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

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


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IntroductionCustomers 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

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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

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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

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Why sell HP printers: your advantages • Earn revenue for selling HP hardware and

accessories• Continue revenue stream with increased

sales ofOriginal HP SuppliesDon't miss out on the opportunities provided by

selling hardware!The better educated you are, the better prepared you'll be!

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HP printer basics

HP Printer technologyInk Laser

HP Printer familiesFive ink Three laser

HP Printer classificationsFour best-use classifications

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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 come1

• Best solution for a mobile printer• Tend to be less expensive • More available in the

lower-end solutions

1Based on Wilhelm Imaging Research, Inc., light fade testing under glass(as of January 2005) on HP Premium Plus Photo Paper.

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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

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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

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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 lowerintervention rate

• Have highest duty cycle and most robust solution for printing color

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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

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HP printer classifications

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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 e-mail or archive?– What paper handling features do you need? Automatic two-

sided printing? Additional paper trays? Stapling/stacking?

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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?

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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 e-mailed

• To download the IPG eIRG, click here

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Upsell: customer experience Ask these questions:• Would color help you print more

marketing material in-house?• Would automatic two-sided

printinghelp you save paper?

• Would a multifunction printer give the flexibility to eliminate another piece of equipment such as a fax machine or scanner?

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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 greaterthan 50%

Increased margin by greaterthan 30%

Three times the profit

Your toner cartridge sales can increase; color printers require four cartridges versus only one cartridge for a mono printer

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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

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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

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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.

1Source: IDC/Dataquest Industry-wide Study, 2000

Advantages to you:• Leads to repeat business:

– With service purchase, 85% repeat buy from manufacturer1

– With no service purchase, only 62% repeat buy1

• 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

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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 Suppliesinfo

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Resources

• To learn more about what's available on the site, see the Original HP Supplies: tools and resources for success course

• 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 course

• 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 page

• Click the forward arrow to continue.

SuppliesinfoSuppliesinfo provides a wide range of information and training on HP supplies, programs and promotions.

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Resources HP Printer comparison center • Use this page on HP.com to compare HP with the competition• To check it out, click here

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 herePartnerOne Benefits When selling HP printers, you have access to PartnerOne benefits

available onhardware such as hardware SPIFs, demo equipment, PartnerOne rebates

and more.

• To check it out, click hereHP Technical Support

Call 1-800-HP INVENT for technical support.

• Click the forward arrow to continue.

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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 opportunityto 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

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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

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

Documents

hp printers

hp inkjet printer

hp hardware

sales hp printer basics

customers advantages

hp photo paper

families hp deskjets

fax hp officejet printers