1. MicroAge Training Webinar HP Multifunction Printing
February 12th, 2008

2. Agenda HP Multifunction Printing (MFP) – Jonathan Parrenas
National Marketing Campaign – Brett Beranek

3. MFP Solutions Jon Parrenas HPU Spring 2007 – Personal Systems
Instructor Review
MFP Solutions
Jon Parrenas

4. Agenda Market Trends What is an MFP? HP’s environmental commitment
Print, Scan, Copy, Send to , Document Workflows
Increase productivity & reduce costs
HP’s environmental commitment
Upselling to MFP
Maximizing your MFP sales
Q&A

5. Shared MFPs—market trends
The market is changing
Copy to print
An increasing number of pages are being printed rather than copied.
Black-and-white to color
Electronic document workflows
Copied pages
Printed pages
500
1000
1500
2000
2500
3000
3500
2005
2004
2003
2002
2001
1999
1998
1997

6. HP LaserJet MFP series
Boost productivity while preserving your budget with the functionality your workteam needs in a simple and reliable package.
Benefits
Versatile
Increases productivity
Easy to use
World-renowned HP quality
Low cost
Advantages Over Single Function Printers
One Compact Device – Print, Scan, Copy, Digital Send
40 GB HD
Next-Business Day On-Site
Advantages Over Competitors
Instant-On Fuser
Embedded Webserver, Web Jetadmin
HP Reliability
HP Print Quality
Lots of Solutions

7. Document Handling Costs
Research found, on average, companies spend:
$20 to file a document
$120 to find a misfiled document
$220 to reproduce a lost document
loses 1 out of every 20 documents
spend 25 hours recreating each lost document
spend 400 hours per year searching for lost files
7.5% of all documents get lost, 3% of the remainder get misfiled
professionals spend 5-15% of their time reading information, but up to 50% looking for it
Source: Coopers & Lybrand (now PWC):

8. HP Solutions for Document Capture End-to-End process opportunities
Manage
Share
Most corporate content is distributed within multiple organizations. In larger corporate environments, typically there are multiple content sources, users and content management applications that are geographically dispersed. For these organizations, distributed content capture is the most effective solution. For example, invoice processing for accounts payable of a trucking company requires a distributed content capture application. Since each truck delivers goods to various locations, resulting into delivery tickets and signed receipts, an application that allows the driver to capture and send all information related to its delivery to the central office application would best lend itself to this business process.
An organization can use Fax servers, desktop scanners, network scanners and other on-ramp devices to capture documents. Additional content sources commonly include desktop applications capable of generating electronic files, PDA’s, printed report files and other application generating structured or semi-structured data files.

9. What is the true cost of printing?
Key drivers of TCO savings
4-year TCO changes For a Typical Usage Scenario
Other (s/w, financing, infra)
Consumables
Hardware
Base
Optimized
-27%
Change
-49%
-17%
-23%
Utilization
5-8%
10-14%
Management and support
Increase asset utilization 2-3x through
right-sizing
Infrastructure matched to usage needs
Number of devices consolidated
Higher yield solutions deployed
Expensive copier contracts replaced
Improved manageability and control
More networked devices used
Remote printer management tools adopted
Easy-to-configure devices used
Automated purchasing tools deployed

10. Optimize and save up to 30%
Simplicity
Reduce fleet size and device types
Gain clear visibility of inventory, usage, and costs
Automate and consolidate supplies procurement
Agility
Minimize help desk calls and on-site visits (fewer device types, remote deployment and problem resolution, automated alerts and upgrades)
Anticipate and resolve issues proactively and remotely
Value
Increase user productivity (needed functionality closer, streamlined workflows with digital sending, common interface across devices)
Maximize device utilization and existing investments
Free up IT resources for strategic initiatives
Free up capital with up to 30% TCO savings

11. HP’s Environmental Commitment

12. Energy Efficient
Nearly 1,000 HP products qualify for ENERGY STAR (94%- PSG, 98.5%- IPG)
Since 1992, HP’s workgroup LaserJet printers have increased the speed nearly 600% while simultaneously reducing the sleep mode and ready mode power by 76% and 64%, respectively
For every 17 customers who make use of HP’s power mgmt features, the equivalent of one car’s emissions is eliminated

13. Our environmental commitment
Planet Partners return and recycle program
Free—available in 40 countries
229 million pounds of HP LaserJet and Inkjet cartridges returned and recycled since 1992
Recycled plastics and metals into new products
Reduce environmental impact throughout product lifecycle
Awards and recognition
Electronic waste (e-waste) is the fastest growing waste stream
Countries around the world are passing legislation to regulate electronic waste
Making IT manufacturers responsible for their end-of-life products
More than 140,000 tonnes of electronic equipment accumulate in Canadian landfills each year, and that is expected to triple by 2010

14. Upselling to MFP

15. Upselling to MFPs – extend the LaserJet Experience
Same HP LaserJet Experience increase Productivity HP on-site service included (1year) reduce your expenses

16. HP LaserJet Printer Plus the MFP Value
HP LaserJet P3005x
MSRP: $1,099
35 ppm
Duplex
Network
Standard 1-year, next day onsite warranty: $299 value
Copy: approx. $899 value
Send to approx. $399 value
Standard 40GB hard drive: $550 value
Standard 256MB memory: $700 value
Total Extra Value Received:
~ $2,850
Value of HP
LaserJet MFP’s
Same HP LaserJet
Experience
More support (one year ON SITE)
More productivity
Actual Price Delta
Approx: $750
Reduce
Your
Expenses
HP LaserJet M3027x MFP
MSRP: $1,849
27 ppm
Duplex
Network
1 year return to bench warranty
No copy capability
No send to
Optional 40GB hard drive
Optional 256MB memory

17. Maximize your MFP sales

18. Maximize your printer sales
Basic Sale
Suggest an HP MFP for all printer sales
Upgrade existing install base
Follow consumables to older models
Add & Up Sell
Add Options
Add Consumables
Upsell
Financing
Solutions & Services
Installation, Configuration & Education
Workflows, Security, Management

19. Your Call to Action Talk to your customers about MFPs
Reference your available promos
Don’t say no to any deal, be aggressive
Use the Big Deal process
Get HP engaged if you need help 19
16 November November 2018

20. Promotions
Perfect Print Solution
Trade-In Program

21. You can do so much more. For so much less.
HP LaserJet 3050
611438
HP LaserJet M2727
611008
Save $100
Eligible for Sales
Contest
Eligible for Sales
Contest
HP Colour LaserJet M5035
611065
HP Colour LaserJet 2840
611096
Earn $200
on Blue Carpet
Save $250
Eligible for Sales
Contest

22. MicroAge Exclusive Sales Contest
Sell an eligible HP Laserjet Printer to qualify for a draw to win 1 of 3 fantastic prizes.
$1000 AMEX Persona Gift Card
Apple iPod Touch
$250 Gas card
The contest runs from February 1st to March 31st, 2008.
Don’t forget to send in your ballot form!

23. National MicroAge Marketing Campaign February
February 12th, 2008
Maria Fiore & Brett Beranek

24. January National MicroAge Campaign
Theme: MFP Printing
Vendor Partner: HP
Marketing Tools:
Direct Mailer - Delivered
Web Banner – Online
Webinar Invitation - February 19th
E-Flyer - Today
Webinar – February 28th

25. Direct Mailer – Cover / Back

26. Direct Mailer – Inside Spread

27. Web Banner

28. Follow-up Tips

29. Follow-up Objectives and Tools
Objective is to get clients to either attend webinar or schedule appointment
Method:
Sales Calls
Personalized
Tools available
Phone follow-up script
Marketing support

30. Campaign Assessment

31. Campaign Assessment Objectives: Method
Measure your return on investment
Improve future campaigns
Method
Survey
Follow-up results

32. Thank You!