Follow the Supplies to the Color Printer Opportunity

1. Follow the Supplies to the Color Printer Opportunity

2. Some color facts from United & Azerty: • HP color laser supplies for the 4500 printer now fall within the top 15 toner cartridges sold in units at Azerty. • Color laser supplies represent 15% of HP toner units sold at Azerty, but 19% of HP toner dollars sold at Azerty.

3. The Opportunity • Last year 100 of our dealers sold an average $1M of HP Toner for older printers • This represents almost 10,000 printers that don’t print color • If they were to sell 10% of these users new color printers, they could enjoy incremental revenue of $1M in printers! • PLUS, these new printers on average will generate an incremental $200K in supplies! • You too can pick up incremental revenue for your business.Let Azerty show you how to “Follow the Supplies” to color printer opportunities.

4. Supplies & Printer Opportunities • VAR’s • Continue to dominate Printer Sales • Successfully selling Supplies • Supplies Resellers • Losing share to VAR’s in Supplies • Not penetrating Printer sales

5. Color printers generate more supplies revenue Color Printers represent 12% of the printers placed, but represent 26% of the supplies revenue

6. Benefits of selling HP Printers • Portfolio diversification • Increased revenue and profits • Customer penetration and retention • Keeps out competition, including Dell

7. HP Printers are the easiest and safest to sell “For the 12th straight year, HP earns an A+ for printer satisfaction.” PC Magazine, July 2003 “Epson, recipient of an A for the past two years, now sees its scores for overall satisfaction and satisfaction with reliability fall to average, resulting in a B. Canon, rated a D- last year because of worse-than-average satisfaction scores, has moved up to a B-. Lexmark drops from a D+ to a D. Minolta/QMS and newcomer Dell with C's. Since Tektronix is fully subsumed by Xerox, we merged their results this year; the result is an E” PC Magazine, July 2003 These results are based on 18,293 customers actual experience with their printers

8. Color supplies increase revenue and profits Color toner generates 58% more revenue per cartridge on average Source: ARS research July 31, 2003 color mono

9. Color supplies increase revenue and profits Color toner generates 55% more Gross Margin $ per cartridge on average Source: ARS research July 31, 2003 color mono

10. Every day color printers get faster, cheaper, and more capable

11. Benefits of color printers • Communication improvements • Productivity improvements • Cost savings • Special incentives The question in most offices – large and small – is not “whether” to incorporate color printers into their operations, but rather “when and how”

12. Financing - An Advantage to Close More Sales When your customer chooses a financing solution , they can triple the power of their annual technology budget. For example, with a $5,000 budget, a customer could purchase three Color LaserJet’s, or lease nine of them. That translates to triple sales for you! Your customer can Lease 9 Your customer can buy 3 ….OR

13. Instant Financial ROI

14. Productivity ROI

15. Sales Tools Available Hewlett-Packard • Sales Sheets • End User Presentation • Sales Reference Guides • Sales Rep Training at Suppliesinfo.com • Reseller Sales Support at (800) 544-9976 • End User Support (800) HP INVENT

16. Sales Tools Available from United & Azerty • HP & You full color brochure • Hardware Catalog • Electronic Commerce Database • Web Tools • biggestbook.com • Knowledgeable Sales Team

17. Exclusive Spiff from United & Azerty • Printer Spiff • Color LaserJet 9500 Series $100 • Color LaserJet 5500 Series $50 • Business Inkjet 3000 Series $25 • Color LaserJet 4600 Series $25 • Color LaserJet 2500 Series $25 • Color LaserJet 1500 Series $25 • All-in-One 7100 Series $25 • October 1 through December 31, 2003

18. Summary • Compelling opportunity for you • Compelling opportunity for your customers • We’ve got the knowledge and tools to help ensure success

19. Thank You