artificial intelligence, or AI, is a hot topic for lots of

artificial intelligence, or AI, is a hot topic for lots of
THE INSIDE STORIES
FEATURES
Cramming computers with common sense
3
For 20 years, scientists have been trying to make computers think for
themselves. Now, artificial intelligence is riding a high-tech wave. Cover
illustration by Steve Osborn.
Keeping tabs on the tabbies
7
Production at pet food plants can halt until 500 cats at a research center
have time to paws and reflect about what to have for dinner.
page 7
ExtraOrdinary People
10
The story of the Association of Supported Work Organizations blasts
myths about the capabilities of people with profound mental retardation.
Making each minute count
15
U.S. Field Operations has devised a plan using automation to get HP sales
reps out of the office and keep them out-selling.
DEPARTMENTS
YourTurn
14
Measure readers write about matters of interest to all employees.
page 10
Letter from John Young
18
HP's president discusses the highlights and the significance of this year's
Design Automation Conference.
ExtraMeasure
19
HP Argentina overflows with pride in the World Cup aftermath; Waltham's
Bruce Brown is honored for his work with kids; whiz kids in Dallas sweep
the science fair with a little help from HP; meeting in the victory circle.
MEASURE
page 22
Editor:
Jean Burke
Art director:
Annette Yatovitz
Associate editor:
Betty Gerard
Circulation:
Kathleen Gogarty
Measure is pUblished six times a year for employees and associates of Hewlett-Packard Company. Produced
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© Copyright 1986 by Hewlett-Packard Company.
Material may be reprinted with permission. Member, International Association of Business Communicators.
Hewlett-Packard Company is an international manufacturer of measurement and computation products and
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people worldwide,
2
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Cramming
computers
with common sense
For the past 20 years, scientists have been trying
to make computers reason the way humans do.
Toda'{, artificial intelligence, or AI, is a hot topic for
lots of companies, including Hewlett-Packard.
Artificial intelligence had been a
slumbering science for a long time.
AI conferences in the early 1960s routinely attracted 200 or 300 computeTphiles, most from university research
programs and a few from corporate
America. These were people fascinated
by the concept that a computer might
be able to recreate human thought.
Today AI is hot. That same conference-the International Joint Conference on Artificial Intelligence (IJCAI)drew 6,000 participants to Los Angeles
in 1985. The computer scientists were
still there, but so were corporate executives and marketing representatives
looking for AI solutions to their problems. AI today is riding a high-tech
wave that's swept up corporations,
universities, government, the media
and Wall Street.
Part of the attraction is money. Sales
ofAI products in 1985 topped $700 million and analysts say sales should grow
about 43 percent a year. Analysts at
Arthur D. Little, Inc. predict U.S.
corporations and government will be
spending between $5 and $10 billion
a year on AI hardware, software and
services by 1990. As growth in traditional computing markets cools, many
companies will move toward AI to
increase revenues.
Few companies today have earned
much of a profit from AI products,
although some suppliers of expert systems should be in the black for the first
time this year. Most recognize that
advances in AI come slowly. For example, in Austin, Texas, 21 U.S. companies have joined forces to fund a longrange R&D venture. The Microelectron-
gent behavior. Most AI research falls
into five broad categories (see box on
intelligent
this page).
HP got started in AI in 1980 at HP
Labs. The focus at HPL has been on
research
expert systems, natural language and
programming productivity.
Artificial intelligence research today
One ofHewlett-Packard's showcase
focuses on five major fields:
AI applications-developed for internal
Expert systems to diagnose probuse-is an expert system called the
lems and draw conclusions.
Photolithography Advisor that troubleMachine vision to help robots see
shoots problems in an integrated cirand understand the world around
cuit fab shop. The technical knowledge
them.
of several photolithography engineers
Speech synthesis and voice rechas been captured in software that
ognition to allow users and computruns on an HP 9000 computer. A proers to talk out loud to one another.
cess technician can diagnose waferNatural languages to give computprocessing defects by answering the
ers the ability to understand a string
computer's straightforward questions.
of words in English or another
The advisor "probably represents a
language.
greater knowledge base than that held
by any single person in our company,"
Computer hardware to make the
says Vice President Joel Birnbaum,
other four endeavors possible.
head of the Information Technology
Group and former director ofHP Labs,
who helped explain the expert system
ics and Computer Technology Corp.
at last year's IJCAI program.
is tackling a lO-year program using
The expert system proved it could
AI to achieve a quantum leap in
help reduce wafer quality problems and
computer performance.
offer two advantages over its human
Japan's highly publicized fifthcounterparts. It is always available,
generation computer project, managed even during the night shift when there
by the government and funded by
is no engineering support. It also keeps
eight industrial companies, also sees
the clean room cleaner since it doesn't
AI as a method to improve productivity. wear makeup or sport a beard.
Observers estimate the level ofJapaBut the expert system didn't go
nese AI investment at $1 to $1.5 billion together without a hitch: photolithoduring the next eight to 10 years.
graphic experts haggled over several
Putting money aside for the moment, points during development at HP Labs'
the common goal of all AI researchers is Deer Creek facility. Once those differstill to solve the original notion ofharences were ironed out and incorporated
nessing the computer to achieve intelli- in the system, a few new problems
An
approach to
3
September-October 1986
www.HPARCHIVE.com
Cramming computers
popped up when it was installed in
the workaday world at the Santa Clara
Tech Center.
An advanced user interface was
added to eliminate keyboard typing and
a new history logging feature provided
recorded transcripts of each session.
An attached video disc player provided
a useful enhancement. The disc player
displayed still images of wafer defects
on a high-resolution monitor and
solved a problem of different terminology between the fab operations.
Technicians could compare the color
and pattern on the screen with the
actual defect on the wafer and answer
questions like. "Did it look like this?"
instead of answering a question that
merely described what the defect
looked like. When the system diagnosed the likely problem. it would suggest a remedy and also playa "movie"
of the corrective procedure from its
video disc.
There've been other HP AI experiments. too. A flight planner (see photo
on page 5) presents the seat-of-thepants pilot with a map of California
from San Francisco to Los Angeles.
You are asked for an originating airport, a final destination and any
stops in between. Then you add
specific constraints. such as "avoid
oceans and mountain ranges."
The system's knowledge base
includes data on airports. the terrain
and the capabilities ofyour Cessna 172
airplane. Within the constraints specified, the system finds the best flight
plan. That route is passed off to the
fligh t simulator which then flies the
plan on autopilot.
There's a prototype expert sys tem
which helps determine what's in an
unknown organic compound, based on
data from mass and infrared spectra.
Another system for sale today helps
physicians diagnose heart problems
based on electrocardiogram data.
Expert systems in general are made
up of two parts: a knowledge base and
an inference engine. A knowledge base
is a data base that stores declarative
and procedural information about the
problem domain. This information is
typically organized hierarchically,
allOWing data structures in the lower
level of the hierarchy to inherit information from their higher-level parents.
The inference engine works with the
knowledge base using the if-then principle: ifsuch a condition exists. then
you can draw certain conclusions. By
posing a number of such questions,
the system creates a world of possibilities and then combines facts, goals and
rules to reach a conclusion.
1\vo features that set an expert system apart from its traditional software
counterpart are its ability to explain
how it reaches solutions and the relative ease with which it can be modified
as new rules and facts are added.
But ifyou've got an expert system.
where do you turn for the computing
hardware to make it run?
Computers that are built solely to run
AI software tend to be expensive, special-purpose machines. Several companies have such machines on the market
today. Most were built specifically to
run Lisp-the standard programming
language for AI scientists in the U.S.
A second path has been to use
conventional number-crunching
machines that have added AI language
compilers-options that improve the
machines' performance drastically as
they move from numeric to symbolic
processing. (Although a few AI tools
have been developed for the personal
computer. most PCs are considered by
many experts to be best suited to run-
DOONESBURY, by G. B. Trudeau
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MEASURE
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www.HPARCHIVE.com
ning small tools to solve small problems. They're seen as too weak to run
major A! applications).
Conventional number-crunching
computer hardware and software process data by following algorithmsstep-by-step procedures to solve cutand-dried numeric problems. By contrast, expert systems use logic to come
to conclusions, much as humans
do. The need to move from simpler
numeric to more complex symbolic processing is similar to a mathematician's
need for algebra to explain abstract
puzzles that simple mathematics can
not solve.
Unlike their number-crunching
counterparts, symbolic processors
do not employ separate programming
languages, tools and operating system
software. Instead, they employ "programming environments" that are all
of these types of software rolled into
one. These environments typically support programming in Lisp-which
stands for List Processing. Lisp is the
language of choice in the U.S. AI
research community. There are various
dialects of Lisp available around the
world; however, Common Lisp is
becoming the deJacto standard.
Perhaps HP's biggest contribution
to the A! field is the HP 9000 Series
300 family of computers. This A! work
station runs a programming environment based on Common Lisp.
In addition to Common Lisp, HP's
now added HP Prolog to its A! software
menu. While Lisp environments are
popular in the U.S., Prolog is a favorite
with Japanese and European AI
programmers.
HP Prolog resides on top of Common
Lisp, which allows the user to combine
the best qualities of both languages.
HP Prolog is at its best for expert systems, data base applications, natural
language and symbolic processing.
The future ofHP's A! hardware
looks bright, too. One ofHP's greatest
strengths may be the new Spectrum
program's family of computers. The
new computers will be able to support
hybrid computing-smoothly blending
symbolic processing chores into their
conventional software repertoire of
crunching numbers.
"You want machines that can do
symbolic computing, but not at the
Ira Goldstein, who heads HP Labs' AI research efforts, used to fly old biplanes as a hobby.
This HP-developed expert system "pilots" a plane from San Francisco to Los Angeles and can
understand and obey requests like "Plan a lunch stop in Santa Barbara," "Avoid oceans and
mountain ranges" and "Ensure no longer than three hours between stops."
expense of conventional computing,"
says Ira Goldstein, director of the Distributed Computing Center at HP Labs.
Hewlett-Packard is not alone in
supplying A! work stations,languages
and applications. There are lots of companies applying AI solutions to their
own business problems. Many of the
firms are familiar to HP employees,
either as customers or competitors.
Digital Equipment Corp., for example, has an expert system running on
its own eqUipment that configures
orders for its VAX superminicomputers, making decisions about how to
combine the more than 10,000 options
available to a customer.
AT&T uses an automated cable expert
for inspecting and advising about
repair of telephone cables.
Hughes' Hi Class system helps determine the proper sequence ofsteps in
printed-circuit-board assembly.
IBM listens to a system's advice on
moving mainframe computers from
one site to another.
In addi tion to some of those major
U.S. corporations developing and
applying AI solutions, there's a whole
raft ofAI specialists out there-firms
with such exotic names as Quintus,
Intellicorp, ExperTelligence and
Radian. Some, like Symbolics Corp.
and Lisp Machine Inc., specialize in
dedicated AI hardware. Still others,
like Inference Corp. and Teknowledge,
are software-only houses that focus
on A! tools.
HP has joined forces wi th various A!
specialty houses for joint marketing
efforts. Together with these third-party
affiliates, HP is putting together hardware, programming environments and
software tools which will allow HP's
customers to build expert systems
more efficiently.
HP's software engineering program
is presenting a number of courses on
AI for employees-covering everything
from the structure of computer programs to expert systems fundamentals.
Some of the graduates have gone on to
begin AI projects in their own divisions.
In August, two courses geared for
managers were added to the software
engineering group's curriculum.
Despite the flurry of activity in A!
development both inside and outside of
HP, the emergence of new companies
and the keen interest by Wall Street in
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September-October 1986
www.HPARCHIVE.com
this new field, AI is still not a mature,
well-defined market.
"It's beginning to dawn on everyone
that AI is a set of technologies, not
a distinct product," says computer
industry observer Esther Dyson. Her
newsletter, Release 1.0, now devotes
an increasing amount of space to
practical applications of artificial
intelligence.
But growing numbers ofAI experts
feel the technologies shouldn't be
labeled "intelligent" until they learn to
learn. It shouldn't take a programmer
to rewrite a system when the problem
changes or when something goes awry.
"Learning is still a third dimension,"
says Ira Goldstein. "We haven't really
approached that yet.
"I don't think it will be common to see
machines that learn in industrial settings until the 1990s. But by the end of
the century you won't need a computer
guru to program a machine. The computer will be able to learn from the past
-not as well as people do, but still in a
substantial way," says Ira.
So, for the foreseeable future, artificial intelligence is unlikely to make
many inroads in areas that require
learning or creativity. Although
today's silicon circuits can outperform
a brain's neurons, the human brain
still outperforms even the most sophisticated computers of today. Not until we
better understand the thought processes of human beings can we incorporate this knowledge in the design
of a superior computer.
The popular image of a thinking
computer-the smooth-talking HAL
in "2001: A Space Odyssey"-is still far
from reality. In fact, there's still a country mile today between computers that
think like humans and those that
peiform tasks like humans. In the
final analysis, the human brain is
probably the best thinking machine
we'll ever see. M-Brad Whitworth
~
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~
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........... 5
~
=>
::;
~
~
Graduate student Ken Murray and Dr. Gordon Novak, director of the University of Texas
at Austin's artificial intelligence lab, use an HP 9000 series 320 computer given to the
school under HP's $50 million, nationwide grants program.
Ayearning for
AI learning
marketing manager for HP Labs'
Distributed Computing Center and
manager of the AI grants program.
''Advances in AI technology are still
being driven strongly by the univerSome of the best AI research taking
sities, and this pool of knowledge is
place today is on the college campus
-but professors know it takes state- a highly-leveragable resource. The
grants program proVides an efficient
of-the-art eqUipment and software
way to tap this pool.
to do the job.
"Ofcourse, the AI research work
That's why many schools were
occurring here at HP is of great
glad to hear about HP's $50 million,
interest to the schools. By providing
three-year program to supply
these schools with better insight
selected universities with grants
into this work we can help them
of up to $5 million ofAI equipment
advance their own AI research. Thus,
and software. Nearly 90 schools
the nature of the relationship is
with established AI programs asked
reciprocal," says Ralph.
about HP's grants, and more than
The 21 universities selected for
50 submitted proposals.
In the end, 21 universities were
the HP grants program include:
selected (see list in this box). Each
Brown University
school will receive 20 to 60 HP 9000
California Institute of Technology
engineering workstations, HP
Carnegie-Mellon University
research and product software,
Columbia University
including HP-UX, TCP/IP and
Cornell University
Common Lisp, and a free year of
Kent State University
hardware and software support.
Massachusetts Institute of
Currently there are 340 systems
Technology
installed at the grant schools,
Mills College
representing half of the AI grants
San Francisco State University
program's commitment.
San Jose State University
Some schools will use the grants
Stanford University
University of California, Berkeley
to develop new approaches for
instruction in computer science and
University of California, Los Angeles
University of Colorado, Boulder
electrical engineering. Other schools
are conducting research in graphUniversity of Hawaii
ics, natural language, knowledge repUniversity of Massachusetts,
resentation, symbolic mathematics
Amherst
and programmer-productivity tools.
University of Pennsylvania
University ofTexas, Austin
"One of the key elements of this
program is the technical exchange
University ofSouthern California
University of Utah
we're developing with the universiYale University
ties," says Ralph Hyver, technical
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"
.,
.Keeping tabs
•
o etab les
Dr. Ed Kane spends his work days
bustling around the two long, narrow
buildings that make up Carnation
Farm's Feline Research Center. There,
with the help ofHP equipment, he
keeps tabs on the eating habits and
nutritional requirements of more than
500 cats. As though that isn't enough,
he and his wife have six more at home.
He's allergic to every one of the felines
in his life except the Cheshire cat tie
pin he wears.
He puts up with the sniffles and
watery eyes because he's serious about
these animals. "I love every one of them.
Each one is special." He seems to have
September-October 1986
a special spot in his heart for a pudgy
mixed-breed named Cranston, whose
purr sounds like a cross between a
pigeon and a dirt bike with mechanical
problems.
Cranston, Frosty, Ginger, Bingothese are just a few of the animals
whose discriminating palates make
decisions that steer a large part of
Carnation's business decisions.
Cat food is big business in the U.S.
where Dr. Ed says doting cat owners
spend nearly $2.2 billion a year to feed
their pets, a significant portion of the
whole $5.1 billion pet-food industry.
Despite their aloof nature and supe-
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rior attitude, cats have become the pet
of choice in the United States with 50
million of them ruling households.
This multitude of felines might even
appreciate the effort and precision
Carnation devotes to studying recipe
varieties for their consumption.
Cat lovers will understand and appreciate it, too. They thrive on the persistent rubbing around the calves cats
bestow upon their owners at the first
sound of a can opener.
Carnation's Research Farm spreads
across 1,200 acres in Washington's
Snoqualmie Valley, about 30 miles
northeast ofSeattle. The cattery is not
open to the 50,000 visitors who tour
the farm annually, in an effort to protect the cats from dangerous airborne
germs. But visitors get to look over the
farm's dairy cows, including the maternitybarn, milking carousel, calf
research barn and the recovery room.
Visitors can continue to the kennels
where dog food studies, similar to the
cat studies, are performed by an
extremely vocal group of canines.
Dr. Ed manages the Feline Research
Center at the farm in Carnation, Wash:
ington. For years, he has used an
HP-85 in his work, and has recently
upgraded to HP Touchscreen personal
computers and several HP Portable
PLUS computers.
Production at Carnation pet food
plants can "litter-ally" be placed on hold
while panels of the cattery residents
make weighty decisions about food
offered to them. These can sometimes
be rush decisions, says Dr. Ed, driven
by price and availability of cat-food
ingredients in the marketplace.
"A plant will often air-express us a
batch of cat food they want to market,
the regular recipe except for maybe one
ingredient substitution," he says. "But
before the product goes to the market,
the company needs to be sure cats will
go for it. So an emergency panel of cats
tests the product for two or three days.
The plant waits for the word from us
that the new recipe is a 'go.' And the
product can be whipped up and sold.
These cats are the experts here-the
company listens to what they say."
And sometimes, says Dr. Ed, the cats
give a paws down on a product being
tested, occasionally going so far as to
I
cattery employees Patty Griffith and Bill Runolfson stand by as Dr. Ed Kane convinces Mae to
perch atop the Mettler electronic scale long enough to get a good reading.
show a preference for the competition's
product. All is forgiven in the name of
research. "We want them to tell us
exactly how it is. Luckily, for the most
part, we win."
"The worst thing in the world," says
Ron Stapley, director of research for the
entire farm and former cattery manager, "is to put two bowls offood out for
the cats, watch them walk over to them,
sniffboth, sniff them both again, and
then just walk away. They can detect
the slightest differences in recipes."
Because speed is of the essence in the
forever-changing and highly competitive cat-food business, the Carnation
cattery relies on HP equipment to compile and analyze data about the cats'
choices, behavior and health. HP gear
helps researchers analyze data to make
business decisions based on the
250,000 cans of cat food and 70,000
pounds of dry food the well-fed Carnation cats are offered each year.
For years, the cattery has been the
electronic leader at the farm, relying on
an HP-85 hooked to a Mettler electronic
scale to record the weights of the cats
and their food bowls-both before and
after meal time. Data from the HP-85
are used to analyze nutrition and
palatability. The final data goes to an
HP 3000 computer at Carnation's
Research & Development group, Calreco, in Van Nuys, California. The data
are then evaluated and interpreted
for final reports, as well as routine
palatibility and nutrition testing.
The Carnation Kennel at the farm
has used an HP-75 in its research, and
the farm has also used two HP Touchscreen personal computers and
ThinkJet printers for a couple ofyears.
But Ron Stapley is a man with a
vision and the recent eqUipment
upgrade will change how things are
done at the farm. Within three years, he
wants Portable PLUS computers and
HP Touchscreen PCs in place throughout the farm-at the cattery, kennel
and dairy, as well as in the research laboratories-and all tied into a minicomputer (probably an HP 3000, he says)
right on the farm. "All the HP Touchscreen and Portable PLUS computers
will become 'smart terminals.' That's
where we need to be. The system will
allow everyone access to more information than ever before. That will give us
the ability to make better judgments
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www.HPARCHIVE.com
and decisions. "
Ron says his plan has been to move
the farm gradually into computerization. "You need to learn how to crawl
before you walk, and how to walk before
you run. With the HP-85s, we were
crawling; with the Touchscreen and
Portable PCs, we're walking and when
we get the HP 3000 here on the farm,
we'll be running."
The cattery staff plans to start
using the recently purchased HP Portable and Touchscreen PCs as soon as
they arrived, cutting down the amount
of paperwork formerly needed for the
volume ofstatistics and amount of
number-crunching generated by the
cats' behavior.
All 500 Carnation cats are weighed
once a week. The process is routine for
them, as they patiently perch atop the
scale that feeds their bulk weight
directly into an HP-85 computer. It
takes about 30 seconds for each cat.
The cats' weights are measured against
the amount of food they consume,
which is also measured before and after
it is offered to them. The amount and
type of food each cat eats is recorded.
How much each cat eats in relation to
its body weight is important information for veterinary medical research, as
well as routine palatability and nutrition testing.
Every day, Carnation cats take the
"Friskies Challenge." 1\\'0 products are
repeatedly placed before them to be
tested over several 24-hour periods.
Cats in one room might be given Fancy
Feast Beef and Liver in one bowl and
Buffet Picnic Chicken in another. In
another room, cats might be debating
and sniffing over Friskies' tuna recipe
and Purina's tuna recipe. The two
products are rotated daily from the left
to the right side as well to further
enhance scientific accuracy.
Dr. Ed says cats have a hierarchy of
taste preferences just as humans do,
though it's safe to say the vast majority
prefer canned food over dry food. Just
as a human might prefer salmon to
lamb, individual cats might prefer the
taste of ocean whitefish over beefliver.
But through the maze of individual palate preferences, Dr. Ed says the panels
clearly indicate what the majority prefers. Certain cat panels are tested
Carnation's test cats lead a pampered lite. their dally food intake Is monitored along with
changes in their weight.
with dry foods only and some get only
canned food.
It's a bit of a problem to switch a cat
over from either dry or canned food
once it gets used to its diet. "They know
what they like and stick with it," says
Dr. Ed. "A switch might be like the difference for humans between the taste
of filet mignon and nachos. It also
tends to upset their digestive process."
One thing is for sure. They like meat
and that's what they'll eat ifleft to their
own devices. "Cats are one of the true
carnivorous animals," he says. "They
evolved as meat-eaters and they need
animal tissue to survive. When they
hunt and eat a mouse, they eat the
whole thing. They like the texture of
each part and each part-the bone, the
fat. the meat-provides essentials the
cats need to survive."
But a Canadian study shows, he
says, that cats prefer prepared cat food
over mice. Presumably, cats catch mice
simply because they can. In the unlikely
event of a fresh tuna invading their territory, they'd go for it before the mouse.
Along with the palatability tests,
nutrition tests are also conducted. Carnation cats will spend their whole lives
at the cattery, Female cats are fed the
same kind of food from the time they're
bred through gestation and lactation.
Their kittens will get the same food,
too. The body weights of kittens show
how products are performing during
critical growth periods, says Dr. Ed.
Blood samples are drawn as well, and
veterinarians watch muscle development in case any nutritional deficiencies should appear.
Adult cats are also given similar sixmonth tests to determine that nutritional reqUirements are being met.
"Our animals are changing every day.
They're growing, aging, always telling
us new things about their lives," says
Ron Stapley. He looks forward to haVing
his HP network in place throughout the
farm, and is confident it will open new
doors for researchers and allow a more
natural flow of information for each of
them. "This will help us capture what
they're telling us. It will make their lives
better in the long run. " M
--Jean Burke
9
September-October 1986
www.HPARCHIVE.com
DINARY PEOPLE
1I'lsh Borden, general manager of Olympus Electronics In seattle, uses a series of 20-mlnute
training sessions to teach employee Roy Thornqulst cable assembly.
arie rolls into work at Vangard
Northwest in Ferndale, Washington, at 9 a. m., right on time.
She is going to spend her day helping
to assemble cable management kits
that HP's Direct Marketing Division
needs on a tight deadline. There are
250 to complete and it's going to keep
Marie and her 15 co-workers busy.
Marie's part in the assembly process
is coiling the six-foot plastic tube,
which holds cables together behind
computer terminals, and placing it in a
large plastic bag. She concentrates as
she maneuvers the grey tube through a
circular route of nails in front of her at
her work station. Awooden, V-shaped
device hanging on the side of her work
station allows her to open the plastic
bag to place the tubing in it.
She learned each step of that process
through a training process that broke
the whole job down into individual
steps. It took several months for her
M
employers to teach her the job through
20-minute training sessions several
times a week until she repeatedly did
the whole process 100 percent right.
She needs the adaptive fixtures and
intensive training because Marie was
born with cerebral palsy, a central nervous system disorder that results from
brain damage at birth. Because of this,
she can use only her left hand-and
its movements are unpredictable and
jerky. She is restricted to a wheelchair.
She still lives in a nursing home, the
place she spent all of her life before she
went to work for Vangard. She now
earns wages for each piece of tubing
she places in a bag for HP. It's enough
money that she can choose her own
clothes, get her hair done in a beauty
parlor and buy herself a pastry and a
cup of coffee at the bakery across the
street from Vangard. Before she came
to work, those weren't even options.
Her life was dictated by the regimented,
non-varying routine of institutional life.
But hold the tea and sympathy.
Vangard's general manager Marcia
De Lorme says her employees don't
need it. University studies and
research indicate, says Marcia, that
our expectations about what profoundly handicapped people can
accomplish have been much too low. "If
we can't teach someone to do ajob, we
haven't given them access to it. It's our
problem, our failure-not theirs. We
need to find the way that will help them
learn it. They're capable of it."
Trish Borden subscribes to the same
belief. She is general manager of Olympus Electronics in Seattle, Washington,
another company that hires the developmentally disabled.
Together they make a living blasting
myths that most of us believe about
people with profound mental retardation. Misconceptions crumble and fall
away as one watches what goes on at
these electronic assembly companies.
Trish Borden explains: "It seems
every story written about our employees
starts by describing how Tom seemed
so innocent, so happy as he ate his peanut butter sandwich and cookies out of
his Kermit the Frog lunch box."
The problem with that?
An attitude problem
"Tom" might be a middle-aged man
who earns enough money to furnish
his own apartment. Chances are excellent he didn't choose the Kermit the
Frog lunch box and that he has never
been taught that most middle-aged
men don't carry Sesame Street lunch
boxes. These decisions are made by
well-meaning parents or by institutional staff members where people
such as Tom often live. They are
responding to early messages-when
they were told Tom will "always be a
child," that he will "always have the
capabili ties of a firs t-grader."
This kind of attitude is one that Trish
Borden and Marcia De Lorme would
like to change. They assert that society's expectations of people who are differen t are extremely low and that these
people have been undertaught. Things
are different in their companies.
Trish says, "One of my employees
came to work the weekend after the
MEASURE
10
www.HPARCHIVE.com
Using a cable gun, Olympus' Shelley
Williams tightens cable assemblies that
will be used In Lake Stevens products.
Olympus Electronics' Allen Cowell inserts
cables for LSID, gUided by the finished
product before him at his work station.
Special Olympics wearing the ribbons
he'd won pinned to his T-shirt. He'd
taken a bus to work through downtown
Seattle. The first thing we did was ask
him to take them off and explained
why. It's like an emblem that says, 'I'm
different' and it just reinforces beliefs I
know aren't accurate. These are people
with dignity. There was no reason to
make him stand out in the crowd."
Vangard and Olympus are two of 10
member companies of the Association
of Supported Work Organizations
(ASWO) that in 1985 prOVided HP with
$1.5 million in parts and service. All of
the 17 ASWO companies are "sheltered
workshops" that hire and train people
with profound mental retardationIQs less than 30 in many cases-to do
skilled paid jobs, mostly electronic
assembly work.
HP does business with several similar companies as well, not all of whom
are part of this organization, such as
San Jose's Hope Rehabilitation Services and Placer Rehabili tation Industries in Auburn, California.
Olympus Electronics and Vangard
Northwest. the companies Marcia and
Trish run, proVided Hewlett-Packard
with more than $40,000 in service and
parts in 1985. Trish also serves as president ofASWO, the network that governs the objectives and goals of each
member company. Marcia serves as
ASWO's vice president, in addition to
her duties at Vangard.
Replica of Oregon program
The businesses are modeled after an
employment-training program developed more than 10 years ago at the
University of Oregon by Dr. G. Thomas
Bellamy. Untiljustlastyear, the ASWO
members were still tied to the universi ty program. The Oregon program was
one of the first to clearly demonstrate
that people with profound mental
retardation could learn skills needed
to do wage-earningjobs.
All ASWO member companies are private, non-profit organizations. The
Department of Labor monitors and
establishes employee wages. While
many sheltered workshops exist to provide training to move people into traditionaljob markets, ASWO member
companies are not such "flow-through"
models. The majority of employees of
Vangard and Olympus, as well as the
September-October 1986
other ASWO programs. will always
need the intensive daily training and
support they now receive.
But the important element of this
story is beyond networks, university
studies and umbrella organizations.
This is about human dignity. changing
lives for the better and the wonders of
the human brain.
Trish Borden likes to tell the story of
Olympus Electronics in Seattle. Washington. through the life story of one of
their best employees. Joe lived in an
institution from age one to age 26. He
never learned to talk or to take care of
himself. When he was 17, a psychologist wrote that Joe "continues to need
the protective custody of an institutional setting to survive within his
immediate environment." Trish says
people liked to refer to him as haVing
the mind of a three-year-old.
When he went to work for Olympus.
he was understandably withdrawn. illkempt and spent most of his time rocking and looking at his hand.
The first job he learned was how to
assemble a cable harness. In a sheltered workshop. tasks such as these
are broken down into maybe 14 or 15
separate steps, each practiced one at a
time until the employee recognizes and
remembers the pattern. Visual aids,
such as a completed cable harness, are
set up at a work station. It might take
35 to 40 hours of training in 20-minute
increments before someone like Joe
completes a task with 100 percent
quality, but it happens eventually, and
it never takes as long again to teach a
similar task. After learning one job.
such as cable assembly. Joe begins to
amass generalized skills that he will
relate to other assembly work.
Joe doesn't look at his hand much
anymore. He's too busy exploring the
world around him. learning and growing. This man, who could not even
bathe himself before he started working at Olympus, now lives in his own
apartment with a roommate-a nice
apartment wi th a swimming pool that
he likes to sit by while he looks at his
magazines. He takes a bus to work
every day, a skill that involved four-hour
training sessions and many mishaps
before Joe mastered the system.
He still doesn't talk and still needs
11
www.HPARCHIVE.com
ORDINARY PEOPLE
still lives with his parents.
Much effort goes into providing community access for the employees ofVangard, since so many of them still live in
an institutional setting. "We try very
hard to make the connection between
money and the work they do here," says
Marcia. "We'll reward a good job or
appropriate behavior with money, for
example, and then give them a short
break so they can buy a soda from the
machine outside with their money.
When they go to deposit their paychecks, we'll make sure they get some
spending money to keep."
Going out on the town
Marcia De Lorme, general manager of Yangard Northwest, supervises Bob A1seth as he
masters packaging pieces for an HP cable management kit destined for DMK In Sunnyvale.
some support to get through the days,
but now he shops and pays for his own
furnishings. "He has a choice now,"
says Trish, "about what clothes to wear,
what hobbies to pursue and what to
spend his money on." This would never
have been part of his life if still at the
institution, where only three-year-old
behavior was expected of him.
Joe keeps himself well-groomed. He
makes his own breakfast and lunch
and is learning to make a few dinner
entrees from a cookbook designed for
people who do not read. He shops for
his own groceries, taking along photos
of items from each of the four food
groups to help him make his selections. He goes out to dinner or for a
beer after work with friends. He has a
passion for music and bought himself a
stereo. "His favorite," says Trish, "is
country-and-western. If! get a phone
call and hear country-and-western
blaring in the background, I know it's
either Joe or my dad." (Joe calls with
assistance from someone who can talk,
but it's important he learns to issue
invitations and use the telephone.)
His latest adventure was skiing lessons, which he took with two of his co-
workers. "He might be the only person
I know who goes skiingjust so he can
ride the chair lift. I think he'd rather
be doing anything in the world than
skiing, but his friends want to go, so
he goes with them," says Trish.
What happens, says Trish, is that as
soon as people adjust their expectations, her employees begin to shine.
"We used to feel sorry for people like Joe
and his 20 co-workers and think they
were a burden to society. There is no
reason to feel that way. With money
from their jobs at Olympus, they
become good consumers. They're contributing members of society."
At Vangard Northwest, in a small
Washington town close to the Canadian
border, Marcia De Lorme faces perhaps
the greatest challenge of all the ASWO
member companies. Vangard is unique
in ASWO in that each of its 16 employees is physically handicapped as well as
profoundly retarded. Most were born
with cerebral palsy. Six are in wheelchairs and two use mechanical devices
to walk. Several do not communicate
verbally at all. Thirteen ofVangard's 16
employees live in a nursing home, two
live in a group home and one of them
Gene, placing the six polycarbonate
strips into a small bag for the cable
management kit, is one employee who
qUickly grasped the money connection.
Part of that, says Marcia, is because he
loves to go out on the town and loves
pie. He knows that ifhe's working, he's
going to be able to buy himself a piece
of pie. That's what works for him.
Another employee bought a stereo
with his money and likes to go to the
library to check out records. Bruce,
who likes anything mechanical, loves
to pore over catalogs. The staff thinks
that's where he might have found out
about CB radios, one of which he
recently purchased and listens to constantly. Two of the women arrange to
have their hair done during the lunch
break at a beauty parlor down the street
from Vangard. And the bakery across
the street is a favorite spot for everyone
who works at Vangard.
Lake Stevens Instrument Division
purchasing supervisor Jan Hegstad
says the procedure for doing business
with companies such as Olympus and
Vangard is no different than for any
others. Purchasing and engineering
teams make site visits to qualify the
companies as vendors. They ask the
typical questions about their purchasing capabilities, technologies, shipping
and receiving. "We find out if they can
respond to our needs the way we want
any supplier to respond to our needs."
Chris Luongo, of Corporate Materials, says, "The benevolent attitude we
had originally about doing business
with these companies qUickly turned
to pure business. They're good sup-
MEASURE
12
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-
pliers. They build quality in up front
because they're doing intensive training as they build. "
Besides Olympus, LSID does business with similar companies-Work
Opportunities, Skagitron, Provident
Industries, and Sherwood Learning
Center. Typical HP needs, Jan says, are
cable assemblies, electro-mechanical
assemblies, jumpers and having electrostatic bags sorted.
"The thing I really want to emphasize
is that we don't treat these companies
any differently. We expect 100 percent
quality from everyone. These companies seem to take that extra step-the
quality is extra-important to them.
They're some of our best suppliers."
Other HP divisions that contract
work from ASWO members include the
Direct Marketing Division in California, the Vancouver Division in Washington and the Avondale Division in
Pennsylvania. Orders range from optosensor cables to cable-control LED
boards to micro-switch assemblies.
When selling her company to buyers,
Trish Borden doesn't even mention that
her employees are disabled. "We have
an excellent track record, good quality
and we're competitive with other companies. We show samples of our work,
give references and talk business. To do
it any other way would be a disservice
to the employees."
Even at trade-show displays, the photographs show only hands working
doing cable assemblies or loading
boards-nothing that signifies
disabilities.
"When we invite buyers or representatives here from companies, the disabilities of our employees don't even
come up 95 percent of the time, even
though they're right here and can
obviously see it. We don't bring it up,
and so they don't usually either. One
man, after a tour of the whole facility
and many hard-hitting questions, said
to me, 'I see you've got some good incentive programs going here.' I loved that.
He saw exactly what was going on and
that was a perfect way to capture it. As
long as we're doing a good job, nothing
else really matters." M ---Jean Burke
as trade-show support.
Most general managers, such as
Trish Borden and Marcia De Lorme,
entered the fast-paced world of hightech business and financing from
social work and mental health care
backgrounds. They've had to pick
up many skills along the way. The
first step was understanding the
products their employees were
manufacturing.
Says Paula Johnson of Northwest
Assembly, who was preViously manager of Olympus: "I remember before
I started working at Olympus when
someone told me the employees were
putting together cable harnesses for
oscilloscopes, and I thought 'What's
an oscilloscope?!'"
Since those early days, these general managers have become fluent in
the jargon of the electronics indus-
try. They've learned business, management and financial skills. They've
become skilled sales people and marketers. They've learned productive
manufacturing techniques and the
ins and outs of purchasing supplies
and eqUipment.
But through it all, the most important hat they wear is that of trainer,
still involved in direct service with
employees. "That's one of the major
objectives ofASWO, " says Trish,
"and what makes us different from
other companies. All general managers continue to have contact in the
work area and supervise employees.
That direct service is the reason we
got into this field in the first place.
We stay in touch with what's going
on so we can make better business
decisions. "
Through ASWO, Jessie Goode has learned
the skills to work and the independence to
live In his own seattle apartment.
The bosses learn
a few things, too
Paula Johnson, director of marketing for Northwest Assembly, helps
ease the burden on some ASWO general managers, who are sometimes
expected to wear too many different
hats all at once-general manager,
social worker, trainer, friend, salesperson, financial wizard, electronics
specialist and marketing wizard.
"We can help these companies share
leads, do some direct sales and even
share contracts if we get one that's
too big for one of the companies to
do by itself. "
Northwest Assembly prOVides
marketing and advertising assistance to five of the ASWO member
companies in the Northwest, as well
13
September-October 1986
www.HPARCHIVE.com
YOUR TURN
Measure readers share
their views on matters of
importance to employees.
He's got company
Readin', writin' and
computin'
An article in '{he San Jose Mercury
News listed the personal computers
available in Santa Clara County libraries. There were plenty ofIBMs and
Apples, but not a single HP computer.
The survey even included Sunnyvale,
home of the Personal Office Computer
Division. Wouldn't it make sense for
HP to donate some HP Touchscreens so
the public has a chance to use them?
It would be nice to show people the
computer being made in their county.
0
LARRY ROSENBLUM U
~
Sunnyvale S
~'"
The Apples and IBMs you mention
were purchased by individuallibraries in Santa Clara County withjederalfunds through a program started
by the California state librarian, who
The article written about Binh Rybacki
also dictated specifications, including
in the May-June issue was very intera standard operating system and at
esting and moving. I'm happy she is
least one hard disc. At the time, HP's
doing so well for herself and others.
PC was the HP 150 and it did not
John Monahan wrote that she was "too
coriform with those specs.
pretty" to call her a zealot, savior, heroLocal HP grants are decided by HP's
ine or saint. Binh is a courageous surPeninsula Contributions Committee,
vivor...
or is she too pretty to be called
which includes all Bay Area sites,
that also?
including POD. The committee
THERESA CORSICK
receives many more requestsjorconCupertino
tributions that it can possibly make
jrom its limited budget. To date, no
libraries in the area have requested
HP equipment, though dozens ojother
qualifying non-profit organizations
have askedjor and received HP
As one who enjoys reading Measure, I
equipment.
was interested in Mr. Hall's letter in the
One concern ojthis committee in
July-August issue about "disc vs. disk."
approving grants is that the receiving
But I was both enlightened and amused
organization should be able to satisby the response. There may be some
jactorily incorporate the equipment
controversy generated over your
into its operations. In this case, PC
spelling of"controversey!"
users in the libraries are proVided only
ROBERT J. GLASER, M.D.
minimal assistance since the library
HP Board of Directors
staffdoes not have adequate training
Menlo Park
to help neophyte users.
U's unlikely HP would take the initiative to make such grants without the
libraries expressing interest and without their haVing the capability to help
educate and assist users.
Too pretty to call
courageous?
"E" before "y,"
except after "s"?
The dealer channel of distribution is
becoming a larger portion of revenue
for HP and it was rewarding to see such
a well-written article in the July-August
Measure about a successful HP
personal computer dealer, Philip
Engelhardt.
However, there is one statement in
the article that needs to be corrected:
"His Aviax Business Systems ... is the
only PC dealership in the world that
sells HP products exclusively." In the
Neely Southwest Area, there are two
such exclusive dealerships and in the
Neely Los Angeles Area there are at least
four dealers that sell HP products exclusively. I am positive that there are other
examples in other areas. It is fairly
unusual to see these types of dealerships, but certainly there's not only one
in the world!
RICK TESSITORE
Area Personal Computer Manager
Fullerton, California
Please send mail
What public issues affect HP people
and theirjobs? Do you disagree with
something you've read in Measure?
Send us your thoughts. We want to
share your opinions and comments
with more than 84,000 other
employees.
Ifyour letter is selected for publication, you11 receive a Measure Tshirt. (Be sure to send us a return
mailing address and indicate your Tshirt size-unisex small, medium,
large or extra-large.)
Address letters via company mail
to Editor, Measure, Public Relations
Department. Building 20BR, Palo
Alto. Via regular postal service, the
address is Measure, Hewlett-Packard Company 20BR, PO Box 10301,
Palo Alto, CA 94303-0890. Try to
limit your letter to 200 words. Please
sign your letter and give your location. Names will be withheld on
request.
MARY ANNE EASLEY
Manager,
Corporate Public Relations Services
Palo Alto
14
MEASURE
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•
Making each
minute count
Sales force automation is getting
HP reps out of the office and in front
of their customers.
It's nothing personal, but the idea is to
get HP sales representatives out of the
office and keep them out.
It makes sense.
If sales reps are playing phone tag
with customers, attending impromptu
meetings. sitting in traffic or waiting
for an appointment, they're not selling.
Today's sales reps have more products to sell than ever before. And each
sale carries administrative needs, such
as configuring solutions. planning
implementation and communicating
with the support team.
HP's sales reps typically spend about
one-third of their time on these administrative tasks.
Beyond the paperwork, the HP sales
force is faced with ever-increasing competition and mounting pressure to
produce more for less and get answers
to customers faster than ever.
Help is at hand.
U.S. Field Operations is automating
HP's sales force to give sales reps more
time to spend with customers; provide
15
September-October 1986
www.HPARCHIVE.com
Making
minutes
count
a competitive edge through the visible
use ofHP products; improve the sales
force's knowledge of personal computers and office automation and to
increase job satisfaction.
Since April, approXimately 100 sales
reps have participated in a pilot project
using new productivity tools. Each participant was eqUipped with a Portable
PLUS computer, a ThinkJet printer
and access to a portable disc drive.
The system proVides:
• MemoMaker, Time Management,
Lotus® 1-2-3® and Executive Card
Manager.
• electronic communication with
other HP employees through
HPDesk.
• access to their area's HP 3000 systems to check the status of their
customers' orders and the price
and availability of the products
they sell.
• easy access to databases, which
contain information on products,
markets and third party solutions.
Preliminary data indicate the use of
the productiVity tools has increased
customer contact time by more than
25 percent.
"As a result of this early success,"
says Ben Menold, project manager of
the productivity program, "U.S. Field
Operations has been given the goahead to equip all 2,000 sales reps in
the U.S. with Portable PLUS computers
bytheendofFY87.
In addition to the Portable PLUS
computers, cellular car phones are also
being investigated with a pilot group
of sales reps. ApproXimately 70 sales
reps are using the car phones in their
jobs today.
In the second phase of the sales force
automation, the emphasis will be on
tools to help sales reps manage the
sales process. They1l be able to track
their customers as they move closer to
making a purchase, and predict future
sales with more accuracy.
Sales reps will also be using
AdvanceMail, a program which allows
them to send and receive HP Desk
messages without a constant
HP 3000 connection.
During the third phase of automation, qualified sales leads will be
automatically sent to the sales reps'
Lesa Elllo", field coordinator tor product marketing on the U.S. Field Operations project team,
trains sales rep Sy Inwentarz, Paramus, New Jersey, on the Portable PWS.
Portable PLUS computer. A central site
will fulfill customer requests for product information. These leads will then
be qualified by telemarketing reps.
When the prospect is ready to buy, the
"hot"lead will be sent to the sales rep
that day.
Early response from the field about
the sales automation program has been
overwhelmingly positive.
"I believe HP sales people using the
Portable PLUS PC will be HP's best
advertising," says Bill Fritz in the
Naperville, Illinois, sales office. "My
customers are interested in it, and are
asking for demos. They say it's the first
time they've seen a computer manufacturer's rep really use the solutions that
he sells."
"I've had a very positive change in the
way I feel about myjob," says Randy
Melang in the Brookfi~ld,Wisconsin,
sales office. "I like HP's backing during
an austere period."
Fred Tan, of the Rolling Meadows,
Illinois sales office, returned a call to
16
the Measure office on his cellular
telephone from Chicago's rush-hour
traffic. He was on his way to class, and
said he frequently takes advantage of
the time difference to return phone
calls to California after his day officially
ends around 5 p.m. "Having this phone
in my car has given me an addi tional
one to two hours in every working day,"
he says. "I can catch people on the
phone while I'm on the way to the office
during that quiet morning time right
after 8. Then we don't have to play
phone tag."
Fred's customer is Northrop Corporation, a security and defense contractor with 11 locations in Chicago and
about 6,000 employees. He says he
spends about four days of the week at
their offices. "They see a lot of me normally, so the new sales tools haven't
really increased my amount of customer contact. What it's done is to
make my time there 'quality time. '"
Fred says he's thrown out his old calendar and now relies solely on the Time
MEASURE
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In the communications center of the East Windsor Pollee Department, Roland Brower tries out the HP Portable PWS that Joe Shupper carries
with him. Joe, a horizontal sales rep In the Piscataway, New Jersey, office, finds that using the Portable PLUS enhances his own credibility.
Manager program to keep track of his
days and the weeks ahead. He uses the
Portable PLUS as a word processor from
home, sending memos and information to his office. He uses the spreadsheet to monitor sales performance
and determine sales cycles.
A real value of carrying the Portable
PLUS computer with him, Fred says, is
that it's been a real eye-catcher for his
customer. "Northrop's sales force is
interested in testing the units. They're
always on the road."
Joe Shupper, horizontal sales rep in
Piscataway, New Jersey, says using the
Portable PLUS hasn't really changed
his days significantly.
"What it does is improve HP's image.
Carrying the Portable PLUS with me
enhances my credibility and the
company's. It puts us a step ahead of
the competition in terms of
professionalism. "
Joe says that when he's out trying to
get new business for HP, reaction is
very positive toward use of the Portable
PLUS. Many people who have never
purchased HP equipment don't understand the product or know that such a
product is available, says Joe.
At the end of July, as he was closing a
sale, he performed a cost justification
for the customer using the Portable
PLUS. "They were very impressed that
I could just sit there in their office and
qUickly work it out," he says. "They
decided to add a Portable PLUS to their
purchase."
Fred Ricles is a value-added channel
sales rep in the Englewood, Colorado,
office. He works with Distributors
Resources Company (DRCl, a valueadded reseller.
"The Portable PLUS PC has put me in
a position where I don't have to spend
nearly as much time on administrative
work. This automates a lot of it. Order
status and prices are right at my fingertips. I can use HP Desk from any place
that has a telephone. "
One area where he's really saved
time, says Fred, is preparing imple-
mentation plans. He used to write them
out long-hand to be reviewed by the
customers. Now, the basic plan is in
the Portable PLUS and he can fill in
the implementation details.
His customers at DRC, Fred says,
have become dependent on his new system as well. "They want to know the
status of their orders on a daily basis
for invoicing purposes. They can get a
file from me now on that."
Fred says he gets much more done
during the day now, which saves him
evening and weekend hours he'd rather
devote to his family.
And that's the key to sales force automation. It preserves a sales rep's most
precious commOdity-time.
Fred plans to keep his Portable PLUS.
"Ifsomeone were to take it away from
me now, I'd leave heel marks all the way
from Englewood, Colorado, to Cuper--Jean Burke
tino, California." M
Lotu.s~ 1-2-3<ll> are
registered trademarks oj
Lotus DeveLopment Corporation.
17
September-October 1986
www.HPARCHIVE.com
LETTER FROM JOHN YOUNG
HP's president discusses the
highlights and the significance
of this year's Design
Automation Conference.
wo years ago. when we formed
the Design Systems Group, we
announced our intention to
provide leadership solutions for the
fast-groWing market for engineering
work stations and computer-aided
engineering and design applications.
Now we have something to show for our
efforts, as the reports of our
participation in the 1986 Design
•
Automation Conference (DAC)
made clear.
"The eagerly anticipated HP
•
announcement ... exceeded in scope
last year's standout announcement
by archrival Tektronix," reported one
trade journal. "HP is rolling up its
•
sleeves and getting serious," summarized another. The Electronic Engineering Times headline said it all:
•
"At DAC '86: HP Makes Its Big Pitch
At Last."
At last. We started from behind in
the computer-aided engineering and
design marketplace, and we've taken
our licks in the press for it. "Where's
HP?" was the inevitable question.
And now the answer is clear: HP is
squarely-and firmly-positioned as
a strong supplier of the kinds of capabilities that design engineers need. The
Design Automation Conference was a
measure of how far we've come, so let
me give you some of its highlights.
Perhaps the most striking thing was
the sheer size of our booth-more than
six times bigger than the one we had in
1985. We showed an impressive array of
$5 million worth of eqUipment-real,
shippable products, not "vaporware,"
as Bill Terry describes what is too often
shown by some vendors.
In our engineering "platform"the basic hardware and software upon
which we build solutions-we had
some notable additions, including:
a technical Vectra, with 125 tested
software programs;
some working artificial intelligence
applications;
technical office automation products
to facilitate the planning, documentation, and communications that
can consume more than half an
engineer's time;
and finally, the high-end extension of
our HP 9000 family, which is the series
840 based on our new HP Precision
T
•
•
•
•
Architecture. This will prOVide the
computational power needed to free
individual engineering work stations,
as well as a central source for engineering databases, peripherals and
communications.
On top of this engineering platform,
we also showed a wealth ofHP DesignCenter engineering products:
a state-of-the-art system for printed circuit design, which Bill Terry describes
as "a very big deal;"
our new 64000-UX microprocessor
development system that's been integrated to run as part of our DesignCenter solution;
mechanical engineering packages for
two-dimensional drafting and design,
as well as structured test;
and 1,100 software packages which
have been developed by independent
software vendors and other valueadded parties to run on HP work
stations.
But I'd like to suggest that it wasn't
the breadth of capabilities that really
set us apart. Instead, it was the integration, or linking, of applications.
"HP is squarely-and
.firmly-positioned as a
strong supplier 0lthe
kinds of capabilities
that design engineers
need."
Our strategy has been to treat the
design process as a whole-a series of
closely connected, interactive steps. We
know it does little good to speed up one
point of the process if there are bottlenecks somewhere else along the line.
Our customers' goal is to shorten the
time between a good idea and shipping
a quality product out the door. That
means they need to solve a broad set of
problems, not just a few. And they need
to do so within a unified engineering
environment.
That's why perhaps the most
exciting part of our HP DesignCenter
demonstration at DAC was when
we announced six links we'd created
between different parts of the design
process-places where information
18
created at one stage would be automatically transferred to another
that reqUired it. For example, there
were links between hardware and
software design, between design
and printed circuit board layout, and
between design and our automatic PC
board test eqUipment. Products from
the Electronic Instruments, Manufacturing Systems and Peripherals groups
were also involved in the demonstration. Bill Parzybok gave it high praise:
"You couldn't tell that products came
from different divisions. It all played
together."
While we've accomplished a lot in
a short time, much remains to be done.
One thing on my list of priorities is to
accelerate our own use of integrated
engineering tools. The Loveland
facility has just embarked on a project
that should help accomplish this
goal. There we're bringing electrical,
mechanical and other internal information resources into one unified
engineering system. This will be a
model site. Its success will accelerate
companywide progress in using our
own design automation products as a
competitive advantage. And when we
do that, we will have a success story
that will add further to our credibility
in the marketplace.
So this year's theme is focus and
follow-through. We must focus our
resources on the directions we've
already identified. We must follow
through on the product enhancements, integration and field support
reqUired to reap the benefits of the
investments we've already made. We're
in an extremely tough marketplace.
This is the year for effective implementation. This is the year to get results.
MEASURE
www.HPARCHIVE.com
we have to stop
meeting like this
Unbeknownst to each other,
two HP lab engineersKen Richter of Network
Measurements Division in
Santa Rosa and Milo Muterspaugh of Colorado Springs'
Logic Systems Divisionboth entered the Sports
Car Club ofAmerica Road
Race. held in early June at
Portland International
Raceway in Oregon.
Out of300 competitors,
these two HP lab engineers
entered the same sports
racing class in cars they had
developed themselves. Milo
and Ken each came from
behind to finish first and
second in their class.
They met for the first time
in the Victory circle. That's
Milo displaying his firstplace Victory flag.
DAYS TURNAROUND nME
24
111e picture tells
thestory
Bruce Brown, a production
analyst in Waltham Division
manufacturing. received
honorable mention from the
National Child Labor Committee for his many years of
service to youth. He was
nominated for the Lewis
Hines Awards for Service to
Children and Youth.
For 30 years. Bruce has
worked with children in his
spare time, teaching arts
and crafts. softball and
track. The past 20 years he
has been a coach. referee
and member of the Natick
Little League's Board of
Directors.
14
12
1985
Hitting singles
"It's not like stepping up to
the plate and hitting a home
run," says Don Maston. who
is managing a current campaign to cut the turnaround
time of HP units returned to
the seven U.S. service centers for repair or calibration. "It's a single here, a
single there to keep those
graphs coming down."
The "SevenlEleven" cam-
September-October 1986
paign is going after a sevenday median and an II-day
average turnaround for gettingjobs in and out. Weekends are counted along with
working days. The Rolling
Meadows Center did hit a
homer by suggesting that
shipping paperwork be
done along with repair
work, rather than at the
end. It saved a full day in
the process.
19
www.HPARCHIVE.com
ISECTORS
NEW
Off and sailing
The America's Cup,
yachting's big international
competition, starts in
October.
Anticipation is running
high in Australia, the country that wrested the cup
from the New York Yacht
Club in 1983. ASydneybased film company, Golden
Dolphin Productions, has
produced a six-hour miniseries called, The Challenge,
scheduled to be shown in
the U.K., U.S. and Australia
in November.
Ben Lexcen (played by
John Clayton in the film,
shown in photo explaining
a hull plot), who designed
the Australia II and uses
anHP9816,7580andan
HP 9000 Series 320 on his
ship, recommended the
film company contact HP
Australia for help with the
show's computer scenes.
Glen Taylor. technical
marcom specialist and
Jeremy Bowcock, technical
applications engineer, supplied the four work stations,
peripherals, calculators and
other props reqUired on-set.
During the shoot, Jerry
coached actors and production staff in how to use the
HP 9000. The end result
was a starring role for HP
computer systems. which
had their normal-size labels
replaced with much larger
ones-for effect.
CHART
CHANGES
I
well, you can't
win them all
National pride overflowed
when Argentina won
this year's world soccer
championship in Mexico.
HP Argentina's personnel
manager Marcelo Iglesias
sent an exhuberant, asterisk-spangled HP Desk
message to Corporate
Public Relations's internal
news service to forward
worldwide.
"We are very happy
to inform you that our
national soccer team won
the Mexico '86 World Cup
soccer games, and that
'our' Diego Maradona was
selected as the best soccer
player in the world.
PleasejOin us in the
celebration...."
The former Information
Systems and Networks
sector has now been split
into two new sectors:
• The Systems Technology Sector under Executive Vice PreSident John
Doyle will focus on systems integration of core
systems, ICs. networks
and peripherals. It has the
Peripherals, Information
Networks, Information
Technology and Circuit
Technology groups.
• The Business Systems
and Personal Computation sector under Senior
VP Doug Chance includes
the Personal Computer
Group and activities from
the former Information
Systems Group (the Distributed Data Processing
Business Unit and Office
Systems BU and the
B6blingen General
Systems Division).
HP communicators
around the world asked
hopefully if"our" Maradona
were indeed an HP
employee. It seemed a
long shot, but still?
Marcelo has since set everyone straight. The "our"
meant Argentina maintains
a firm claim to Maradona,
a native of Buenos Aires
now playing in Italy.
20
The Medical Products
Group has named Menno
Harms to the new position
of HPSA business manager to oversee all healthcare activities, both manufacturing and sales, in
Europe, Mrica and the
Middle East. The former
B6blingen Medical Division has been restructured into separate
programs and functions
reporting to Harms. Also
new: a Critically III Patient
Monitoring/OB Care BU
under GM Ron Rankin.
The former Cupertino
IC Division is now a part
of the Integrated
Circuit Division and has
relocated to the site of the
Santa Clara Division.
Group shifts: the Loveland Instrument Division
has transferred to the
Electronic Instruments
Group. The Fort Collins IC
Division joins the Circuit
Technology Group (formerly called the Integrated
Circuit Group).
NEXT
IPHASE
VP Joel Birnbaum has
been named general manager of the Information
Technology Group (lTG)
and will head the continued development of a
single-architectural design for all HP computer
products.
Three key staff functions have been created
within the new Systems
Technology sector to realize the full benefits made
possible by the new HP
Precision Archi tecture:
George Bodway is director of Systems Program
Planning. responsible for
seeing that core computer
products and technologies
move efficiently from ITG
to all HP computer groups.
Jim BeD is director of
Integrated Information
Management, managing
interfaces, networks and
application standards
activities for all HP systems products. Dick Love
is computer manufacturing manager responsible
for developing worldwide
organizational and facility
plans for all computer
production.
A new Systems Business
Management Council
under Chief Operating
Officer Dean Morton will
set system-related priorities companywide and
resolve issues that arise.
MEASURE
www.HPARCHIVE.com
His photography
isheavenly
Stu Casteel is accustomed
to winning awards, but
those are usually for video
programs he works on as
post-production specialist
and technical director at
HP-TV in Palo Alto.
Recently, he won first
place and $250 in the
teleproduction category
of Television Broadcast
magaZine's national contest, "Who Shot Halley?"
Stu Videotaped Halley's
comet through a local college's 16-inch reflector telescope over a three-month
period. He used an imageintensifier with a blackand-white surveillance camera attached to it. This still
photo of his false-color work
appeared in the July 1986
issue of the magaZine.
Comhghairdeas,
Padraic, Daithi!
That's the Gaelic way to say
congratulations to two
Irish lads.
DaVid Tracey and classmate Patrick Ryan, both
studying electronics at UniversityCollege Dublin, won
the 1986 HP Ireland Award
for the most innovative
or original project in computing, electronic measurement. chemical
analysis or medical
electronics. The
competition is open
to third-year college
students throughout
the Republic of
Ireland. For their
project, they
built a prototype
home blood-glucose monitor using
an enzyme electrode
with a flexible microprocessor system. Initial
results are encouraging.
Because his father has
diabetes, DaVid knows the
urgent need to have an efficient blood-sugar monitor
at home.
Their prize, an HP Vectra
PC, was presented on behalf
ofHP Ireland by the U.S.
Ambassador, Mrs. Margaret
Heckler.
His tricks are
a real treat
Some might say he's
out of his gourd, but every
Halloween George Hewitt,
HP dealer sales rep in
Purchase, New York,
turns into the Great
Pumpkin.
For eight years, George
has delighted the children
in his neighborhood with
his spooky antics. He and
his wife find a huge pumpkin-last year it was 250
pounds and three-and-ahalf-feet tall-to gut. carve
and eqUip with light and
a two-way sound system
September-October 1986
wired to an upstairs room.
As the little monsters
approach the house, the
pumpkin greets them and
responds to their questions. George is listening
and watching from a window above the front porch,
hidden from view.
George says he goes to
all this trouble because he
likes "to see the smiles on
the children's faces and
hear them laughing. I like
putting the fun back in
Halloween."
21
www.HPARCHIVE.com
Q
~
(5
~
All HP runners
won in this race
In Palo Alto. California,
Hank Lawson. treasurer
of the new HP National
Running Club, had a particularly warm greeting
for one small award winner
at the Family Fun Run:
"Miss Elly" Lawson. 2.
On July 12, 234 HP people
and their families ran or
walked the 5K (3. 1 mile)
course that began alongside
the Corporate offices.
wound around a nearby
high school and up a final
steep hill. Their efforts
raised money that the club
will use to help underwrite
the personal expenses ofHP
runners throughout the
U.S. who compete in corporate meets. Organizer was
club secretary Marj Moore.
While most of the people
who took part in the club's
first-ever fund-raising event
were local. Chris Eberly
from the Valley Forge, Pennsylvania. sales office was in
the area for a training class
and brought along his running gear. He came in third
overall in the pack. right
behind Dale Richard and
Doug McLean who both
work at the Cupertino site.
Kids eight years old and
younger had their own
abbreviated course. Miss
Elly came in second in the
race for girls five and under.
to daddy's obvious delight.
ny's first plotter designed
especially for the lowpriced PC-CAD market. It
is compatible with most
Manuel Diaz has been
popular personal computnamed Latin America
ers and reqUires a miniRegion general manager,
based in Mexico City...
mum amount ofspace.
U.S. list price is $5,400.
George Glenday to GM,
Neely Sales Region ...Hans
Office Talk is a voiceNeilson to New Zealand
communication product
countryGM.
for the HP Vectra PC and
Tom Rohrs to GM.
other IBM PC/AT compatiWaltham Division ... Bob
bles. It uses voice-data
Tillman to GM. Northwest
technology developed by
IC Division ... Jay Richards Natural MicroSystems (see
"Worth Noting") for voice
to operations manager.
Information Software
messaging and other
Operation.
functions. The firm will
manufacture the software
application
and inpuUoutWORTH
put card for HP. The Grenoble Personal Computer
HP has been accepted for
Division designed the
membership in the XI
software and will market
OPEN Group, an internaOffice Talk.
tional organization of
Queensferry Telecom
Division's new HP 4947A
major computer-system
suppliers. It is currently
transmisson-impairment
seeking worldwide agreemeasuring set (TIMS) for
ment on adoption of an
the first time puts powerenhanced version of the
ful trouble-shooting capaUNIX® operating sysbilities within reach of
tem.... HP has acqUired
datacom operators on a
budget. U.S. list price is
a minority interest in
Natural MicroSystems
$7,900. The division has
Corporation of Natick,
also introduced a new HP
Massachusetts, a devel37204A multipoint HP-IB
oper of VOice-processing
extender that may be used
to link IEEE 488 devices
technologies.
that are Widely dispersed.
®UNIX is a registered trademark ojAT&T in the USA and
It is the first of a new
other countries.
generation ofHP-IB
extenders.
NEW
The new HP 3235A HPIB switch/test unit from
PRODUCTS
the Loveland Instrument
The San Diego Division's
Division saves test-station
new HP DraftPro plotter
developers from haVing
(HP 7570) is the compato put together their own
switching and test-system
interfaces to get high performance. It routes signals
between test eqUipment
and a Wide variety of
devices under test.
INOnNG
I
HPDraftPro
MEASURE
22
www.HPARCHIVE.com
A changing
of the guard
When Don Hammond went
to Bristol, England, in January 1984, he was the director and sole employee of
HP Labs' Bristol Research
Center-the first central
research laboratory to be
established outside of Palo
Alto, California. The charter: to establish a first-class
European research center
in the information
technologies.
As he returns to the U.S.
to become acting director
of HP Labs, Don is turning
over the role of director
to John Taylor, who has
headed the center's Information Systems Lab with
distinction since 1984. The
center is already well on the
way to its goal of three labs
and 170 professionals
John Taylor, Don Hammond
by 1988-a second lab,
focused on networked computer systems, was formed
in July. Strong ties have
been looped to U. K. and
European universities. And
HP's research presence in
Europe was a strong factor
in the company's recent
acceptance for a RACE contract from the European
Economic Community.
Good show!
Life on the road
can be taxing
People in the United States
don't usually try to devise
ways to help out the Internal
Revenue Service. But deep
down, everyone knows the
life of a tax auditor has got
to be tough.
HP and Zenith will be
making it a bit easier. Over
the next year, HP will provide the IRS with up to
18,000 HP ThinkJet
_ _- printers to use with
Zenith portable com puters
for on-the-road auditors.
Dennis Hoff, ofHPVancouver Division marketing
and OEM sales group, says
the first shipment of 1,000
HPThinkJets printers
went out the door in early
August. Dennis said the
order was a great boost for
HP manufacturing divisions
in Singapore and Corvallis.
Maybe it's time
to recruit
Hewlett-Packard in Fort
Worth, Texas, recently
loaned an HP 8566B spectrum analyzer and an HP
8642B synthesized signal
generator to 15-year-old Jay
Alexander. He needed the
eqUipment to finish his
project for the local science
fair. He's sure he would have
won the top prize at the fair,
just as he did last year, if
only Halley's comet had
cooperated.
Jay set out to prove once
and for all that the comet
contains water. But by the
time he got his equipment
set up, Halley's comet had
moved behind the sun and
out of range of his radio
antenna. Despite this setback, Jay still received a
distingUished achievement
award from the Navy, a special recognition award from
the Marines and a second
place science award from
Motorola Communications
for his work. Scientists have
since proven his theory.
Jay's dream is to be the first
to hear from life beyond
Earth and to win a Nobel
Prize by age 21.
A first-place title stayed
in the family this year as
younger sister Mischele, 14,
took first place in her age
class for using radio waves
to listen to meteorites.
And brother Geoffrey,
II, took fourth place in
the junior division with
his project to monitor
solar flares.
The proud parents are
Joseph, a computer consultant and physics fanatic,
and Rhonda Alexander.
I-jl f I'M I1-E NEW EE ON nil: I='ROJECT.. CAf.l 'to\) IELL ME WI-\ERE
CDNI'ERENCE ROOIiI C. IS? -nlE'I'RE HAVINb A nllNG ON '..\')6 BURfJ OUT IDDAY..
September-October 1986
L -_ _~
23
~
':WWW:: .HPARCHIVE.com
PARTING SHOT
The spinoff is
good business
forHP
u.s. Windpower started out
with one HP 1000 A600
computer. Their entire
Windplant now relies on a
fleetofHP 1000s, HP3000s,
HP Touchscreen and Vectra
personal computers. And
more expansion is coming.
The wind power company
in Livermore, California,
currently uses four HP
1000s working with Apple
personal computers to harness the wind for electricity,
collecting data from their
2,300 wind turbines spread
through the Altamont Pass.
The 26-square-mile area
in the Altamont Pass is a
perfect location for wind
power companies because
of strong summer winds
created by the cool Pacific
air being drawn to the Central Valley heat. About 75
percent ofUSW's annual
power is produced during
the summer, when wind
speeds average 16 to
28 mph.
Within two years, says
Wayne Johnson, computer
systems manager at U.S.
Windpower, the Apples will
be gone. HP 1000s will be
communicating directly
with microprocessors in
each wind turbine, performing real-time operational tasks and collecting
production data. In 1988,
remote Data Acquisition
Systems will replace the onsite control buildings. Each
system will consist of two
HP 1000s in a redundant
configuration for tracking
windmill operational status
and power output.
The Data Acquisition
Systems will be connected
to two additional HP 1000s,
storing wind speed and
energy production data
and keeping records on
maintenance and machine
configuration.
Windplant work stations
in the Livermore office will
enable operators to monitor
the status of the entire
Windplant through a number of HP 320 systems.
The company's HP 3000s
perform manufacturing
scheduling tasks and financial and payroll systems.
U.S. Windpower is the
single largest producer of
electricity in the industry,
producing one-third of the
industry total over the last
four years.
MOVED LATELY? CHANGE OF ADDRESS SHOULD BE REPORTED TO YOUR PERSONNEL DEPARTMENT.
Flijia
Bulk Rate
U.S. Postage
Paid
Hewlett-Packard
Company
HEWLETT
~~ PACKARD
POBox 10301
Palo Alto, California 94303-0890
(;2
... At: fH
L MAC Y
15 85 BEAR C EEK OAD
BOULDER C E ,CA 5006
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