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

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

FOLLOW THE SUPPLIES

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Introduction

• You benefit when customers upgradeto a new printer

• Customers benefit from a printer upgrade

• Specific benefits of an upgrade to acolor printer

• How to follow the supplies to uncover customers who have older model printers

• Helping customers upgrade to a new printer through:– HP PurchasEdge– HP Trade-In and Save

When customers upgrade to a new printer both you and your customers win!Course topics

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How you benefitThe greatest benefit to you when your customers purchase a new printer is increased revenues!Opportunities for additional revenue:• The new printer

• Attaching a spare toner cartridge (or two)

• Future sales of toner cartridges

• Add accessories such as cablesand trays, which have a higherprofit margin

• Sell HP Care Packs

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How customers benefit

• Increased efficiency• Reduced costs• Energy conservation:

Benefits of a new printer to the customer typically are:

• Decreased paper use:

1Paper savings are based on automatic two-sided printing (duplexing), which allows you to print on both sides of the page without having to stand by flipping pages. New HP LaserJet printers come standard with automatic two-sided printing, while older models have manual two-sided printing. For details, click here. (Click the Pause button below to pause the course while the new page displays.)

– Majority of new printers are ENERGY STAR® qualified– Newer toner melts and is fused at lower temperatures

• Faster and better software compatibility

• Optional ability to connect to a network and manage the printer remotely

HP printers that feature automatic two-sided printing can decrease paperuse by up to 50%1

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More customer benefits

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Special benefits of color• Your toner cartridge sales can increase since color printers

require four cartridges versus only one cartridge for monochrome printers

• Customers are more likely to print marketing material in-house which can result in an increase of printing overall– Increases toner and paper sales, including specialty papers– Provides opportunity to sell laminating and binding supplies

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Printing marketing material in-house • Cost savings: Printing in-house on shorter runs costs up to 50%1

less over outsourcing to a print provider; reduces printing large quantities and destroying when obsolete

• Control and flexibility: Customers get increased control and flexibility to print what they need, when they need it, the way they want it

• Professional look: With HP quality, customers get professional output enabling small and medium businesses to look their best

Customers’ benefits:

1Based on InfoTrends Cost of Print Studies, April 2010.

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Take a guess

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• HP has developed a list of toner cartridges that are used with older model printers:

Follow the suppliesThe best way to identify which customers have older HP printers is to follow the supplies!

• Provides a good opportunity to encouragean upgrade to:

– Both HP and the competition– Many print only in black

– A Color LaserJet– An MFP– A newer, more efficient black and white LaserJet

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Follow the supplies• Run a sales report of this list of cartridge SKUs to find out which customers are using older

printers and may be ready for something new

To see HP's list to help identify olderprinters, click here.

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Report example • Run a sales report against the list of SKUs provided

by HP

• Discover Best Houses, Inc. purchased three HP LaserJet mono cartridgesYou've now identified a client to whom you cantalk to about the benefit of a printer upgrade.

1Best Houses, Inc. is a fictional company and data displayed is for sample purposes only.

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Printer research (1)It's time to determine the best printer to recommend as an upgrade.• Use eIRG

• Provides a specification sheet for each printer model

– Access through Suppliesinfo

– Search for HP printers by name orSKU, features or categories

– See specific replacements for each model

• Consult with your HP representative to:– Suggest a new printer

– Help you identify the savings for upgrading

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Printer recommendation

140% more pages!

Up to 54%

24% faster

Average 50% paper cost

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HP LaserJet 4250n HP LaserJet Enterprise

600 Printer M602dn

The Savings!

10,000 pages yield

$56/year

Up to 42ppm

Manual

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Toner A cartridge

Energy cost

Speed

Two-sided printing

Productivity enhancing

solutions

24,000 pages yield

$26/year

Up to 52 ppm

Automatic

ePrint

FutureSmart

OXP

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HP programs

• If customer is enrolled in HP PurchasEdge, see if they have accumulated enough points to redeem the points for a new printer

HP PurchasEdge

Click here for details on the HP Trade-In and Save program on Suppliesinfo.

– Purchase of a qualified printer

– Return of an old ink or laser desktopprinter—any brand, any condition—toHP for free recycling

• HP Trade-In and Save program provides customers a cash-back rebate with:

HP Trade-In and Save

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Best Houses, Inc.'s printer The best way for Best Houses, Inc. to purchase their new printer is through the HP Trade-In and Save program.

HP LaserJet Enterprise 600 Printer M602dn

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You're ready to meet the customer and make the sale!

If you don't help customers replace aging printers, your competition will!

Example recap

• Ran a sales report against the list of HP cartridge SKUs used by older printers

• Identified three printers used by Best Houses, Inc.• Decided the HP LaserJet Enterprise 600 Printer M602dn

best fits their needs• Plan to recommend customer purchase the printer

through the HP Trade-In and Save program

To follow the supplies and research information to prepare to meet with the customer you:

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Summary

• Revenue on the sale of printers, accessories and HP Care Packs• Potential for increased sales of toner and possibly other Original HP

Supplies

You can now uncover sales opportunities when you follow the supplies to identify those customers with older printer models through the sales of specific toner cartridges. You benefit with the:

• Reduced costs of operations• Increased opportunity for printing marketing material in-house

with an upgrade to color

Customers can benefit with:

• HP PurchasEdge• HP Trade-In and Save

To help your customers with the upgrade to a new printer be familiar with:

Take time now to follow the supplies and increase your revenues!

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• To finish this course, please click the link below to complete the quiz

• After the quiz, you will have the opportunity togive us your feedback on the course

Quiz and survey

Course quiz and survey

Quiz and survey

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

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