We Will ONLY put HP on our network...

GrahamDocusultant Elite P4P'er

Here's a good success story for ya...

I am dealing with the VP of a smaller bank here in town, he was looking at a 1060 loaded and connected....until his IT guys said, "we will only put HP on our network" they then proceeded to tell him to buy an HP9000MFP instead. (The 1060 was pushing the limit for them when they really should put a 1075 in there but budget won't allow it)...

Often times a salesperson will Freak Out when an IT department gets in the way with a stupid statement like that. Here's what I did...

I can sell him the 9000MFP for less money than the 1060 up front but that would be a bad idea! What I did then was...took in my network knowledge, a cost analysis and CPC worksheet and brutal honesty and told him the following...

"Dan, here are the numbers, you can see that the 1060 is going to cost you less to operate and save you money on service and supplies, thus making up the price difference in short order...Furthermore, you will NOT be happy with the 9000MFP and the down time you will face."

The kicker, however, was this...I told him

"I don't care if you don't buy my 1060, I will not sell you an HP 9000MFP for your application. If I don't get the business based on that than so be it. I would rather not get this business at all than sell you something you will be unhappy with and have to deal with the associated headaches."

I got the Signed order for my 1060 this afternoon...

Graham

2/16/0410:47 PM

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bmiller (Guest)

I just ran into a similar situation. However the IT guy wasn't so bull headed. He gave me the run down of HP's history and how they have gone down the tubes. This guy won't put any HP on his network.

HP obviously stands for Hewllett and Packard. These were two genious electronic engineers that made commercial grade electronic devices;none associated with computers. They were more for electrical enginerrs and the such. The dicohotomy split, sold, and their marketting plan obviously changed to be geared towards the S.O.H.O enviornment. (single operator home office) I can't remember the whole history, but if I could remember it, or find the history of it,I am going to memorize it and use it to my advantage every time I hear waht you said.

Graham, your top down approach is the way it has to work sometimes, obviously that IT guy works for the decision maker, and he can't do much more than suggest to the high man on the totam pole. Thats a nice sucuess stroy.

In a different situation I was just involved in, the IT person who rattled off the history of HP to me, was XEROX man. Now he is RICOH. I displaced closed to 40 XEROX 32 network printers with our 45's.

Now were taking on phasers with him. There are about 25 of these in his facility. Looking forward to another big hit, hopefully before the end of the first quarter.

Glad I to see we are kicking HP's but!

2/22/046:07 PM

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Darren ....Docusultant Elite P4P'er

Congratulations on your success knocking out those HP and Xerox boxes.

Here is info on HP http://en.wikipedia.org/wiki/Hewlett-Packard
They are actually considered to be the originator of the personal computer. HP Laser Printers, well, I believe those were all originally OEM'd by Canon, with HP made controllers I imagine. --- SOHO I think actually is an acronym for Small Office/Home Office

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