© 2006 Hewlett-Packard Development Company, L.P.
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© 2006 Hewlett-Packard Development Company, L.P.The information contained herein is subject to change without notice
HP PurchasEdgeOverview
Mike Gibson
March 22, 2007
2 April 8, 2023
PurchasEdge program overview
• Allows customers to earn points toward
free HP products and services for
buying HP Supplies (like print
cartridges, storage media, and paper)
• Members earn 1 point for every $4 spent on qualifying supplies
• Started in 1998
Customizedstatements
Rewards
Exclusivepromotions
Value-addedWeb
content
SupportCenter
TCE
Members enrolled through promotions,resellers, and direct marketing strategies
HP PurchasEdge is designed to maintain and increase B2B customer
loyalty for resellers and HP supplies.
3 April 8, 2023
Customers get free HP products, resellers get loyal customers
HP PurchasEdge is a rewards program for loyal HP customers and helps resellers enhance customer relationships.End Customer Reseller
Free HP products for purchasing qualifying supplies.Free Products include (printers, digital cameras, PDAs and more)
Resellers see increased sales as members redeem points for products which consume supplies
Simply earn and redeem for free HP products. Resellers submit the necessary information
Creates a “value add” service which promotes customer loyalty. Electronic invoice submission makes reporting fast and simple
Increased customer rewards with quarterly promotions
Promotions provide greater member return and encourages additional supplies purchases
4 April 8, 2023
160%
140%
120%
100%
80%
60%
40%
20%
0%
1 2 3 4
40.97%
71.42%
102.97%
138.48%
Years in Program
Linear Growth
Member supplies purchase growth in PurchasEdge program through 2005. Average CAGR: 36.5%
Average supplies growth
5 April 8, 2023
FY06 resultsTop 10
Resellers
FY06 purchase submissions
Reseller 1 $177,549,753
Reseller 2 $101,176,456
Reseller 3 $71,986,389
Reseller 4 $34,883,758
Reseller 5 $31,178,983
Reseller 6 $20,154,213
Reseller 7 $12,437,803
Reseller 8 $11,051,342
Reseller 9 $8,948,863
Reseller 10 $8,628,296
Top 10 total $477,995,861
Total $605,564,188
Data as of 10/02/06
• 600 new Independent Resellers
• Over 40,000 members
• 35% annual member growth
• 78% SMB members
6 April 8, 2023
FY 06 YTD Redemptions
6 April 8, 2023
LaserJet detail:
4,678 (71%) Mono
1527 (23%) Color
293 (4%) AIO
92 (2%) MFP
inkjet detail:
2,069 (35%) Deskjet
1,746 (30%) Officejet
1,412 (24%) Photosmart
360 (%) Fax
274 (5%) Business Inkjet
7 April 8, 2023
Direct reseller integration model
customer
Purchases suppliesRedeems points
Data flow
transactional data
reporting data
reseller PurchasEdge
8 April 8, 2023
Data flow
transactional data
Purchases supplies
Redeems points
reporting data
Indirect reseller integration model
end-usercustomer
PurchasEdgeresellerecommerce service provider
9 April 8, 2023
Data requirements• Able to track and report purchases via a unique customer
identifier and include the following data fields:−Reseller ID (RID)−Reseller customer ID (RCID) or PurchasEdge member ID
(PID)−Invoice date−Invoice number−Product number (HP SKU)−Product quantity−Product price (price paid per item)
• Able to export customer data in one of two acceptable formats:−XML (extensible markup language)−Tab-delimited text (text file with values separated by
spaces, can be exported directly from Excel)
10 April 8, 2023
PurchasEdge enrollment processInvitation by reseller rep
Registration benefits:
• View detailed information about customers invited to the program
• Automatically populate contact in customer invitations
• Access secure content on the PurchasEdge Reseller Web site
• Include personal note in customer invitations
Reseller rep registration URL:www.purchasedge.com/go/registration/resellername
Step 1: Reseller rep registers via co-branded online form
11 April 8, 2023
Features:
• PurchasEdge system verifies customer is not already enrolled or has not previously declined to participate
• Customer profile provided by reseller rep is pre-populated for customers who opt in
PurchasEdge enrollment processInvitation by reseller rep
Step 2: Reseller rep fills out invitation form for customer
12 April 8, 2023
Features:
• Invitation e-mail has link to co-branded reseller enrollment form
• If invitation is declined, customers opt-out status appears on PurchasEdge Web site; no further action is taken
PurchasEdge enrollment processInvitation by reseller rep
Step 3: Customer receives invitation to PurchasEdge
13 April 8, 2023
Features:
• Completed applications sent to PurchasEdge Support Center for approval
• Once approved, a welcome e-mail is sent to both the new member and their reseller rep
PurchasEdge enrollment processInvitation by reseller rep
Step 4: Customer fills in information not previously provided by rep and submits form to complete application process
14 April 8, 2023
New Member Welcome Kits
Includes:− Program overview
− Terms and conditions
− Support center contact information
Mailed to new members following enrollment approval
15 April 8, 2023
New Member Website
• Log-in page
• New program demo (Flash 6.0)
New site provides significant
improvements:
− New shopping cart redemption interface
− Updated invoice tracker and account management tools
− Added content/messaging
www.purchasedge.comUser name: sample
Password: 99999
16 April 8, 2023
Promotions Example• New promotions each
quarterly
• Increased point rewards
• Product discounts
17 April 8, 2023
e-Statements• Opt-in, quarterly frequency
• Account information, including point balance
• Content briefs, with push to website for complete story
• Periodic promotions
• PE Support Center contact information
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Marketing materialsAvailable at www.purchasedge.com/reseller
•Reseller Fact Sheet
•Member Fact Sheet (customizable)
•HTML e-mail
•Telemarketing script
•Direct Mailer (customizable)
•Reseller Brochure
•Member Brochure
•Web banners (customizable, available on www.purchasedge.com)
Brochures
Direct Mail
Fact Sheets
Telemarketing Script HTML e-mail and web banners
19 April 8, 2023
Getting started1. Obtaining a Reseller ID (RID)
> Resellers who use an ecommerce service provider like ECI2/DDMS,
Red Cheetah, Britannia or tBN regarding how to obtain a RID and set
up automated invoice submission.
OR
> All other resellers should contact PurchasEdge directly at resellersupport@purchasedge.com
20 April 8, 2023
Getting started2. Target
> $500 annually in HP supplies
> SMB focused> Value driven
3. Invite (3 touch approach)1 - Web Banner 2 - Email 3 – Follow-up Call
Two banners to choose from or rotate all
Link to custom co-branded enrollment form
Easy and cost effective to implement
Professional html email template
Pre-populate online customer enrollment and view status
Easy and cost effective to implement
Secure customer interest by calling to answer any questions and to re-enforce enrollment
21 April 8, 2023
PurchasEdge Contacts
PurchasEdge Support Center1.888.264.6599info@purchasedge.com
Reseller Integration SupportMark Ritchieresellersupport@purchasedge.com
HP Program ManagerDavid Llamasdavid.llamas@hp.com
Marketing & PromotionsMelissa Heyemheye@fcb.com
New Reseller IntegrationsMike Gibsonmikeg@wirestone.com
Questions?
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