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Company News


Entire Line of HP LaserJet
Printers Now Available Through
Open Distribution

Strategy Will Enable HP to Better Penetrate Small Business and Vertical Markets

Palo Alto, California. Dec. 21st, 1998 -- Hewlett-Packard Company today announced that, effective Jan. 1, 1999, the entire line of HP LaserJet printers will be available through open distribution.

Any reseller that has a relationship with HP's network of distributors will be able to purchase HP LaserJet printers. The new distribution strategy is part of HP's initiative to further penetrate small business and vertical markets.

"This move is designed to benefit our customers and to make HP more competitive," said Walt Sledzieski, marketing manager of HP's North American Commercial Hardcopy Marketing Center. "Our recently introduced LaserJet printers are particularly attractive to small businesses and a growing list of vertical markets. We want to make sure that the resellers servicing these customers can offer our award-winning printers."

In conjunction with the open distribution strategy, HP also is offering two programs that will enable resellers to establish an entry-level relationship with HP.

  • HP Open Reseller Program -- benefits include access to a secure Web site. Resellers receive updates on HP marketing programs, online HP literature ordering and software printer drivers. Interested resellers may register for these benefits at
  • Spotlight Access Program -- a fee-based service that offers comprehensive access to reseller sales, marketing and support information. Spotlight Access members receive the following:
    • HP Profit Engine -- a sales and marketing kit containing modules on business development, marketing, seminars and training. The kit simplifies tasks such as generating sales proposals and hosting seminars.
    • Instant Reference Guides -- brochures containing information on HP product specifications, benefits and positioning.
    • Quarterly Spotlight Access Newsletter -- a monthly publication with helpful articles on "Key Opportunities for Small Business Resellers," "Small Business Product News" and "Small Business Strategies."
    • HP Sales Guides -- literature describing how to effectively prospect such key small-business markets as accounting, legal, medical and real estate.
    • Spotlight Access Web Site -- online training information, up-to-date news and access to all available collateral and product information.

Resellers can obtain more information and register for the Spotlight Access program at

About HP

Hewlett-Packard Company is a leading global provider of computing, Internet and intranet solutions, services, communication products and measurement solutions, all of which are recognized for excellence in quality and support. HP has 124,600 employees and had revenue of $47.1 billion in its 1998 fiscal year.

Information about HP and its products can be found on the World Wide Web at

Hewlett Packard Contact
David Thiel, HP
(208) 396-4298

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