Follow the Supplies to the Color Printer Opportunity

Some color facts from United & Azerty: HP color laser supplies for the 4500 printer now fall within the top 15 toner cartridges sold in units at Azerty. Color laser supplies represent 15% of HP toner units sold at Azerty, but 19% of HP toner dollars sold at Azerty.

The Opportunity Last year 100 of our dealers sold an average $1M of HP Toner for older printers This represents almost 10,000 printers that don’t print color If they were to sell 10% of these users new color printers, they could enjoy incremental revenue of $1M in printers! PLUS, these new printers on average will generate an incremental $200K in supplies! You too can pick up incremental revenue for your business.Let Azerty show you how to “Follow the Supplies” to color printer opportunities.

VAR’s –Continue to dominate Printer Sales –Successfully selling Supplies Supplies Resellers –Losing share to VAR’s in Supplies –Not penetrating Printer sales Supplies & Printer Opportunities

Color printers generate more supplies revenue Color Printers represent 12% of the printers placed, but represent 26% of the supplies revenue

Portfolio diversification Increased revenue and profits Customer penetration and retention Keeps out competition, including Dell Benefits of selling HP Printers

“Epson, recipient of an A for the past two years, now sees its scores for overall satisfaction and satisfaction with reliability fall to average, resulting in a B. Canon, rated a D- last year because of worse-than-average satisfaction scores, has moved up to a B-. Lexmark drops from a D+ to a D. Minolta/QMS and newcomer Dell with C's. Since Tektronix is fully subsumed by Xerox, we merged their results this year; the result is an E” PC Magazine, July 2003 These results are based on 18,293 customers actual experience with their printers “For the 12th straight year, HP earns an A+ for printer satisfaction.” PC Magazine, July 2003 HP Printers are the easiest and safest to sell

Color toner generates 58% more revenue per cartridge on average Source: ARS research July 31, 2003 Color supplies increase revenue and profits color mono

Color toner generates 55% more Gross Margin $ per cartridge on average Source: ARS research July 31, 2003 color mono Color supplies increase revenue and profits

Every day color printers get faster, cheaper, and more capable

Communication improvements Productivity improvements Cost savings Special incentives The question in most offices – large and small – is not “whether” to incorporate color printers into their operations, but rather “when and how” Benefits of color printers

Financing - An Advantage to Close More Sales When your customer chooses a financing solution, they can triple the power of their annual technology budget. For example, with a $5,000 budget, a customer could purchase three Color LaserJet’s, or lease nine of them. That translates to triple sales for you! Your customer can buy 3 Your customer can Lease 9 ….OR

LaserJet II/III LaserJet 2300 LaserJet 2300DN Business Inkjet 3000N Color LaserJet 4600N Cost of Ownership (3 years) Street price$0$659$1,099$899$2,299 Toner / Ink$3,170$2,534 $2,760$1,887 Parts$210$0 $84$263 Electricity$386$24 $16$76 3 yr. Cost of Ownership$3,766$3,217$3,657$3,759$4,525 3 yr. Savings Investment$549$109$7$759 Instant Financial ROI

LaserJet II/IIILaserJet 2300LaserJet 2300DNBusiness Inkjet 3000N Color LaserJet 4600N Existing Printer The desktop, small workgroup laser printer ideal for high-quality black-and- white documents. Same as the LaserJet 2300, but includes duplexing and networking out of the box! HP's highest performance business inkjet printer built for small and medium business who need to share color on the network. High-quality, fast color laser printing at the same speed as black and white in an efficient, simple design for workgroups. Print Speed Black Print Speed Color Duty Cycle, Month16,00050,000 30,00085,000 Input Capacity Duplex PrintingD Models only-Yes-- ConnectivitySerial, ParallelParallel, USB Parallel, USB, Ethernet Parallel, Ethernet Productivity ROI

Hewlett-Packard Sales Sheets End User Presentation Sales Reference Guides Sales Rep Training at Suppliesinfo.com Reseller Sales Support at (800) End User Support (800) HP INVENT Sales Tools Available

HP & You full color brochure Hardware Catalog Electronic Commerce Database Web Tools biggestbook.com Knowledgeable Sales Team Sales Tools Available from United & Azerty

Printer Spiff Color LaserJet 9500 Series$100 Color LaserJet 5500 Series$50 Business Inkjet 3000 Series$25 Color LaserJet 4600 Series$25 Color LaserJet 2500 Series$25 Color LaserJet 1500 Series$25 All-in-One 7100 Series$25 October 1 through December 31, 2003 Exclusive Spiff from United & Azerty

Summary Compelling opportunity for you Compelling opportunity for your customers We’ve got the knowledge and tools to help ensure success

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