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© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Suppliesinfo 1H CY 2012.

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Presentation on theme: "© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Suppliesinfo 1H CY 2012."— Presentation transcript:

1 © 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

2 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Agenda 2 Introductions Program overview Suppliesinfo Charge to the Championship Selling Advantage Future Budget

3 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 3 Judy Jackson Pat Hester Jackie Anderson Dwight Edwards Kristy Stanaway Nicole Bolin Steve Cottrell Beth Moses Venita 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 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 4 Suppliesinfo is a one-stop shop for HPs 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?

5 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Contract Stationers Wholesalers Independent Resellers Who does Suppliesinfo serve?

6 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Aligns with LESA Strategy: Grow Original HP Supplies share How does Suppliesinfo align with HPs 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

7 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Suppliesinfos history 7

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

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

10 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Grand Slam It! New users Jan through Jun 2011 Actual Total = 1,478 Forecast Total for 2012 = 1, Jan through Jun 2012 Actual Total: 1,551 5% increase from actuals last year (objective is 10%)

11 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Active users = active partners 11 (1517) (674) (5319) * Active users count excludes HP, MS, M*

12 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Grand Slam It! Course completions Jan through Jun 2011 Actual Total = 9,345 Forecast Total for 2012 = 11, Jan through Jun 2012 Actual Total = 22, % increase from actuals last year (objective is 25%)

13 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Course completions by user type 13

14 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Course development schedule JanOriginal HP toner value proposition: Affordability JanOriginal HP toner value proposition: Reliability JanOriginal HP toner value proposition: Quality FebOriginal HP toner value proposition: Environmental leadership FebIntroduction to the HP Linear Tape File System MarWhy HP doesn't sell remanufactured cartridges AprGetting the most from HP PurchasEdge AprSupport the planet with HP PurchasEdge and Planet Partners MayThe HP storage solution: History secured JuneWhy HP color JulyWhy HP color printers July Why Original HP Supplies for color printing AugHP storage media 101 SepAccelerate your sales: Techniques Blitz SepAccelerate your sales: HP sales tools at the ready! OctAccelerate your sales: Creating powerful networks OctHow to sell HP storage media 14

15 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Trainings launched in 1H CY Courses 2 Certificates of Achievement 5 Test Your Knowledge Quizzes 15

16 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Power Play On! Original HP toner value proposition 16 Affordability Launched Jan ,571 completions through June stars Quality Launched Jan ,461 completions through June stars Reliability Launched Jan ,598 completions through June stars Environmental leadership Launched Feb ,464 completions through June stars

17 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Comparison of value proposition courses: First 30 days 17

18 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Grand Slam It! Why HP doesnt sell remanufactured cartridges 18 Launched Mar ,160 completions through June stars Ive 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

19 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Grand Slam It! Getting the most from HP PurchasEdge 19 Launched in Apr ,056 completions through June 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

20 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Comparison of HP PurchasEdge courses: First 30 days 20

21 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Grand Slam It! Support the planet with HP PurchasEdge & Planet Partners 21 Launched in Apr ,021 total completions through June 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

22 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Knowledge for success: Value Proposition 22 Knowledge for success: HP and the environment

23 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Certificates of Achievement 23

24 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Test Your Knowledge Retention Quizzes (TYKs) 24 Objective: Test a users retention of the information covered in an older, previously released course.

25 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 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 –1,609 total course completions through June 2012 –(65%) 1,042 course completions during promotion

26 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Grand Slam It! Test Your Knowledge retention quiz: HP Supplies Launched May 2012 (course launched Apr 2011) 534 TYK completions through June 2012 –2,179 total course 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

27 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 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) 407 TYK completions through June 2012 –1,103 total course completions through June 2012 –66% (723) completions during Charge to the Championship 27 I was able to get a customer to switch to high yield cartridges after showing her the savings in using themfewer 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

28 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Grand Slam It! Test Your Knowledge retention quiz: Debunking the myths: The truth about remanufactured toner cartridges Launched May 2012 (course launched Aug 2009) 446 TYK completions through June 2012 –1,857 total course completions through June 2012 –27% (507) completions during Charge to the Championship 28 Many of the trainings have helped to create new business for my organization. Emphasis on HPs 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

29 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Suppliesinfo is a one-stop shop for all things Original HP Supplies Reinforcements –Facebook –Weekly bonuses –Mystery bonuses 29

30 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice ,125 total click-throughs to date –477 click-throughs from weekly bonuses Facebook 30

31 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Facebook and weekly bonuses 31

32 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Mystery bonuses 32 HP PurchasEdge helped me win and close a new customer Id 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

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

34 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Charge to the Championship went mobile! 34

35 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Charge to the Championship mobile site stats 35

36 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Special thanks to our HP PBMs! 36 Sheri Smith Billie Jo MoorePaul Quattrocchi

37 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Selling Advantage Goal Increase HP brand loyalty Objectives Increase Selling Advantage participation Increase the number of partners that achieve growth targets 37

38 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Selling Advantage Developments in support of this program tool for HP PBMs Enhancements to the programs reporting tool for all partners Programmatic change to handle DRC partners Programmatic change to handle SA Premier change Updated 6 documents and 5 communications packages 38

39 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Selling Advantage tool for HP PBMs Allows HP PBMs to send pre- populated but editable communications to their Selling Advantage partner contacts Thanks Judy and Suppliesinfo team! This communication tool cut my update time by almost half. Thanks for making the process easier! – Billie Jo, Marketsource

40 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Selling Advantage enhancements to the reporting tool Mid-program draw potential rebates N/A displayed for ineligible partners Greying out after quarters end EFT payment details Collapse of grey space Two-page printout of data CSV report formatting Send Rebates at risk link (for HP PBMs only)

41 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 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 Average % of these companies 1H12 Selling Advantage goal attainment: 70% 41

42 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 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 Average % of these companies 1H12 Selling Advantage goal attainment: 138% 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 Average % of these companies 1H12 Selling Advantage goal attainment: 73% 42

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

44 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 1H CY 2012 Budget: Percent of spend 44

45 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 1H CY 2012 Budget versus actual spend 45

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

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


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