1 / 47

Suppliesinfo 1H CY 2012 Review

Suppliesinfo 1H CY 2012 Review. Sept 18th Stephanie Meyer. Agenda. Introductions Program overview Suppliesinfo Charge to the Championship Selling Advantage Future Budget. Introductions. Judy Jackson Pat Hester Jackie Anderson Dwight Edwards Kristy Stanaway Nicole Bolin

garry
Download Presentation

Suppliesinfo 1H CY 2012 Review

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. Suppliesinfo 1H CY 2012 Review Sept 18th Stephanie Meyer

  2. Agenda • Introductions • Program overview • Suppliesinfo • Charge to the Championship • Selling Advantage • Future • Budget

  3. Introductions Judy Jackson Pat Hester Jackie Anderson Dwight Edwards Kristy Stanaway Nicole Bolin Steve Cottrell Beth Moses Venita Hawkins-Bird Sam Richardson Steve Sakumoto Craig Walters Paul Quattrocchi Billie Jo Moore Sheri Smith Stephanie Meyer Arun Aggarwal Steve Asher Stan Striker Cheri Dickson Joan Salters

  4. What is Suppliesinfo? Suppliesinfo is a one-stop shop for HP’s North American channel partners • Online training courses • Loyalty programs and promotions • Downloadable sales and marketing tools • Product information specific to Original HP Supplies

  5. Who does Suppliesinfo serve? Contract Stationers IndependentResellers Wholesalers

  6. How does Suppliesinfo align with HP’s strategic goals? Aligns with LESA Strategy: Grow Original HP Supplies share Aligns with LESA Marketing Strategy: Deliver Original HP Supplies programs and tools Tactic:Aggressively communicate the value of Original HP Supplies Suppliesinfo Goal: Provide a positive learning experience that increases HP brand awareness, HP supplies revenue and HP segment share

  7. Suppliesinfo’shistory

  8. Race to the Prize! highlights Achieved: • New users increased by 2,349 • Course completion increased by 21,167 • Maintained an average course rating of 4.5 stars Objectives: • Increase new users by 1,782 • Increase course completion by 9,417 • Maintain an average course rating of 4.5 stars Exceeded every Race forecast!

  9. Charge to the Championship • Year-long sweepstakes with 4 periods, each period lasting 12 weeks • Prizes includes: • Travel packages to professional championship games • TV and home theatre packages • Merchandise gift cards • Objective: Increase new users by 10% and course completion by 25%

  10. GrandSlam It! New users Jan through Jun 2011 • Actual Total = 1,478 • Forecast Total for 2012 = 1,626 Jan through Jun 2012 • Actual Total: 1,551 • 5% increase from actuals last year (objective is 10%)

  11. Activeusers = active partners (5319) (1517) (674) * Active users count excludes HP, MS, M*

  12. GrandSlam It! Course completions Jan through Jun 2011 • Actual Total = 9,345 • Forecast Total for 2012 = 11,681 Jan through Jun 2012 • Actual Total = 22,776 • 144% increase from actuals last year (objective is 25%)

  13. Course completions by user type

  14. Course development schedule Jan Original HP toner value proposition: Affordability Jan Original HP toner value proposition: Reliability Jan Original HP toner value proposition: Quality Feb Original HP toner value proposition: Environmental leadership Feb Introduction to the HP Linear Tape File System Mar Why HP doesn't sell remanufactured cartridges Apr Getting the most from HP PurchasEdge Apr Support the planet with HP PurchasEdge and Planet Partners May The HP storage solution: History secured June Why HP color July Why HP color printers July Why Original HP Supplies for color printing Aug HP storage media 101 Sep Accelerate your sales: Techniques Blitz Sep Accelerate your sales: HP sales tools at the ready! Oct Accelerate your sales: Creating powerful networks Oct How to sell HP storage media 14

  15. Trainings launched in 1H CY 2012 7 Courses 2 Certificates of Achievement 5 Test Your Knowledge Quizzes

  16. Power Play On! Original HP toner value proposition • Affordability • Launched Jan 2012 • 1,571 completions through June 2012 • 4.7 stars • Reliability • Launched Jan 2012 • 1,598 completions through June 2012 • 4.7 stars • Quality • Launched Jan 2012 • 1,461 completions through June 2012 • 4.6 stars • Environmental leadership • Launched Feb 2012 • 1,464 completions through June 2012 • 4.7 stars

  17. Comparison of value proposition courses: First 30 days

  18. Grand Slam It!Why HP doesn’t sell remanufactured cartridges “I’ve had two customers in the past couple of days that wanted to know if they could refill their cartridges. I told them that HP uses a special formula for their ink that cannot be duplicated. I also explained to them that HP spends a lot of money on research and development as well as recycling and that they do not remanufacture their cartridges but reuse parts of their cartridges so they do not end up in a landfill like many remanufactured cartridges. The customers were impressed with my explanation and said that they would only buy Original HP Ink from me.” – Jen, Virginia • Launched Mar 2012 • 1,160 completions through June 2012 • 4.5 stars

  19. Grand Slam It!Getting the most from HP PurchasEdge “The old buyer at a big account was "old school" and believed price was the only determining factor in toners and printers. He often bought cheaper printers and toners. I showed the new buyer the value of HP printers and toners and the advantages of PurchasEdge. The new buyer now buys HP cartridges for all of his existing HP printers. He also bought a new HP printer and plans to buy more.” – Lee, Texas • Launched in Apr 2012 • 1,056 completions through June 2012 • 4.5 stars

  20. Comparison of HP PurchasEdge courses: First 30 days

  21. Grand Slam It!Support the planet with HP PurchasEdge & Planet Partners “One of my larger customers has been ordering remanufactured cartridges for a while. They wanted to buy a new HP printer. I pulled a usage of all the remans they were buying and had a list of HP toners to show them. I presented the HP Trade-In & Save, PurchasEdge and Planet Partners programs. I sold them the entire package, explaining that when you use HP toner with HP printers, you can benefit from HP programs. They will never have to worry about a damaged or defected cartridge (they had a couple of issues with remans before), and they are 100% guaranteed–if anything happens they will be replaced. Now, not only is my customer happy because I look like the winner and the expert, but my margins and sales have gone up by 20%!” – Whitney, Maryland • Launched in Apr 2012 • 1,021 total completions through June 2012 • 4.5 stars

  22. Knowledge for success: Value Proposition Knowledge for success: HP and the environment

  23. Certificates of Achievement

  24. Test Your Knowledge Retention Quizzes (TYKs) Objective:Test a user’s retention of the information covered in an older, previously released course.

  25. Power Play On! Test Your Knowledge retention quizzes:Why HP and HP: The environmental leader • Why HP • Launched Feb 2012 (course launched Mar 2011) • 542 total quiz completions through June 2012 • 2,129 total course completions through June 2012 • 38% (819) course completions during promotion • HP: The environmental leader • Launched Feb 2012 (course launched May 2010) • 577 total quiz completions through June 2012 • 1,609 total course completions through June 2012 • (65%) 1,042 course completions during promotion

  26. Grand Slam It! Test Your Knowledge retention quiz:HP Supplies 101 • Launched May 2012 (course launched Apr 2011) • 534 TYK completions through June 2012 • 2,179 total course completions through June 2012 • 27% (590) completions during Charge to the Championship “I'm the owner of the company. The goal is to see my sales people more focused on selling HP vs. compatible supplies. Over the past three months, our HP sales have increased by 11.4%. – Sam, Texas

  27. Grand Slam It! Test Your Knowledge retention quiz: Supersize your Original HP Supplies business with high-capacity and multipack cartridges • Launched May 2012 (course launched Nov 2011) • 407 TYK completions through June 2012 • 1,103 total course completions through June 2012 • 66% (723) completions during Charge to the Championship “I was able to get a customer to switch to high yield cartridges after showing her the savings in using them—fewer replacement orders and overall savings per page yield. She really loves the dual packs, too, because she always has a backup cartridge by ordering them.” – Kim, Oklahoma

  28. Grand Slam It! Test Your Knowledge retention quiz: Debunking the myths: The truth about remanufactured toner cartridges • Launched May 2012 (course launched Aug 2009) • 446 TYK completions through June 2012 • 1,857 total course completions through June 2012 • 27% (507) completions during Charge to the Championship “Many of the trainings have helped to create new business for my organization. Emphasis on HP’s reliability versus remanufactured products has allowed for me to present a solid case to many of my end users regarding procurement of genuine HP supplies, and I have secured a 75% uptick in these sales over the period of this promotion.” – Scott, California

  29. Suppliesinfo is a one-stop shop for all things Original HP Supplies • Reinforcements • Facebook • Weekly bonuses • Mystery bonuses

  30. Facebook • 750 • 1,125 total click-throughs to date • 477 click-throughs from weekly bonuses

  31. Facebook and weekly bonuses

  32. Mystery bonuses “HP PurchasEdge helped me win and close a new customer I’d been calling on for 8 months! They had a PurchasEdge account but NEVER sent in their invoices because it was such a hassle for them. I explained that we could simply link their PurchasEdge account number to their Admiral Express account number so their qualifying purchases/invoices would AUTOMATICALLY roll to HP PurchasEdge, so she didn't even have to lift a finger. Housecalls Home Health opened an account with me THAT DAY! She loved the fact that it would be automatic! LOVE HP PurchasEdge and Planet Partners; they help in closing new accounts!! Thank you, thank you, thank you.” – Tanya, Oklahoma

  33. Weekly bonuses and mystery bonuses “I have a large university as a customer who has always bought third party ink. After learning how third party ink is bad, I was able to intelligently explain these reasons to the customer. They have since decided to purchase the HP OEM brand.”–Jacqueline, Michigan

  34. Charge to the Championship went mobile!

  35. Charge to the Championship mobile site stats

  36. Special thanks to our HP PBMs! Billie Jo Moore Paul Quattrocchi Sheri Smith

  37. Selling Advantage Goal • Increase HP brand loyalty Objectives • Increase Selling Advantage participation • Increase the number of partners that achieve growth targets

  38. Selling Advantage Developments in support of this program • E-mail tool for HP PBMs • Enhancements to the program’s reporting tool for all partners • Programmatic change to handle DRC partners • Programmatic change to handle SA Premier change • Updated 6 documents and 5 communications packages

  39. Selling Advantage e-mail tool for HP PBMs Allows HP PBMs to send pre-populated but editable e-mail communications to their Selling Advantage partner contacts “Thanks Judy and Suppliesinfo team! This email communication tool cut my email update time by almost half. Thanks for making the process easier!” – Billie Jo, Marketsource

  40. Selling Advantage enhancements to the reporting tool • Mid-program draw potential rebates • N/A displayed for ineligible partners • Greying out after quarter’s end • EFT payment details • Collapse of grey space • Two-page printout of data • CSV report formatting • “Send ‘Rebates at risk’ e-mail” link (for HP PBMs only)

  41. Selling Advantage 1H12 & Charge to the Championship • In 1H12, 1,854 companies were eligible for Selling Advantage • 459 companies had at least one user enrolled in Charge to the Championship • 180 companies achieved their 1H12 Selling Advantage goal of 100% or more • Average % of these companies’ 1H12 Selling Advantage goal attainment: 138% • 1,394 companies did not have any users enrolled in Charge to the Championship • 911 companies did not achieve their 1H12 Selling Advantage goal of 100% of more • Average % of these companies’ 1H12 Selling Advantage goal attainment: 70%

  42. Selling Advantage 1H12 & Charge to the Championship • In 1H12, 1,456 companies were enrolled in Selling Advantage • 445 companies had at least one user enrolled in Charge to the Championship • 175 companies achieved their 1H12 Selling Advantage goal of 100% or more • Average % of these companies’ 1H12 Selling Advantage goal attainment: 138% • 1,011 companies did not have any users enrolled in Charge to the Championship • 666 companies did not achieve their 1H12 Selling Advantage goal of 100% of more • Average % of these companies’ 1H12 Selling Advantage goal attainment: 73%

  43. Future

  44. 1H CY 2012 Budget: Percent of spend

  45. 1H CY 2012 Budget versus actual spend

  46. Discussions

  47. Thank you.

More Related