Power Tools 1993 October

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Hewlett-Packard¼ Leadershi≡ iε Wholesalσ Distributioε Computinτ iε thσ ì 1990s Introduction This customer presentation is designed to provide an overview of HP's overal∞ compute≥ strateg∙ anΣ HP'≤ commitmen⌠ t∩ thσ wholesalσ ì distributioε industry« Thσ targe⌠ audiencσ i≤ wholesalσ distributioε ì executivσ managemen⌠ operations¼ anΣ DP/MIS« ì Thi≤ presentatioε include≤ ß limiteΣ amoun⌠ oµ produc⌠ information« Yo⌡ ì ma∙ choosσ t∩ supplemen⌠ thesσ slide≤ witΦ specifiπ produc⌠ slides¼ ì dependinτ oε thσ sale≤ situation« Therσ arσ ß fe≈ slide≤ oε thσ H╨ 300░ ì anΣ 900░ system≤ fo≥ usσ iε specifiπ custome≥ situations¼ bu⌠ therσ arσ ì no⌠ an∙ workstation¼ PC¼ o≥ periphera∞ slides« Als∩ substitutσ produc⌠ ì slides with current ones when appropriate. Yo⌡ ma∙ als∩ choosσ t∩ adΣ informatioε oε specifiπ loca∞ experiencσ witΦ ì thi≤ market¼ familia≥ biτ deals¼ o≥ specifiπ regiona∞ issue≤ you≥ ì customers face. Thσ customer≤ listeΣ iε thσ presentatioε shoulΣ no⌠ bσ useΣ a≤ referencσ ì sites« The∙ arσ certainl∙ gooΣ customers¼ anΣ thσ informatioε oε theφ i≤ ì accurate¼ bu⌠ i⌠ i≤ importan⌠ t∩ verif∙ thσ curren⌠ statu≤ oµ an∙ ì accoun⌠ witΦ thσ sale≤ re≡ iµ yo⌡ expec⌠ t∩ usσ theφ a≤ ß referencσ ì site. Finally¼ thi≤ presentatioε contain≤ ß significan⌠ amoun⌠ oµ detail« I⌠ ì i≤ extremel∙ critica∞ t∩ you≥ succes≤ t∩ takσ thσ timσ t∩ familiarizσ ì yourselµ witΦ thσ materia∞ beforσ yo⌡ attemp⌠ t∩ presen⌠ i⌠ t∩ ì customers. .PA H╨ Leadershi≡ iε Wholesalσ Distributioε (Introduction⌐ ì **********¬ ì WSALE01.GAL *********** ..picturea:\wsale\WSALE01.GAL,65535,49151,1,43,13, GooΣ morning¼ I'Σ likσ t∩ thanδ yo⌡ fo≥ givinτ u≤ thσ opportunit∙ t∩ ì discus≤ HP'≤ computinτ strateg∙ fo≥ thσ wholesalσ distributioε industry« ì Introduce self o Job Description o Experience in the industry o Years at HP M∙ objectivσ fo≥ toda∙ i≤ t∩ providσ yo⌡ witΦ aε overvie≈ oµ HP'≤ ì computer strategy in wholesale distribution. NOTE║ Statσ ß clea≥ objectivσ fo≥ thσ presentatioε anΣ you≥ particula≥ ì plan with the customer (questions, action items, and next step). Thi≤ i≤ ß suggesteΣ slidσ script« Pleasσ fee∞ freσ t∩ interjec⌠ anΣ ì revisσ wherσ yo⌡ fee∞ necessary« Wσ recognizσ tha⌠ wha⌠ i≤ appropriatσ ì for one customer situation, may not necessarily be for another. .PA Wholesalσ Distributioε Computinτ iε thσ 1990≤ (Agenda⌐ ì **********¬ ì WSALE02.GAL *********** ..pictureA:\WSALE\WSALE02.GAL,65535,49151,1,43,13, Wσ arσ goinτ t∩ cove≥ severa∞ topic≤ durinτ thσ nex⌠ 3░ minute≤ o≥ so« ì First¼ thσ overal∞ environmen⌠ faceΣ b∙ wholesaler-distributor≤ iε thσ ì 1990a« A≤ yo⌡ know¼ thσ statσ oµ thσ industr∙ provide≤ yo⌡ witΦ man∙ ì challenge≤ fo≥ thσ future« Theε we'l∞ talδ briefl∙ abou⌠ thσ computinτ ì environmen⌠ anΣ somσ oµ thσ obstacle≤ facinτ wholesaler-distributor≤ ì today« Nex⌠ wσ wil∞ cove≥ thσ importancσ oµ opeε system≤ anΣ ì cooperativσ computinτ anΣ wha⌠ thi≤ mean≤ t∩ yo⌡ anΣ you≥ organizatioε ì a≤ user≤ oµ computers« Specifically¼ wσ wil∞ talδ abou⌠ thσ threσ key≤ ì t∩ implementinτ cooperativσ computing« Finally¼ wσ wil∞ discus≤ HP'≤ ì leadershi≡ iε implementinτ cooperativσ computinτ iε cooperativσ ì computinτ iε thσ wholesalσ distributioε industry¼ anΣ ho≈ i⌠ benefi⌠ ì you in the 1990s. * Key points: This slide can be customized to fit specific agendas. .PA Wholesale Distribution Environment of the 1990s *********** WSALE03.GAL *********** ..pictureA:\WSALE\WSALE03.GAL,65535,49151,1,43,13, Wholesaler-distributor≤ acros≤ thσ U.S« anΣ Canadß arσ facinτ simila≥ ì pressure≤ iε ß maturσ industr∙ characterizeΣ b∙ slo≈ growtΦ anΣ ì diminishinτ profi⌠ margins« A≤ yo⌡ know¼ thσ industr∙ i≤ undergoinτ ì majo≥ restructuring¼ whicΦ i≤ changinτ thσ way≤ distributor≤ d∩ ì business« AnΣ neve≥ before¼ wholesaler-distributor≤ arσ turninτ t∩ ì technolog∙ t∩ hel≡ theφ witΦ thσ challenge≤ the∙ face¼ no⌠ onl∙ t∩ ì create a competitive advantage, but as a means of survival. Competitioε i≤ increasingl∙ intensifyinτ amonτ distributors╗ thi≤ ha≤ ì resulted in the following key business trends: (highlight a few) ∩ Drivσ t∩ reducσ operatinτ cost≤ ì ∩ HigΦ leve∞ oµ merge≥ anΣ acquisitioε ì ááactivit∙ (industr∙ consolidation⌐ ì ∩ Racσ t∩ improvσ productivit∙ ì ∩ Emphasi≤ oε value-addeΣ service≤ fo≥ customer≤ ì ∩ Tighte≥ distributor-vendo≥ anΣ custome≥ partnership≤ ì ∩ Evolutioε oµ channel≤ ì áá(retail¼ warehousσ clubs¼ catalog⌐ ì ∩ Powershif⌠ froφ manufacturer≤ t∩ ì áácustomers ┴ primσ examplσ oµ globalizatioε anΣ acquisitioε activit∙ iε thσ ì wholesalσ industr∙ i≤ demonstrateΣ b∙ thσ larges⌠ plumbing/electrica∞ ì distributo≥ iε Canada--Westburne« Iε 199▒ Westburnσ acquireΣ thσ larges⌠ ì independen⌠ wholesale≥ oµ electrica∞ products--Wehlσ oµ Buffalo¼ Ne≈ ì York« Thσ Schneive≥ Groupσ oµ Francσ acquireΣ Squarσ D--onσ oµ thσ ì larges⌠ electrica∞ product≤ manufacturers« Neve≥ beforσ ha≤ i⌠ beeε s∩ ì importan⌠ t∩ bσ ablσ t∩ easil∙ integratσ multΘ vendo≥ compute≥ system≤ ì anΣ application≤ togethe≥ quickly¼ withou⌠ impedinτ custome≥ ì satisfaction. ¬ Ke∙ message║ Thinδ global¼ ac⌠ local¼ accordinτ t∩ Arthu≥ Andersen'≤ ì "Technology Maze." .PA Goal≤ oµ thσ Distributo≥ oµ thσ 1990≤ ì **********¬ ì WSALE04.GA╠ ì *********** ..pictureA:\WSALE\WSALE04.GAL,65535,49151,1,43,13, Giveε thσ statσ oµ thσ wholesalσ distributioε industr∙ today¼ thσ ì wholesaler-distributo≥ basicall∙ ha≤ fivσ ke∙ goal≤ fo≥ thσ 1990s« Thi≤ ì i≤ baseΣ oε thσ experiencσ wσ havσ haΣ witΦ ou≥ customer≤ anΣ workinτ ì with wholesaler-distributors. They are: ∩ Profitability--T∩ remaiε profitablσ iε aε industr∙ oµ shrinkinτ ì áámargin≤ ì ∩ IncreaseΣ marketshare--Gro≈ existinτ busines≤ t∩ obtaiε morσ ì áásharσ oµ thσ marke⌠ ì ∩ SatisfieΣ customers--Custome≥ satisfactioε i≤ ke∙ ì ááwitΦ thσ focu≤ oε qualit∙ anΣ servicσ iε thi≤ competitivσ environmen⌠ ì áá(value-addeΣ services¼ next-da∙ delivery)« ì ∩ Maximuφ productivit∙ oµ resources--WitΦ ß ke∙ focu≤ iε wholesalσ ì áádistributioε oε qualit∙ anΣ thσ qualit∙ proces≤ beinτ implementeΣ iε ì áásevera∞ companiesº productivit∙ oµ al∞ resource≤ i≤ vita∞ fo≥ survival« ì o Attraction/Retention of quality people--To maximize productivity it is ááextremely important to have good dedicated employees on board in a áátight economy. NOTE║ Kee≡ iε minΣ tha⌠ thσ wholesaler-distributo≥ know≤ hi≤ busines≤ ì well« Interjec⌠ comment≤ whereve≥ possiblσ tha⌠ demonstrate≤ this« A⌠ ì thσ samσ time¼ i⌠ i≤ importan⌠ fo≥ H╨ t∩ conve∙ tha⌠ wσ understanΣ thσ ì distributor'≤ environment¼ anΣ ho≈ informatioε technolog∙ caε givσ ì distributor≤ ß competitivσ edge« Thσ custome≥ ma∙ havσ thσ samσ goal≤ ì and CSFs outlined in this presentation. .PA Ke∙ CSF≤ oµ thσ Distributo≥ oµ thσ 1990≤ ì **********¬ ì WSALE05.GA╠ ì *********** ..pictureA:\WSALE\WSALE05.GAL,65535,49151,1,43,13, Iε orde≥ t∩ bσ successfu∞ iε sucΦ ß competitivσ environmen⌠ anΣ t∩ mee⌠ ì thei≥ goals¼ wholesaler-distributor≤ mus⌠ continuσ t∩ streamlinσ anΣ ì modernizσ thei≥ operations¼ focusinτ oε thosσ activitie≤ tha⌠ wil∞ ì reducσ thei≥ costs¼ improvσ productivity¼ anΣ increasσ thσ leve∞ oµ ì custome≥ service« Qualit∙ custome≥ servicσ i≤ essentia∞ witΦ thσ focu≤ ì beinτ marke⌠ driveε rathe≥ thaε operational« Thi≤ i≤ reinforceΣ througΦ ì thσ themσ a⌠ mos⌠ industr∙ associatioε conference≤ sucΦ a≤ "custome≥ ì driven service and quality." Wholesaler-distributor≤ mus⌠ havσ acces≤ t∩ informatioε tha⌠ wil∞ enablσ ì theφ t∩ accuratel∙ tracδ anΣ managσ thei≥ inventor∙ anΣ makσ bette≥ ì managemen⌠ decisions« Reducinτ customersº orde≥ cycle≤ anΣ increasinτ ì orde≥ fil∞ rate≤ wil∞ bσ priorities« Finally¼ investmen⌠ iε employeσ ì training¼ anΣ consistenc∙ oµ procedure≤ anΣ informatioε flow≤ amonτ ì departments and branches is a key ingredient for survival. Thi≤ outline≤ thσ thing≤ tha⌠ mus⌠ g∩ righ⌠ iε aε effor⌠ fo≥ thσ ì wholesaler-distributo≥ t∩ differentiatσ froφ thσ competitioε anΣ bσ ì successful in the 1990s. NOTE║ Positioε i⌠ s∩ i⌠ help≤ u≤ establisΦ credibility¼ bu⌠ don'⌠ ì pretend to know more about the customers' business than they do. .PA Thσ Challengσ fo≥ thσ Distributo≥ oµ thσ 1990≤ ì **********¬ ì WSALE06.GA╠ ì *********** ..pictureA:\WSALE\WSALE06.GAL,65535,49151,1,43,13, Wσ talkeΣ abou⌠ thσ ke∙ goal≤ anΣ critica∞ succes≤ factor≤ oµ thσ ì wholesaler-distributor« Therefore¼ thσ wholesaler-distributor'≤ ì challengσ is║ t∩ maximizσ custome≥ service¼ managσ costs¼ anΣ remaiε ì competitive in an industry of slow growth and declining margins. .PA Wholesalσ Distribution/Ke∙ Technolog∙ Trend≤ iε thσ 1990≤ ì **********¬ ì WSALE07.GAL *********** ..pictureA:\WSALE\WSALE07.GAL,65535,49151,1,43,13, Fo≥ thσ wholesaler-distributo≥ t∩ mee⌠ tha⌠ challenge¼ wσ neeΣ t∩ looδ ì a⌠ somσ ke∙ technolog∙ trends« Wσ pointeΣ ou⌠ thσ ke∙ industr∙ trend≤ ì whicΦ affec⌠ thσ wholesaler'≤ busines≤ activities« Technolog∙ trend≤ ì arσ driveε froφ ke∙ busines≤ trends« Aε increaseΣ investmen⌠ iε ì technolog∙ i≤ expecteΣ t∩ bσ thσ ke∙ weapoε t∩ figh⌠ gros≤ margiε ì pressure≤ anΣ t∩ solidif∙ thσ wholesaler-distributor'≤ positioε iε thσ ì pipeline« A≤ ß result¼ automatioε expenditure≤ arσ expecteΣ t∩ increasσ ì t∩ 1.╡ percen⌠ oµ sales¼ ß 5░ percen⌠ increasσ ove≥ curren⌠ levels« Duσ ì t∩ thσ significan⌠ trend≤ outlined¼ sales/marketinτ anΣ logistic≤ ì application≤ wil∞ receivσ aε increaseΣ sharσ oµ thσ ED╨ budge⌠ alonτ ì witΦ expenditure≤ fo≥ PCs¼ communications¼ ba≥ codσ equipment¼ anΣ EDI« ì Sincσ custome≥ servicσ i≤ ß ke∙ differentiatinτ factor¼ computer≤ wil∞ ì pla∙ ß critica∞ rolσ iε helpinτ wholesaler-distributor≤ delive≥ morσ ì value-addeΣ services¼ sucΦ a≤ monitorinτ custome≥ inventor∙ levels¼ ì handlinτ order≤ witΦ greate≥ speeΣ anΣ efficiency¼ anΣ frequenc∙ oµ ì delivery. .PA Informatioε Systems/Benefit≤ DesireΣ b∙ Wholesaler≤ ì **********¬ ì WSALE08.GAL *********** ..pictureA:\WSALE\WSALE08.GAL,65535,49151,1,43,13, We'vσ lookeΣ a⌠ somσ oµ thσ majo≥ technolog∙ trend≤ iε wholesale¼ no≈ wσ ì arσ goinτ t∩ talδ abou⌠ somσ oµ thσ majo≥ benefit≤ desireΣ througΦ ì informatioε technolog∙ b∙ wholesaler-distributor≤ accordinτ t∩ ß marke⌠ ì researcΦ surve∙ oµ distributor≤ acros≤ severa∞ marke⌠ segment≤ donσ b∙ ì Ernst & Young for HP. Erns⌠ ª Younτ askeΣ executives¼ operation≤ managers¼ anΣ MI╙ manager≤ t∩ ì statσ thσ benefit≤ the∙ expec⌠ froφ thei≥ investmen⌠ iε informatioε ì systems« Thσ result≤ oµ thσ to≡ benefit≤ arσ listeΣ here« Again¼ thesσ ì benefit≤ werσ consisten⌠ acros≤ severa∞ marke⌠ segments¼ whethe≥ i⌠ i≤ ì an office products wholesaler or a food distributor. .PA Ke∙ Obstacle≤ t∩ Maximizσ Systeφ Productivit∙ ì **********¬ ì WSALE09.GA╠ ì *********** ..pictureA:\WSALE\WSALE09.GAL,65535,48559,1,44,13, No≈ tha⌠ we'vσ covereΣ thσ benefits¼ i⌠ i≤ importan⌠ t∩ understanΣ wha⌠ ì is getting in the way of maximizing system productivity. Erns⌠ ª Younτ als∩ askeΣ iε thei≥ survey¼ "Wha⌠ arσ thσ ke∙ obstacle≤ t∩ ì maximizinτ systeφ productivit∙ yo⌡ facσ today?ó Onσ oµ thσ ke∙ issue≤ ì i≤ "thσ inabilit∙ t∩ managσ information.ó Ho≈ man∙ time≤ havσ yo⌡ ì wondered¼ iµ therσ i≤ s∩ mucΦ gooΣ informatioε iε m∙ system¼ ho≈ d∩ ╔ ì usσ i⌠ t∩ enhancσ decisioε makinτ iε ß timel∙ fashioε withou⌠ siftinτ ì througΦ page≤ anΣ page≤ oµ compute≥ print-outs┐ Iε othe≥ words¼ ho≈ caε ì m∙ user≤ ge⌠ a⌠ pertinen⌠ information¼ quickl∙ anΣ efficientl∙ t∩ makσ ì decisions┐ Also¼ ho≈ caε the∙ looδ a⌠ datß iε ß variet∙ oµ way≤ withou⌠ ì waitinτ ß weeδ fo≥ ß repor⌠ t∩ bσ written┐ Personne∞ issue≤ arσ als∩ ì significant« Well-traineΣ employee≤ oε ß compute≥ systeφ arσ essentia∞ ì to the success of obtaining timely and accurate information. .PA Reason≤ Wholesaler≤ Implemen⌠ Technolog∙ ì **********¬ ì WSALE10.GA╠ ì *********** ..pictureA:\WSALE\WSALE10.GAL,65535,49151,1,43,13, We'vσ examineΣ thσ ke∙ technolog∙ benefits¼ obstacles¼ anΣ technolog∙ ì trend≤ oµ systeφ productivity« No≈ let'≤ looδ a⌠ thσ reason≤ a≤ t∩ wh∙ ì technolog∙ i≤ implemented« Accordinτ t∩ Arthu≥ Andersen'≤ finding≤ iε ì "Thσ Technolog∙ Mazeó 1991¼ panelist≤ werσ askeΣ wh∙ ì wholesaler-distributor≤ implemen⌠ technology╗ thσ response≤ arσ ì summarizeΣ iε thi≤ chart« Oµ thσ fou≥ categorie≤ listed¼ "improvσ ì productivityó wa≤ thσ mos⌠ commoε reasoε fo≥ implementinτ ne≈ ì technologies« Thi≤ resul⌠ i≤ somewha⌠ predictablσ becausσ oµ thσ fou≥ ì categories¼ productivit∙ gain≤ arσ thσ easies⌠ benefit≤ t∩ quantif∙ iε ß ì cost/benefi⌠ analysis« Thσ effec⌠ oµ increaseΣ sale≤ woulΣ seeφ eas∙ t∩ ì quantify¼ bu⌠ thσ amoun⌠ oµ increaseΣ sale≤ attributablσ t∩ ß ne≈ ì technolog∙ caε bσ mucΦ harde≥ t∩ estimate« Thi≤ i≤ certainl∙ somethinτ ì we can see over time. .PA Outsidσ Pressurσ t∩ Implemen⌠ Technolog∙ ì **********¬ ì WSALE11.GA╠ ì *********** ..pictureA:\WSALE\WSALE11.GAL,65535,49151,1,43,13, Havinτ revieweΣ thσ ke∙ reason≤ fo≥ implementinτ technology¼ it'≤ ì equall∙ importan⌠ t∩ addres≤ thσ outsidσ pressure≤ ì wholesaler-distributor≤ facσ t∩ implemen⌠ it« Accordinτ t∩ thσ samσ ì study¼ panelist≤ indicateΣ tha⌠ amonτ wholesaler-distributor'≤ ì customers¼ suppliers¼ o≥ competitors¼ clearl∙ thσ customer≤ arσ puttinτ ì thσ mos⌠ pressurσ oε theφ t∩ implemen⌠ technologies¼ a≤ showε iε thi≤ ì chart« Aε examplσ oµ thi≤ coulΣ bσ ED╔ anΣ bar-codinτ wherσ customer≤ ì a≤ wel∞ a≤ supplier≤ havσ pu⌠ thσ pressurσ oε thσ wholesale≥ t∩ ì implement these technologies to streamline business in the pipeline. .PA Barrier≤ t∩ Implementinτ Ne≈ Technologie≤ ì **********¬ ì WSALE12.GA╠ ì *********** ..pictureA:\WSALE\WSALE12.GAL,65535,49151,1,43,13, Accordinτ t∩ Arthu≥ Andersen¼ "Thσ Technolog∙ Maze,ó 1991¼ ì wholesaler-distributor≤ arσ lagginτ behinΣ iε implementinτ technology« ì Additionally¼ iε thσ samσ study¼ thσ panelist≤ werσ askeΣ t∩ namσ thσ ì mos⌠ significan⌠ barrier≤ t∩ adoptinτ ne≈ technology« Onσ migh⌠ expec⌠ ì tha⌠ cos⌠ woulΣ bσ thσ mos⌠ prohibitivσ factor« Whilσ cos⌠ wa≤ vieweΣ ì a≤ ß significan⌠ barrier¼ especiall∙ t∩ thσ smalle≥ distributor¼ thσ ì mos⌠ significan⌠ roadblocδ t∩ ne≈ technolog∙ wa≤ resistancσ t∩ change« ì Iε fact¼ fivσ oµ thσ to≡ seveε barrier≤ werσ people-related« Panelist≤ ì als∩ indicatσ tha⌠ iε thσ nex⌠ fivσ years¼ thei≥ resistancσ t∩ changσ ì wil∞ decreasσ dramatically¼ signalinτ tha⌠ significan⌠ changσ stil∞ lie≤ ì ahead« Iε summary¼ thσ industr∙ a≤ ß wholσ recognize≤ tha⌠ thσ ì marketplacσ i≤ graduall∙ forcinτ i⌠ t∩ adop⌠ ß technolog∙ anΣ becomσ ì morσ productive« Successfu∞ wholesaler-distributor≤ wil∞ usσ technolog∙ ì a≤ ß weapoε t∩ strikσ agains⌠ competitor≤ anΣ sustaiε ß competitivσ ì advantage. .PA Wholesalσ Distibution/Evolutioε oµ thσ Industr∙ ì **********¬ ì WSALE13.GA╠ ì *********** ..pictureA:\WSALE\WSALE13.GAL,65535,49151,1,43,13, S∩ no≈ tha⌠ wσ understanΣ thσ importancσ oµ technolog∙ iε wholesale¼ ì let'≤ looδ a⌠ thσ evolutioε oµ thσ industr∙ anΣ technolog∙ used« A≤ wσ ì caε see¼ thσ mos⌠ dramatiπ shif⌠ tooδ placσ iε thσ 1980≤ anΣ thσ 1990s« ì Iε lookinτ a⌠ thσ historica∞ mode∞ oµ computinτ iε wholesalσ ì distributioε i⌠ i≤ importan⌠ t∩ understanΣ thσ evolutioε oµ thσ industr∙ ì as a whole. (Highlight main areas listed). Thi≤ i≤ importan⌠ iε term≤ oµ technolog∙ becausσ thσ ì wholesaler-distributorsº organizationa∞ change≤ affec⌠ thei≥ busines≤ ì activities and how technology is used. .PA Investment≤ iε Computinτ Technolog∙ ì **********¬ ì WSALE14.GA╠ ì **********¬ ì ..pictureA:\WSALE\WSALE14.GAL,65535,49151,1,43,13, WitΦ thσ evolutioε iε thσ wholesalσ distributioε industr∙ therσ ha≤ als∩ ì beeε aε evolutioε iε computing« Simpl∙ put¼ wσ havσ gonσ froφ man∙ ì user≤ accessinτ onσ compute≥ systeφ t∩ singlσ user≤ havinτ acces≤ t∩ ì many computers. Yo⌡ ma∙ remembe≥ tha⌠ iε thσ 1960s¼ centralizeΣ mainframσ anΣ ì batch-processinτ wa≤ thσ typica∞ compute≥ environment--aε expensive¼ ì not very flexible environment. Iε thσ 1970s¼ distributeΣ datß processinτ gavσ user≤ morσ flexibilit∙ ì and accessibility, but application development was still an issue. Thσ 1980≤ begaε witΦ thσ persona∞ compute≥ revolution--iε man∙ cases¼ ì worker≤ haΣ t∩ "sneakó ß P├ int∩ thσ workplacσ t∩ perforφ stand-alonσ ì worδ sucΦ a≤ spreadshee⌠ applications« A≤ thσ powe≥ oµ thσ P├ gre≈ anΣ ì specializeΣ application≤ werσ developed¼ deskto≡ computinτ exploded« ì Thσ 1980≤ endeΣ witΦ powerfu∞ PC≤ anΣ workstation≤ iε loca∞ areß ì network≤ communicatinτ witΦ somσ large≥ systems« Thσ result≤ arσ ì "islands of automation." Today¼ iε thσ 1990≤ thσ computinτ mode∞ ha≤ evolveΣ t∩ cooperativσ ì computing« Beforσ wσ definσ cooperativσ computinτ anΣ wha⌠ i⌠ mean≤ t∩ ì you¼ i⌠ i≤ importan⌠ t∩ looδ a⌠ thσ organizationa∞ structurσ change≤ oµ ì thσ wholesaler-distributo≥ froφ thσ 1980≤ t∩ thσ 1990s« Theε wσ caε ì discus≤ ho≈ thσ cooperativσ computinτ mode∞ fit≤ withiε tha⌠ framework« ì .PA Thσ Wholesaler-Distributo≥ oµ thσ 1980≤ ì **********¬ ì WSALE15.GA╠ ì *********** ..pictureA:\WSALE\WSALE15.GAL,65535,49151,1,43,13, ThrougΦ thσ 1980s¼ wholesaler-distributor≤ typicall∙ organizeΣ thei≥ ì businesse≤ iε ß "compartmentalizeΣ structure"--activitie≤ o≥ function≤ ì werσ segregateΣ amonτ natura∞ departments¼ sucΦ a≤ sale≤ anΣ marketing¼ ì purchasing¼ warehousing¼ o≥ transportatioε (refe≥ t∩ chart)« Typically¼ ì managemen⌠ anΣ administratioε werσ brokeε dowε int∩ smalle≥ group≤ oµ ì activitie≤ sucΦ a≤ planning¼ reporting¼ anΣ casΦ management« Thesσ ì activitie≤ coulΣ theε bσ manageΣ individuall∙ fo≥ bette≥ contro∞ ove≥ ì eacΦ function« However¼ thσ interna∞ segregatioε causeΣ b∙ thσ ì departmentalizeΣ structurσ ofteε put≤ differen⌠ activitie≤ a⌠ odd≤ witΦ ì each other. Ove≥ thσ las⌠ severa∞ years¼ a≤ thσ type≤ oµ service≤ performeΣ b∙ ì wholesaler-distributor≤ havσ becomσ morσ complex¼ thσ succes≤ oµ eacΦ ì functioε ha≤ becomσ morσ interrelated« Severa∞ companie≤ investeΣ iε ì eithe≥ onσ centralizeΣ computinτ system¼ o≥ severa∞ computer≤ eithe≥ b∙ ì departmen⌠ o≥ branch« Iε thσ latte≥ example¼ man∙ system≤ werσ no⌠ ì integrateΣ anΣ thσ autonomou≤ naturσ oµ thσ situatioε len⌠ itselµ t∩ ì inconsistency in procedures and operations across the company. .PA Thσ Wholesaler-Distributo≥ oµ thσ 1990≤ ì **********¬ ì WSALE16.GA╠ ì *********** ..pictureA:\WSALE\WSALE16.GAL,65535,49151,1,43,13, Let'≤ takσ ß looδ a⌠ thσ organizatioε oµ thσ distributo≥ oµ thσ 1990s« ì A≤ yo⌡ caε seσ completσ integratioε oµ departmenta∞ function≤ anΣ ì informatioε withiε thσ compan∙ ha≤ takeε place« Iε thσ 1990s¼ ì wholesaler≤ vie≈ themselve≤ a≤ ß ke∙ membe≥ oµ thσ distributioε ì pipeline« A≤ mos⌠ market≤ havσ matured¼ thσ inheren⌠ competitivσ ì pressure≤ no≈ placσ ß premiuφ oε maximizinτ thσ efficienc∙ oµ thσ ì channel« Thσ wholesaler-distributor'≤ functioε wil∞ bσ t∩ managσ thσ ì suppl∙ anΣ demanΣ force≤ withiε thσ channe∞ t∩ providσ seamles≤ service« ì A≤ ß result¼ thσ wholesaler-distributor'≤ organizatioε shoulΣ minimizσ ì barrier≤ withiε it≤ organizatioε anΣ witΦ channe∞ member≤ tha⌠ inhibi⌠ ß ì smootΦ flo≈ oµ information« Activitie≤ tha⌠ adΣ valuσ t∩ thσ channel¼ ì sucΦ a≤ thosσ requireΣ t∩ providσ JI╘ (just-in-time⌐ deliver∙ shoulΣ bσ ì emphasized« Technology¼ sucΦ a≤ ED╔ orderinτ froφ customer≤ o≥ ì automateΣ carousel≤ iε thσ warehouse¼ wil∞ hel≡ makσ thσ wholσ proces≤ ì morσ efficien⌠ iε orde≥ t∩ perforφ thσ activitie≤ t∩ achievσ JIT« Iε ì othe≥ words¼ technolog∙ caε bσ useΣ t∩ cu⌠ acros≤ thσ olΣ departmenta∞ ì structurσ t∩ integratσ thesσ activitie≤ acros≤ thσ company« Duσ t∩ thσ ì trend≤ anΣ thσ environment¼ t∩ bσ competitive¼ ß wholesaler-distributo≥ ì ha≤ t∩ implemen⌠ technolog∙ tha⌠ provide≤ seamles≤ integration« Wσ wil∞ ì talδ abou⌠ ho≈ HP'≤ computinτ strateg∙ caε addres≤ thesσ issues¼ bu⌠ ì firs⌠ let'≤ looδ furthe≥ a⌠ thσ historica∞ computinτ model≤ tha⌠ yo⌡ arσ ì familiar with and the evolution to the 1990s model. .PA Traditiona∞ CentralizeΣ Computinτ iε Wholesalσ ì **********¬ ì WSALE17.GA╠ ì *********** ..pictureA:\WSALE\WSALE17.GAL,65535,49151,1,43,13, Thσ traditiona∞ computinτ strateg∙ fi⌠ thσ compartmentalizeΣ structurσ ì oµ ß wholesale≥ quitσ well¼ anΣ stil∞ doe≤ iε man∙ cases« Thσ ì centralizeΣ approacΦ consist≤ oµ ß host/termina∞ computinτ architecture« ì Therσ arσ botΦ benefit≤ anΣ limitation≤ t∩ thi≤ architecture« Iε thi≤ ì environment all of the company's data is consolidated on one system. ∩ Limitations║ baΣ responsσ time¼ loaΣ oµ CP╒ ì ∩ Benefits║ informatioε ì ááconsolidated on one system .PA Distributed Computing in Wholesale *********** WSALE18.GAL *********** ..pictureA:\WSALE\WSALE18.GAL,65535,49151,1,43,13, Let'≤ takσ ß looδ a⌠ thσ nex⌠ computinτ architecture¼ distributeΣ ì computing« Iε thi≤ examplσ H╤ anΣ branche≤ havσ thei≥ owε CPU≤ onsitσ ì witΦ onlinσ user≤ oε eacΦ system« Iε somσ cases¼ user≤ caε acces≤ othe≥ ì system≤ througΦ dial-u≡ o≥ leaseΣ lines« Thσ H╤ compute≥ i≤ updateΣ ì nightl∙ witΦ batcΦ informatioε froφ brancΦ systems« Again¼ therσ arσ ì benefit≤ anΣ limitation≤ t∩ thi≤ computinτ architecturσ a≤ well« ì DistributeΣ processinτ coulΣ bσ compute≥ system≤ iε differen⌠ ì department≤ oµ thσ samσ compan∙ o≥ differen⌠ compute≥ system≤ iε ì different branches geographically dispersed within the same company. Benefit≤ oµ decentralizatioε include║ Off-loaΣ host¼ eacΦ departmen⌠ o≥ ì brancΦ ha≤ it≤ owε processinτ powe≥ t∩ ruε it≤ business¼ anΣ througΦ ì networkinτ anΣ batcΦ update≤ thi≤ caε ac⌠ a≤ onσ largσ centralizeΣ ì compute≥ system« Informatioε i≤ close≥ t∩ thσ user¼ anΣ datß caε bσ ì sent back and forth. .PA Desktop Computing in Wholesale *********** WSALE19.GAL *********** ..pictureA:\WSALE\WSALE19.GAL,65535,49151,1,43,13, Iε thσ latte≥ par⌠ oµ thσ 1980s¼ deskto≡ computinτ becamσ popular« Thσ ì benefit≤ oµ thσ P├ anΣ persona∞ deskto≡ computinτ werσ realizeΣ anΣ ì rapidl∙ implemented« A⌠ thi≤ point¼ user≤ begaε t∩ realizσ thσ benefit≤ ì oµ botΦ deskto≡ anΣ host/terminal-baseΣ systems« I⌠ i≤ importan⌠ t∩ ì understanΣ thi≤ evolutioε iε computinτ beforσ wσ talδ abou⌠ HP'≤ ì cooperativσ computinτ model« Becausσ oµ usersº wish-lis⌠ fo≥ ß bette≥ ì solutioε thaε tha⌠ provideΣ b∙ jus⌠ deskto≡ computer≤ o≥ centralizeΣ ì systems¼ academia¼ industry¼ anΣ user≤ developeΣ wha⌠ i≤ calleΣ thσ ì "client/server" model. NOTE║ Wσ fee∞ tha⌠ thi≤ mode∞ allow≤ wholesaler-distributor≤ t∩ gaiε ß ì competitivσ advantagσ rapidly¼ giveε thσ environment« I⌠ i≤ no⌠ t∩ ì necessaril∙ t∩ replacσ existinτ systems¼ bu⌠ rathe≥ t∩ enhance/adΣ ì functionality to an existing architecture. .PA Thσ Evolutioε t∩ Client/Serve≥ Computinτ ì **********¬ ì WSALE20.GA╠ ì *********** ..pictureA:\WSALE\WSALE20.GAL,65535,49151,1,43,13, A≤ yo⌡ caε seσ b∙ thi≤ slide¼ thi≤ ha≤ beeε ß gradua∞ bu⌠ natura∞ ì evolutioε oµ computinτ technology« Thσ evolutioε i≤ occurrinτ iε ì responsσ t∩ ne≈ technologie≤ anΣ change≤ iε thσ capabilitie≤ oµ existinτ ì systems« (Refe≥ t∩ thσ slidσ fo≥ explanatioε oµ model.⌐ Ne≈ ì development≤ iε networking¼ morσ powerfu∞ deskto≡ devices¼ graphica∞ ì use≥ interface≤ (GUIs)¼ anΣ newl∙ developeΣ client/serve≥ application≤ ì havσ madσ client/serve≥ computinτ possible« Wσ wil∞ talδ morσ abou⌠ ì client/server computing later. .PA Cooperativσ Computinτ ThrougΦ Opeε System≤ ì **********¬ ì WSALE21.GA╠ ì *********** ..pictureA:\WSALE\WSALE21.GAL,65535,49151,1,43,13, T∩ takσ advantagσ oµ thi≤ ne≈ computinτ architecture¼ HP'≤ strateg∙ fo≥ ì computinτ iε thσ 1990≤ i≤ wha⌠ wσ cal∞ cooperativσ computing« Therσ arσ ì tw∩ part≤ t∩ thσ strategy║ cooperativσ computinτ anΣ opeε systems« Ou≥ ì objective is to give customers the benefits of cooperative computing: ∩ Eas∙ acces≤ t∩ informatioε ∩ Networkwidσ contro∞ ∩ Integratioε oµ ì applications Thσ reasoε wσ chosσ opeε system≤ a≤ thσ foundatioε oµ ou≥ strateg∙ i≤ ì simple« Thσ realit∙ i≤ tha⌠ mos⌠ organization≤ alread∙ havσ ß ì multivendo≥ environmen⌠ anΣ opeε system≤ arσ thσ onl∙ wa∙ t∩ integratσ ì those multiple vendors to achieve cooperative computing. First, let's take a look at what open systems means. .PA Opeε System≤ fo≥ Wholesalσ Distributioε ì **********¬ ì WSALE22.GA╠ ì *********** ..pictureA:\WSALE\WSALE22.GAL,65535,49151,1,43,13, Herσ wσ seσ thσ definitioε oµ opeε systems¼ thσ component≤ oµ opeε ì systems, and finally, the benefits. Portability¼ interoperability¼ scalabilit∙ anΣ availabilit∙ mean≤ ì product≤ tha⌠ caε bσ useΣ oε o≥ witΦ multivendo≥ systems« Thi≤ mean≤ ì product≤ tha⌠ caε communicatσ anΣ interac⌠ witΦ othe≥ systems¼ product≤ ì tha⌠ caε bσ sizeΣ t∩ fi⌠ specifiπ requirement≤ anΣ product≤ tha⌠ arσ ì easily accessible. Thσ component≤ oµ opeε system≤ arσ morσ thaε operatinτ systems« The∙ ì includσ databases¼ languages¼ networks¼ anΣ hardware« The∙ arσ al∞ ì based on industry standards. Thσ benefit≤ arσ fairl∙ obviou≤ anΣ the∙ ma≡ directl∙ t∩ thσ issue≤ anΣ ì obstacle≤ wσ discusseΣ earlier« Thσ mos⌠ immediatσ anΣ clearl∙ thσ mos⌠ ì importan⌠ t∩ wholesaler-distributor≤ arσ cos⌠ reductioε anΣ investmen⌠ ì protection. .PA Open Systems Standards *********** WSALE23.GAL *********** ..pictureA:\WSALE\WSALE23.GAL,65535,49151,1,43,13, Thσ ke∙ messagσ iε thi≤ graphiπ i≤ tha⌠ therσ arσ man∙ component≤ t∩ ì opeε systems¼ therσ arσ man∙ standards« Wha⌠ i≤ importan⌠ t∩ you¼ a≤ ß ì user¼ i≤ tha⌠ you≥ vendor≤ conforφ t∩ standard≤ s∩ tha⌠ yo⌡ caε focu≤ oε ì the applications, whether it's payroll, order entry, or financials. Standard≤ drivσ anΣ eveε definσ thσ "openessó oµ opeε system≤ anΣ arσ ì critical to realizing the goal of implementing cooperative computing. Now¼ let'≤ looδ a⌠ thσ cooperativσ computinτ environmen⌠ iε whicΦ wσ ì will further define client/server computing. .PA Thσ Cooperativσ Computinτ Environmen⌠ ì **********¬ ì WSALE24.GA╠ ì *********** ..pictureA:\WSALE\WSALE24.GAL,65535,49151,1,43,13, Beforσ wσ talδ abou⌠ thσ key≤ t∩ implementinτ cooperativσ computing¼ ì let'≤ takσ a⌠ looδ a⌠ thσ environment« Froφ ß user'≤ perspective¼ thσ ì cooperative computing environment enhances real-time decision making. .PA Wholesalσ Distribution/Opeε Clien⌠ Serve≥ Computinτ ì ***********¬ ì WSALE25.GAL ************ ..pictureA:\WSALE\WSALE25.GAL,65535,49151,1,43,13, Iµ thσ terφ client/serve≥ i≤ ne≈ t∩ yo⌡ o≥ perhap≤ ha≤ no⌠ beeε clearl∙ ì defined¼ i⌠ mean≤ maintaininτ deskto≡ computinτ a≤ yo⌡ currentl∙ kno≈ i⌠ ì alonτ witΦ transparen⌠ acces≤ t∩ file≤ anΣ computσ powe≥ froφ ß variet∙ ì oµ othe≥ computer≤ iε ß distributeΣ networkeΣ system« I⌠ use≤ ì application≤ designeΣ t∩ takσ advantagσ oµ thσ combineΣ processinτ powe≥ ì oµ you≥ deskto≡ compute≥ anΣ othe≥ computer≤ iε ß networkeΣ system« I⌠ ì combine≤ thσ persona∞ computinτ capabilitie≤ oµ PC≤ o≥ UNI╪ workstation≤ ì witΦ thσ filσ anΣ processinτ powe≥ oµ larger¼ morσ capablσ computer≤ ì calleΣ servers« T∩ pu⌠ i⌠ simply¼ client/serve≥ computinτ combine≤ thσ ì strength≤ oµ individua∞ deskto≡ computinτ witΦ thσ establisheΣ ì capabilitie≤ oµ large≥ centralizeΣ system« Iε othe≥ words¼ i⌠ take≤ ì advantagσ oµ thσ dorman⌠ powe≥ residinτ oε mos⌠ desktops« Thσ movσ froφ ì centralizeΣ t∩ truσ distributeΣ processinτ put≤ compute≥ resource≤ ì close≥ t∩ thσ informatioε sourcσ anΣ awa∙ froφ thσ centralizeΣ approach« ì Iε cooperativσ computinτ i⌠ doe≤ no⌠ matte≥ wha⌠ thσ compute≥ topolog∙ ì is¼ rathe≥ tha⌠ al∞ system≤ worδ togethe≥ seamlessl∙ iε onσ integrateΣ ì whole« Clien⌠ serve≥ i≤ ß piecσ oµ cooperativσ computing¼ a≤ i≤ ì distributeΣ processinτ o≥ centralizeΣ computing« H╨ caε offe≥ solution≤ ì t∩ you≥ busines≤ computinτ needs« Client/serve≥ technolog∙ allow≤ yo⌡ ì t∩ implemen⌠ ne≈ system≤ t∩ aε existinτ compute≥ architecturσ anΣ t∩ adΣ ì functionality« Client/serve≥ technolg∙ reduce≤ thσ timσ necessar∙ t∩ ì givσ yo⌡ ß competitivσ advantagσ tha⌠ n∩ onσ elsσ ha≤ witΦ ß strategiπ ì business application. Fo≥ instance¼ ß strategiπ applicatioε iε wholesalσ distributioε ma∙ bσ ß ì custome≥ informatioε system« Giveε thσ industr∙ environment¼ ì distributor≤ neeΣ t∩ ge⌠ close≥ t∩ thei≥ customer≤ anΣ suppliers« The∙ ì neeΣ informatioε abou⌠ thei≥ customer≤ anΣ wha⌠ thei≥ customer≤ arσ ì doinτ t∩ bσ effective« Addinτ valuσ t∩ servicσ "customer-driveε ì solutionsó i≤ key« Distributor≤ neeΣ t∩ makσ i⌠ easie≥ fo≥ thei≥ ì customer≤ anΣ supplier≤ t∩ d∩ busines≤ witΦ them« Informatioε need≤ t∩ ì bσ trackeΣ througΦ thσ pipelinσ froφ supplie≥ t∩ t∩ distributo≥ t∩ ì customer« Client/serve≥ technolog∙ make≤ i⌠ easie≥ t∩ accommodatσ thi≤ ì and to make changes as business needs change. Furthermore¼ b∙ tyinτ thσ customer/supplie≥ chaiε int∩ you≥ computinτ ì architecture¼ yo⌡ givσ theφ acces≤ t∩ valuablσ informatioε t∩ enhancσ ì thσ valuσ oµ thσ systeφ fo≥ thσ wholσ chain« ┴ strategiπ applicatioε ì involve≤ takinτ differen⌠ type≤ oµ informatioε froφ insidσ anΣ outsidσ ì thσ organizatioε anΣ processinτ i⌠ iε ß forφ tha⌠ i≤ readil∙ accessiblσ ì t∩ thσ righ⌠ people« Thi≤ seamles≤ integratioε caε bσ achieveΣ witΦ ì client/server computing. T∩ bσ competitivσ anΣ gaiε ß strategiπ advantage¼ yo⌡ neeΣ aε ì architecturσ tha⌠ wil∞ allo≈ yo⌡ t∩ easil∙ adΣ anΣ integratσ ne≈ system≤ ì to an existing environment. Ke∙ benefit║ Provide≤ productivit∙ gain≤ t∩ wholesaler-distributor≤ b∙ ì combininτ responsivσ loca∞ processinτ witΦ efficien⌠ centralizeΣ datß ì coordination« Thσ configuratioε enhance≤ systeφ performancσ througΦ thσ ì separation of front-end (client) and back-end (server) processes. .PA Cooperativσ Computinτ Environmen⌠ iε Wholesalσ fo≥ thσ 1990≤ ì **********¬ ì WSALE26.GAL *********** ..pictureA:\WSALE\WSALE26.GAL,65535,49151,1,43,13, Thi≤ show≤ ß typica∞ examplσ oµ ß cooperativσ computinτ iε ß multivendo≥ ì environment« Iε wholesale¼ i⌠ i≤ simpl∙ beinτ ablσ t∩ looδ int∩ thσ ì wholσ compute≥ networδ througΦ onσ window« Beinτ tha⌠ acquisitioε anΣ ì consolidatioε arσ ke∙ trend≤ iε wholesale¼ thi≤ computinτ strateg∙ make≤ ì sensσ fo≥ thσ 1990S« T∩ bσ competitivσ anΣ gaiε ß strategiπ advantage¼ ì yo⌡ neeΣ aε architecturσ tha⌠ wil∞ allo≈ yo⌡ t∩ easil∙ adΣ anΣ integratσ ì new systems to an existing environment. Thσ poin⌠ i≤ tha⌠ cooperativσ computinτ take≤ advantagσ oµ thσ computinτ ì topolog∙ t∩ bes⌠ fi⌠ you≥ needs¼ whethe≥ centralized¼ o≥ decentralized« ì .PA Thσ Key≤ t∩ Implementinτ Cooperativσ Computinτ iε thσ 1990≤ ì **********¬ ì WSALE27.GAL *********** ..pictureA:\WSALE\WSALE27.GAL,65535,49151,1,43,13, No≈ tha⌠ yo⌡ kno≈ ß littlσ bi⌠ morσ abou⌠ cooperativσ computing¼ we'rσ ì no≈ goinτ t∩ looδ a⌠ thσ threσ ke∙ component≤ oµ implementinτ ì cooperative computing. .PA What'≤ RequireΣ fo≥ ß Client/Serve≥ Solution┐ ì **********¬ ì WSALE28.GA╠ ì *********** ..pictureA:\WSALE\WSALE28.GAL,65535,49151,1,43,13, First, let's look at what's required for a client/server solution. .PA HP's Open Systems Expertise *********** WSALE29.GAL *********** ..pictureA:\WSALE\WSALE29.GAL,65535,49151,1,43,13, Wσ kno≈ tha⌠ opeε system≤ i≤ ß requireΣ componen⌠ oµ cooperativσ ì computing; let's look at HP's background in open systems. In terms of technology, HP's first commercial computer system, thσ H╨ 300░ wa≤ initiall∙ ì releaseΣ almos⌠ 2░ year≤ ago« Sincσ then¼ H╨ ha≤ investeΣ significan⌠ ì resource≤ iε providinτ industry-leadinτ functionalit∙ anΣ performancσ iε ì the OLTP marketplace. Ou≥ firs⌠ UNI╪ systeφ wa≤ releaseΣ 1░ year≤ ago¼ wel∞ aheaΣ oµ majo≥ ì competitors. HP made a commitment long before our competition. Ou≥ firs⌠ reduced-instruction-se⌠ compute≥ systeφ wa≤ releaseΣ morσ thaε ì five years ago--well ahead of our major competition. .PA H╨ 900░ Broades⌠ System≤ Offerinτ iε thσ Industr∙ ì **********¬ ì WSALE30.GAL *********** ..pictureA:\WSALE\WSALE30.GAL,65535,49151,1,43,13, Ou≥ produc⌠ linσ toda∙ consist≤ oµ thσ broades⌠ famil∙ oµ compute≥ ì system≤ iε thσ industr∙ froφ PC≤ anΣ X-terminal≤ t∩ workstation≤ anΣ ì servers« H╨ offer≤ ß ful∞ linσ oµ scalable¼ standards-complian⌠ ì products, specifically tuned for the commercial marketplace. .PA To≡ Midrangσ UNI╪ Systeφ Manufacture≥ ì **********¬ ì WSALE31.GA╠ ì *********** ..pictureA:\WSALE\WSALE31.GAL,65535,49151,1,43,13, Iε term≤ oµ marke⌠ share¼ H╨ i≤ thσ worldwidσ leade≥ iε midrangσ UNI╪ ì systems. .PA HP 3000 Family *********** WSALE32.GAL *********** ..pictureA:\WSALE\WSALE32.GAL,65535,49151,1,43,13, Thσ H╨ 300░ famil∙ oµ multiuse≥ compute≥ system≤ provide≤ ß broaΣ rangσ ì oµ compatiblσ system≤ baseΣ oε HP'≤ PA-RIS├ architecture« Thσ H╨ 300░ ì provide≤ superio≥ distributeΣ OLT╨ performancσ witΦ industry-leadinτ ì cost of ownership and ease of use. Thσ smootΦ upwarΣ growtΦ patΦ oµ thσ H╨ 300░ assure≤ yo⌡ oµ low-cos⌠ ì upgrades which means your investment in technology is protected. Thσ H╨ 300░ als∩ provide≤ yo⌡ witΦ opeε system≤ capabilitie≤ sucΦ a≤ ì suppor⌠ fo≥ ARP┴ service≤ anΣ Novel∞ network≤ fo≥ multivendo≥ ì networking¼ suppor⌠ fo≥ 4GL≤ anΣ RDBM╙ standard≤ a≤ wel∞ a≤ open¼ ì client/server development tools. NOTE║ Emphasizσ thσ specifiπ produc⌠ rangσ anΣ capabilitie≤ oµ interes⌠ ì to your customer. .PA H╨ 300░ ¡ UNI╪ anΣ OLT╨ Application≤ ì **********¬ ì WSALE33.GA╠ ì **********¬ ì ..pictureA:\WSALE\WSALE33.GAL,65535,49151,1,43,13, ThrougΦ thσ suppor⌠ oµ POSI╪ oε thσ H╨ 3000¼ H╨ offer≤ thσ functionalit∙ ì anΣ strength≤ oµ OLT╨ performancσ a≤ wel∞ a≤ thσ application≤ ì availability of UNIX. Wσ arσ full∙ committeΣ t∩ suppor⌠ POSIX.▒ anΣ POSIX.▓ anΣ wil∞ full∙ ì support future standards for POSIX as they evolve. NOTE: Focus on the benefits of open systems. .PA Strongest Commitment to Standards *********** WSALE34.GAL *********** ..pictureA:\WSALE\WSALE34.GAL,65535,49151,1,43,13, Standard≤ arσ thσ requirement≤ fo≥ opeε system≤ technolog∙ ì implementation« H╨ provide≤ activσ leadershi≡ iε worldwidσ standard≤ ì organization≤ witΦ ove≥ 30░ H╨ professionals« Tha⌠ i≤ ß seriou≤ ì commitment to standards. Wσ havσ als∩ beeε ver∙ successfu∞ iε drivinτ H╨ produc⌠ innovatioε int∩ ì industry standards. Thesσ arσ ß fe≈ oµ thσ H╨ technologie≤ submitteΣ anΣ accepteΣ a≤ ì standards by internationally recognized standards bodies. .PA Technology - HP's Leadership *********** WSALE35.GAL *********** ..pictureA:\WSALE\WSALE35.GAL,65535,49151,1,43,13, T∩ summarizσ HP'≤ technolog∙ leadership¼ I'Σ likσ t∩ makσ ß fe≈ points« ì We'vσ talkeΣ abou⌠ HP'≤ commitmen⌠ t∩ standards¼ broaΣ produc⌠ line¼ thσ ì fac⌠ tha⌠ ou≥ technologie≤ arσ becominτ standards¼ anΣ ou≥ numbe≥ onσ ì position in the UNIX system markets. We'rσ als∩ ß leade≥ iε multivendo≥ networking¼ anΣ ou≥ commitmen⌠ t∩ ì industr∙ standarΣ extend≤ t∩ networkinτ a≤ well--H╨ OpenView¼ licenseΣ ì by IBM. BeyonΣ thσ hardwarσ anΣ networkinτ leadership¼ H╨ ha≤ formeΣ alliance≤ ì witΦ man∙ leadinτ supplier≤ oµ additiona∞ technology« Thesσ arσ somσ oµ ì thσ companie≤ H╨ ha≤ investeΣ in¼ eithe≥ financiall∙ o≥ througΦ ì technology investments. .PA Right Vision, Strategy, Products *********** WSALE36.GAL *********** ..pictureA:\WSALE\WSALE36.GAL,65535,49151,1,43,13, It'≤ eas∙ fo≥ H╨ t∩ tel∞ yo⌡ tha⌠ wσ arσ leader≤ iε cooperativσ ì computinτ technology« But¼ industr∙ analyst≤ agreσ witΦ us¼ anΣ ì consistentl∙ describσ HP'≤ leadershi≡ positioε iε industr∙ publications« ì Now¼ I'Σ likσ t∩ talδ abou⌠ thσ seconΣ oµ thσ threσ ke∙ component≤ oµ ì implementing cooperative computing--applications. .PA Applications -- HP's Leadership *********** WSALE37.GAL *********** ..pictureA:\WSALE\WSALE37.GAL,65535,49151,1,43,13, Iε ß worlΣ oµ standards¼ H╨ i≤ concentratinτ oε providinτ value-addeΣ ì softwarσ developmen⌠ tha⌠ wil∞ increasσ thσ productivit∙ oµ systeφ ì managers¼ enΣ user≤ anΣ softwarσ developers« Wσ believσ tha⌠ ì industry-specifiπ softwarσ i≤ bes⌠ provideΣ b∙ independen⌠ value-addeΣ ì businesse≤ whicΦ caε specializσ iε application-specifiπ software« So¼ ì ou≥ objectivσ i≤ t∩ providσ thσ tool≤ t∩ makσ softwarσ developers¼ ì system managers, and end users more productive. T∩ tha⌠ end¼ H╨ provide≤ product≤ sucΦ a≤ thσ H╨ OpenVie≈ networδ anΣ ì system≤ managemen⌠ softwarσ whicΦ enable≤ intelligen⌠ networδ managemen⌠ ì for the most complex multivendor environment. Fo≥ enΣ users¼ product≤ sucΦ a≤ H╨ NewWave¼ ß use≥ environmen⌠ designeΣ ì fo≥ thσ cooperativσ computinτ worlΣ oµ thσ 1990s¼ hel≡ makσ thσ systeφ ì more intuitive to use. Fo≥ softwarσ developers¼ H╨ offer≤ product≤ sucΦ a≤ SoftBench¼ ß CAS┼ ì environmen⌠ tha⌠ integrate≤ softwarσ developmen⌠ tool≤ froφ multiplσ ì vendors« Wσ als∩ offe≥ datß managemen⌠ software¼ databases¼ ì reportwriters, and languages. HP'≤ softwarσ solution≤ fo≥ wholesalσ distributioε arσ extremel∙ broad« ì ThrougΦ partnership≤ witΦ value-addeΣ busines≤ partners¼ H╨ i≤ ablσ t∩ ì providσ higΦ qualit∙ solution≤ designeΣ specificall∙ fo≥ thσ fragmenteΣ ì wholesalσ distributioε market« H╨ currentl∙ ha≤ softwarσ application≤ ì from more than 200 value-added business partners in wholesale. H╨ group≤ thesσ industry-specifiπ solution≤ iε threσ majo≥ categories║ ì o Distribution management o Order management o Warehouse management .PA Application≤ -¡ HP'≤ Leadership/Wholesalσ Distributioε Solution≤ ì Providers *********** WSALE38.GAL *********** ..pictureA:\WSALE\WSALE38.GAL,65535,49151,1,43,13, ListeΣ arσ somσ oµ ou≥ leadinτ application≤ b∙ marke⌠ segmen⌠ iε thσ ì wholesalσ distributioε marke⌠ runninτ oε botΦ ou≥ H╨ 300░ anΣ 900░ ì busines≤ servers« H╨ ha≤ severa∞ oµ thσ best-in-class¼ top-tie≥ ì wholesale solutions on board. H╨ als∩ maintain≤ stronτ relationship≤ witΦ largσ systeφ integrator≤ ì sucΦ a≤ Anderseε Consultinτ anΣ EDS« Wσ worδ iε cooperatioε witΦ ì system≤ integrator≤ oε ver∙ large¼ customizeΣ application≤ wheε ou≥ ì customer≤ prefe≥ aε outsidσ vendo≥ t∩ develop¼ install¼ anΣ eveε managσ ì the entire implementation. NOTE: Refer to Quickfinder for solutions. .PA Application≤ -¡ HP'≤ Leadership/Wholesalσ Distributioε Solutioε ì Providers (Cont'd) *********** WSALE39.GAL *********** ..pictureA:\WSALE\WSALE39.GAL,65535,49151,1,43,13, .PA H╨ RateΣ Numbe≥ Onσ iε VARBUSINES╙ Surve∙ ì ***********¬ ì WSALE40.GA╠ ì ***********¬ ì ..pictureA:\WSALE\WSALE40.GAL,65535,49151,1,43,13, Onσ oµ thσ reason≤ H╨ ha≤ beeε ablσ t∩ attrac⌠ high-qualit∙ Value-AddeΣ ì Businesse≤ i≤ ou≥ reputatioε iε thσ industry« Fo≥ ╡ consecutivσ year≤ ì H╨ ha≤ beeε rateΣ b∙ value-addeΣ businesse≤ wel∞ aheaΣ oµ ou≥ majo≥ ì competitors in overall performance and satisfaction. We'vσ talkeΣ abou⌠ HP'≤ technolog∙ anΣ applicatioε leadership« No≈ ì we'rσ goinτ t∩ talδ abou⌠ thσ third¼ anΣ possibl∙ mos⌠ important¼ ì component of implementing cooperative computing. .PA Support -- HP's Leadership *********** WSALE41.GAL *********** ..pictureA:\WSALE\WSALE41.GAL,65535,49151,1,43,13, ┴ majo≥ challengσ iε thσ worlΣ oµ opeε system≤ anΣ cooperativσ computinτ ì i≤ t∩ providσ qualit∙ suppor⌠ iε ß multivendo≥ and¼ iε somσ cases¼ ì multinationa∞ environment« Hewlett-PackarΣ i≤ recognizeΣ a≤ ß ì worldwide leader in customer support and customer satisfaction. .PA Suppor⌠ -¡ Custome≥ Satisfactioε ì **********¬ ì WSALE42.GA╠ ì **********¬ ì ..pictureA:\WSALE\WSALE42.GAL,65535,49151,1,43,13, Iε fact¼ fo≥ eigh⌠ consecutivσ year≤ H╨ ha≤ beeε rateΣ numbe≥ onσ iε ì overall customer satisfaction, by DataPro, an independent research company. Thσ number≤ recentl∙ releaseΣ fo≥ 199▒ sho≈ tha⌠ H╨ i≤ agaiε ß leade≥ iε ì customer satisfaction. .PA H╨ Multivendo≥ Networδ Suppor⌠ Prograφ ì ***********¬ ì WSALE43.GA╠ ì ************ ..pictureA:\WSALE\WSALE43.GAL,65535,49151,1,43,13, H╨ provide≤ ß completσ portfoli∩ oµ suppor⌠ services¼ froφ system≤ ì planninτ anΣ requirement≤ analysis¼ t∩ implementatioε anΣ operation≤ ì support« Wσ havσ custome≥ traininτ facilitie≤ throughou⌠ thσ worlΣ t∩ ì help maximize your investment in HP products. .PA H╨ Rate≤ Numbe≥ Onσ iε Suppor⌠ -¡ Worldwidσ ì ***********¬ ì WSALE44.GA╠ ì ***********¬ ì ..pictureA:\WSALE\WSALE44.GAL,65535,49151,1,43,13, Iε fact¼ HP'≤ suppor⌠ reputatioε goe≤ beyonΣ thσ U.S« Wσ havσ beeε ì rated number one throughout the world by various international industry. .PA Cooperativσ Computinτ Leadershi≡ ì ***********¬ ì WSALE45.GA╠ ì ***********¬ ì ..pictureA:\WSALE\WSALE45.GAL,65535,49151,1,43,13, I'd like to summarize a few of the key points we've just covered. Wσ talkeΣ abou⌠ thσ threσ ke∙ component≤ oµ implementinτ cooperativσ ì computinτ -¡ technology¼ applications¼ support,anΣ HP'≤ leadershi≡ iε ì those three components. Iε technology║ Ou≥ commitmen⌠ t∩ standard≤ anΣ ou≥ ke∙ technologie≤ ì becominτ standards« HP'≤ broaΣ linσ oµ compatiblσ systems¼ networkinτ ì leadership and strategic alliances. Iε applications║ 20░ solution≤ froφ severa∞ value-addeΣ businesses¼ ì number one rating in VARBUSINESS. Iε support║ HP'≤ numbe≥ onσ iε custome≥ satisfactioε rating¼ ou≥ superio≥ ì reputation, and our multivendor support capabilities. .PA Wholesalσ Distributioε Strategiπ Focu≤ ì **********¬ ì WSALE46.GA╠ ì *********** ..pictureA:\WSALE\WSALE46.GAL,65535,49151,1,43,13, No≈ wσ arσ goinτ t∩ talδ abou⌠ HP'≤ strategiπ focu≤ anΣ commitmen⌠ iε ì thσ wholesalσ distributioε market« H╨ focuse≤ oε eigh⌠ targe⌠ market≤ ì iε wholesalσ duσ t∩ thei≥ size¼ sale≤ opportunities¼ experience¼ anΣ ì best-in-class solutions targeting these segments. NOTE║ H╨ ha≤ thσ ke∙ solution≤ fo≥ thσ to≡ larges⌠ segments¼ ì howeve≥ H╨ als∩ ha≤ solution≤ tha⌠ targe⌠ man∙ othe≥ wholesalσ segments« ì .PA HP's Leadership in Wholesale *********** WSALE47.GAL *********** ..pictureA:\WSALE\WSALE47.GAL,65535,49151,1,43,13, Froφ ß corporatσ leve∞ dowε t∩ thσ individua∞ sale≤ offices¼ H╨ ha≤ ß ì strong commitment to the wholesale distribution marketplace. HP'≤ strength≤ includσ ß commitmen⌠ t∩ understandinτ thσ uniquσ need≤ oµ ì wholesalσ distributor≤ anΣ providinτ thσ bes⌠ solution≤ t∩ mee⌠ thesσ ì needs« A≤ yo⌡ caε see¼ thesσ solution≤ includσ ß widσ rangσ oµ ì industry-specifiπ softwarσ solution≤ combineΣ witΦ H╨ product≤ tha⌠ arσ ì renowneΣ fo≥ thei≥ qualit∙ anΣ reliability--anΣ solution≤ tha⌠ wil∞ ì enablσ wholesaler-distributor≤ t∩ achievσ thei≥ ke∙ busines≤ goal≤ anΣ ì remain competitive into the 1990s. H╨ i≤ ablσ t∩ demonstratσ thi≤ commitmen⌠ t∩ thσ industr∙ witΦ ß soliΣ ì referencσ basσ oµ ove≥ 2,00░ wholesalσ customer≤ anΣ marketinτ ì sales/resources dedicated to meeting their needs. H╨ als∩ claim≤ membershi≡ iε ß numbe≥ oµ regiona∞ anΣ nationa∞ wholesalσ ì distributioε organizations« Wσ participatσ iε industr∙ conference≤ anΣ ì nationa∞ anΣ regiona∞ tradσ show≤ sucΦ a≤ thσ NAED¼ IDA¼ NEDA¼ ì PHCP-Expo, and NOPA. (T∩ tailo≥ t∩ audience¼ looδ u≡ industry-segmen⌠ association≤ iε "Thσ ì Wholesale Industry Fundamentals" book, P/N 22894-90016.) .PA H╨ Wholesalσ Industr∙ Organizatioε ì **********¬ ì WSALE48.GA╠ ì *********** ..pictureA:\WSALE\WSALE48.GAL,65535,49151,1,43,13, Froφ ß marketinτ perspective¼ H╨ ha≤ ß stronτ commitmen⌠ t∩ thσ ì wholesalσ distributioε industr∙ demonstrateΣ b∙ thi≤ slide« A≤ onσ oµ ì HP'≤ targe⌠ industries¼ thσ wholesalσ distributioε marke⌠ receive≤ ß ì higΦ leve∞ oµ attentioε froφ al∞ area≤ oµ ou≥ company« A≤ aε example¼ ì ou≥ produc⌠ marketinτ team≤ consistentl∙ seeδ ou⌠ thσ need≤ oµ ou≥ ì wholesalσ customer≤ s∩ tha⌠ ou≥ R&─ team≤ caε worδ oε futurσ product≤ ì with this market need in mind. Marketinτ program≤ iε thσ wholesalσ distributioε industr∙ arσ closel∙ ì aligneΣ witΦ thσ produc⌠ group≤ anΣ thσ sale≤ organizatioε workinτ ì togethe≥ t∩ bes⌠ mee⌠ ß customer≤ needs« Iε short¼ wσ believσ ver∙ ì strongly in our commitment to the wholesale distribution industry. .PA Intelligent Electronics *********** WSALE49.GAL *********** ..pictureA:\WSALE\WSALE49.GAL,65535,49151,1,43,13, Herσ yo⌡ caε seσ HP'≤ experiencσ iε somσ oµ thσ large≥ wholesaler≤ iε ì thσ U.S« anΣ Canadß acros≤ industr∙ segments« Intelligen⌠ Electronic≤ ì i≤ ß grea⌠ example« The∙ arσ customer≤ oµ HP'≤ equipment¼ specificall∙ ì PC≤ anΣ peripherals¼ anΣ the∙ arσ user≤ oµ H╨ hardwarσ anΣ value-addeΣ ì business solutions. They chose HP. .PA Agropur/Natrel *********** WSALE50.GAL *********** ..pictureA:\WSALE\WSALE50.GAL,65535,49151,1,43,13, Agropur/Natre∞ oµ Quebec¼ Canadß i≤ onσ oµ thσ larges⌠ milδ anΣ dair∙ ì produc⌠ distributioε companie≤ iε Canada« The∙ decideΣ t∩ develo≡ ß ì new¼ custom¼ state-of-thσ ar⌠ compute≥ systeφ t∩ mee⌠ thei≥ requirement≤ ì in the sales and delivery area. They chose HP. .PA Unisource Corporation *********** WSALE51.GAL *********** ..pictureA:\WSALE\WSALE51.GAL,65535,49151,1,43,13, Unisource¼ onσ oµ thσ larges⌠ pape≥ product≤ distributor≤ iε thσ wes⌠ ì coas⌠ needeΣ ß substantia∞ compute≥ systeφ t∩ hel≡ thσ compan∙ managσ ì it≤ busines≤ anΣ distributσ thσ 50,00░ produc⌠ line≤ i⌠ stocks« The∙ ì chose HP. .PA Darter, Inc. *********** WSALE52.GAL *********** ..pictureA:\WSALE\WSALE52.GAL,65535,49151,1,43,13, Darter¼ ß medium-sizeΣ industria∞ equipmen⌠ anΣ supplie≤ distributo≥ iε ì thσ Midwes⌠ rapidl∙ growinτ b∙ acquisitioε needeΣ ß compute≥ systeφ ì flexible enough to manage its needs. They chose HP. .PA Experiencσ -¡ HP'≤ Leadershi≡ ¡ Spectruφ ì **********¬ ì WSALE53.GA╠ ì *********** ..pictureA:\WSALE\WSALE53.GAL,65535,49151,1,43,13, Herσ arσ somσ direc⌠ quote≤ froφ customer≤ talkinτ abou⌠ thei≥ ì experiencσ witΦ H╨ solution≤ iε wholesale« Thesσ quote≤ arσ typica∞ oµ ì wha⌠ HP'≤ wholesalσ distributioε customer≤ tel∞ u≤ abou⌠ thei≥ hardware¼ ì their support services, and their applications. .PA Experiencσ -¡ HP'≤ Leadershi≡ ¡ I┼ ì **********¬ ì WSALE54.GA╠ ì *********** ..pictureA:\WSALE\WSALE54.GAL,65535,49151,1,43,13, A direct quote from one of our largest electronic distributors. .PA Experiencσ -¡ HP'≤ Leadershi≡ ¡ HoneyBakeΣ ì **********¬ ì WSALE55.GA╠ ì *********** ..pictureA:\WSALE\WSALE55.GAL,65535,49151,1,43,13, Thesσ customer≤ arσ al∞ focuseΣ oε achievinτ maximuφ productivity« The∙ ì arσ verbalizinτ somσ oµ thσ benefit≤ oµ H╨ solutions« Scalable¼ ì cost-effectivσ hardwarσ anΣ gettinτ informatioε t∩ thσ peoplσ wh∩ neeΣ ì it. .PA Why Choose HP? (Summary Slide) *********** WSALE56.GAL *********** ..pictureA:\WSALE\WSALE56.GAL,65535,49151,1,43,13, Iε summary¼ I'Σ likσ t∩ reinforcσ thσ ke∙ point≤ a≤ t∩ wh∙ H╨ i≤ thσ ì best choice as your partner in automation. H╨ i≤ thσ leade≥ iε opeε systems« Wσ havσ thσ stronges⌠ commitmen⌠ t∩ ì Opeε System≤ anΣ standards« Wσ no⌠ onl∙ takσ aε activσ rolσ iε settinτ ì standards, we are driving our own innovations into standards. Wσ suppl∙ leadinτ hardwarσ anΣ thσ broades⌠ opeε system≤ solution≤ iε ì thσ industry« Ou≥ hardware¼ networking¼ anΣ strategiπ alliance≤ pu⌠ u≤ ì in a good position to be the leader in technology in the 1990s. H╨ ha≤ ß broaΣ rangσ oµ solution≤ available¼ includinτ ove≥ 20░ ì wholesalσ industr∙ application≤ froφ ou≥ value-addeΣ busines≤ partners« ì Wσ arσ thσ numbe≥ onσ vendo≥ iε custome≥ support¼ anΣ havσ beeε fo≥ eigh⌠ ì years. HP will also provide support for multivendor networks. H╨ ha≤ ß stronτ commitmen⌠ t∩ thσ wholesalσ distributioε industry« Froφ ì thσ highes⌠ level≤ oµ ou≥ company¼ H╨ i≤ committeΣ t∩ providinτ ou≥ ì wholesale-distributioε customer≤ witΦ leadershi≡ iε cooperativσ ì computing in the 1990s. .PA Hewlett-Packard...Leadership/iε Wholesalσ Distributioε Computinτ iε thσ ì 1990≤ (Closinτ slide--cal∞ t∩ action⌐ ì **********¬ ì WSALE57.GA╠ ì *********** ..pictureA:\WSALE\WSALE57.GAL,65535,49151,1,38,13, Usσ thi≤ a≤ aε opportunit∙ t∩ thanδ you≥ audience¼ anΣ fo≥ you≥ cal∞ t∩ ì action (next steps). .PA