WINNING IN THE AUTOMOTIVE/HEAVY EQUIPMENT INDUSTRY                SR235


This course enables the student to further develop the skills required
to improve HP's value-added relationship with its automotive/heavy
equipment customers and make a business case for an HP solution.

STUDENT PROFILE:
CSO sales reps, sales management and PSO Consultants who sell or
support sales to automotive and heavy equipment manufacturers and their
suppliers.

PREREQUISITES:
SR131     Automotive/Heavy Equip. Fundamentals
SR134B     Applications & Solutions in Manufacturing Companies

A score of 80% or better on the above Mastery Tests represents
satisfactory completion.  Prerequisite courses must be completed prior
to confirmation of registration.

RECOMMENDED READING:
"The Machine that Changed the World" by James Womak

STUDENT PERFORMANCE OBJECTIVES:
Upon completion of this course, students will be able to:
o     Understand and describe the OEM's business in terms of key
      business challenges including:  increased quality/reliability of
      products and processes, time-to-market, and time-to-money,
      continuous reduction of all enterprise costs, people productivity
      (particularly knowledge workers), and aftermarket and customer
      service.
o     Understand and describe the automotive supplier's key business
      challenges including:  supplier certification, multi-year
      sourcing, OEM and industry standards, technology transfer to
      transplants.
o     Articulate HP's automotive strategy and why customers should
      choose HP.
o     Compare HP to the competition including IBM, DEC, and Sun by
      identifying their strengths, weaknesses, and selling strategies.

COURSE OUTLINE:
o     Understanding the Customer's Business
o     Quantifying the Customer's Issues/Concerns
o     Articulating HP's Automotive Strategy
o     Positioning HP Against the Competition

TESTING PROCESS:
Students complete pre and post confidence questionnaire.


FORMAT:        Classroom
LOCATION:      Scheduled on demand
LENGTH:        2 Days
AVAILABILITY:  Check Field Training Hotline calendar (CL40) on HPDesk
LANGUAGE:      English
EQUIPMENT:     None
CLASS SIZE:    Maximum 15
REGISTRATION:  Register via your Training Program Integrator (TPI)
QUESTIONS:     Contact your CSO Sales Force Program Manager or Country
               Education Manager
PROJECT MGR:   Jim Belcher, Telnet/(508) 436-5069