1. 1 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. FOLLOW THE SUPPLIES

2. 2 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Introduction You benefit when customers upgrade to a new printer Customers benefit from a printer upgrade Specific benefits of an upgrade to a color 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

3. 3 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. How you benefit The 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 cables and trays, which have a higher profit margin Sell HP Care Packs

4. 4 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. How customers benefit Increased efficiency Reduced costs Energy conservation: Benefits of a new printer to the customer typically are: Decreased paper use: 1 Paper 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.)here –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 paper use by up to 50% 1

5. 5 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. More customer benefits

6. 6 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 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

7. 7 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 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: 1 Based on InfoTrends Cost of Print Studies, April 2010.

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

9. 9 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP has developed a list of toner cartridges that are used with older model printers: Follow the supplies The best way to identify which customers have older HP printers is to follow the supplies! Provides a good opportunity to encourage an 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

10. 10 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 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 older printers, click here.here

11. 11 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Report example Run a sales report against the list of SKUs provided by HP Discover Best Houses, Inc. purchased three HP LaserJet mono cartridges You've now identified a client to whom you can talk to about the benefit of a printer upgrade. 1 Best Houses, Inc. is a fictional company and data displayed is for sample purposes only.

12. 12 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Printer research (1) It's time to determine the best printer to recommend as an upgrade. Use eIRGeIRG Provides a specification sheet for each printer model –Access through Suppliesinfo –Search for HP printers by name or SKU, 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

13. 13 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Printer recommendation 140% more pages! Up to 54% 24% faster Average 50% paper cost - HP LaserJet 4250n HP LaserJet Enterprise 600 Printer M602dn The Savings! 10,000 pages yield $56/year Up to 42ppm Manual - 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

14. 14 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 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.here –Purchase of a qualified printer –Return of an old ink or laser desktop printer—any brand, any condition—to HP for free recycling HP Trade-In and Save program provides customers a cash-back rebate with: HP Trade-In and Save

15. 15 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 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

16. 16 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 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:

17. 17 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 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!

18. 18 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. To finish this course, please click the link below to complete the quiz After the quiz, you will have the opportunity to give us your feedback on the course Quiz and survey Course quiz and survey Quiz and survey