A "Mainframe Arsenal" of sales tools is available to help you close
mainframe deals NOW!  Below is a list of the contents of the arsenal,
it is intended to communicate the progress that is being made on our
mainframe downsizing initiative.  As such, it includes a variety of
tools including videos, case studies, sales tools, and mainframe
sales training that has been developed during the past few months.

You may use the order forms attached to order the contents of the
Mainframe Arsenal directly from LDC, HP-TV, and SMO.

Thanks for your interest in the mainframe downsizing program!


Contents of the "Mainframe Arsenal" include:

Customer Testimonial Videotapes
* MORE SMART MOVES -- p/n 90550T (HP-TV)
          features four mainframe alternative customer testimonials:
              - Levi Strauss
              - Acustar (division of Chrysler)
              - Vancouver/Clark County, WA
              - Liberty Bank

          Cost:  $4.00 per copy, including full-color box


* "SMART MOVES - Why Three Executives Replaced Their Mainframes With
HP"
              p/n S-1636 (HP-TV)
          customer testimonials of 2 manufacturers (Foxboro and Boots
          Pharmaceuticals) and 1 distributor (Macleod-Stedman) who have
          successfully replaced their mainframe(s) with HP systems

          Cost:  $4.00 per copy, including full-color box


* BEST PRACTICES -- p/n 90584T (HP-TV)
          two case studies of IT projects within HP:

              - HP Corporate PeopleBase (offloading personnel/payroll
               processing from mainframe to client/server architecture)

              - N. American Distribution Operation (using UNIX
                workstations on the desktop for order processing users,
                integrating order-entry appls in client/server
                architecture)


* STRATEGIC COMPUTING - Executives Talk About HP's High-End Systems
          -- p/n 90548T (HP-TV)

          features "mainframe-class" installations at major customers:
              - Hertz Rent-A-Car (rental counter automation)
              - GTE (customer service)
              - La Camif (mailorder processing)

          Cost:  $4.00 per copy including color box


* "HP: Your Open Systems Partner"  --- P/N HPTV-90462T
       Customer testimonials describing the move of commercial
       applications to a UNIX environment (BASF, Sheraton)



Reprints

   CUSTOMER SUCCESSES IN TRADE PRESS:
     * Toronto Library Heeds Users; Downsizes to Mini -- p/n 5091-1094E
       (COMPUTERWORLD reprint)
     * Levi's Moves Order System from IBM to HP Minis -- p/n 5091-4731E
       (COMPUTERWORLD reprint)
     * "Downsizing Without the Fuss", COMPUTERWORLD -- p/n 5091-6480E
       (customers included:  AIGM and Cotter Canada)
     * "Daring To Downsize", Network Computing --- P/N 5091-14483
       (customers described: Foxboro and Gates McDonald)
     * "UNIX Serves Eatery's MIS Unit", UNIX Today -- P/N 5091-2405E
       (describes Paragon Restaurant's move from a 3090 environment
        to the HP 9000 using VISystems VIS/TP migration tool)
     * "Gartner Catches Up with Trends", Information Week P/N 5091-
       2395E (describes Gartners move from a 4381 to 3 HP 9000 842's)


   PRESS ARTICLES:
"Downsizing Without The Fuss", COMPUTERWORLD -- p/n 5091-6480E
"HP Explores IBM Mainframe Market", COMPUTERWORLD - p/n 5091-1839E
"HP Seeks Mainframe Converts", Computer Systems News - p/n 5091-1838E
"HP Takes Aim at IBM's Big Iron", MIDRANGE Systems, a publication
       for IBM users  -- p/n 5091-2085E

   CUSTOMER CASE STUDIES:
Rolland Paper -- p/n  5091-5618E
HP and VTLS at Metropolitan Toronto Reference Library -- p/n 5091-4180E
Foxboro -- p/n 5091-2586E
 Boots Pharmaceuticals -- p/n 5091-2413E
"HP's Financial Management Solution Helps General Chemical
       Computerize" -- p/n 5952-0486EUS
Agropur/Natrel  - p/n 5091-1482E
HP & ASK at Excellon Automation -- p/n 5091-2991E
Macleod Stedman -- p/n 5091-2977E

White Paper: HP The Best Alternative to Mainframe Computing
                        -- p/n 5091-4449E
White Paper: Client/Server Technology Drives MF Downsizing Shift
                        -- p/n 5091-2975E

"Competitive Edge" - Mfg Industry Magazine focused on mainframe
       alternatives in manufacturing (awareness and lead generation
       campaign for manufacturing industries) -- p/n 5091-2406E

"Distribution Report" - Distribution Industry Magazine focused on
        mainframe alternatives in manufacturing -- p/n 5091-2875E

"Leading the Way" - State and Local Govt Magazine focused on
        mainframe alternatives in government -- p/n 5091-3413EUS


   INDUSTRY ANALYST REPRINTS
HP Announces the Alternative Mainframe, GARTNER GROUP -- p/n 5091-4867E
HP Makes a Leap Toward Enterprise Systems, GARTNER GROUP
                                                      -- p/n 5091-4866E
HP's Mainframe Gambit: Competitive Impact, GARTNER GROUP
                                                      -- p/n 5091-4965E
HP 3000: Storage Mgmt on HP's Mainframe, GARTNER GROUP - p/n 5091-4867E
Large System Performance Summary, GARTNER GROUP       -- p/n 5091-4972E


Sales Training -- order from SMO, p/n 5960-7801
Level I Workbook
"Mainframe 101" sales training video tape

"Mainframe Downsizing With ASK & HP" -- special issue of Radio HP for
      the ASK sales force -- p/n 5091-2800E (from LDC)
HP MFA Program Resource Guide -- p/n 5091-4059E (from LDC)


Sales Tools
IBM Mainframe Application Inventory Form -- Drawing Gallery forms
Financial Justification Spreadsheet -- available via Sales Finance


Performance Briefs & Benchmarks
Data Center Performance Brief -- p/n 5091-5216E
A Mainframe Alternative "Mainframe Batch Performance
       at One-Fourth the Cost!" -- p/n 5091-2553E

High-End Printer Datasheet HP5000 Model F100 -- p/n 5091-4058E
Disk Arrays (technology primer) -- p/n 5091-1396E
          describes disk array technology which will be incorporated
          into products next year