For HP Field Personnel June 1, 1980

Introducing the 9825WT

HP Computer Museum
www.hpmuseum.net

For research and education purposes only.

 June 1, 1980
Vol. 5, No. 14

On the Cover
"wlqjor harhvare errhnrlcerr~rrll.~
ill the h % wrzm veisiorw ($the HP
9825 - t h e 9 8 3 T (pictured)r~rrrl
the 98258 - illustratp H P I <or?-
tinuirlq cornrnitrrirrrt to thrs
&top rorrlputer. Article F~~q'rls
or1 paxp 10.
Productivity '80 Opens in Loa; Angeles ,Jol~ r I il,fcrk/"\rSR-Aiq,or?c':? A1lr.r I
Fo.s~~I-/A'SR-FI~
llertorl
HP's Computer Conference a n d Exhibit attracted Inore than 2,500 people
in L.A. a n d generated Inore than 800 n e w learis.
10 New 9 8 2 5 B I T ...
The Best Becomes Better Bill Boc~hrtllUCD
"HP's premiere desktop controller" has been even hl-ther enhanced with
these two n e w versions.

HP Climbs to # 150 in Fortune 500 Rich EdulorcLs/GSD

13 Last year it was 167th, this year its 150th. \Ve're on the rnove!

Spectrum Graphics Kit and the System 45C la^?^ Zo~ller/SDD

23 Thrs graphics kit, used with the 9872 plotter, can cl-eate ha-dcopyof select
b ~ a p h i c sproduced on the 9845C desktop computer.

Departments Sections

4 In this issue
CMG. CSD, cso 5 Computer Marketing
DSD, DCD 8 Technical Computers
GSD 13 Business Computers
DTD, HPG 16 Terminals
B O ~ Colorado
, Peripherals, 2 1 Peripherals
DMD, San D i e g o
26 Backtalk

For Internal U s e Only Computer News June 1,1980

Computer News
An Introduction ...

This is the first issue of Computer News, which replaces the

Computer Systems Newsletter.
The objective of Computer News is to provide you, the Com-
puter Groups' Sales Representatives, with a single source of
timely and concise :
policy update information you need to do your jobs and
information necessary to help you sell HP's products.
In doing this, Computer News has a number of goals:
To supply you and your managers with a single source of
marketing information from each of the Computer
Groups' Divisions to keep you current on hardware,
software, applications, competitive developments, price
changes, new policies/procedures, sales aids and mar-
keting organization changes.
To provide you a clearinghouse for sharing information

-
currently available only in individual sales offices.

Division
Field -
To foster an effective two-way communication exchange :
Field
Field
To establish and maintain a professional looking format
and type style consistent with HP publication guidelines.
To establish and maintain a regular publication schedule,
with newsletter distribution occurring before the 1st and
the 15th of each month.
We hope the new format of the publication will make it
easier for you to find the information of interest to you; and
that Backtalk will provide you a voice for sharing with others
useful sales information.
Your comments and suggestions for improvements are wel-
come. We need your feedback to ensure that Computer News
is an effective and valuable field communication tool.

Computer News June 1, 1980 For Internal Use Only

In this issue
Productivity '80 Opens in Los
Angeles ... J. Mack/NSR-Arport &
A. Foster/NSR-Fullel-ton
Marketing Corrl~nunications...
Bringing it to You ... A. Danver/C~MG
Secondary SROs to Offer T&M
s e ~ c ...
e C. KryzanlCSD
New and Improved Site Preparation
... J. Friedman/CSD
Travel is Unbundled From Installa-
tion Senices ... J . Friedman/CSD
Computer Manuals Listing Avail-
able ... J. KinneylCSO
HP 1000 International Users Group
to Hold its First Conference ...
G. Lirn/DSD
Three-Year High For ATS/1000
Sales ... D. MabeylDSD
1000 0 EM/So ftware Suppliers
Guide ... R. Held/DSD
New 401-Series Application Note
... D. MabeylDSD
RTE-IVB Sources anti Listings ...
J . Koskinen/DSD
Ordering 1350s Displays on HP
1000 ... C. Phillips/DSD
92063A IMAGE/1000 to Become
Inactive Au6Ust 1 ... C. Phillips/DSD
New Technical Reference Hand-
book ... S. Harper/DSD
L-Series European Press Coverage
... A. Rakhmanoff/GRE
L-Series Introduction to Japan ...
M. Takahashi/YHP
New 9825B/T ... The Best
Becomes Better ... B. Boehm/DCD
PL96 Product Update ...
J . Boose/DCD
For Internal Use Only
New Desktop Data Communica-
tions Has Arrived ... T. Anna/DCD
New 9825 Manual Kit ...
A. Jackson/ DC D
Article Reprints Help You Sell ...
A. Sperry/DC D
HP Climbs to #I50 in Fortune 500
... R. Edwards/GSD
Sales Development Additions ...
hi. Liebhaber/GS D
Targeting for the hlariufacturing
Market ... C. Kelman/GSD
HP 250 Strengthens its Market
Position ... Higher Performance ...
Higher Reliability ... J . Carlson/GSD
HP 250 Data Communications
Price Change ... P. Storaasli/GSD
IBM 5120: HP 250 Competitor In
Naine Only ... P. Wilcox/GSD
OEM Proves Vertical Markets Pay
Off! ... C. Sauer/GSD
HP 300 End-User Profile ...
R. Pe ngo\r/GS D
Special Thanks From 3000 Program
... J. Celii/GSD
Use Your IML/3000 Reference
Manual ... J . Chisholm/GSD
The Great Terminal Sweepstakes
... E. Hayes/DTD
DTD Training Schedule ...
R. Leigh/DTD
2647-9872 Coordinated Ship-
ments ... G. l.ee/DTD
Tech Support Additions ...
D. Goodreau/E. Hill/DTD
2648A Capabilities ... A. Zaremba/
P. Leitterman/DTD
2647A Scattergram Plotting ...
D. Williarns/DTD
HP 1000 L-Series Brochui-e in Five
Languages ... J-P BonneviUe/HPG
Manufacturing Executive Seininiws
are Good Business! ... G.
Hetornaz/HPG
Computer Graphics Coxrage ...
J. Erickson/DTD
'The mysteries of Multipoint
H. Sindler/DTD
Don't use "Return" key on a
2645A! ... &Nodier/HPG
I.
HP 1000 for Electrical Data Capture
... B. Guidon/HPG
HP 3000 Programming Brief for
307X Terminals B Guidon/HPG
Data Capture Terminals Demo Kit
A. hlouttham/HPG
Reminder On 30708 Obsolescence
.. B. Guldon/HPG
Sales Development Changes
B. Murphy/Boise
How Shipping Moves it for You
T. Mills/Boise
Product Support Addition ...
T. Moore/Boise
Digitizer Digest ... B. Bennett/DCD
12940A Disc Cartridge Customer
Notification ... M. Gordon/DMD
Spectrum Graphics Kit and the
System 45C ... M. Zoeller/SDD
Plotter/Printer Selection Guide
for Son-HP Systeins ... C. Halso/SDD
A "Special" Resource .
M. Foley/lCON
Will HP Guarantee Success? ...
J. Knopp & B. Cla.vcornb/Neel.y-
Santa Clara
Computer News J u n e 1, 1980
 Computer Marketing
CMG
Productivity '80 Opens in Los AngeIes
Bv: .John MrxklNSli-Airport rcrzd Allen
Foster/~VSR-Fullerto
11
The soft carpeting and subdued lighting
created the right warm, friendly atmos-
phere. The attractively displayed HP corn-
puter products p~uvidedthe right en-
ticement. The stage was set. Sales Reps
stood ready. Productivity '80 (HP's Com-
puter Conference and Eshibit ) pieviewed
to a crowd of more than 2,500 at the Los
Angeles Hyatt Regency, April 29-30.
Productivity '80 included two days of
executive seminars, technical workshops
a and computer dernonstrations. It en-
lightened Los Angeles to HP through
95,000 mailed invitations, 180 radio spots,
and three newspaper ads. Many serlior
executives and middle managers learned
how they might derive productivity im-
provements from HP computers.
The direct benefits from the show ...
Generated more than 800 new qual-
ified leads
Heightened awareness in Los Angeles
of HP Computers
Presented attendees with the complete
HP computer offering
Enhanced selling environment through
comprehensive demonstrations shown
in a noncompetitive environment
Offered an executive selling opportun-
ity at a Paul Ely hosted dinner for 150
..--.
Computer News June 1, 1980
Our utmost appreciation to all who sup-
ported the show, including the Divisions,
Groups, a n d the field. The behind the
scenes stars were Andv Danver and
Rudann Clark, whose talent and dedica-
tion made it all possible.
Productivity '80 now moves to Dallas May
28-29 and then to New York June 11-12.
Don't miss it !
Opening Day (before the crowds1
At the show
For Internal U s e Only
Marketing Communications ... Bring-
ing it to You
By: Ai~d,vDntl wr/C,MG
If "Marketi~igCornrnunications" draws a
blank, and you'd like to know more about
where Computer Groups' advertising,
Coinputer Advances, public relations and
sales promotion activities, and this news-
letter come fi-om, read on.
The Marketing Communications Depart-
ment at Computer Marketing Group is re-
sponsible for developing and irnple-
menting Computer Groups'-wide plans
for advertising, public relations and sales
promotion. It's our goal to help you, the
computer sales force, sell our products by
making businessmen more aware of
Hewlett-Packard as a reliable source of
quality, interactive, distributed computing
equipment.
Our major responsibilities fall into five
broad categories. They are :
,dvertising
Andy Danver heads up HP's multi-nlillion
dollar woddwide advertising program. In
the US alone, HP will run rnore than 300
ads in general media, computer trade and
engineering magazines. We have been one
of the largest advertisers in Business
Week, Computerworld, Datamation, !Mini
Micro Systems and Production magazine
and a major advertiser in the Wall Street
Journal, Computer Design, IR&D (Indust-
rial Research & Development) and
Machine Design. In Europe, our ads run in
magazines and periodicals in 13 different
-
countries under a plan developed by Tom
Cochran in Geneva and the local adver-
tising and sales pmrnotion managers in
each of the countries. And, Mona Foley at
ICON Headquarters in Palo Alto, coor-
dinates with the local country sales man-
agers, the advertising in the Far East,
Australasia, Latin America/South Africa
and Japan.
Computer Marketing
These ads are designed to be informative
to the interested businessman. If we ar-
ticulately describe the features and bene-
fits of our products, customers should ac-
tively consider us for their next systems
purchase. Our goal is not to generate
"bingo" leads, but to encourage in-
terested, qualified pmfessionals to call the
local sales offices for more information
about Hewlett-Packard and our computer
products.
Cornputer Ativances
Bob lngols produces Computer Advances
at least four times a year. This advertising
insert is designed to develop in the nlinds
of computer professionals the image of
HP as a technical u~novator.Issues pro-
mote specific themes like manufacturing,
technical computers, distributed proces-
sing, and appear in Computerworld,
Datamation and Mini Micro Systerns. Over
100,000 issues are direct mailed fro171
here to customers who you have asked to
be on our distribution list.
Public Relations
Bob Ingols manages the Cornputer
G ~ o u p spublic
' relations efforts with the
assistance ofLee Bonds. He works in close
cooperation with Corporate PR to ensure
an integrated HP program. Bob is respon-
sible for developing and implementing a
plan for closer relationships with key
management, computer trade and man-
ufacturing publications. Lee is responsible
for de~~eloping eight application stories
per month and placing them in at least 15
business and trade publications. Be sure
to let Lee know of your accounts who
would like to be written up in the press.
Sales Promotion
Rudann Clark heads u p groups-wide sales
pl'omotion activities. She has been the
force behind Productivity '80, Computer
Groups' Exhibit and Seminar Show held
in Los Angeles April 29-30 and scheduled
for Dallas ,May 28-29 and New York City
June 11-12. (See Alan Fosters and John
Mack's report on the L.A. event on the
previous page.
Rudanr~also manages Cornputer Groups'
multi-division participation irl national
trade shows like APICS in L.A., INFO/MFG
in Chicago and INFO in NYC. And she is a
focal point for the multi-division seminar
prograrns and the distribution of division
presentation material.
Cornputer News
Kerin Her~dersonbrings you Cornputer
News on the 1st and 15th of each month.
We hope you11 take advantage of the new
field input section and help us make this
newsletter e\,en more meaningful for you.
Sherri Sumner and Tracy Wester provide
the clerical support necessary to keep the
department moving.
CMG Marketing Communications is here
to help you be successhl. We want our
advertising, public relations, sales pmmo-
tion and newsletter activities to support
your sales activities. Please write orcall us
here in Cupertino to let us know how we
can help you more effecti~~ely - (408)
996-9383.
For Internal Use Only
CSD
Secondary SROs to Offer T&M
Service
By: Chris IOyLnnlCSD
In keeping with CSD's ongoing program
of providing HP customers with a full
range of support alternatives, mainte-
nance services are now available o n a
percall basis from Secondary SROs. An
additional 55 offices will now offer these
fixed-price Time and bfaterials (T&M)
Services out to a radius of 100 In les.
Normal response under this program is
within three working days from time of
call to any site located within HP's service
travel area. For customers needing an lrn-
proved I-esponse,this option is available at
a fixed price from Primary SRO's, as indi-
cated :
Prirrlary SRO Zone Response Tirne
1, 2 or 3 4 hours
4 or 5 8 hours
6 12 hours
Outside Zone 6 Quote
Fixed travel fees are charged based on the
customer's location relative to an SRO.
Coverage from a Secondary office is
specified thmugh Zone 3; sites outside
this area will be supported by the nearest
Primary. Primary SROs will corltinue to
offer T&M senlice on a standard basis out
to Zone 4 (150 milesl. Outside this region,
charges will be on a portal-to-portal basis.
Computer News June 1, 1980
Computer Marketing
New and Improved Site Preparation
By: Juy Friedrrmrz/(:SD
In the past, site pl-eparation for HP 3000s
consisted of simply making a visit to help
the customer better understand our sys-
tems' environmental and power require-
ments as an aid lo their planning for
facilities. Site verification generally con-
sisted of an inspection visit.
What was actually being accomplished
was a site planning visit and a physical
inspection. The deeds did not match the
names. In the case of site verification, in
many cases it was inadequate in that no
measurements were taken to "verify" the
sites acceptability.
For these reasons a change has been
made to better focus o n these services.
Site preparation has been divided into two
distinct services, Site Planning and Site
Environmental Survey.
Site Planning senices assist the customer
in determining all the preparation re-
quirements for his site. Site Environmen-
tal Survey replaces site verification and
now includes measurements to better as-
sure that a site is adequately prepared for
reliable system operation.
Your HP 3000 customer will now receive
these services as part of the warranty in-
stallation. Consult the revised Warranty
and Installation terms for information as
to the services provided for other systems.
Remember that Site Environmental Survey
is also a part of the Standard and Basic
Maintenance Agreements. Consult the
CSDSupport S e r v i c e s Data Book for more
information.
Computer News June 1.1980
Travel is Unbundled From Iostallation
Services
Bv: J a y Frierlrr larl/CSD
In some instances, purchasers of termi-
nals and desktop computers request that
HP install these products. Also, we are
often asked to quote installation o n relo-
cation.
Our past practice was to "bundle" travel
into the installation services charge (Site
Planning, site verification and installation
providing a more attractive price to the
customer very- remote from a metropoli-
tan area than to the customer close to our
offices. For example, a customer located
in Billings, Montana, could have a termi-
nal installed at the same price as one in
New York, even though the travel costs
were 5-6 times as much.
To more equitably price our fixed-price
services - installation and site preparzi-
tion - travel has been unbundled from
their respective fixed price. Previously all
customers were billed for travel based on
an average bundled into the fixed price.
Now each customer will be billed his
applicable travel zone charge which more
accurately reflects our costs and still pro-
vides the fixed price.
When the CEO performs the requested
service, they will bill, through SIS, the new
Fixed Price and encode the customer's
travel zone. SIS will automatically gener-
ate the actual travel zone charge from the
encoded custonier travel zone.
For Internal Use Only
cso
Computer Manuals Listing Available
By: Jirrl Kinrlqv/CSO
Ever wonder if you (or your customers)
have the current edition of a particular
manual? Since CSO began stocking and
distributing Computer Groups manuals
last November, we've received enough re-
quests for this type of information to
know it's a common concern.
In response to these questions, the "first"
HP Computer Manuals Listing has been
published. Distribution has been made to
all field Order Processing managers for
use by their order coordinators, and to all
District Sales, SE and CE Managers.
The Listing contains current Computer
Groups Manuals as of May 1, 1980 and is
arranged in two sections, one overall list-
ing in part number sequence, a n d one
subdivided by responsible Division.
Description, ordering check digit and
print date information is shown for each
manual part number.
A limited number of additional manual
listings are available on a need-to-know
basis. Contact Jim Kinney, CSO COMSYS
2268, if you need one. Your suggestions
for the next edition of the ~ i s t i n g
scheduled for Autumn 1980 are also wel-
come.
But is it the current manual?
Technical Computers
DSD
HP 1000 International Users Group to
Hold ite First Conference
B)': Gary LirrllDSD
On August 25-27, 1980, the HP 1000
International Users Group will hold its
first conference in San Jose, California.
This conference will occur just one short
year after the inception of the p o u p ,
which now numbers 600 and is still
growing. Papers will be presented by both
users and HP personnel. Additionally,
there will be seminars and product panel
discussions and an exhibit hall displaying
HL 1000 systems, peripherals, and related
products.
This will be an excellent opportunity to
participate in a truly international
exchange of information. For further
information, contact :
Dr. Glen Mortensert
Intermountain Technologies, Inc
P.O. Box 1604
Idaho Falls, Idaho 83401
(208) 523-7255
I will also be able to answer questions
from HP personnel. You are encouraged
to send at least one representative from
each office or district.
Three-Year High For ATW1000 w e e
By: Dnwsorz ,Mabey/DSD
Sales of DSD integrated ATYlOOO
Automatic Test Systems coniinue to be
the leading performer for DSD in the 1st
half of FY80. Orders for the hlX hlissile
program lead the impressim list of orders
year to date. With our current backlog of
systems, the summer months will
produce an impressive array of hardware
being integrated in the ATS area. Stop by
in July with your customer and we expect
to have more than 120 bays of hardware
on the integration floor at one time!
With the continued emphasis on defense
spending, the next few years should
continue to provide many opportunities
for you to sell big ticket ATS/1000 systems
in this market. Since many of these
systems can be quite complex, be sure to
contact your DSD Sales Demlopment
Engineer right away for help!
1000 OEM/Software Suppliers Guide
By: Rid I-IFldlDSD
A limited number of the "HP 1000 Guide
to OEMs and Software Suppliers" are
currently available. We'\e had a univer-
sally enthusiastic response when
presenting these booklets to customers
visiting DSD, especially when they see the
more than 200 HP 1000 application
products awilable from our third parties.
The application products are indexed by
both industry and application area and
coded so that the SR retains control over
the specific source name and address
information. That information is
contained in the "Suppleinent" to the
Guide distributed to the worldwide
Technical Computer Sales Force during
the last NPT Tour.
Minimum order quantity for the Guide is
10 and the price is $5 per copy. To order,
transmit a "HEART-Override" to DSD,
coded 1-2, for RS-24. We'll ship your
guides ASAP!
New 401 -Series Application Note
By: Da>v.sorz,\fa bey/DSD
The latest 401-Series Application Note
(AN 401-221 colrers the new HP 3497A
Data Acquisition Control Unit froin
Lowland Instrument Division ILIDI. The
HP 3497A provides high resolution
analog front-end capability for HP 1000
based data acquisition applications that
require high precision analog measure-
ments on u p to 1000 channels, plus some
digital I/O (research & productioni.
For Internal Use Only
RTE-IVB Sources and Listings
By: J O ~ L I IK(~skir~er~/l)SD
Here are two products that help the
sophisticated b ~ h andl volume-end-user
develop and custoinize special
applicatio~tscode. While RTE-IVB
provides a good deal of general capability,
many of these highly valued customers
need to understand the internal workings
o f the operating system and in sonle cases
even to modify apl]lication critical parts of
system code.
Listings
The RTE-I\% listings provide the detailed
information a customer may need to \vrite
special drivels or high perfomtance ma1
time routines. The I~btingsare t h printed
~
output of the assembler or compilers. The
following routines are available :
Me~noryResident Systern
Utilities
I/O Drivers
Decimal String Arithmetic Routines
HP-IB Library
TV Interface Library
Systein Library
Disc aackup Library
DOS/RTE Math Library
The listings, because of their volume, are
delivered on mag tape, line printer listable
files.
Sources
The RTE-IVB source product is the actual
soulycecode used to assemble or compile
the relocatable modules for the gen-
eration of a system. The complete
description of the product is foultd in the
data sheet (5953-4253).The customer is
allowed to use and modify the source :
code on one HP 1000 system. The
!
customer may also buy a right-to-copy i
product for any object code derived from 1
using the sources.
Software License
r ) i!
The source code r ~ q u i r e sa signed license
agreement before the product can be
delivered. The listings do not require any
1
license and, of course, do not provide any
rights 01, privileges for software use.
Computer News June 1, 1980
r
Technical Computers
Ordering Inforination
Source listings on 800 BPI mag tape
22999-90236 List Price: $1,500.
Source listings on 1600 BPI mag tape
22999-90237 List Price: $1,500.
These listings are for RTE-IVB data code
1940 (10/1/791 and arx: updated at
approx. six-month intervals. No update
service is provided.
RTE-NB Source Code and License
92068X $15,000
Option 002 ($14,400)
Update discount from
92067X (RTE-IVA
Sources1 and 920672
(Support Services)
Option 050 800 BPI 0 compatible with when sold.
mag tape
Option 051 1600 BPI 0 1, 1980. After that time we will no longer
mag tape
92068Y Right to Copy $2,000
Derived Object Code
920682 Software $135/month
Subscription Service
Ordering 13508 Displays on HP 1000
By: Co rley Phillipsl'DSD
The 1350A Graphics Translator and the
13XX refresh vector displays have been
supported as HP 1000 peripherals and on
GRAPHICS/1000 since the beginning of
the year. They have been multicoded for
SF01 a n d SF02 since that time as well.
The primary sales force remains 01; 02
earns the commission when it is sold on
an existing HP c o ~ n p u t e system
r or with a
new system that does not contain
instrumentation on the same order.
However, quota credit is not automatic;
you must order Option 0952. This is listed
as a "N/C Field Support Option" and
what it means is the 02 SR gets quota
credit. Also, remember that you can
specify a shipping window for these
products if your customer wants a
"coordinated" shipment.
Computer News June 1, 1980
92063A IMAG41000 to Become Grenoble
Inactive August 1
L-Series European Press Cowrage
By: Corky Phillips/DSD
By: Alic RcJihrr~~~izof/GRE
A year ago we introduced a great1.v en-
March 10, 1980 was the first time HP had
hanced IMAGE/1000 product and gave it
gathered so many European journalists
a new model number (92069AJ. At that
for a press conference. Fifty journalists
time we put the old product (92063Al on
from 11European countries, representing
the mature list. Since then its sales h a ~ e
all the major European technical mini-
dropped to essentially zero, and it is time
computer magazines, attended the
to make it inactive. This means that we
two-day L-Series press conference at HP
will not sell the product, although we
Grenoble. Paul El-v, Dick Anderson, C.vril
continue to fix "serious discrepancies"
Yansouni and Dave Borton were speakers.
for five years. To be "serious", a
The presentation was given in four
discrepancy must mean the system won't
languages: French, English, Italian,
work without a fix. This includes an
German, followed by demos and a factory
incompatibility with other S/W products
tour.
which 92063A was defined to be
Among the press clippings generated
were several fullcolor covers and many
The product will become inactive August
favorable full-page articles.
accept orders for 92063A. Since this is a
type I1 product, people who have this
product can continue to copy it freely
YHP
after inactivation. L-Beries Introdudon in Japan
By: LMnkotoTukahashilYHP
New Technical Reference Handbook YHP's L-series introduction included
By: Scott HurperIDSD presentations at the following sales
The HP 1000 M/E/FSeries Computers offices: in Osaka (Mar. 3-Apr. 11, Nagoya
Technical Reference Handbook is now av- (Apr. 3 1, Tokyo (Apr. 7-81
ailable! Part I contains operating and re- A total of 242 customers (from 138
ference information for the M/E/F-Series different companies 1 attended. They
Computers. Part 11 is the M/E/F-Series W 0 showed great interest in the L-series' DIA
Interfacing Guide. The Technical Refer- (Distributed Intelligence Architecture
ence Handbook is shipped with all M/W and the performance of the DMA. A
F-Series computers. It is an easy-to-use full-page L-series advertisement has been
reference manual for CEs and provides placed in some of the major industries'
SRs with in-depth explanations of M/W newspapers.
F-Series computer operation and inter-
facing for those prospects and customers
requiring technical infortnation. (P/N
5955-0282, list price $5.)
SE, Kurosawa-san, demonstrates the L-series.
For Internal Use Only
Technical Computers

DCD P L 9 6 Product Update

New 982SWT ...
The Best Becomes
By: Johil Boose/DCD
Product Line 96 has introduced several ~ n a j o new
r products on the last few N P T Tours.
Better
By: Bill Boehrn/DCD Although our merchandising tools were in excellent shape, there wele a few prol~lelns
in shipping initial field demos. These prol~lernsha\e now heen resolwd, and we'le
Last month marked the intruduction of
ready for orders !
two exciting new x r s i o n s of the HP 9825
desktop computer - the 9825B a n d the We have shipped most 9835 Structured Prograrn~iiingand 9845 Asseml~lylanguage
9825T. They are the nucleus of an ROM demos, and are beginning custorner shipments. In April \ve Ixgan shipping mom:
extensive campaign DCD has launched than 100 Data Base Management demos, anci we feel comfortal~lewith 1 2 week
for "HP's premiere desktop controller - availability for customer shipments. We also shipped
- . 20 prelirninap 9845 Data
the 9825." Communications demo configurations in April ant1 more in llay. Quoted availal~ility
for this product is 16 weeks. The 9835/45 hlicroprocessor Development software was
The 9825 is the industry-standard HP-IB
delivered during March NPT.
controller, the fastest HP desktop
controller, and the nurnber 1 desktop During the May NPT we left behind approximately 50 9843Cs for field demo use; we
controller in the data acquisition and hope to fill the entire demo pipeline in June and July. Although this is less than we
control market. It is the hest - 11ut with anticipated for initial NPT requirements, we will be in good shape I I the
~ end of June.
major hardware enhancements in the We also shipped the 9030 Exerciser Softwart in May. Rose~illewill supply you
9825B/T, the best becomes better! availability and ordering procedures for the 2240 portion.
By the timeyou read this, .you should have We are v e ~ y
excited about the opportunities we have in the second half with these new
received most of the inf6nnation on products. The 9845C (HP's first color c o n ~ p u t e r )Data
, Base Management, 2780/3780
9825BD features, advantages and benefits Bisync Co~nmunications,and assembly language hq-eatly enhance the 9845's powerful
during NIT. However, here are some position. Structul-ed Programming, Advanced Programlning, new Data Communica-
items of welcome news: tions and the 9030 System certainly enhance the 9835's position as \veil. Ifyour Dl1 or
AM has not transmitted demo orders, here is the reco~nlneildedordering infornlation.
AU HPL programs and binaries are
compatible between the 9825tVS and
Product Description U 8 Price
the 9825B/T. There are no concerns
about software compatibility. 9845C System 45, Color
98429A Irnage/45 ROX4
Along with the 9825B/T introduction, 98428A Query/ 4.5
two new upgrade kits becorne available: 98046B Opt. 001 Data Comm Hardware
1. The 98251F, at $2,000 IUS) plus 98317A 9835 Basic Data C o ~ n mROXI
installation, converts an existing 98318A 9835 Bisync ROLl
9825A o r 9825s to a 9825T. 98417A 9845 Basic Data Comm ROhI
2. The 98252F, at $1,000 iLlS! plus 98418A 9845 Bisync ROhl
installation, upgrades an existing 09845-10180 9845 Async Software
9825B to a 9825T. 09845-10190 9845 2780/3780 Software
09835-10180 9835 Async S o h a r e
Many thousands of 9825s h a ~ ~ been
e sold 09835-10190 9835 2780/3780 Sofhvarc
worldwide since their introduction four 98335A 9835 Structured Prog. ROM
years ago. The new upgrade kits are an 09835-10200 9030 Exerciser Software (35/45!
excellent tool for renewing a profitable 11141-10224 9845C Demo Tape 1
rapport with the large 9825 customer 11141-10225 9845C Demo Tape 2
base. Additional sales will ine~itably
follow. *Please advise price, because these are sold at transfer cost.
For order processing information use PI.,96. MKTR 40. SliPP 4096
The introduction of the 9825B/T is an
indication of HP's continuing
comnlitment to the 9825 desktop
computer. The best keeps becoming
better!

For Internal Use Only Computer News June 1,1980

 Technical Computers

New Desktup Data Communications move switches or jumpers. One kilobyte of RAM is downloaded by data comm ROM to
Has Arriwed configure the interface for a given1 protocol.
By: Terry Arzrm/DCD Firmware: Two ROMs exist: Basic Illata Comm and RJE Bisync. The Basic Data Comm
The new System 35/45 data communica- ROM provides the drivers for the 98046B, BASIC language syntaxing routines, and
tions product provides synchronous complete asynchronous communications capability. The RJE Bisync ROM provides
communications and more. For the cus- communication enhancements required for the bisync protocol.
tomer who wants to speed u p his/her Software: The two new System 35 and System 45 terminal emulators are the High-
asynchronous terminal emulator pro- Speed Asynchronous Terminal Emulator and the 2780/3780 Terminal Emulator
gram, it provides high-speed asynchron- software. The High-Speed Asynchronous Emulator provides the same convenient fea-
ous as well. tures found on previous emulators, but runs at much faster speeds - at least 1200
The new data comm is designed specifi- baud. Tektronix graphics compatibility is included on the 9845B/C version. It is also
cally for flexibility and ease of use in both possible using a 9835A or a 9845B/C: to record a gaphics plot on a mass storage device
synchronous and asynchronous modes. and later draw the plot on a plotter such as the 9872B.
The asynchronous capability includes: The 2780/3780 Terminal Emulator software allows the 9835A and 9845B/C computers
A Basic Data Comm ROM, to emulate a n IBM model 2780 or model 3780 RJE terminal. A useful feature of this
software is the control file, which can be used to direct the emulator in place of the
A Data Comm Interface cardlcable,
desktop computer's keyboard.
- A High-Speed Asynchronous Terminal
Available Literature and Video
Emulator software pack. This provides
programs that allow the System 35/45 Description Order
to emulate an alphanumeric or System 35/45 Data Comm Brochure 5953-1084
graphics terminal that uses ASCII Technical Supplement 595 3-4515
characters. System 35 Quick Reference Ruide 09835-90015
This capability features data transmission System 45 Quick Reference Guide 09845-92015
rates of u p to 9600 baud, split-speed Field Training Manual 09845-90804
operation, automatic parity checking, au- Data Comm Technical Videotape 90978 (HEART order to Video
tomatic modem control, auto answer and Products, Palo Alto
full duplex line management. Ordering Information
The synchronous capability includes : 1. Asynchronous Data Comm
BASIC Data Comm ROM, Description Systen~35 Syetem 45 R i c e (US)
Data Comm Interface card/cable, BASIC Data Comm ROM 98317A 98417A $500
RJE Bisync ROM, Data Comm Interface 98046E1, Opt 001' 98046B, Opt 001' 950
High-speed Asynchronous 09835-10180 09845-10180 500
2780/3780 Terminal Emulator software Terminal Emulator
pack. This enables the desktop compu-
ter to communicate with any device System 35: The ROM syntax will wcx-k on the 9835A and B. However, the High-Speed
that supports or emulates the IBM Asynchronous Terminal Emulator software will only work on the 9835A. Also, the
2780 or 3780 terminal. System 35 requires the VO ROM 198332A).If graphics is needed, order Opt 201 (128
Kbytes memory), 98337A (plotter HOMI, and 9872B or 7225 (plotter).
The new data comm capability is not a
single product, but rather a set of s e x r a l System 4 5 : The asynchronous package will operate on the 9845B and C with the
products: hardware, firmware and exception of graphics o n the 9845C. The change required to run the High-speed
software. Asynchronous Terminal Emulator in graphics mode is explained in a future Computer
News article. When running graphics on the 9845B, order Opt 204 1187 Kbytes mem-
Hardware: A new interface, the 98046B, ory), Opt 311 [Graphics ROM) ancl Opt 700 (Graphics subsystem).
manages the data communications link. 2. RJE Bisync Data Comm
The 980468 provides both serial com- Deecription System 35 System 45 R i c e (UB)
munications behveen the desktop com-
puter and an EIA RS-232C device such as BASIC Data Comm ROM 98317A 98417A $500
a modem. All features of this interface are RJE Bisync ROM 98318A 18418A 500
software controlled by an on-board Data Comm Interface 98046B Opt 001' 98046B Opt 001' 950
microcomputer, so there is no need to 2780/3780 Terminal 09835-10190 09845-10190 5 00
Fmulator

Computer News June 1,1980 For Internal U s e Only 11

Technical Computers
Systern 35: The ROM syntax will work on
the 983.54 and B. The 2710/3780 Termi-
nal Emulator software will only work on
the 9835A. Also order Opt 201 112.8 Khyte
rnemoryl if using the emulator software.
Systern 4 5 : The RJE Bisync package will
operate on the 98458 and C . If using the
2780/3780 Terl,linal Emulator software
on the 98458, order Opt. 204 1187 Kb-vte
memoryl.
' The 98046B Opt 001 should be used for
all connections to modems (male con-
nector).Thestandard 980468 should be
used for connections needing a female
connector.
2 780/3;80 SE Con.sulrin,q: &.cause the
2780/3780 Terminal Em~rlatorsoftware is
a rather sophisticated package, DCD re-
coinrnends that one [lay of SE consulting
be made a~~ailable to customers. A data
sheet describing this consulting senice
will be available 4th quarter 1980. Systern
35/45 RJE IRJE/35 and RJE/45l; order
98096A; $5OO/day (LISI.
N e w 9625 Manual Kit
By: A1 Jarli.soi~/DCD
The 9825B/T desktops have it all together
in one package: Strings, Advanced Prog-
ramming, General VO, Extended VO and
both Plotter ROMs are built in. In addi-
tion, the 9825T has 62 Kbytes of memory
and a built-in Systems Programming
ROM. To complen~enttlre repackaging ef-
fort, we ha\,e also repackaged the
manuals.
The 9825B/T manual kit, P/N 09825-
87901, has six parts:
Operating & Rwgrarnming Reference,
09825-90200
VO Control Reference, 09825-90210
Pocket Reference, 09825-90012
Interfacing Concepts Guide, 09825-
90060
9825 Manual Binders ( b ~ o l9282-0885.
,
The Operating & Programming Reference
is a loose-leaf, tabbed and reorganized
edition of four 9825A manuals: operating
& Programming, Strings m g r a m m i n g ,
Advanced Programming and Systems
There is for ad-
ding current R O M documents-
tion: Matrix Programming and Disc b o g -
Similarly, the I/O Control Reference is a
new edition of all four U 0 and Plotter
ROM manuals. This binder has morn for
the Interfacing Concepts Guide, Operat-
ing Notes and Interface manuals. Each
new reference also has a cornplete list of
HPL swyntaxllisted alphabetically, not by
ROM), a list of all error codes and an
index to all subjects in both references.
The Pocket Reference is a completely
reorganized listing of all HPL syntax IA to
Z ) and ermr codes. It replaces the old
9825 Quick Reference and it fits into your
pocket.
Although the new manuals cowr all
9825s IA, 8, S and TI, we h a x n ' t discon-
tinued the old manuals yet. So, if you
need to replace an old manual, you can
still order it. But if you need a complete
set of updated programming manuals
packaged for easy reference and use, just
order 09825-87901. It lists for $75, and
will be in stock at CSO by mid-June.
For Internal Use Only
Article Reprints Help You Sell
By: A1 S .J I P. ~ ~ J I D C D
Your cornrnents and past lequests for
desktop application article ~ e p r i n t s
indicate that these magazine articles help
your prospects decide to buy,
From December, 1978 until now, DCD
Marcoin has written or assisted with 44
desktop computer-related articles
published in 22 publications:
Small q~rantitiesof the following reprints
are still available for local promotion or
leave-behind use. You can order a few
copies ty 'TWXing Chris Sturnbough, DCD,
Ft. Collins, Colorado. You can also obtain
a copy of the cornplete article list on
request.
The energy consewation article was sent
to the US field via MAILS in May.
Articles
Desktop computers at work
Mini-Micro S y s t e m s Dec. 1978
Desktop graphics
Datamation May 1979
Something's brewing
Quality Aug. 1979
Applying desktop computers to solve
design problems
Design N e n s Sept. 10, 1979
Which graphic input for computers?
EE Tirnes Nov. 5/12, 1979
Energy cor~sewationthrough use of a
desktop computer
Industrial RID Xfarch, 1980
Desktop Computer Clarifies Graphics
With Vivid Color
Electronic Design hlar. 15, 1980
HP Systern 45 Delivers Impressive
Performance
Cornputerworld May 8, 1980
Computer News June 1, 1980
Business Computers

GSD BSP
HP Climbs to #I50 in Fortune 500 Targeting for the Manufacturing
By: Rich Edwr~r.rls/GSD Market
By: Crtrei~Kplrrzarl/GSLJ
The hlay 5 issue ofFortune contains the magazine's twenty-fifth edition of the"Fortune
500". This directory of the 500 largest US industrial corporations shows HP as the In the May 15 CS Newsletter, w e stated
150th in size (ranked 11y sales) with 1979 sales of $2,361,000K.Last year HP was 167th that the US s~nallbusiness computer
on the list. market (machines priced under $20K)
should triple - h m $2-6 billion - by
Exxon heads the list with sales in 1979 of $79 Billion, followed by General Motors
1988.
($66B),Mobil ($4581, Ford Motor ($44Bi, Texaco ($3881, Standard Oil of California
($3081, Gulf Oil ($2481,International Business Machines ($23BJ,General Electric ($2281 How does this market break out? The
and Standard Oil (Indiana) ($19B)-making u p the top ten. largest single sector is manufact~~ring
firms. Today there are over 50,000
Other statistics given in the Fortune listing, along with a ranking, for HP are:
discrete nlanufacturers with less than 50
employees. The HP 250 with the
Value Ranks I MFW250 software package addresses this
Assets market perfectly. If HP penetrated 10%of
Net Income this market, we would haw a $125 million
Stockholder's Equity dollar business with manufacturers alone !
Employees 625K x 5.000 units = $125 million)
Net lnsome as % of Sales
Recruit more manufacturing OEM's!
Earnings Per Share Growth 1969-1979

How big is the smallest industrial in the top 50O? This year it was Magic Chef with sales
of $409,662K. Altogether the Fortune 500 firms employ 16.2 million people and had
sales last year of $1,445.3 Billion with an average net income as a percent of sales of HP 250 Plate
5.4%

Sales Development Additione

By: 'Milt Liebhnber/GSD
Roger ilrelson, formerly Order Processing Manager at the Components Group vvill
provide YHP Support in GSD Sales Development. He will coordinate the Japanst?se
product offerings in the commercial area with R&D and Marketing at GSD.
Jan Black will work in Distributor Sales Debelopment. He will concentrate on [he
develop~nentof "other channels" of distribution which are potentially available to
computer products.
Kim Voots (left), ESP Sales Development,
displays her new California license plate.

Computer News June 1, 1980 For Internal Use Only

Business Computers

HP 250 Strengthene its Market Position ...Higher Performance ... Higher HP 250 Data Communications R i c e
Reliability Change
By: Jirn Crzrlsar~/GSU BJJ:Pr~cllStornrw.li/GSD
With the availability of the 7910 disc for the HP 250, GSD has decided to l-eplace the A $200 price reduction for add-on A s p -
current HP 250 dual/triple floppy \ersions with a single floppy, 7910-based HP 250 at chronous Serial Interface IASI)!
the triple floppy price!
Currently, the AS1 is ordered asoption
This is an update to the information you heard on the March NPT Tour. The new 121, $2,100, to an HP 250 system order, or
system breaks out as follows: as the 45120A, $2,300, as a field installed
add-on. Effective June 1,it is ordered as
Roduct No. Description Rice the 45120A, $2,100, both ways as part of a
45251A HP 250 system ~ 4 t hone floppy disc and 32 Kbyte $17,000 system order or as an add-on. Let your
user merrqrv existing HP 250 custolnels know this op-
tion can be added with a $200 savings as
Option 012 Add 7910 Winchester disc drive 112.1 hlbytes) 6,000 of June 1.
BMMC for Intelligent Network R-o-
cessor/250 iINP/2501, the synchronous
This new option and pricing makes the HP 250 very price competitive in the small interface for RJW250, has been firmed u p
business market. The following table gives a price comparison (US-based)with some as $26/month -note that the price in the
common HP 250 cornpetitors: Price/Config~tration Guide is shown as
$15/month.
System
(includes printer) Rice Disc Size Comment The RJW250 Users Manual (P/N 45122-
90000) will not be in stock before July, so
$26,975 12.1M* Includes 2631A on don't order it yet.
stand at $3,975 (180 cpsl
We are looking into some exciting applica-
DEC 335 25,500 1OM 180 cps printer tions using an HP 250 a s a workstation
dual 5M drives tied into <anHP 3000. Let us know of any
DG CS/30 25,930 1OM 180 cps printer existing or planned applications of this
128 Kbytes memory type and we'll feature them for all readers.
IBM S/32 26,580 9.1M* 150 cps printer
Nixdorf 8870/1 26,250 1OM 150 cps printer IBM 5120: HP 250 Competitor In
Basic Four 200 24,990
Name Only
14M* 120 cps printer
By: Pat Wilcnr-/GSU
Burroughs B90 24,686 9.4M* 160 lpm printer
We are hearing more and more from the
*Fixed Disc field about competition from the IBM
5120. How can that be? We don't man-
None of these cornpetitors' syster~lsoffer the same ease of use as the HP 250 or a true ufacture a single user, flexible-disc-based
database management system and other sophisticated programming tools. These srnall business system priced around
additional features give the HP 250 a very good price/performance ratio in the small $14,000. If that is really the amount the
business marketplace. customer wants to spend, the HP 250
Remember these three points about the new HP 250 isn't a good fit. You get what you pay for!
Options for dual and triple floppies are no longer offered On the other hand, if the prospect wants
the top in price/performance for a small
The product line has two systems: business system (see ACU Benchmark Re-
*A $23K version based on the 7910 (12 Mbytes) port October, 19791, the HP 250 is a win-
*A $30K version based on the 7906 (20 Mbytes)
The 7910 provides a substantial increase in both performance and reliability.
ner. On the CPU intensive test run for the
Benchmark study, the HP 250 outper-
formed the 5110 (5120has the same CPU)
3
6 2 . In the I/O intensive test, the ratio was
7 :I, again in favor of the 25 0.

For Internal Use Only Computer News June 1, 1980

Business Computers
When the IBM 5120 might be a com-
petitor, check for the following:
1. Programming tools for productivity (we
have Business Basic, Forms, Report
Writer
2. Database (IMAGEand QUERY are lock
out features)
3. Application Software 101\.3/250and
MF4250)
4. Growth (up to 52 Mb of hard disc and
two printers J
5. Multi-user (up to five remote consoles)
The IBM 5 120 doesn't touch our low-end
capabilities or offer the same expansion.
What does make sense is for an OEM to
add the HP 250 to his product offering!!
OEM P r o v e s Vertical Markets Pay Off 1
By: Chris Suuer/GSD
The HP 250 is primarily sold through
OEMs. Our most successful OEMs define
a vertical market and concentrate their
resources on that clearly defined market
segment.
Recently I talked with and received a
demo from one ofour first HP 250 OEMs.
This Northern Neely OEM fits our model
in that it specializes in a vertical market -
medical billing. It has been in business
since 1971 and has installed close to 80
systems worldwide. No, that's not 80
HP 250's! This OEM's package was
originally developed for another vendor's
computer (back in 19711. By supporting
the package on two different machines
this OEM c a n provide its customers with
more choices - a broader capacity range
and a human-engineered desk unit
(HP 250) versus a rack mounted unit! Its
installed base is a strong indication of its
application expertise and business
solidity.
This OEM employs about 35 people. Five
actively market/sell the product (a key
element of a successful OEM J, others
customize the billing package to meet the
needs of individual medical offices, while
others provide software support. Orders
have come from various medical areas:
ob-gyn clinics, radiologists,
opthamologists ... If you have someone in
C o m p u t e r News June 1, 1980
your area that has a need for a medical
billing package, please contact us Ibr
more details.
Congratulations to Lou Stover on her very
successful HP 250 OEM !
H P 300 End-User Profile
By: Ruanrl Per~gov/GSD
A. Ahlstrom Osakeyhtio is a large Finnish
company diversified in pulp and paper,
paper and board converting, wood-
working, engineering, glass and plastics.
In addition to its mills and factories in
Finland, the Ahlstrom group has sub-
sidiaries in the US, Canada, France, Ger-
many, Italy and Sweden.
The Karhula Steel Foundry in Finland,
part of the Ahlstrom Engineering LUorks
Division, has been involved with injn
casting since 1889 and steel casting since
192 1. Because 15% of its productialn is
delivered to outside buyers, the Karhula
foundry has developed product costing
and pricing systems for its castings.
The HP 300 was chosen by Ahlstrom as
the best system on which to implement
the pricing and costing system, which
contains a minimum of three modules:
1. The price list module maintains prices
for raw materials, heat treating costs,
packing and deliver?/ costs, working
costs and varying extra charges.
2. The cast pricing module maintains
technical data for each casting. -This
module then generates the price for
castings by connecting technical data
with data from the price list module.
3. The order pricing module maintains
orders including data from customers,
deliver?/ dates, data from the cast pric-
ing module and data from the price list
module. This module makes it possible
to create different kinds of reports
from orders and costs.
This pricing system is very simple to use,
because it takes advantage of the unique
features of the HP 300 IDS, the windows,
scrolling and softkeys.
For Internal U s e Onty
Special Thanks From 3000 Program
Bv:John Celii/GSD
Your excellent performance in April con-
tributed to some milestones for the HP
3000 Product Line:
First - April was the first month in the
second quarter that orders signific-
antly exceeded quota. This perfor-
mance is outstanding, considering the
current economic climate and high
interest rates.
Second - The dollar volume for world-
wide HP 3000 orders was the highest
ever for the HP 3000 program.
Third - The worldwide unit orders also
established a new high for the
HP 3000 Program.
All of you have contributed to a truly suc-
cessful month for the HP 3000 Product
Line. Special recognition goes to Europe
1170%of quota), Canada (136%of quota),
ICON (131%of quota), and Eastern 11015
of quota).
By now all of you are aware of the lower
interest rates and HP's aggressive policies
toward leasing. Hopefully, April will be
the start of a positive order trend for the
second half.
U s e Your IMW3000 Reference Manual
By: John Chisholrrz/GSD
Ifyour major account is doing a technical
evaluation of IMV3000 versus other 3270
software, make sure they review a copy of
the IMV3000 Reference Manual. They'll
not only get detailed information on the
product, they'll be impressed by the
thoroughness and readability of IMV
3000's documentation! We're confident
that IMV3000 has the best documenta-
tion of any 3270 emulator software in the
i n d u s w . And that's important when
you're dealing with complex datacomm
software like a 3270 emulator!
To order the IMU3000 Reference Manual,
transmit an internal (transfer-atcost1
HEART order for 3229-90001.
Terminals

DTD The currency comes from the US DTD Training Schedule

BJ': Rul~iriLeiCqh/DTD
The Great Terminal Sweepstakes
BJJ:FA Hrzye.s/DTD You could be the only one in your Here is D'TD's class schedule for the
office with it remainder of FY '80 Notice that a few
There has been some confusion with re- class dates have changed - these are
gard to o u r "Great Terminal Sweepstakes" It is a very nice award - a topic of
marked with an asterisk.
contest. While we were joking about giv- conversation; a unique addition to your
ing away all this money, everything we desk SE I
said was true t ~ u tthe kev words in the June 23-27 Sept. 15-19
Enough hints! We are sorry if some
announcement article and flier were July 21-25 Oct. 6-10
people interpreted the "GI-eat Terminal
"*put it together and you can spend it ". Aug. 4-8 Or:t. 20-24
Sweepstakes " incorrectly. We want this
The catch is there is NO WAY to put it A u ~ 18-22
.
contest to t ~ efun for everyone, so sell
together! Therefore, there is NO LI'AY to enough terminals and you 11 get one of the SE I1
spend it! Given the big hint - that the prizes. iVe are really looking forward to Sept. 22-Oct. 3
money cannot be spent - here are [nore awarding all the prizes to our great sales Oct. 27-NO\/.7
hints about what the prize really is: team. ATT
Yes, it is real IJS currency lS1.000,000 JUIY 14-18
etc.1 Sept. 8-12
2649A Custori~er-Course
*Aug. 25-29
The Great Terminal S~nreepstakes *Oct. 13-17
All classes will be held at DTD's ne\v
home in Sunllyvale. 'The e~ceptionwill t ~ e
PPT - Peripheral Product Tlaining
Ifollowing Corporate Neophyte/Co~nputer
Ove~viewi,this will continue to be held in
Rm. 210 - Bldg. 43IJ.
If attending class at the Sunnyvale site I
suggest you arrange accommodation at
hotels located in the area:
Sunnyvale Hilton Inn
1250 lakeside D r .
Sunnyvale, C A 14081 7 3 8 - 4 8 8 8

M a r r i o l l Hole1
(;real America Parkway & ,Mission College Blvd.
Sarlla Clara, C A 14081 9 8 8 - 1 5 0 0

1. S l . 0 0 0 . m 0 Y U L * : A V U D C D T ~ M H G W L n T O T U m D w u J D c w u r V O U W W 6 Holiday Inn
M OF m y lMU M Y lOIU Cll MOW. W m Y . r u D m ,rounaw, wrw KW, 121 7 Wildwood Ave.
Ium. MIDI Am EIMOIL Sunnyvale, ( : A 14081 2 4 5 - 5 3 3 0
t U 0 . 0 0 0 H U K A W U D C D 1 0 U C l l O T M N m T O I I W ~ I I U C l l M ~
San Jose H.vaf1
a S ~ Y U L Y A W * I O E D T O ~ m o Y W Y M TS W
lO.OoO*nOTmDEP(rrmWI. 1740 N. Firs1 S f .
4 cowrmruaRo*mr l r o M Y 3 l . l w a San Jose, C A 14081 2 9 8 - 0 3 0 0
S. U l W d Z U H u K m A V A Y .
For ATT and 2649.A customer courses,
please register thr-ough Robin I ~ i g h D'I'D
,
Training Coordinator, or 11y COMSYS
#4200. For all other classes, please
continue to register through Roxanne
Hetzel, CMG Training Registrar, or t ~ y
COMSYS #5000.

For Internal Use Only C o m p u t e r News J u n e 1, 1980

Terminals
2647-9872 Coordinated Shipments 2648A Capabilities
By: Gene Lee/DTD Bjl: A n d y Zaretnba/Pattl Leittentuitz,'DTD
Did you know that 2647 Intelligent Recent inquiries from the field inldicate
Graphic Terrrlinals and 9872 4-Pen that perhaps all the features of the 2648A
Plotters can be ordered with coordinated are not fully appreciated. While it is not
shipments? They can ! This can be a great possible to connect two or more 2648A's
convenience for you and your customer. via the 13296A shared peripheral inter-
The requirement for coordinated face it is possible to connect more than
shipments is that HP installs the units. To one peripheral to the 2648A via tltie
arrange a coordinated shipment, specifS..it 13296A interface. Thus, for example, it is
on the configuration sheet. acceptable to connect the 2631G and the
7245A to the 2648A simultaneously. Sur-
Tech Support Additions prised? This feature allows consitlerable
B}J:Dave Goodretzu/Erir Hill/DTD flexibility and power in selecting and
using printers, raster copy devices, etc. off
New additions to
the 2648A. you are asking
our technical sup-
to select which device will be the dlestina-
port group : Tirn
tion. Well, the 2648A default listen and
Hastrup (top)will
talk addresses is six (61, and can be
work in off-line CE
changed by the green and gold dellice as-
support, Jirn
signment statements. To rrlodify listen
Schrernpp (center)
address :
will be on-line SE
support for 262X Green, f8, (listen address), Insert char.
products, and Bob and to modify talk address:
Lin (bottom will
provide OEM sup- Green, f7, (talker address), Insert char.
port. This may also be accomplished, of ~rourse,
b-v escape sequences. To assign lislen ad-
dress :
Esc&p listen address p 5u2C
and to assign talk address:
Esc&p talk address p5ulC
See the 2648A User and Reference Manu-
als for additional configuration anti oper-
ational information.
7245A
Yes!
2631G
Never!
Computer News June 1, 1980 For Internal U s e Only
2647A Bcattergram Plotting
By: Dave lirilluittw./DTD
A little known feature of the 2647A multi-
plot routines is the ability to do scatter-
gra~ns.This capability in the multiplot
linear chart program allows the user to
select from eight different line types and
four different pen colors when plotting
linear charts. Entering a two-digit number
in the desired pen number (first d ~ g i tand
)
the desired line type (second digit 1.
scattergramlinear charts can be gene-
rated by selecting line type 5, Each point
is plotted as a dot on the display rather
than a continuous line from the previous
point. To highlight each point with an ad-
jacent character, enter S = l X in the -Pen
Line Tvpe- field, where is pen
number one and X is the character to be
displa?led,
Multiple columns of data can he plotted
with each having different characters
specifying each point, This is accom-
plished by entering S= 1 X , Y, Z ... where X,
Y and Z are the characters to be plotted
for each column of data.
The current version of BASIC (Rev.C ) does
not pennit the user to select alternate
pens for Scattergrams. Pen number one
will always be selected. The next version
of BASIC will incorporate thd user-
selectable pen feature for Scattergram
linear charts.
17
Terminals
HP 1000 L-Series Brochure in Five
Languages
By: Jearz-Pierre BorlrleviIk~/HPG
The HP 1000 L-Series Computers Pro-
ducts brochure, P/N 5953-4239, is now
available in five European languages:
Dutch, French. German, Italian, a n d
Spanish. Please request copies from the
appropriate office :
Dutch DU Amstelveen, Wil Duyts
French FR Orsay, Christiane Chaudiere;
Bruxelles, Yvon Gahide; Geneve-Le Lig-
non, Sophie Barre; Montreal, Cherif
Alai1.v
German GE Frankfurt, Joerg Kunze; Wien,
hlaria Kucera; Zurich, Jacques Fritschi
Italian IT Milano, Paolo Gnocchi
Spanish SP Madrid, Antonio Pavon
18
Manufacturing Executive Seminars
are Good Business1
By: Georges Retonza JHPG
A one-day manufacturing executive serni-
nar held at the Grenoble factory earlier
this year, for top executives from the
Rhone-Alpes (South East France) manu-
facturing companies, resulted in six com-
panies ready to deal with HP.
Eighteen people, including Vice-Presi-
dents, General Managers and EDP Mana-
gers, froin 14 cornp&ies attended the
seminar, which addressed the advantages
of distributed systems and compared the
significant factors for management costs
and organization. A factory tour was also
organized.
Less than one month after the seminar
three companies wanted HP 3000s and
three wanted HP 1000s. One manufac-
L quota1.ion for
Dataca p for a
~ u t e rSJisterns
factory we are
For Internal Use Only
Computer Graphics Coverage
By: Jerry Eri&son/DTD
HP's 2647 terminal and 9872 four-color
plotter were recently acclaimed in "Com-
puter Graphics : Data on Display ", by
David Copithorne in the April 1980 issue
of Output Magazine.
This article is evidence of the increasing
number of businesses turning to business
graphics to resolve stacks of statistics into
easily understood charts, graphs and
slides
Recent national advertising of the 2647/
9872 graphlcs combination has met with
tremendous success - business leaders
want this combination! So get on the
graphics bandwagon - sales are boom-
ing !
Your Sales Development contact ccin help
you get started. We have good ideas on
how to approach the topic, advertising
reprints to aid the sale, samples of
graphics, demo tapes, and a whole lot
rnore to help make you a success'
Besides, terminal availability continues to
improve, and the Great Terminal Sweep-
stakes makes selling all the more fun!
(And if you can't find Output in your lib-
rary, we have a copy of the article for you I
Computer News June 1, 1980
Terminals
The Mysteries of Multipoint
By: Ha/ SirldkrlDTD
In addition to the 40 millisecond tuneout discussed in "264X Multipoint Timer Can
Catch You Unaware" in the May 15 CS Newsletter, the following tinleouts are active in
264X multipoint :
Timeout Value Description
SYN Transmit # 1 sec SYN's or DLE SY 's (transparent mode)
are inserted every second when terminal
is transmitting text. This maintains line
synchronization.
1 sec SYN's or DLE SYN's must be received
every second while receiving text to
ensure line synchronization. A synch
timeout will send terminal into EOT
search mode looking for next poll or
select.
3 sec Terminal will timeout after 3 seconds and
CPU when in Transmit will send an ENQ if there is no response
(Text-Out)* to a transmitted block of text. Responses
would be ACK, NAK, WACK, RVI, TTD
and EOT.
Delayed Transmissions None When in Text-Out mode and a block is
not ready for transmission immediately
after receiving a response to the previous
block, the terminal will send a TI'[).
When in Text-In mode and another
buffer is not ready to receive another
block irnrnediately following receipt of
the previous block, the terminal will send
a WACK instead of an ACK.
Note: When in receive (Text-In),the terminal will wait indefinitely for text from the
CPU. Also there are no WACK, NAK, T T D or ENQ limits in the terminal, i.e. the terrr~inal
will continue to receive as many of these control characters as the CPU is willing to
send.
Computer News June 1, 1980 For Internal Use Only
Grenoble
Don't use "Return" key on a 2645At
By: Marc ArodiPr/HPG
One of our European customers was
having tmuble trying to transmit data in
character mode, his 2645A being con-
nected to a system using a half duplex
modem, with main channel protocol (R
open, S and T positions on the keyboard
interface board depending on the control
characters selected ).
Each time he wanted to pass to the next
line after having typed characters on the
present line, he pressed the "Return" key.
You've already guessed what happened !
The line was turned around and the
2645A was turned into Receiver mode.
Simply because the Carriage Return ap-
pended to the "Return" key in conjunc-
tion with the control characters selected
by the S and T switches was causing this
line turn-around. As this capability is
stored in the firmware of the machine,
there was no way we could change the
definition of this key (unlike on the 2648A
and 2647A).
The solution :
Under one softkey (i.e. f 5 ) set in
Normal Mode, the following escape
sequence was stored:
EcF, which is equivalent to
"Control \( ", positions the cursor at
the end of the display memory while
Rs is a character to differentiate each
line (it could be anything else, as long
as the software on the system analyses
it on a line separator).
-
This wav, after finishing a line, the user
presses f5, automatically the line
separator is appended at the end of this
line and the cursor is moved to the first
column on the next line and the user can
begin typing again characters which are
automatically transmitted. Then pressing
the "Return" key, the line is turned
around when desired.
19
 Terminals
HPG
HP 1000 for Electrical Data Capture
By: Benltl rd GIIidor~/HPG
The HP 1000 has a long history of success
in the instrumentation marketplace.
Thousands of HP-IB and RS-232C/V24
compatible devices are today connected
to H P 1000's bv various means. But now
there is a new way of connecting those
laboratories, testing inst~uments,devices
etc. to your HP 1000: the 3075A and
3076A terminals !
The 3075A and 3076A can now be fitted
with an auxiliary interface, thus cornbin-
ing the power of a Data Capture station
(i.e. badge/cards/bar codeke-vboard/
display/printerJ with a flexible and direct
interface to your customer's devices.
The usefulness of the HP 1000 is now
greatly enhanced since multiple 307X's
can be distributed along the 4km long fac-
tory data link providing the necessary re-
mote capability for rriost rnanufacturing
operations.
A tdvpical data capture application involv-
ing an electrical connection in a stock
control situation is a stock mom equipped
with weigh scale (either HP-IB or RS-232)
connected to a 3075 fitted with an aux-
ilia~yinterface and a bar code wand
reader.
When the rnanufacturing system issues a
request for a large quantity of small items
from stock, the stock clerk has sunply to
weigh the parts by comparing them to a
reference (usually ration of 10 or 100J.
HP 1000 = The power
I I
~ ~ - 2 3 2 of Distributed Electrical VO
i 20
1
'The "quantity information" is then di-
~ e c t l ytransmitted to the HP 1000 without
involving any human interaction i.e.error
free data capture!
The transaction may then be completed
using the bar code to enter the part
number by siml~ly passing the 307Y wand
across the box label.
The Grenoble terminals offer today the
complete solution for data capture at
source through ever increasing and ever
varied means. Combine the HP 1000 with
our 3075 family.
HP 3000 Programming Brief For 307X
Terminals
By: Ber-rlt~rtlGuirfor~/lfPG
A new programming brief !P/N 5953-
0131 1, oriented toward EDP program-
mers, system analysts and especially
commercial SEs, has just been published
to simplify programming of the 3075,
3076 and 3077 terminals on an HP 3000
System.
The brief provides information to pro-
gram 307X terminals in COBOU3000,
FORTRAN/3000, BASIC/3000, and SPU
3000. It coL8erssysterri installation and
confib~rationfor both poi~lt-to-pointand
factory data link, programming considera-
tions, programming suggestions, a n
example of a data capture application and
listing of the associated coding in the four
mentioned languages, and examples of
MPE and MTS configurations. Each
commercial SE will receive a copy.
HP-IB
RS-232
For Internal Use Only
Data Capture Terminals Demo Kit
By: Alniil ,Moutthnrtl/HPG
A very handy kit is now available for easy
presentation and efficient demonstration
of the Data Capture Terminals either
working in self-operation, connected to a
2647 tenninal or to an HP 3000 system.
It includes:
A set of 35mm slides showing the fea-
tures and applications of the 307X
fa~nily.
Samples of typical badges, cards, Bar
code workorders, underlays, IIP-IB
overlay, Factory Data Link hardware.
A cartr~dgecontaining source program
and a connect~oncable for a demo
307X-2647
A bwide showing how to easily demon-
strate the Data Capture Terminals in
self-operation, connected to a 2647
and to an HP 3000.
The kit is available for only $80 under the
reference HP 402pOA S09. A 1600 BPI
lape containing the source program for
the demo with the HP 3000 can be or-
dered for $20 (reference HP 40200A S10).
We recomniend that each sales district
have the HP 40200A SO9 Kit plus the ad-
ditional option S10 for cornrnercial dis-
tricts. They'll prove a good investment for
irnpoving sales !
Reminder On 3070B Obsolescence
By: Berrm rtf Guitfor~/lfPG
As announced in the April 15 issue of the
CS Newsletter, the 3070B and associated
products i40200A and 929OOBJ will be
obsoleted as of July 1, 1980.
Please ~ e ~ n e m b to
e r contact existing
3070B users to let them know about this
termination program. Sorne of them may
give you orders for additional 3070B's re-
quired for their future planning.
Contact me for any critical situation with
regard to this obsolescence program.
Computer News June 1, 1980
Peripherals
Boise
Bales Development Changes
By: Bill iMurp/g~/Boise
For some time, two people have been
managing Boise Sales Development activ-
ity. Robert McCaleb and Thad Webster
have combined their talents in growing
the department's staff and expertise in a
highly commendable manner.
With major new product announcements
on the horizon, we have seen the need to
increase our emphasis in Product Mar-
keting. Specifically, our upcoming new
technolo@ printer is a very significant
product for both Boise and the Computer
Groups, and we need top-level emphasis
to ensure its success.
As a result, Robert
McCaleb (top)will
move to Product
Marketing, working
on our new printer
program. Thad
Webster (bottom)
has accepted the
role of Boise Sales
Development Man-
ager
Computer News June 1, 1980
How Shipping Moves it for You
By: Torn ,MilL~/Boise
Ever wondered what happens to Eloise
Division products when they leave our
site? Meeting shipping deadlines requires
planning and hard work.
From Boise, once a printer is boxed and
sitting on the dock, there are two shipping
alternatives: air and land.
The most attractive all-around alternative
for shipping peripherals is air freight; it's
fast and convenient but alas, it's pllagued
with difficulties. The sheer size of many
Boise products makes air freight nalt only
unattractive to local carriers but in some
instances, it's an impossible task: certain
instruments are physically too large to fit
through the cargo doors. However, even
for those products that do fit, shipnient is
not guaranteed. Air freight is giver1 low
priority by the airlines, occupying fifth
place behind passengers, baggage, mail,
and perishable or time-dated material.
Surface transportation choices are limited
to truck and rail. Shipping via the rail-
roads may be increasingly attractive in the
future in light of the fuel situation. How-
ever, delays and other inefficiencies cur-
rently make rail shipping impractical,
leaving the trucking industry to take u p
the slack. While the trucking industry is
fraught with inefficiencies of its own
(union difficulties and problems with
oversize freight are just two) it is often
Boise Division's only choice.
For Internal U s e Only
While the picture I've painted so far may
not look encouraging, from the field's
perspective it is just the opposite. Despite
the potential difficulties, we get the pro-
ducts there and we do it on time. It
doesn't just happen : we make it happen !
All Boise Division's freight carriers in
every State a~ subjected to Boise's
monthly Carrier Performance Evaluation.
This evaluation charts carrier perfor-
mance on coordinated shipments, track-
ing individual shippers to ensure that
claimed delivery times are met. Those that
do not make the grade, no longer work for
US.
You can help by noting unusual situations
at the customer site (such as twentieth
floor installations in buildings with no
freight elevator). Advance planning never
hurts in meeting shipping deadlines. And
remember, proper field-factory and
fieldcustomer communication can im-
prove delivery times even more.
Product 8upporl Addition
By: Tom Moore/Boise
The continuing growth of Boise Division
has presented new opportunities and
challenges for Product Suppop. To help
us with these challenges, Ed Hess recently
joined our team. His first on-line assign-
ment will be to support the 7970B/C/E
Magnetic Tape Drives. Ed's previous ex-
perience includes field support of
memories attached to IBM 370 computer
systems, detail circuit design, system de-
sign, and project management on real-
time computer systems.
21
Peripherals
Colorado Peripherals
Digitizer Digest
By: Barbara Bennett/DCD
Trying to calculate how much your com-
petitors are spending on advertising can
monopolize hundreds of research hours
each year. Daily, page by page, each
newspaper is reviewed for competitive
ads. These are cut out a n d hand-
measured. Then the ad space used is
manually calculated before the data can
be analyzed. The HP 9874A can eliminate
most of this manual drudgery.
A major t i r ~manufacturer in New York
was analyzing competitors ' ads manually
when Peter Dragunas, an SR in our Wood-
bury, NY, office, discover~da prospect
through an inquirycard from the "Info 79
Computer Show" held in New York. Peter
worked with our customer and provided a
solution - an HP 9874A, 2647, 7310A
and 9872B (about a $35,000 systein).
Now, the customer's operator places the
competitor's advertisement directly on
the 9874's platen, digitizes three points of
the ad and uses the digitizer's numeric
v
9874A
Digitizer
Streamlining competitive ad anal-vsis
key pad to enter the competitor's code so
that this information can be stored under
that specific competitor's information.
The 2647 then calculates the area of the
ad and stores the data on the cartridge
tape for later statistical analysis. The plot-
ter allows charts, graphs and other results
to be produced on paper or in overhead
slide transparency form for presentations.
This HP system will also be used by
another department to produce spe-
cialized forms, a n d by the marketing,
graphic arts and data processing depart
ments as well.
The customer feels that the cost of the
digitizer is more than justified by the
savings in time and money doing this par-
ticular task. Perhaps you have a customer
in your territory that could see the same
types of benefits and savings this com-
pany is gaining by using the digitizer sys-
tem.
For inore information on this or any other
type of digitizer system application, con-
tact Al Herder (ESR, SSR, Canada, ICON ),
or Jack Huffrnan (NSR, MSR, Japan) at
DCD, 1303) 226-3800.
7310A
Printer
9872B
Plotter
2647A
Terminal
For Internal U s e Only
DMD
12940A Disc Cartridge Customer
Notification
By: Mikr G~rdoi~/D,bfIZ)
On April Znd, DlMD sent a telex to all Dhls
alerting them that we were inailing a cus-
tomer notification. The following letter
was distributed mid-May to 240 HP cus-
tomers :
Dear Customer,
The Hewlett-Packard name has, for
Inany years, been syrionyrnous with
quality and lasting value. We take that
responsibility seriously - and because
you have purchased one or rnore
H P 1294OA Disc Cartridges (used in H P
model 7905 and 7906 Disc Drives) over r)
the past few months, we wanted to
bring the following to your attention.
We have discovered in a specijic lot of
H P 12940A cartridges, a potential out
of balance condition which does not re-
f7ect HPs high quality standards for
our disc media products.
These cartridges were shipped during
the period qf December 1979 through
February 1980. They can be identi'ed
by a date code on the plastic surface on
the bottorn ofthe cartridge. Two series
of date codes are involved:
Kg-81000 through Kg-81500
L9-80000 through L9-81750
NOTE: THIS IS THE ONLY AL'THO
RIZED RE TL'RN POINT. SHIPPLVG
LABELS ENCLOSED.
Computer News June 1, 1980
Peripherals
Upon receiving your cartridge, we will
immediately ship a new replacement to
you, prepaid. We must receive your
cartridgefs) no later than July 3 1 since
this exchange program ends August 1 .
Thank you for your consideration in
helping He wlett-Packard keep your
products the best in the industry.
Very truly yours
/Mike Gordon
Disc Operations Manager
P.S. Even though HP 12940A cartridges
with the above date codes, now in
vour possession, rnay be current1.y
operating satisfactorily and present
no safety hazard, we urge you, for
your continued long-term satis-
faction, to take advantage of this
exchange program.
Disc Memory Division has determined
that this specific lot (a few hundred cart-
ridges were shipped worldwide) of
HP 12940A disc cartridges does not pre-
sent any safety hazard to our customers
and should not cause any short-term de-
gradation to their disc drives; but, to en-
sure our customers long-term satis-
faction, we have urged them to return
these cartridges. I f any of these cartridges
still remain inside HP, please use the same
return method as mentioned in the cus-
tomer letter.
DMD would appreciate everyone's assis-
tance in expediting the return of these
cartridges to help minimize any customer
dissatisfaction. If you haw any further
questions pertaining to this matter, please
contact your Sales Development person at
DMD.
Computer News June 1, 1980
Ban Diego
Bpecirum Graphics Kit and the System
45C
By: Mary ZoellerlSDD
The System 45C, introduced by DCD on
May 1, adds color graphics displaji
capabilities to the current line of HP
graphics products. To extend the 9845C's
capabilities in an easy-to-use fashion, a
software utility tape has been devt:loped
by DCD and is provided with each 91845C.
These utilities provide users severill ver-
satile and useful capabilities includiing the
ability to make a multihued color
hardcopy reproduction of the color image
appearing on the CRT display. This color
utility, Vector Transfer, is designed to be
used with the 9872 four-pen plotter and
the new Spectrum Graphics Kit from San
Diego Division.
Spectru rn Graphics Kit
The Spectrum Graphics Kit is intended
for use with the 9872 plotter to cl'eate
color hardcopy of select graphics pro-
duced on the 9845C desktop computer.
The System 45C color utility, Vector
Transfer, is used to create this hardcopy.
Sophisticated programmers may produce
plots with the Spectrum pens and paper
by creating unique programs, but th.e kit is
designed and supported only for us,ewith
the utility.
Use of the Subtractive Pens
The pens provided in the Spectru~rn
Graphics Kit use subtractive inks to pm-
duce all colors. The Spectrum pen colors
are black and the subtractive primary col-
ors (yellow, cyan, and magenta). Red,
For Internal Use Onty
green, and blue are created by overlaying
two subtractive primary colors :
red = yellow +
magenta;
green = yellow +
cyan;
blue = cyan +magenta.
Thus, the four Spectrum pens can be used
to duplicate seven of the eight colors on
the 9845C screen. You cannot draw a
white line on the plotter. Please note that
the quality of the colors and the pen per-
formance are affected by the paper used.
Spectrum paper is necessay to guarantee
quality plots.
To duplicate color area fill, the utility pm-
gram uses dotted and solid lines to give
the illusion of shades of color. The eye
"averages" these colors over a large area,
and it appears to the viewer that the plot-
ter has produced subtle shades of color.
Depending on which level of the utility is
used, fmm 7 to 101 colors are possible -
the higher the level, the more colors pos-
sible and the more timeconsuming the
plot. It is not possible to exactly duplicate
the more than 4,000 colors possible on
the CRT with the plotter using the utility.
Choosing the Appropriate Level
Parameter
The utility can be used with one of four
values of the level parameter. k w l 1 pro-
duces outlined filled areas and draws all
vectors. Lewl 2 adds area fill in six colors
plus black. Levels 3 and 4 produce filled
areas using patterns of dotted and solid
lines. The accompanying photograph
shows a bar graph plotted at the four
levels and gives the time required for each
plot.
23
 Recornmended U s e s o f 9872 Plotter
'The color hardcopy capability is recom-
mended for selective use only. Full color
reproduction of the CR'T graphics area
[nay take more than one hour to plot with
the vector plotter. The use of the 9872
Upper left, Level 1 , 5 with the Vector'Transfer program is a use-
rntnutes, lower left, ful but limited capability in select applica-
Level 2, 10 rnrnutes, tions and should be suggested for use
upper right, Level 3, 17 with the plotter only when:
minutes; lower rieht,
"
Level 4, 28 rnintltes Many colors are necessaly to distin-
guish the data.
Rese~nblanceto CRT colors or the
specific colors chosen are important
The accurate color reproduction is
more important than speed.
Area fill 1s requ~red
111ordinary use, with the 9872 declared as
Ordering Inforrnation an active plotter, the 9845C desktop com-
puter generates standard vector plots
'The Spectrum Graphics Kit, Spectrum Pens, and Spectrurn Paper, introduced on May 1, using u p to four colors on paper or on
appear on the Corporate Price List. Ordering information f o r the kit and consumables overhead transparencies. Satisfactory
follows : hardcopy can be created by standard Ired,
blue, green, a n d black) plotting directly to
Part No. Description Price the plotter when:
Spectrum Graphics Kit $6 5
Any four colors give adequate color
Spectrum Pens (1each of 11
variation. IIn some cases you might
magenta, cyan, yellow & black) want to use a cornbination of subtrac-
Spectrum Paper (100 plain 20 tive ink and standard pens.)
8-1/2 x 11" sheets per box)
Duplication of CRT colors is not an
At present, a customer may not order a single color of the pens. Only an assorted pack issue as long as colol-s are differ-
is available. The Spectrum Graphics Kit contains: en tia ble.
4 packages of Spectrum Pens Speed of plotting is more important
(1 magenta, 1 cyan, 1 yellow, 1 black per package) than color reproduction.
1 box of Spectru~nPaper Area fill (causedby FILL parameters) is
(100 sheets/box) not required on plotter output.
1 Instruction Sheet Call your San Diego Division Sales Sup-
port representative for more information
These parts will be sealed in a plastic bag and shipped in a corrugated cardboard or assistance on the Spectrum Graphics
carton. Kit. . -

24 For Internal U s e Only Computer News June 1, 1980

Peripherals

Plotler/Rinter Selection G u i d e for

Non-HP Systems
By: Chuck HakolSDD
I I
NON-HP
SYSTEMS
The third selection guide in the SDD
series for plotters and printers is pre-
sented in -Figure 4. It presents the
recommended plotter or printer for each
of the anticipated interfaces for a non-HP
system. Again, as noted in previous issues,
this selection guide is a recommended
guide and may not comr all configura-
tions. Please contact your SDD Regional
Sales Engineer should you encounter any
problems with the guide, or would like to
offer any comments.

RO'O?
RO'O?
73104
(OPT 050)

AUTOMATIC
MULTI.COLOR
PLOTTING MULTI.COLOR
OR B112" X11"
OESIREO'
987201s'
8 112" K 11"
(SINGLE PEN)

17601A
RATE < SEE
NOTE 1

B 112" X 11"
MULTI-COLOR
OR B 1 1 2 " X l l "
NOTES: OESIRED?

1. 722lBlSTO BE USED WITH PLOT 21. I N THOSE

SITUATIONS WHERE BAUD'RATE
IS 1200 OR GREATER. AN0 PLOT 21 IS
NOT USED. 7220BIS SHOULO BE USE0

SPAPER ADVPNCE MODEL

I AUTOMATIC
MULTI-COLOR
PLOTTING I
.*DIRECT CONNECT ONLY

Computer News June 1,1980 For lntemal Use Only

Backtalk
An Introduction ,,,

This is Backtalk ... a new section designed for you,

the Computer Groups' Sales Representative, to
share with others, ideas and information for
promoting sales.
Use it to plug into a worldwide network of know-
ledge and experience. Whatever your problem or
particular situation, someone has generally been
there before you. You can help each other.
How did you make that tough sale? What presen-
tation techniques did you use? What features and
benefits of the equipment did you emphasize?
How were you able to overcome specific objec-
tions? Looking for a particular reference ac-
count? ... demo package? etc., etc.
Let us know and we'll let everyone know
Contribute to Backtalk through your Staff Man-
ager, Divisions' Sales Development contact or by
contacting:
Kerin Henderson
Hewlett -Packard
Computer Marketing Group
19320 Pruneridge Ave.
Cupertino, CA. 95014
(408) 996-9383 ext. 277

For Internal Use Only Computer News June 1. 1980

Backtalk
A "Special"Resource
By: Xlorln Foky/lC01V
Will HP Guarantee Success?
By: John ICnopp Bob Claywrnb/Neely-
Sarlta Clara
Computer N e w s June 1, 1980
A combined effort by the HP Taiwan
Computer sales team, led by Fung-Ming
Chen, and DSD paid off recently >witha
multiple systems sale to The Republic of
China (Taiwan) trade rnission.
The six HP 1000's and peripheral equip-
ment, purchased to modernize Taiwan's
telephone system, bring to 22 the number
of HP computers purchased by the
Taiwan Telecommuniation Administra-
tion over the past two years. The systems
are linked through HP's Distributed
Systemdl000 Network.
Customers buv for their own reasons, as
everyone in Sales knows, but the rseal
reasons aren't always apparent.
Recently, a distributor of office supplies in
San Jose, CA, was considering several
vendors to replace his srrlall computer
with a newer and larger system. Formal
proposals were required, offering ,a com-
plete package of hardware and software.
The supplier of the company's co~nputer
was no longer in the computer business.
The customer was, understandably, con-
cerned about the long-term commitment
of vendors. He believed that Hewlett Pack-
ard would last, but the software silpplier
was new and so was his applications
package. The customer wanted HP to put
its weight behind the software by provid-
ing at least a verbal guarantee for th~etotal
solution. The customer, in fact, dangled
the order in front of us -it was ours if we
would simply assure him that HP would
recommend the software supplier, guar-
antee his work, and promise to pick u p
support of the software if the supplier
ever faltered.
We had no resewations about the
software supplier. However, we were con-
vinced that we had to preserve the three
party relationship, with each party equally
responsible for contributing his part to
the overall success of the installation.
We chose the strategy of moving the deci-
sion from HP back to the customser. We
asked him to make a quality decision
For Internal Use Only
Working closely with the Telecommunica-
tion Laboratories of Taiwan, which de-
veloped the software and the Chinese
character database of more than 6,000
characters, DSD's Special Engineering
Group developed a special link between
the I/O processor and the system proces-
sor and wrote drivers to talk over this spe-
cial link. DSD also dewloped the micro-
code which interacts with the TV interface
card and allows the display of Chinese
characters on the screen.
This sale highlights an additional re-
source available to you in tackling special
customer requirements - DSD'S Special
Engineering Group. Use it!
about his business: "Are you satisfied that
each of us is capable of meeting his re-
sponsibilities? Is each party prepared to
contribute to the success of the new
computer in your business?"
Within a week we had our response in the
form of a purchase order for an HP 3000
through the OEM.
Later, we asked the owner how he had
resolved his concern about guarantees. He
told us that his concern about the
software supplier was misplaced. He
realized that he was being asked to inake a
business decision of his own. Substituting
a guarantee from HP for his own respon-
sibility was not good business.
He asked himself: "Am 1 willing to assume
responsibility for making a decision on
quality, as well as quantity? Am I willing
to commit my company to being equally
responsible with HP and the software
supplier for the system's success?" He
views these as business decisions which
belong to the customer.
Meanwhile, the competitors were still
scrambling to change price, make deals,
and "sort of" guarantee success. HP was
the only vendor which moved his atten-
tion from quantities - size, speed, costs
- to quality. And only HP, with the
software supplier, insisted that he make
business decisions for his company be-
fore, as well as after, the choice of ven-
dors.
/ Hewlett-Packard Computer Marketing Group
R E I M ~ ~HELMUT
~ ~ ~ ,
1 9 3 2 0 Pruneridge Avenue, Cupertino, California 95014 USA
FR~HKFI~@T
CM Group Editor Kerin Henderson HPSA
Circulation Francine Tarmina

Boise Editor Sue Brault

Technical Editor Thad Webster
Colorado Peripherals Editor A1 Herder
Technical Editor A1 Sperry
CSD Editof Carol-vn Stewart
Technical Editor Olen Morain
cso Editor Fran Jeffries
Technical Editor Will Carleton
BDD Editor Dave Arrowsmith
Technical Editor Brigitte Allnaschi
BGD Editor Stephanie Brown
Technical Editor Geoff Kirk
DCD Editor Chris Sturnbough
Technical Editor A1 Sperry
DMD Editor Cathy Salinas
Technical Editor Jirn Stinehelfer
DSD Editor Sandy Garner
Technical Editor Don Rowe
[GrenobleI Dave Borton
IYHP I Yoshie Hashirna
DTD Editor Patty Opper
Technical Editor Carl Flock
IGrenoble 1 Francis Marc
GSD Editor Sheri Costa
'I'echnical Editor John Celii
HPG Editor Muriel Jean
'Technical Editor Pierre Ardichvili
San Diego Editor Mary Zoeller
Technical Editor Scott McClendon
VCD Editor Gary Peck

HEWLETT
PACKARD