 3000
I
II
1
(Slaved to HP Word (Rev.AO1.00)
HP 2626W)
(Direct
Connect)
Supported Future
Slate. TDP, Edit
Future
1
1
Series 80
HP-85/86/87 Wordstar. Word 80
HP 250
Text 250
Future
HP 2647F
Word/47
Supported Supported Future
Future
Future
Note 1: The Vancouver Division realizes the importance of gaining support for
the sheet feeder with Wordstarll25. We are looking into the possibility.
9
;\
38
Bob WeislVCD
I
For Internal Use Onlv
Support plans are sometimes altered
because o f inputs from the field. W e
can't stress enough that your comments will help shape future support,
especially for word processing products where available software IS critically important.
With the addition of the HP 2 6 0 2 A
Daisywheel Printer, we have updated
the Workstation Printer Configuration
Guide. When a workstation printer is
being ordered, the determination o f
which interface option, cable, system
driver, etc., to order can be confusing.
This set of configuration tables from
VCD can help eliminate costly errors
that might otherwise result.
This latest revision of the Configuration Guide includes workstation
printer configurations with the new
Series 1 00 and Series 2 0 0 products.
as well as the 2 7 0 0 Series o f terminals and other new HP hosts and
svstems.
IfZyouwould like a copy, please send a
COMSYS
COMSYS code is
-- (VCDVs
.
-
5400) to your sales support contact
at VCD. Please supply us with your
name, address, and COMSYS code.
Region/Area
Contact
Eastern Sales
Region
Bob Weis
Canada
Bob Weis
Neely Sales
Region
M i k e Polansky
ICON Countries M i k e Polansky
Midwest Sales
Region
Harold Fast
Southern Sales
Region
Harold Fast
Europe
Harold Fast
~'-?
Backtalk
Keeping Customers
Current Fosters
Success
One selling factor leading to success
is iterated during interviews with
some of the top ten SRs for each
month. This is the habit of consistently informing customers of the
latest Hewlett-Packard hardware and
software offerings. Some of the top
salespeople who mention how important updating customers is include
Harry Haayer of the San Diego, CA
sales office; Bill McCarrick, Atlanta,
GA; Mark Wedgworth, Westlake
Village, CA; and Vince Wojteczko,
Orlando, FL.
Military customers, and some others
that like to standardize on particular
equipment systems, may find it
irritating to learn HP has just
introduced another state-of-the-art
computing system. However, they
would rather be able to evaluate new
equipment and capabilities than to be
left uninformed on the basis that "the
customer wants to keep buying the
same old stuff anyway."
One of Vince Wojteczko's customers,
a large government supplier, had
specified the HP 9835 for a repeat
procurement. This was for use in
developing a control system for an
Italian helicopter. The customer had
spent about $300,000 for desktop
systems during FY '82, and was well
entrenched i n using the 9835s.
Vince went to work, and by convincing the customer of the HP 9826's
and 9836's increased friendliness and
cost-effectiveness, he converted them
to the newer products. The total order
amounts to 2 4 combined 9826s and
9836s, with a volume of HP scopes
and HP 9 8 7 6 printers as well. The
customer is now making good
progress in upgrading to the new
equipment.
ATP Product Description
John VegalNeely San Diego
When giving this data to a customer
explain that prices are only stated to
compare the configuration possibilities.
My experience is that customers and
HP personnel quickly begin to understand the ATPpossibilities after viewing the flowchart on the next page.
DSN/Advanced Terminal Processor (ATP Subsystem)
The ATP Subsystem is composed of
one SIB (System lnterface Board),
one or more AlBs (Asynchronous
lnterface Board), and a motherboard
which accepts various Mini Boards to
deal with various types of direct connect or modem ports (modem ports
only on the Series 64).
Given the following convention:
HP-DCA = RS-422 / 5 Pin Compact
Connector, HP-DCB=RS-232 / 3 Pi17
Compact Connector, ordering an AIE3
(30 145A) with no option will get you
(3) mini boards each handling (4)
RS-422 5 Pin Compact Connectors.
Each Option 0 0 2 ordered will replace
one mini board (4 ports) with the RS2 3 2 3 Pin Compact Connectors.
Technical Specifications
which defines the mechanical and
functional characteristics of the
digital interface between terminal
equipment and modems. RS-449 is
divided into low speed (RS-423 unbalanced circuits) and high speed
(RS-422 - balanced circuits). The
full implementation of RS-449 would
necessitate two connectors (37 pin
and a 9 pin). HP has decided to only
partially implement the RS-449
recommendation. Our offering uses
RS-422 and only 5 pins (balanced or
twisted pairs for receive and transmit
lines plus a ground).
Benefits
Line lengths up to 4000 feet
(1 2 2 0 meters)
Data rates u p to 19.2k bps (future
capability)
Noise immunity against RFI
(Radio Frequency Interference),
EM1 (Electromagnetic Interference) and ESD (Electro-Static
Discharge)
Performance improvements
(micro/port with buffering).
RS-449 is an EIA (Electronic Industries Association) Recommendation
Sales Picture
3 0 144A
DSN/ATP System Interface Board (SIB)
301 45A
001
002
DSN/ATP Direct Connect Port Cntrlr
First Port Cntrlr on Series 6 4
Replace 4 RS-422 ports with 4 RS-232 ports
301 5 5 A
001
DSN/ATP Modem Port Cntrlr
First Port Cntrlr on Series 64
39
Backtalk
Flowchart Options
1) Ordering a 262X (except 2621 B ) or
264X with Option 0 3 5 adds RS-422
receivers and drivers to the terminal.
2) Terminal Upgrades (except 2 6 2 1 B ) :
2 6 2 1A/P, 2622A, 2 6 2 3 A order
13266E
2624A/B. 2626A/W order
1 3 2 6 6 E Option 0 0 1
264XS order 13260E (Option
0 0 3 for 2 6 4 8 A and Option 0 0 6
for 2 6 4 7 A )
w
UeLE
18 L
I W
L-
r'
WRN-W
mwl~n
CON
--A
3) Terminal Cables (terminating into 3
or 5 pin male compact connector all
5 meters long):
13222P (262X / RS-422)
3 3222X (262X / RS-232)
132321 (264X / RS-422)
13232X (264X / RS-232)
13242X (262X Port Two / RS232)
4) Adaptor Cable ( 3 0 15 2 A ) used to
convert any standard 25 pin male
cable to the new compact 3 pin RS2 3 2 connector (5 meters)
7
-
-
3 AN
w-WOOYPYX +
@
+
'
CONH
CrnYP
- rn
-xm-1
-YW
\
UBLP
'f'
5) Building your own 3 or 5 pin
Compact Connectors:
RS-422: 9 2 2 2 5 A - 5 pin male
922258
5 pin female
9 2 179D - shielded 5
wire / 2 4 AWG (sold by
the meter)
-
3 pin male
RS-232: 9 2 2 2 4 A
922248
3 pin female
9 2 1 79C - shielded 3
wire / 2 4 AWG (sold by
the meter)
-
-
Crimp Tool: 9 2 2 2 9 A (used for all
compact connectors to
connect shield)
HEWLETT
PACKARD
Hewlett-Packard Computer Marketing Group, 1 9 3 2 0 Pruner~dgeAvenue. Cupert~noCA 9 5 0 1 4 USA 4 0 8 9 9 6 9 8 0 0 COMSYS CODE 501 5

Prices s ashed on Peripherals

Transcription

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