Power Tools 1993 November - Disc 2/Power Tools Plus (Disc 2 of 2)(November 1993)(HP).iso/hotlines/slidehl/opst/script.txt

Text File | 1992-07-21 | 35KB | 1,088 lines

Retail Industry Marketing/HP OpenSTORE Presentation November 1990 - Retail
Industry Marketing Customer Presentation for HP's Open Systems based store
automation solution for large retail chains.  This presentation introduced HP
OpenSTORE to the retail industry at the 1990 Riscon conference.  Revised 06/92.



Introduction Slide
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Purpose:
*     To set the stage for the presentation of HP's store automation strategy
      based on Open Systems:  HP OpenSTORE




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The State of Retailing Today
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Purpose:
*     To discuss key issues facing retailers in '90s
*     To provide credibility re: our understanding of retail issues


Note:  Optional slide if time is limited or highly technical audience

Key Points:
*     Characterized by an over-stored market where there is more similarity in
      retail formats among competitors than meaningful differentiation.
*     Customer service, which is one way of meaningfully differentiating
      yourself in this market, has received poor or little attention.
*     As a result there is a widening performance gap between those retailers
      that have dominant and/or growing market share and those that are losing
      ground.

According to Management Horizons in their Retailing 2000 Report, by the end of
this decade, more than half of today's retailers will be out of business.  "How
can store automation help address customer service and other areas of the
business so as to build competitive advantage and ensure viability beyond the
end of this decade?"  That is the issue today.


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Why Store Automation:
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Purpose:
*     To describe the purpose of store automation
*     To establish credibility

Key Points:
Business purpose of store automation:
*     Maximizing each stores performance.
*     Optimizing operating expenses.
*     Increasing same store sales.




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Expanding Role of Technology in Retail
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Optional if time is limited or audience is highly technical

Purpose:
*     To provide a historical perspective
*     To demonstrate retail knowledge

Key Points:
*     In the '80s major strides were made in cost and operating efficiencies
      through scanning technology applied both at the front-end/check-out and
      back-end of the store receiving merchandise.
*     In the '90s, new marketing and selling systems will help to improve
      customer service and build store loyalty.
*     The surface is just being scratched with respect to how workstation
      technology can bring those capabilities to the customer.
            Some examples include:
            *  frequent shopper programs
            *  customer assisted shopping, such as
                  a) portable point-of-sale systems based on broad
                     spectrum radio frequency technology which will allow
                     the salesperson to walk the selling floor with
                     access to information about a customer's previous
                     purchases and hence provide customized support, and
                  b) customer workstations that help educate shoppers
                     such as pharmacy kiosks, and assist in merchandise
                     selection such as kitchen/deck design found in home
                     improvement centers.




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Conventional Approach to Store Automation
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Purpose:
*     To provide a retail historical perspective
*     To establish credibility

Key Points:
Historically, there are four ways that store automation has been approached:
*     Through a proprietary mainframe-based application where the processing
      occurs at a remote location - typically back at the home office - with
      remote terminal connectivity or access at the store level. (upper left)
*     Through PC-based applications where a single application is automated
      such as pharmacy or video rental. (lower left)
*     Through point-of-sale systems - very common today and increasingly more
      sophisticated. (upper right)
*     And through proprietary, minicomputer-based applications that provide
      local processing of multiple applications.  (lower right)

Most retailers have some combination of these four and, in some cases, all four
are used in combination.  The major drawbacks to these approaches are:

1.     They are based on proprietary systems which offer limited flexibility to
       migrate applications to new technologies.
2.     This environment is extremely difficult to integrate.  In effect, what
       exists are non-integrated islands of automation.  The ability to
       collectively use these systems to achieve the overall business purpose
       of the store is severely limited.




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Ten Key Business Requirements for Store Automation in the '90s
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Purpose:
*     To educate the customer about Open Systems.
*     If the customer is OK on Open Systems, briefly review these points.

Special Note:
These key business requirements have been compiled from many customer
interviews.  Use these points to elicit a discussion of their priorities,
critical success factors, etc.

Key Points:
The business requirements for store automation in the '90s contrast sharply
with the conventional approaches we just examined.  And they really fall into
three categories:
*     Business requirements
*     Technical requirements
*     People-related requirements

The key requirements for store automation that we've compiled from many of our
customers are:
1.     An environment based on standards-based computing - not on proprietary
       systems.
2.     A strategy for getting to an open environment.  For companies that have
       already made a sizeable investment in proprietary systems, a way to
       migrate those existing applications to an open environment is critical.
       A future migration path to new successive generations of technology in a
       non-disruptive and cos t-effective manner is also extremely important.
3.     The ability to provide integration both within the store, as well as
       enterprise wide.
4.     The ability to easily and cost-effectively integrate applications
       sourced from multiple vendors.
.PA
5.     Cost of ownership and price performance have always been, and will
       continue to be, key business issues.  Today especially, in the UNIX
       environment, unprecedented price/performance points have been reached
       and that is continuing.
       *   Cost of ownership is being measured in different ways.  Not only
           the cost of the system must be a consideration, but also the cost
           of expanding the platform to ad equately support a growing
           application suite.
6.     Superior platform quality and highly available systems are key.  As more
       applications are placed at the store level, store systems are going to
       have to shoulder an increasing burden and the ability of those systems
       to support 99.9 percent uptime needs to be there.
7.     The ability to have a powerful, yet intuitive interface that facilitates
       the learning/training process and at first glance makes it easy to use
       these new tools and applications is of critical importance.  Wherever
       technology is implemented, sensitivity to the users abilities and needs
       is critical.
8.     Having a breadth of store-specific applications available is important.
       Store-specific solutions improve responsiveness and help to achieve
       store automation more cost effectively.
9.     With hundreds of geographically dispersed stores, extensive support
       capability is critical.
10.    A true implementation partnership is needed to manage large-scale store
       implementation complexity.




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HP OpenSTORE: A comprehensive store automation solution
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Purpose:
*     To describe and set the stage for what HP OpenSTORE is all about


Key Points:
*     HP OpenSTORE is based on open systems, not proprietary systems, and it
      is comprehensive in its scope.
*     All of the business requirements that were just mentioned need to be
      addressed by a store automation solution.
*     Retailers are beginning to recognize the benefits of Open Systems.





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Why Open Systems?
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Optional if further Open Systems information is unnecessary.


Purpose:
*     To build up credibility in open systems

Key Points:
*     No one vendor can adequately address all of your automation requirements.
      Nor would you even want to use just one vendor for a variety of business
      reasons.
*     Open systems means a vendor-neutral core where software portability is
      supported across multiple vendors and platforms.
*     Open systems provides unprecedented investment protection as it offers a
      path to future generations of technology and a wide breadth of platform
      scalability from the PC to the mainframe.
*     Many vendors offer at least some level of UNIX-based computing.
      Therefore, competitive pressures force better price/performance relative
      to proprietary systems.
*     Open systems offer a lot of value.




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HP OpenSTORE; Cast of Characters
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This slide can be used either before or after Slide 10.

Purpose:
*     To describe the devices typical in a store environment

Key Points:
Servers:
*     Main application server, sometimed referred to as the main in-store
      processor.
*     Secondary application server may be required, depending on the
      applications installed at the store level, and the size and format of the
      store.

Workstation:
*     Store manager workstation:  A workstation that would support EIS
      workbench-type applications.
*     Merchandise manager workstation:  A workstation used either at the store
      or corporate level to support buyer/merchandiser applications.
*     Customer service workstation:  A workstation used for workstation-based
      systems that may need to run independent of the in-store processor.
      Examples of this are customer design planning, gift registry, pharmacy,
      video rental, photo processing.


(Devices are self-explanatory)


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HP OpenSTORE; Architecture
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Purpose:
*     To provide a road map, a vision, of the potential for in- store
      processing.  Not all of the functions and applications depicted here
      will necessarily apply to your customer.


Key Points:
*     HP OpenSTORE represents a new paradigm in store computing.  At its
      core is an integrated store network of multiple servers, workstations,
      and point-of-sale terminals, with connectivity through a single gateway
      out of the store.
*     More than just another distributed computing environment, HP OpenSTORE
      embraces client/server computing.

Servers include:
*     a main application server and in some cases,
*     specialty servers.
*     The main application server, traditionally referred to in a generic sense
      as an in-store processor, has evolved considerably in its function.

The main server:
*     Provides traditional application processing function.
*     Provides radio interface to portable devices.
*     Acts as the network gateway.
*     Provides network-wide administration.
*     Provides support for critical applications that must be isolated from
      much of the administrative processing that takes place on the main
      application server, and also from the point-of-sale servers that provide
      price look-up and transaction logging.

While servers are not new to the store environment, their interoperability
certainly is.  Examples of this are video rental and pharmacy.

Workstations:
*     A much newer addition to the store environment is workstations.
      Workstations are being implemented in 3 ways.
      1.  To support store management functions such as a store manager
          workbench where the analytical tools exist to help store management
          examine metrics   reflecting store performance.
      2.  To support movement of the supply side functions down to the store
          level; merchandising workstations support store level merchandise
          managers.
      3.  To address the service issues and to provide the delivery vehicle to
          implement new marketing and selling programs with customer
          workstations.
This is where client/server computing would be implemented - - at the store
level -- Where you have applications that are being processed both in a
diskless workstation, perhaps with a touchscreen interface, as well as being
processed at the server level.  The applications running on these workstations
have access to resources and information regardless of where on the network it
is.




.PA
HP OpenSTORE; Open Systems Architecture
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Purpose:
*     To provide a graphical illustration of how "pieces of the puzzle" of
      store automation actually fit together

Key Points:
*     The pieces in blue (bold text) are what HP provides.
*     The pieces in black (italic text) are what our HP OpenSTORE partners
      provide.




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UNIX Requirements for Store Automation
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Purpose:
*     To provide additional emphasis on UNIX, if the presentation is to a more
      technical audience

Key Points:
*     UNIX did not start as a commercial operating system.
*     UNIX grew out of the technical world, mostly in a workstation
      environment.
*     To make UNIX work in the commercial environment, and certainly in the
      store environment that represents some very demanding capabilities for
      commercial processing, three key questions need to be addressed by UNIX.


The three questions are:
1.     Can I run my business on this platform?
       This requires a UNIX platform that offers outstanding
       quality/reliability, data integrity, security, and system availability
       found in commercial systems.

2.     Does the hardware platform offer sufficient performance?  Not just in
       terms of raw MIPs at the chip level, but has it been optimized for the
       commercial transaction environment?

3.     Does this hardware platform deliver the necessary tools and solutions?
            Does it provide:
            *  the data center environment
            *  the system & network administration
            *  the CASE environments
                                    ...that you need?


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HP OpenSTORE; Architecture/Technology Layer
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Purpose:
*     To introduce the 1st layer of HP OpenSTORE, the technology layer

Key Points:
*     The foundation of the HP OpenSTORE architecture is HP's broad family of
      UNIX computers and products.




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HP OpenSTORE; Technology Layer - Store Server Platforms
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Purpose:
*     To describe and illustrate HP's broad family of UNIX products
*     To illustrate how HP can provide a server for every need & size of store

Note:
*     Be sure that you can explain RISC and CISC in clear terms that describe
      the benefits of each.

Key Points:
Platform requirements for store automation include:
1.     Being able to choose the right price/performance platform to meet that
       specific set of applications and
2.     The ability to cost effectively expand platforms as business demands
       dictate is crucial for store automation.

Broad Range of Systems
*     HP offers the broadest range of UNIX in-store systems platforms in the
      industry today.  From point-of-sale servers on the low end to very
      large-format store servers suitable for hypermarket retailers on the high
      end, HP store systems meet the needs of small-format and large- format
      stores.
      *  In between those two extreme points are small format/departmental
         servers appropriate for convenience stores and fast-food chains.
      *  Small servers can also act as pharmacy or video rental servers for
         larger stores.
*     The large-format store environment, whether home improvement centers,
      grocery stores, mass merchandisers, or warehouse membership clubs has a
      different set of price/performance requirements.
      *  The key is that you can start with a store server and grow at a pace
         dictated by your application requirements over many years to a system
         with a simple board upgrade that are object code compatible and non-
         disruptive to store operations, offering tremendous investment
         protection.  This is extremely important because it is one thing to
         install 300 or more systems and it is another thing to have to go back
         some years later and have to upgrade every one of those store systems.
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*     HP provides end-to-end source-code compatibility all the way from the
      low-end point-of-sale servers up through a high-end 100+ TPS system.
*     This range of systems is based on both CISC and RISC computing.  RISC
      computing gives you the biggest bang for your buck from the medium to the
      high end and CISC processors still give you the biggest bang for your
      buck on the low end.  HP offers both sets of technologies in order to
      choose the best price/performance point regardless of where you are in
      this spectrum of computing.


.PA
The HP 9000 Business Server Family
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Purpose:
*     Alternate to Slide 13

Note:
*     The most current version of this slide is available through the GSY Slide
      Hotline on HPDesk.



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HP OpenSTORE; Technology Layer - OmniBack
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Purpose:
*     To describe OmniBack

Note:
*     Be sure you can explain OmniBack if presentation is to a technical
      audience

Key Points:
The next few slides discuss a few of the products that HP provides to assist in
managing these multiple systems as a simple resource:

First, OmniBack:
*     OmniBack allows you to take your main application server, or any node
      that you specify on the network, and use that one node to provide
      network-wide systems administration and backup.
*     If you are using a DAT unit (EXPLAIN) which will give you 1 to 2
      gigabytes of backup storage, you can achieve this in a completely
      unattended environment.  Taking a very difficult problem resulting from a
      proliferation of systems in the store and managing it effectively becomes
      much easier with OmniBack.


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HP OpenSTORE; Technology Layer - Graphical User Interface
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Purpose:
*     To explain GUIs and HP VUE

Key Points:
HP VUE is a graphical user interface that is built on and conforms to
X-Windows.  HP VUE takes many of the capabilities of HP NewWave (which is Motif
compliant) and brings that into the UNIX world, offering unprecedented ease of
use.

Note:
*     Be prepared to explain X-Windows and "Motif compliant".

HP VUE offers:
*     3D buttons which manage workspaces, peripheral and software access, and
      on-screen help.
*     Access to information anywhere on the network.  HP NewWave takes VUE a
      step further by adding agent capabilities which automate complete scripts
      and functions to minimize the number of steps required by the user.
*     In addition, HP NewWave provides an excellent environment for a store
      manager workbench.
*     HP VUE creates an easy-to-use, easy-to-learn environment for the most
      inexperienced user -- a critical concern when companies are moving to a
      highly automated environment.




.PA
HP OpenSTORE; Architecture/Application Layer
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Purpose:
*     To set the stage for the next layer of HP OpenSTORE, the application
      layer

Key Points:
*     Technology alone does not solve business problems.
*     The applications that sit on top of them do.




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Store Applications Framework
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Purpose:
*     To provide an understanding of applications possible at store level

Key Points:
The HP OpenSTORE architecture has divided store level applications into four
quadrants:
*     Store Management/Administration
*     The Stockroom
*     Sales
*     Customer Service

Special Note:
*     Show this slide to illustrate that HP understands that there are many
      potential store applications.




.PA
HP OpenSTORE; Store Applications Framework
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Purpose:
*     To show the breadth of HP solutions available for store processing

Note:
*     Applications continue to increase for the store environment, so this
      slide could look quite a bit different even 1 month from now.
*      Refer to Slide 24 for some specific VAB names.

Special Note:
*     The next slide shows those applications for which HP currently has
      solutions.
*     You need to decide if you want or need to show both.

Key Points:
*     The bold applications include those that must reside on a workstation.
      The others would more likely reside on a server.




.PA
HP Store Applications
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Purpose:
*     To show the breadth of HP solutions available for store processing, with
      specific VAB names


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Retail Applications Framework; Key Solutions
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Purpose:
*     Optional solution slide
*     To show a different view of HP's solution partners


.PA
HP OpenSTORE; Architecture/Integration Layer
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Purpose:
*     To set the stage for the next layer of HP OpenSTORE, the integration
      layer
*     To describe the importance of integration

Key Points:
*     Integration has traditionally been the biggest challenge to overcome.
*     Integration is the biggest challenge because of the risk and cost
      involved.
*     It is crucial that applications tie together, and work as one seamless
      system.



.PA
HP OpenSTORE; POS Integration Scenario 1
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Purpose:
*     To describe POS integration in a large-format environment

Key Points:
*     Communication, in this scenario, takes place between the ISP and POS
      Controller.
*     No LAN requirement.
*     POS systems maintain independence.
*     Box indicates several of the POS devices supported in this type of
      configuration.
*     PSI provides this type of integration.




.PA
HP OpenSTORE; POS Integration Scenario 2
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Purpose:
*     To describe POS integration where POS devices connect directly to the
      ISP/POS Controller ("collapsed" as one device).

Note:
*     This scenario should be used for small-format, specialty store
      environments.

Key Points:
*     ISP acting as UNIX-based POS controller which offers most effective
      solution.
*     UNIX-based POS application environment.
*     Box indicates devices supported in this configuration.
*     Techpoint provides this type of integration.
*     PSI provides this type of integration.


.PA
HP OpenSTORE; Small-Format Store View
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Purpose:
*     To describe a configuration for small-format stores

Key Points:
*     Point-of-sale device/POS controller are combined.
*     Innovative Electronics can provide this solution.



.PA
HP OpenSTORE; POS Integration Scenario 3
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Purpose:
*     To describe POS integration that is LAN based

Key Points:
*     ISP has seamless data and application integration with POS in real time.
*     HP supports multivendor POS environment.
*     POS application development is vendor independent.
*     Boxes describe devices supported in this type of configuration.
*     PSI can provide this type of integration.




.PA
OpenSTORE; Headquarters View
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Purpose:
*     Store Automation in not implemented in a vacuum, store automation is
      dependent on HQ integration as well.

Key Points:
Because stores must interface with the corporate offices through an enterprise
network, this illustrates an idea of what the HQ view could look like.  A few
of the applications that would reside at the headquarters offices, and would
connect with the stores include:
*     Network management
*     An HQ-based application such as Help Desk running on X-Windows terminals
*     POS polling servers connected to the HQ network, which in turn, connect
      to the store network



.PA
HP OpenSTORE; Integration Layer - Integration Products & Services
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Purpose:
*     To describe the complexity of integration
*     To describe levels and types of integration

Key Points:
*     Integration encompasses both products and services.
*     In addition, integration has to occur at three levels:
      1.  device integration
      2.  application integration
      3.  systems integration
*     For device integration, such as point-of-sale terminals and scales (if
      you are in a grocery environment), HP works very closely with a variety
      of third-party application developers to provide integration solutions.
*     Integration needs to be addressed both at the enterprise-wide level and
      at the store level, adhering in some cases to de facto standards and in
      others to industry standards such as LAN Manager/X.
*     Many retailers today lack the resources internally to build the necessary
      integration.  HP offers not just the product tools, but the services as
      well.  HP in partnership with companies like Andersen Consulting,
      delivers with these type of tools and capabilities the total integration
      that is desired for a store integration project.


.PA
HP OpenSTORE; Integration Layer
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Purpose:
*     To describe typical integration concerns

Key Points:
*     Applications are processed on any one of 3 platforms:  server,
      workstation, or point-of-sale terminal.
*     Applications need to be integrated by sharing common set of item,
      employee, consumer, and financial databases.

Recommended Script:
If you are writing all your own applications from scratch internally, certainly
that is achievable.  But what about a more typical situation; part of your
application is being created internally and other parts of it are being sourced
from Vendor A, from Vendor B, from Vendor C, each vendor's product containing
its own unique set of files.  Does it make sense for you to write your own
labor scheduling system when so many are available today?  Probably not.  You
are probably going to externally source something like that.  How do you
integrate that with other applications you may have already developed
internally?

One way to integrate these applications is to (painfully) recreate all the
underlying file structures so that one set is shared by all applications.  That
would be very difficult and costly - especially when you have multiple sources.
Also, the support implications from those vendors becomes a bit tenuous when
you start to rewrite a port to those applications.




.PA
HP OpenSTORE; Integration Layer - HP Software Integration Sockets
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Purpose:
*     To discuss how HP's product, HP Sockets, solves a critical integration
      problem

Note:
*     It is very important that you understand exactly how this can be done,
      since this slide usually creates a lot of discussion.

Recommended Script:
How do you solve that integration problem?  One way is with HP Sockets.  HP
Sockets allows you to avoid the difficult and costly process of physically
recreating file structures.  Instead, software adapters are added which
non-intrusively sit on top of the applications.  These adapters provide logical
linkages that achieve the same desired integration without having to physically
change anything.  And since Sockets is non-intrusive, integration is achieved
with far less cost.  In fact experience has shown up to an 80 percent reduction
in integration effort and cost, but that the software vendors themselves have a
much easier time supporting their applications.




.PA
HP OpenSTORE; Architecture/Delivery Layer
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Purpose:
*     To set the stage for the final layer of HP OpenSTORE, the delivery layer.

Key Points:
*     When you have hundreds if not thousands of stores, planning a successful
      implementation is a tedious task.
*     How do you successfully implement the total solution on such a large
      scale?




.PA
HP OpenSTORE; Delivery Layer Migration Path
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Purpose:
*      To describe the importance of migration and porting tools

Note:
*     Be able to discuss this in simpler language if presentation is to a
      non-technical audience.

Key Points/Recommended Script:
If you have applications that exist today either in a DOS environment or a
proprietary environment, the first thing you need to address is how do you go
from what you've got in the store today to bringing all these new open systems
into your environment.  It's not easy to do since you're not dealing with open
systems to start with.

Example:
*     Many retailers today have IBM Series/1 computers installed in their
      stores; a very proprietary environment.  Most of those systems (not all
      but most) are in an EDL code so not only is the environment proprietary
      but the language itself is proprietary.  You won't find EDL code on any
      other system in IBM's computing family, much less another vendors.
      *  HP has the ability to take EDL code and actually port it and cross
         compile it into ANSI standard C under the UNIX environment.
*     Many other proprietary environments can be migrated over as well.  In the
      DOS world you can do that, either through emulation or through compatible
      compilers.  (Note: Be able to discuss these other solutions.)
*     The HP OpenSTORE architecture also addresses the future, because as
      workstations are implemented with certain customer service-oriented
      applications, client/server computing becomes a reality.




.PA
HP OpenSTORE; Merging Centers
********
OS34.GAL
********
..pictureb:\os34.gal,65535,49151,1,43,13,


Purpose:
*     To demonstrate HP's ability to deliver a complete solution

Note:
*     Be sure to note locations of merging centers in your region (one located
      in Dallas).

Key Points:
*     HP has the capability to deliver a total solution:
*     Integration, configuration, and systems analysis take place at the
      merging center before delivery to the customer.



.PA
HP OpenSTORE; Delivery Layer - Implementation Partnership
********
OS35.GAL
********
..pictureb:\os35.gal,65535,49151,1,43,13,


Purpose:
*     Partnership and commitment are needed for successful implementation.

Key Points:
*     A successful implementation involves team work, not just with the
      computer vendors involved, but also with the software vendors and systems
      integrators.
*     HP's approach to implementation is to be actively involved in managing
      these resources to ensure a highly coordinated effort.




.PA
HP OpenSTORE; Architecture
********
OS36.GAL
********
..pictureb:\os36.gal,65535,49151,1,43,13,


Optional

Purpose:
*     To summarize HP OpenSTORE

Note:
*     Add any current "HP Corporate Slides" that you think are needed, for
      example, "#1 in UNIX, VAR business slides, DataPro, etc.

Key Points/Recommended Script:
I hope that it is clear from this examination of HP OpenSTORE that it is
sufficiently comprehensive in scope to address the key business requirements
outlined earlier.  Beyond comprehensiveness of scope, however, are the issues
of depth and quality.



.PA
RETAIL CUSTOMER SLIDES

For further information, contact:
Margot Harrigan
Retail Industry Marketing
(T/408) 447-4902



HP in Retail; Wal-Mart
********
MH46.GAL
********
..pictureb:\mh46.gal,65535,47855,1,45,13,


HP in Retail; Taco Bell/Division of Pepsico
********
MH47.GAL
********
..pictureb:\mh47.gal,65535,47855,1,45,13,

.PA
HP in Retail; Home Depot
********
MH54.GAL
********
..pictureb:\mh54.gal,65535,47855,1,45,13,


HP in Retail; The GAP Stores
********
MH58.GAL
********
..pictureb:\mh58.gal,65535,47855,1,45,13,


.PA
HP in Retail; Camelot Music
********
MH63.GAL
********
..pictureb:\mh63.gal,65535,47864,1,45,13,


HP in Retail; Strawbridge & Clothier
********
MH64.GAL
********
..pictureb:\mh64.gal,65535,47855,1,45,13,