Rob Hartnett, Hewlett-Packard's market development manager for corporate PCs and mobile computing, offers 12 benefits a reseller gets from the sale of HP business desktops:
1. Hartnett says that HP is "committed to going through the channel", the company is not even considering direct sales.
2. HP offers a three-year on-site warranty.
3. HP's configuration centre means that the product can be customised to client requirements and built there. The product not only provides the flexibility of customisation, but is available more quickly as well.
4. Since April 1997, HP has invested heavily in advertising and this will continue. Also since April, Hartnett says that HP has been actively pursuing ways that the company can assist resellers with the sale of their product.
5. HP has begun bundling its printers and peripherals with PCs to give resellers a buying advantage.
6. Training courses are run for resellers every quarter with HP's in-house team.
7. HP has developed an even closer relationship with Microsoft and Intel to ensure the availability of advances in technology in HP machines.
8. Hartnett believes that good partnerships between HP and resellers are fostered by the company and this advantage, together with HP's comprehensive range of business desk tops, should appeal to the reseller.
9. To attempt to satisfy reseller orders, HP selects about 20 of the fastest moving and current models, and stocks deeply on those. Hartnett says that a product is not advertised unless the company is deep on stock.
10. The workgroup partner program is a system which works to the reseller's advantage. HP recognises that distribution of its product is best left to "the experts" - so the company directs clients to buy through its resellers. This process strengthens the relationship between HP and the reseller.
11. A further advantage to the reseller is the availability of HP finance. The reseller is able to offer the end user a technology lease where they can trade up on a dollar value at the end of the lease. With the relative cost of PCs decreasing over time, the end user is attracted by the fact that they will get "more for their money" at the end of the lease period. HP finance now offers a minimum of $2000 and a minimum six months term, to make the financing arrangement suitable for a wider range of end users.
12. Finally, HP is actively working on electronic-commerce or online commerce. The CONNECT QuickStart online sales system boasts the advantages of reduced ordering time, expanded sales channels and a broader customer base. For more information on HP's involvement in electronic- commerce, check its Web site at: hpcc920.external.hp.com/gsyinternet/connect/index.html