1 Spring-to-Summer 2012 | Segment 2 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Printers 101 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.

2 c Introduction Customers want a total printing solution. Get printer, accessories and supplies that best fits their needs You want to increase your sales. Increase your sales first with the sale of the printer and printer accessories Long term, increase your sales of Original HP Supplies Knowing the basics

3 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Course topics Why sell HP printers –Best serve your customers –Increase your sales HP printer basics –Inkjet versus LaserJet printers –Printer classifications –Printer families Helping your customers make the right choice Upsell Attach Resources

4 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Why sell HP printers: customers' advantages HP has the largest breadth of printing products and solutions –High-volume printing –Quality for do-it-yourself marketing –Efficient document workflow –Networked printing Customer can have a partner and a consultant, not just a sales person Assess customer printing requirements –Printer –Printer accessories –HP Care Packs –Original HP Supplies

5 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Why sell HP printers: your advantages Earn revenue for selling HP hardware and accessories Continue revenue stream with increased sales of Original HP Supplies Don't miss out on the opportunities provided by selling hardware! The better educated you are, the better prepared you'll be!

6 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP printer basics HP Printer technology Ink Laser HP Printer families Five ink Three laser HP Printer classifications Four best-use classifications

7 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP inkjet: advantages An HP inkjet printer and HP photo paper produces the best photo quality images –Designed to stand the test of time –Can last for generations to come 1 Best solution for a mobile printer Tend to be less expensive More available in the lower-end solutions 1 Based on Wilhelm Imaging Research, Inc., light fade testing under glass (as of January 2005) on HP Premium Plus Photo Paper.

8 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP inkjet: families HP Deskjets are solid, reliable printers with fast speeds and easy- to-use features at an affordable price HP Photosmart All-in-Ones provide lab-quality photos and high-quality documents as well as scan, copy and fax HP Officejet printers offer fast, network-ready printing and produce professional color documents at a low cost per page

9 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP inkjet: families (cont.) HP Officejet Pro All-in-One printers provide the best combination of capabilities for small businesses HP Designjet large format printers deliver exceptional quality and superior color consistency that's fade resistant. These printers are reliable, designed for ease- of-use and require minimal intervention during operation

10 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP LaserJet: advantages More available in high-end solutions Print permanent output on any type of supported media –Envelopes –Labels –Transparencies –Specialty papers Tend to have a lower intervention rate Have highest duty cycle and most robust solution for printing color

11 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP LaserJet: families It's hard to beat the simplicity and reliability of black-and- white printing with HP LaserJet monochrome printers HP Color LaserJet printers provide reliable, unsurpassed image quality HP LaserJet multifunction printers work faster and accomplish more with ease

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

13 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Help your customers make the right choice Use –What is your monthly printing volume? –How big are the documents you need to print? 4 x 6? Letter? Legal? 11 x 17? 13 x 24? –Do you need to print in color? –What type of documents will you be printing? Some color? Mostly color? Design/proofing? Photo printing? Functionality –What additional functions do you need? Scan? Copy? Fax? Duplex? –Do you need to scan documents to or archive? –What paper handling features do you need? Automatic two-sided printing? Additional paper trays? Stapling/stacking?

14 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Help your customers make the right choice (cont.) Photo printing –Do you need photo printing? –Print from a memory card? –Need a display screen on the printer? –Borderless printing? Technical –How will you connect to the printer? USB, Ethernet/network, wireless? –Will several people need to share the printer? What type of networking do you need? –What operating system runs on the computer(s) that will be using this printer? –If wireless, what are your security needs?

15 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Helpful tools: IPG eIRG Provides information on HP printers, Original HP Supplies and storage media Can search for HP printers by name or SKU, features or printer category Provides: –Information on discontinued printers –Recommendations on replacement printers –Comparisons of two or more printers –PDF documents that are a great leave-behind or can be ed To download the IPG eIRG, click herehere

16 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Upsell: customer experience Ask these questions: Would color help you print more marketing material in-house? Would automatic two-sided printing help you save paper? Would a multifunction printer give the flexibility to eliminate another piece of equipment such as a fax machine or scanner?

17 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Upsell: increased revenue When you… Sell up from an HP mono to color printer or a multifunction printer Add an HP accessory, such as a paper tray Move from an HP mono to color device with automatic two-sided printing and an extra paper tray Sell an HP color printer The result is… Increased margin by greater than 50% Increased margin by greater than 30% Three times the profit Your toner cartridge sales can increase; color printers require four cartridges versus only one cartridge for a mono printer

18 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Attach Advantages to the customer: The customer reaps benefits of: –Increased functionality –Best print quality –Outstanding support –A seamless printing experience Advantages to you: You get more earnings and repeat customers

19 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Attach: HP cartridges Advantages to the customer: HP LaserJet print cartridges deliver print quality and reliability— up to 70% of the printing system is embedded in the cartridge Extra cartridges prevent unexpected toner outages; printing is seamless Advantages to you: Attaching HP supplies can yield up to a 140% increase in margin versus selling only the printer Check with the customer on a regular basis to ensure printing supplies are replenished High-capacity and dual-packs provides opportunity to increase your margins

20 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Attach: HP Care Packs Advantage to the customer: Get the fastest, most responsive technical support from HP Certified professionals if a problem were to occur Example: One option for HP Officejet printers is three years of coverage with a next business day exchange for a new printer, if needed, and enhanced technical phone support. 1 Source: IDC/Dataquest Industry-wide Study, 2000 Advantages to you: Leads to repeat business: –With service purchase, 85% repeat buy from manufacturer 1 –With no service purchase, only 62% repeat buy 1 Increase revenues and margin: Increases top line orders by an average of 25% to 30% Doubles your net profit dollars Creates an annuity business and increases account control

21 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Trade-In and Save HP Trade-In and Save gives customers cash back with the: –Purchase of a qualified printer –Return of an old desktop printer to HP for free recycling For details, see HP Trade-In and Save on SuppliesinfoHP Trade-In and Save

22 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Resources To learn more about what's available on the site, see the Original HP Supplies: tools and resources for success courseOriginal HP Supplies: tools and resources for success To find out how to "follow the supplies" for customers who currently order ink or LaserJet cartridges, and to learn how to determine your customer's current printing needs and offer printer upgrades, take the Follow the supplies courseFollow the supplies NOTE: The course also details the benefits of selling color printers over ones that print only in black Learn more about innovative HP ePrint which lets a customer print from virtually anywhere. Get more information and training on the Suppliesinfo HP ePrint pageHP ePrint Click the forward arrow to continue. Suppliesinfo Suppliesinfo provides a wide range of information and training on HP supplies, programs and promotions.

23 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Resources HP Printer comparison center Use this page on HP.com to compare HP with the competition To check it out, click herehere Printing & Imaging Expertise Center Use this page on HP.com for help to get the most out of HP printers and related products. To check it out, click herehere PartnerOne Benefits When selling HP printers, you have access to PartnerOne benefits available on hardware such as hardware SPIFs, demo equipment, PartnerOne rebates and more. To check it out, click herehere HP Technical Support Call HP INVENT for technical support. Click the forward arrow to continue.

24 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Summary With this knowledge you'll be on the path to more sales and greater earnings! When you sell the total printing solution, you: –Meet customers' needs –Earn revenue with the sale of HP printers, printer accessories, HP Care Packs and Original HP Supplies –Create a better opportunity to continue sales of supplies You need to: –Be knowledgeable about types, classifications and families of HP printers –Know questions to ask to determine customers' needs –Be familiar with the available HP resources

25 © 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. Course quiz and survey Quiz and survey