© copyright 2012 hewlett-packard development company, l.p. the information contained herein is...

© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.

Suppliesinfo 1H CY 2012 Review

Sept 18th

Stephanie Meyer


Agenda

2

• Introductions• Program overview

−Suppliesinfo −Charge to the Championship−Selling Advantage

• Future• Budget


3

Judy JacksonPat HesterJackie AndersonDwight EdwardsKristy Stanaway

Nicole BolinSteve CottrellBeth MosesVenita Hawkins-Bird

Introductions

Stephanie Meyer

Arun Aggarwal

Steve Asher

Stan Striker

Cheri Dickson

Joan Salters

Sam Richardson

Steve Sakumoto

Craig Walters

Paul Quattrocchi

Billie Jo Moore

Sheri Smith


4

Suppliesinfo is a one-stop shop for HP’s North American channel partners

• Online training courses

• Loyalty programs and promotions

• Downloadable sales and marketing tools

• Product information specific to Original HP Supplies

What is Suppliesinfo?


Contract Stationers

Wholesalers

IndependentResellers

Who does Suppliesinfo serve?


Aligns with LESA

Strategy: Grow Original HP Supplies

share

How does Suppliesinfo align with HP’s strategic goals?

Tactic:Aggressively communicate the value of Original HP Supplies

Suppliesinfo Goal: Provide a positive learning experience that increases HP brand

awareness, HP supplies revenue and HP segment share

Aligns with LESA Marketing

Strategy: Deliver Original HP Supplies programs

and tools


Suppliesinfo’s history

7

Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sep Oct0

1000

2000

3000

4000

5000

6000


Race to the Prize! highlights

Objectives:

• Increase new users by 1,782

• Increase course completion by 9,417

• Maintain an average course rating of 4.5 stars

8

Achieved:

• New users increased by 2,349

• Course completion increased by 21,167

• Maintained an average course rating of 4.5 stars

Exceeded every Race forecast!


Charge to the Championship

• Year-long sweepstakes with 4 periods, each period lasting 12 weeks• Prizes includes:

• Travel packages to professional championship games• TV and home theatre packages• Merchandise gift cards

• Objective: Increase new users by 10% and course completion by 25%

9


Grand Slam It! New users

Jan through Jun 2011

• Actual Total = 1,478

• Forecast Total for 2012 = 1,62610


• Actual Total: 1,551

• 5% increase from actuals last year (objective is 10%)

Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec0

50

100

150

200

250

300

350

2011 Baseline

2012 Forecast

2012 Actuals


Active users = active partners

11

(1517)

(674)

(5319)

* Active users count excludes HP, MS, M*


Grand Slam It! Course completions



• Forecast Total for 2012 = 11,68112



• 144% increase from actuals last year

(objective is 25%)

Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec0

500

1000

1500

2000

2500

3000

3500

4000

4500

5000

2011 Baseline

2012 Forecast

2012 Actuals


Course completions by user type

13


Course development scheduleJan Original HP toner value proposition: AffordabilityJan Original HP toner value proposition: ReliabilityJan Original HP toner value proposition: QualityFeb Original HP toner value proposition: Environmental leadershipFeb Introduction to the HP Linear Tape File System

Mar Why HP doesn't sell remanufactured cartridgesApr Getting the most from HP PurchasEdgeApr Support the planet with HP PurchasEdge and Planet PartnersMay The HP storage solution: History secured

June Why HP colorJuly Why HP color printersJuly Why Original HP Supplies for color printingAug HP storage media 101

Sep Accelerate your sales: Techniques BlitzSep Accelerate your sales: HP sales tools at the ready!Oct Accelerate your sales: Creating powerful networksOct How to sell HP storage media

14


Trainings launched in 1H CY 2012

7 Courses

2 Certificates of Achievement

5 Test Your Knowledge Quizzes

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Power Play On! Original HP toner value proposition

16

Affordability

• Launched Jan 2012

• 1,571 completions through June 2012

• 4.7 stars

Quality



• 4.6 stars

Reliability



• 4.7 stars

Environmental leadership

• Launched Feb 2012


• 4.7 stars


Comparison of value proposition courses: First 30 days

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Affordability Reliability Quality Environmental0

100

200

300

400

500

600

700

800

900

Old

New


Grand Slam It!Why HP doesn’t sell remanufactured cartridges

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• Launched Mar 2012


• 4.5 stars

“I’ve had two customers in the past couple of days that wanted to know if they could refill their cartridges. I told them that HP uses a special formula for their ink that cannot be duplicated. I also explained to them that HP spends a lot of money on research and development as well as recycling and that they do not remanufacture their cartridges but reuse parts of their cartridges so they do not end up in a landfill like many remanufactured cartridges. The customers were impressed with my explanation and said that they would only buy Original HP Ink from me.” – Jen, Virginia


Grand Slam It!Getting the most from HP PurchasEdge

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• Launched in Apr 2012


• 4.5 stars

“The old buyer at a big account was "old school" and believed price was the only determining factor in toners and printers. He often bought cheaper printers and toners. I showed the new buyer the value of HP printers and toners and the advantages of PurchasEdge. The new buyer now buys HP cartridges for all of his existing HP printers. He also bought a new HP printer and plans to buy more.” – Lee, Texas


Comparison of HP PurchasEdge courses: First 30 days

20

Getting the most from HP PurchasEdge

HP PurchasEdge demo0

100

200

300

400

500

600

700

Number of completions in first 30 days


Grand Slam It!Support the planet with HP PurchasEdge & Planet Partners

21

• Launched in Apr 2012

• 1,021 total completions through June 2012

• 4.5 stars

“One of my larger customers has been ordering remanufactured cartridges for a while. They wanted to buy a new HP printer. I pulled a usage of all the remans they were buying and had a list of HP toners to show them. I presented the HP Trade-In & Save, PurchasEdge and Planet Partners programs. I sold them the entire package, explaining that when you use HP toner with HP printers, you can benefit from HP programs. They will never have to worry about a damaged or defected cartridge (they had a couple of issues with remans before), and they are 100% guaranteed–if anything happens they will be replaced. Now, not only is my customer happy because I look like the winner and the expert, but my margins and sales have gone up by 20%!” – Whitney, Maryland


Knowledge for success: Value Proposition

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Knowledge for success: HP and the environment


Certificates of Achievement

23

0200400600800

33

29

118

Others

Enrolled


Test Your Knowledge Retention Quizzes (TYKs)

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Objective: Test a user’s retention of the information covered in an older, previously released course.


Power Play On! Test Your Knowledge retention quizzes:Why HP and HP: The environmental leader

25

Why HP

• Launched Feb 2012 (course launched Mar 2011)

• 542 total quiz completions through June 2012

– 2,129 total course completions through June 2012

– 38% (819) course completions during promotion

HP: The environmental leader

• Launched Feb 2012 (course launched May 2010)

• 577 total quiz completions through June 2012


– (65%) 1,042 course completions during promotion


Grand Slam It! Test Your Knowledge retention quiz:HP Supplies 101

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• Launched May 2012 (course launched Apr 2011)

• 534 TYK completions through June 2012


– 27% (590) completions during Charge to the Championship“I'm the owner of the company. The goal is to see my

sales people more focused on selling HP vs. compatible supplies. Over the past three months, our HP sales have increased by 11.4%. – Sam, Texas


Grand Slam It! Test Your Knowledge retention quiz: Supersize your Original HP Supplies business with high-capacity and multipack cartridges

• Launched May 2012 (course launched Nov 2011)



– 66% (723) completions during Charge to the Championship

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“I was able to get a customer to switch to high yield cartridges after showing her the savings in using them—fewer replacement orders and overall savings per page yield. She really loves the dual packs, too, because she always has a backup cartridge by ordering them.” – Kim, Oklahoma


Grand Slam It! Test Your Knowledge retention quiz: Debunking the myths: The truth about remanufactured toner cartridges• Launched May 2012 (course launched Aug 2009)



– 27% (507) completions during Charge to the Championship

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“Many of the trainings have helped to create new business for my organization. Emphasis on HP’s reliability versus remanufactured products has allowed for me to present a solid case to many of my end users regarding procurement of genuine HP supplies, and I have secured a 75% uptick in these sales over the period of this promotion.” – Scott, California


Suppliesinfo is a one-stop shop for all things Original HP Supplies• Reinforcements

– Facebook– Weekly bonuses– Mystery bonuses

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• 750

• 1,125 total click-throughs to date

– 477 click-throughs from weekly bonuses

Facebook

30


Facebook and weekly bonuses

31


Mystery bonuses

32

“HP PurchasEdge helped me win and close a new customer I’d been calling on for 8 months! They had a PurchasEdge account but NEVER sent in their invoices because it was such a hassle for them. I explained that we could simply link their PurchasEdge account number to their Admiral Express account number so their qualifying purchases/invoices would AUTOMATICALLY roll to HP PurchasEdge, so she didn't even have to lift a finger. Housecalls Home Health opened an account with me THAT DAY! She loved the fact that it would be automatic! LOVE HP PurchasEdge and Planet Partners; they help in closing new accounts!! Thank you, thank you, thank you.” – Tanya, Oklahoma


Weekly bonuses and mystery bonuses

33

“I have a large university as a customer who has always bought third party ink. After learning how third party ink is bad, I was able to intelligently explain these reasons to the customer. They have since decided to purchase the HP OEM brand.”– Jacqueline, Michigan


Charge to the Championship went mobile!

34


Charge to the Championship mobile site stats

35


Special thanks to our HP PBMs!

36

Sheri Smith

Billie Jo Moore

Paul Quattrocchi


Selling Advantage

Goal• Increase HP brand loyalty

Objectives

• Increase Selling Advantage participation

• Increase the number of partners that achieve growth targets

37


Selling Advantage

Developments in support of this program• E-mail tool for HP PBMs

• Enhancements to the program’s reporting tool for all partners

• Programmatic change to handle DRC partners

• Programmatic change to handle SA Premier change

• Updated 6 documents and 5 communications packages38


Selling Advantage e-mail tool for HP PBMs

Allows HP PBMs to send pre-populated but editable e-mail communications to their Selling Advantage partner contacts“Thanks Judy and Suppliesinfo team! This email communication tool cut my email update time by almost half. Thanks for making the process easier!” – Billie Jo, Marketsource


Selling Advantage enhancements to the reporting tool • Mid-program draw potential

rebates• N/A displayed for

ineligible partners • Greying out after

quarter’s end• EFT payment details• Collapse of grey space• Two-page printout of data• CSV report formatting• “Send ‘Rebates at risk’ e-

mail” link (for HP PBMs only)


Selling Advantage 1H12 & Charge to the Championship

• In 1H12, 1,854 companies were eligible for Selling Advantage

• 459 companies had at least one user enrolled in Charge to the Championship

• 180 companies achieved their 1H12 Selling Advantage goal of 100% or more

• Average % of these companies’ 1H12 Selling Advantage goal attainment: 138%

• 1,394 companies did not have any users enrolled in Charge to the Championship

• 911 companies did not achieve their 1H12 Selling Advantage goal of 100% of more


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Selling Advantage 1H12 & Charge to the Championship

• In 1H12, 1,456 companies were enrolled in Selling Advantage

• 445 companies had at least one user enrolled in Charge to the Championship

• 175 companies achieved their 1H12 Selling Advantage goal of 100% or more


• 1,011 companies did not have any users enrolled in Charge to the Championship

• 666 companies did not achieve their 1H12 Selling Advantage goal of 100% of more


42


Future


1H CY 2012 Budget: Percent of spend

44


1H CY 2012 Budget versus actual spend

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Discussions


Thank you.

© copyright 2012 hewlett-packard development company, l.p. the information contained herein is...

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