© 2004 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice

Accelerating your MFP Sales!

April 19, 2023 2

HP MFP Sales Positioning Agenda• HP MFP product positioning defined• Prime prospects and Business Drivers• Sales Strategies−Based on customer need−How to position product by strategy & address

customer concerns

April 19, 2023 3

HP MFP Product Positioning

Definition:Extend your LaserJet experience – Increase workgroup capabilities and save money with a device that uniquely combines the capabilities of a printer, digital copier, fax, scanner, and the advanced technology of digital sending

Key Benefits:Optimizing workgroup through consolidation of devices

• Getting 90% of your daily printing and imaging needs in 1 reliable device

• Productivity Gains

• Functionality closer to end-users

• Easy to deploy and manage for IT

• Cost Savings

• In a 2004 study of medium to large organizations, IDC found companies achieved cost savings of up to 40% with device consolidation - depending on the scope of implementation (average savings achieved = 23%)

April 19, 2023 4

Starting the conversation

Who to talk to?

Small and Medium Business:

Owner, IT Mgr., Line of Business Mgr., Purchasing Mgr.

Large/Corporate Business:

IT Director, CTO/CIO, Line of Business Mgr.

Stick with the message that HP MFPs are HP LaserJet printers, but have additional functionality

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The Ideal Prospect• Lots of opportunity:−Small (micro) businesses (1-10 employees):

need to do more with less−Small businesses (10-100 employees) want to

add new functionality to their devices−Medium businesses (100-500 employees)

looking at stream-lining work-flows−Large/Corporate companies (500+ employees)

right-sizing their entire printing and imaging fleet

−Vertical industries where HP has had success• Healthcare, legal, financial/accounting, manufacturing,

real estate related industries

April 19, 2023 6

Business drivers

What are your key…… MFPs can address?

Challenges ? – too many devices, inefficient workflow Changes? – moving to a decentralized I&P environmentGoals? – reduce costs, increase productivity Opportunities? – moving to a new bldg. – time to right-size

Problems? – under-utilized devices, paying for copying functionality that isn’t usedPriorities? – help to reduce paper workflows and organize electronic workflows Pressures? – reduced IT resources, need more efficient management tools

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Sales Strategies

Printer purchases Device Optimization(print, scan, fax, copy) Balanced

Deployment

Why HP mfp:• HP networking, remote management and reliability•Incremental investment for substantially increased functionality•Cost savings and improved productivity•Outright hardware acquisition or simple hardware lease with care pack options

Why HP mfp:•HP networking, remote management and reliability•Advantages of digital sending•Ease of management•Productivity gains•Cost saving through device consolidation•Optimizing business model through the integration of services and supplies on a standard contract

Why HP mfp:•HP Networking, remote management and reliability•Service contracts optional•Digital sending advantages•Broad portfolio of single and multi-function devices

Customer Need

Target: IT Managers

Business needLooking for a single function laserUpgrading from older device (mfp, aio or SF)Out right purchase

Target: IT Managers

Business needHave printers, faxes and scanners that need upgradeTired of managing multiple devicesOptimizing printer fleet workflow (e.g. LAN fax, Document Mgmt., etc.)Looking for faxing alternative

Target: IT/FM Managers

Business needFleet optimization from end-user, IT, and FM perspectivesDistributed print and captureSingle and multifunction devices

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Printer purchase

Biggest customer benefit:

• Improve the productivity of the users by − bringing faster printers closer to users− adding additional functionality for a marginal investment

• Reduce toner costs with higher yield standard cartridges

Biggest customer concern:

•MFPs are substantially more expensive than a comparable HP single function printer

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Single-function printer vs. mfp product pricing

-

500

1,000

1,500

2,000

2,500

3,000

LexmarkT634n

HP LJ4345mfp

HP LJ4250n

Upgradememory

Product price

•Net price difference for comparable models is approx. $500•HP mfp offers additional functionality (scanning and copying at 45ppm)•Lower CPP than comparable single function printers

Model Toner price Toner Yield CPP

Lexmark T634n $330 21,000 $.0157

HP LJ 4250n $149 10,000 $.014

LJ 4345mfp $205 18,000 $.0114

Source: hp.com. Lexmark.com

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Making the Right ChoiceQuestions to ask your customers as they look at

upgrading their printer

• Do they currently have networked printers deployed?

• What are the ages and speeds of their printers?

• What is the current toner cost for their printers?

• Is document security (private printing) important in my environment?

• What is their need for document finishing?

• Do they have issues with paper storage and filing?

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Device Optimization

Biggest customer advantage:

• Save money by consolidating devices • Increase productivity by− simplifying the end user experience− Bringing multiple functions closer to the user, and using

the same interface to perform those functions

Biggest customer concern:

If the device goes down, all functionality (print, copy, scan, fax) goes down and workers lose productivity.

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Multiple device vs. single device (printing, scanning and faxing)

-

500

1,000

1,500

2,000

2,500

3,000

3,500

Multipledevices

HP LJ4345mfp

w/fax

Additionalmemory

Xeroxdocumate 250scanner

Canon L170Fax Machine

Printer price

• One consolidated device is actually ~ $400 less expensive to acquire than three separate devices with the same functionality (including memory)•Price does not include any stand alone copy functionality•Lower CPP

Model Toner price

Toner Yield CPP

Lexmark T634n $330 21,000 $.0157

Canon L170 fax $119 3,500 $.0340

LJ 4345xmfp $205 18,000 $.0114

Sources:hp.com; Staples.com;Lexmark.com

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HP LaserJet 4345 mfp For Small Offices: Breakthrough Price/Performance

• Use HP’s proven printer technology to deliver a fast, low cost, highly reliable mfp.

• First side-oriented print engine: − desktop footprint − copier look and feel− stapling and mailbox output

options

• Using printer-based technology delivers new levels of price/performance.

45ppm copier: $15,000-18,000

HP LaserJet 4345mfp: $2,599-3,999

45ppm network printer: $1,899

Fax: $299

Desktop copier: $999

600 dpi Color Scanner: $199

Total: $3,400-5,500

+

+

April 19, 2023 14

Percent of Documents per Function

Source: Gartner August 2003 - User wants and Needs

Printing47%

Faxing18%

Scanning5%

Copying30%

MFP usage by function & why HP MFPs are the perfect solution

1. Printing is the predominant use for MFPs

HP MFPs are printer based devices

2. Scanning is the emerging functionalityHP MFPs come std. with send-to-

email3. Copying is on the declineHP MFPs offer reliable, convenience

copying 4. Distributed imaging and

printing is fast replacing centralization

HP MFPs smaller footprints allow them to be deployed closer to the workgroup

April 19, 2023 15

Making the Right ChoiceQuestions to ask your customers who are

consolidating their workgroup• What is their need for printing vs. copying vs. faxing?

• Are personal printers used by certain employees? Why?

• How much do they currently fax, and what does their existing fax infrastructure cost?

• Could some fax volumes be replaced or complimented with send to email?

• Can their paper-based work flows be simplified by using digital sending to send, store and archive documents?

• How much time is spent maintaining and managing multiple devices (toner replacement, trouble-shooting, etc.)

© 2004 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice

Test your Knowledge

April 19, 2023 17

Customer Scenario #1• An IT manager from a local hospital calls with the following situation:

− Aging fleet of devices, various manufacturers, and can’t be remotely managed

− Wants to consolidate functions (fax, print, copy, scan) into one device that takes up less space in the nurse’s stations• Nurse stations primarily print information and copy insurance cards

− Need devices that can help the hospital comply with patient privacy laws, primarily HIPAA

− Looking at ways to automate the document flow through the organization to maintain privacy and help improve productivity of employees

•Go with a single vendor – HP – for simplicity and consistency across his network

•Recommend a demo of the LJ 4345mfp for the nurse stations. This product can consolidate the functions they need for a very low price point

•Highlight the fact that the 4345mfp is incredibly small for a 45ppm device, and was designed for these environments with high print needs, basic copy needs

•Ask additional questions regarding what they need from a scanning standpoint. Inform them that hp scanning solutions range from simple scan to folder to complex document management with the hp Autostore solution

•Emphasize the security features that we have standard (secure printing, LDAP authentication for send-to functionality

•Inform them that if they need additional security solutions, HP has partners that can help with essentially any type of security solution they could need

What do you recommend?

April 19, 2023 18

Customer Scenario #2• An office manger from a regional mortgage brokerage company has several

issues he needs help resolving:− They consistently receive faxes on letter and legal media, and need a faxing

solution that can recognize the size of incoming faxes− The different locations need a fast way to transmit copies of documents to the

corporate headquarters• The currently use a courier service, as the quality of faxes is not acceptable

− Need the ability to be able to remotely monitor the devices, and streamline ordering of supplies

− Basic stapling is a requirement− Looking for a solution under $5,000

An HP LaserJet 4345xs mfp will accomplish all of these objectives.• Small footprint for less than $4500• Print, copy, fax, scan and digital send. Digital send technology will allow the different locations to send near original quality documents to corporate at substantially lower costs than the current courier service

•DSS 4.0 will allow them to upgrade sending capabilities as the business grows

• Convenient document finishing capabilities – 30-sheet stapler/500-sheet stacker• Robust enough to handle up to 20 users• WebJet Admin will allow them to LaserJet technology means it’s easy to install, configure and manage. It also means a product with high reliability.

What do you recommend?

April 19, 2023 19

THANK YOU!