MAXIMIZING YOUR BUSINESS ASSETS

It’s Your CallUsing telemarketing to connect with the marketplace

Capital Ideas To find money for your business,you need to look in the right places

The Perfect Match Selling compatibles fits perfectlyinto one dealer’s business model

An Execut ive Update fo r Customers of A zer t y, A D iv is ion of Un i ted Stat ioners Supp ly Co.

FEBRUARY/MARCH 2007

Do you find it difficult to train your employees

due to cost and downtime associated with on-site

trainings? Do you find it challenging to keep up

with the changing technology marketplace?

Would you like product, marketplace, and

selling skills training for yourself and others in

your company without having to leave the

comfort of your own office?

If you answered yes to any of these questions,

then UDT On Demand, a new e-learning solution,

is for you. Coming soon, through Technology

University and United Dealer Training, you will

be able to log-on to this new e-learning portal

for all of your training needs.

Look for details as we unveil the new best in

class training program from United Stationers

and Azerty.

Utilize the Best-in-Class Training ToolsTo Develop a Best-in-Class Sales Team

Coming Soon from United Stationers and AzertyLearn more about UDT On Demand at Vision 2007. See inside back page for details!

Introducing

THIS YEAR CAN BE BETTERWelcome to 2007. Maybe we’re a little late, but we certainly won’t be the last to offer up some suggestions on how to make this a better year for your dealership.

Find your greatness and run with it. Every dealership needs to figure out what it does best — possibly what it does better than any of itscompetitors — and then concentrate on that ability.

You can’t get there without a roadmap. You need to have a plan and work it. It needs some detail, but more important is flexibility. You’ll want to make changes along the way, maybe even scrap some ideas and start over. � e best plans help you stay focused and make the rest of your work easier.

Hire — and retain — the best possible employees. Some rules never change. You always want to hire smart, passionate people to help drive your business. Keeping stellar employees is even rougher. You have to win business from your customers every day; the same goes for the loyalty of your employees.

Be decisive — if you hesitate you may never get another chance. Uncertainty always exists, but opportunities pass quickly. If you’re decisive you may not always be right but you won’t regret chances not taken. Learning from mistakes is its own reward.

Nothing takes the place of ethics and integrity. A culture of trust centers on authenticity. Don’t pretend to know all the answers and don’t make promises you can’t keep. � ere is no amount of money worth jeopardizing your reputation over; if it sounds too good to be true; it probably is.

Give customers what they really want. Don’t assume you know this already. Just because you think your products and services are great doesn’t mean customers agree. Do some market research; ask some tough questions, then modify your actions and offerings.

� ese actions won’t guarantee growth but they’ll certainly have you moving in the right direction.

THE NEWS, INFORMATION AND PERSPECTIVESYOU’LL FIND IN THIS ISSUE OF TEN

MARKETING NEWS.................................... 4Offi ce Place Solutions can be free to those who act quickly.Plus, learn more about PaperRap!

HOT PROGRAMS........................................ 5A New Jersey dealer finds providing compatibles is beneficialto customers . . . and its bottom line.

BRAND MATTERS .................................... 10What your brands and your customers can tell you about your business opportunities.

MONEY TALKS.......................................... 12Capital planning is about making the most of the money youdo have and finding sources for the money you don’t have.

SUPPLIER FOCUS .................................... 14� e money-saving promotions and the hot products thatare generating consumer interest and incremental sales forindependent dealers.

©2007, Azerty, A Divsion of United Stationers Supply Co.

COVER STORY ............... 6It’s hardly leading edge technology,but the telephone is one of the fastest, most effective and economical tools dealers have to connect with prospects.

WELCOME TO THE FEBRUARY/MARCH ISSUE OF TEN

4 5

MARKETING NEWS

offICE plACE SoluTIoNS — foR fREE!

Office Place Solutions is a powerful customer retention initiative introduced by United Stationers late last year — and it could be free to dealers who act quickly.

At publication time, there were still opportunities available to take advantage of United’s introductory offer — the first three months of participation is free for the first 50 dealers to enroll. At maximum participation levels . . . that's a $20,000 value for free!

Using a series of monthly themed, seasonal product offers, this integrated campaign includes printed flyers, e-mails, and a new Web site. All of these tools are branded with a dealer’s logo and contact information, and the Web site is customizable for each participating dealer.

For more information about this exciting new program, visit www.officeplacesolutions.com/enroll to download a program brochure.

Dealers can also visit www.officeplacesolutions.com/demo to see a sample of the customizable Web site built for each participating dealer.

ARE You fAmIlIAR wITH pApERRAp?

PaperRap is an umbrella term for United’s collection of cut sheet paper marketing initiatives and dealer support tools.

Created in 2004, PaperRap provides dealers with help and information about the ever-changing office paper industry. One component of the program is the Web site www.paperrap.com — an invaluable resource filled with useful tools for independent dealers. The site is your source for consumer price tracking and industry news, as well as a free sample library, monthly features, an educational Paper University, sales aids and a handy Paper Guide search engine.

For 2007, we’ve made the site even better by posting a revised order form with prices on everything from pallets to full truckloads. This form is updated monthly . . . and includes some special promotional prices.

For live help with paper sourcing, procurement and training, dealers can contact United’s dedicated Paper Specialists by calling 888-PAPER60 (888-727-3760) or by e-mail at PaperRap@ussco.com.

4 5

IT TAkES A vIllAgE To INCREASE mARgINS ANd REduCE CoSTS To CuSTomERSRob Mallin and Jim Entwistle, owners of Village Office Supply, know an opportunity when they see one. So it’s no wonder the New Jersey-based company is one of the fastest growing dealers in the country. Or that they seized the opportunity to promote Innovera® OEM-compatible ink and toner cartridges to their customers.

The benefits of promoting compatibles were immediately apparent to both Mallin and Entwistle. “We make more money and can lower costs to our customer,” said Mallin recently. “It’s a no-brainer.”

Village called on the expertise of United to help create a program to convert their customers to Innovera-brand imaging products. United sales representatives Bob Ceta and Al Magid assisted Village, enabling a sub-menu prompt on their ordering system, developing an internal promotion, and presenting information and strategies to the company’s sales and customer service personnel. “It simply couldn’t be easier,” said Susie LeVan, customer service manager for Village.

When customers call to order imaging supplies, the auto-sub option provides a prompt to the customer service reps. “We just have to ask for the order,” said LeVan. “We tell customers that we’ll sell them an OEM toner, but then we explain we offer an equiva-lent-quality, guaranteed toner called Innovera that is a lower priced alternative.

“In just two months, we estimate we’ve converted more than 1,000 customers to Innovera products,” continued LeVan. “We make higher profits, customers save money and we’ve had no higher rate of returns than with the OEM sales. It’s a win for everyone.”

According to Ceta, the success Village has had with Innovera is being replicated by dealers around the country. “Once dealers understand the Innovera option and they see the benefits it provides for their business and their customers, it doesn’t take long for the lightbulb to switch on. They want to start selling it right away.”

HOT PROGRAMS

DEALErS wIShINg fOr ASSISTANCE prOmOTINg ThE INNOVErA LINE ShOULD CONTACT ThEIr

AzErTy SALES rEprESENTATIVE.

Should You PutYour BusinessOn The Line?

FEATURE STORY

It’s difficult to think of any marketing activity that’s as efficient, effective and profitable as telemarketing. . .and almost impossible to identify a business practice that can alienate customers and prospects so easily. That’s why it’s important to consider the potential and limitations of telemarket-ing — along with the techniques and practices that will ensure customers and prospects regard your efforts as attentive service instead of an ongoing annoyance.

Telemarketing has been around in some form for nearly as long

as the telephone itself, and every business engages in it to some

degree. A salesperson who uses the phone to contact a customer or

prospect is engaged in telemarketing. So is the customer service rep

who takes an order or provides product information over the phone.

The extent of outbound telemarketing efforts that go beyond these day-

to-day operations will vary widely based on the goals of the individual

businesses and the resources they’re willing to commit. For instance:

4 One company may simply want to make productive use

of employee downtime to qualify prospects for the sales staff.

4 Another may put on a full court press, and use telemarketing

to contact thousands of prospects and set up hundreds of new

business calls.

Both are valid, intelligent uses of telemarketing that require very

different approaches.

According to the Small Business Administration, one of the first points

6

A few things to consider when you’re considering telemarketing

to consider about telemarketing is whether to keep this function in-house or outsource it to professionals. There are numerous advantages and draw-backs to whichever decision you make.

kEEpINg IT IN HouSE

Using your own employees for outbound telemarketing efforts offers huge benefits. First and foremost, the incremental costs are negligible and barely any upfront investment is required. Another advantage is that no out-side vendor can possibly know your business and industry as well as your own employees. So if a prospect asks if you carry a particular brand, your

employee can do what an outsider can’t — give them a quick, accurate answer.

According to Steve DeMarco of Midwest Office Supply, another advantage of keep-ing telemarketing in-house is the flexibility to change your presentation to ad-dress the specific needs

of individual customers. It also lets you adapt your approach based on information obtained from interacting with customers and prospects.

Bear in mind that the quality of the results you’ll get will be directly proportional to the abilities of the caller. That makes it essential to choose employees for the task who are intelligent, articulate and both comfortable on the phone and selling to prospects.

The major downside to in-house telemarketing is employee availabil-ity — will employees have enough time to devote to telemarketing and attend to their other responsibilities? If not, this approach could have an adverse and far-reaching effect throughout your business.

THE INS ANd ouTS of ouTSouRCINg

Telemarketers may not know your business as well as your employees, but they do know how to sell over the telephone. These professionals bring a set of skills with them that only comes with advanced training and extensive experience, among which are the abilities to: reach the decision maker; judge the interest of the prospect; address resistance effectively; set the pace of the call; make more calls; and close more sales.

The biggest downside to outsourcing is cost: you’re not only paying for the time Telephone Sales Representatives (TSRs) are on the phone, they’re also on the clock when receiving training — and when it comes to your business, they’re most likely starting from ground zero. That can mean a considerable up-front investment when you’re engaging a number of TSRs; but for larger projects with tight deadlines, it can be worth the cost. Some of that cost can be amortized over a number of projects if you maintain a relationship with the TSRs and they’re available for your next telemarketing project.

One important consideration to remember: when you outsource telemarketing, you turn over the stewardship of your brand. Telemarket-ers by nature tend to be more focused on the task at hand and want to

Bear in mind that the quality of the results you’ll get will be directly proportional to the abilities of the caller.

Six Tips for Connecting with Consumers Whether you’re creating your own script and training your employees or evaluating the services of a telemarketing vendor, here are just a few of the basic techniques you should know: 4 Each call should have a primary objective, such as

scheduling a sales meeting — but there should also be secondary objectives, such as having the prospect agree to look over sales literature you’ ll send or express-ing interest in receiving a future call.

4 Find out immediately if you’re speaking to the decision maker and how vendor selection decisions are made.

4 Asking questions of the prospect and adapting the presentation based on the prospect’s answers is far more effective than a straightforward sales pitch.

4 Structure your questions in a way that results in a positive response — the more often someone says “yes” to your preliminary questions, the more likely they’ ll say “yes” when it comes time to close the sale.

4 Never criticize the prospect’s current supplier, it’s negative. . .and a criticism of a choice they’ve made.

4 Ask for a commitment — whether it’s selling a product to a customer or setting an appointment with a prospect for a sales call, the success of a call depends on the recipient taking action.

8

secure immediate results rather than build the long-term image of your business.

Should you decide to go outside your business for outbound telemarket-ing, businesstown.com stresses the importance of evaluating both the vendor and the individual TSRs who will be representing your business. Be sure to meet with the people who will be assigned to your account, ask to listen in on their calls and be sure you’re comfortable with their personalities, approaches and tactics.

There are more than 5,000 telemarketing call centers in the U.S. Most of these, however, are equipped and staffed for business-to-consumer marketing. Most B2C call centers will gladly take your assignment, but you’ll probably pay a premium for the service. As a result, it’s wise to look for vendors that specialize in B2B sales. Steer clear of those that promote services and expertise your business won’t benefit from, such as high-volume technology or the lower costs they achieve through offshore call centers.

A good alternative may be to find experienced professional freelancers who will work from your offices or even their own homes. You’ll need to spend a little more time interviewing them and scrupu-lously checking references and evaluating their capabilities, but you could save a lot of money.

ESSENTIAlS of TElEmARkETINg

Virtually all telemarketing professionals agree that whether you out-source the telemarketing function or keep it in-house, there are certain areas that you must address. These include, but are not limited to:

Developing a call list: The more your representatives know about the prospect prior to the call, the better they’ll be able to tailor their sales pitch — and the better results you’ll achieve. At the minimum, find out the SIC code, number of employees, sales and location of the business.

Consider using the Internet to research prospects — or making a preliminary phone call to find out more about the business and the decision maker before you make your call.

Creating your script: Based on your business objectives and the information you have about prospects, develop a telemarketing script that includes all the points your representa-tives should make to the prospect. Have your salespeople collaborate with your telemarket-ing vendor or a con-sultant to create this script to take advan-tage of their sales and

industry-specific expertise.

Some industry professionals believe callers should present the information in the script word-for-word. Others view it as more of an outline of the sales presentation that can be adapted to fit the style of the TSR. This provides the flexibility to address unforeseen responses from the prospect and leverage information obtained during the call.

A word-for-word reading of the script may work well for a short, simple, straightforward contact, for instance, one that merely presents an offer. If you want to introduce your brand, engage the prospect, learn about their business, identify challenges and offer solutions, however, it’s best to give your representatives some leeway to engage in a dialogue with prospects. It’s also a good idea to show some faith in their judgment and abilities.

Monitoring calls: The first calls made by each representative should be monitored to ensure all the bases are covered in the script, as well as to evaluate the performance of your representatives and make any necessary adjustments in the presentation.

Telemarketers by nature tend to be more focused on the task at hand and want to secure immediate results rather than build the long-term image of your business.

Tracking and measuring: Develop a checklist for representatives to record the details of each call. � ese may include: the interest level of the prospect, challenges their business faces, their current suppliers, the time of day the call was made, the duration of the

call, dropped calls, call-backs, the results achieved and any fol-low-up activity that’s required.

Analyzing the data can help you uncover patterns that influ-ence results. You may find the success of your efforts varies by

factors such as the day of the week or time of day the call is placed, the lists you use, or the individual making the call. You’ll also want to test a number of different offers to ascertain which is the most effective in terms of cost and response. Finally, it’s a good idea to meet regularly with the staff so that they can share their insights with each other about what works and what doesn’t.

� e telephone can be a powerful sales tool — and the better you un-derstand the medium, the more success you’ll have with it. � e issues addressed here barely scratch the surface of the knowledge available on the subject. If you already have a telemarketing program, hopefully, you’ve found some ideas to help you refine your operation.

If you have been — or are now — considering telemarketing, hopefully you’re inspired to investigate further online or at the library. Maybe you’ll want to pick up the phone and call a telemarketing consultant . . . or a prospect you’d like to do business with.

The telephone can be a powerful sales tool — and the better you understand the medium, the more success you’ll have with it.

Technology University provides you and your employees product knowledge that is key to accomplishing technology sales goals.

Technology University is a comprehensive training program that offers a series of courses to teach you and your sales reps all about the technology market. Armed with what you learn, you will be able to respond to competition, uncover new opportunities, anticipate consumer needs, and more easily sell technology products to customers and prospects. And that means greater profits for your dealership.

New “Event” Format� e new “event” format provides you with a Technology University class in the morning followed by a vendor table top in the afternoon.

� is new format allows you to:• Learn about product and market information • Be hands on with the new products • Talk to the experts

DatesApril 10, 2007 Chicago Event - MultifunctionsApril 17, 2007 Baltimore TBDAugust 7, 2007 Dallas TBDAugust 9, 2007 Tulsa TBDSeptember 18, 2007 Los Angeles Event - MultifunctionsSeptember 20, 2007 Phoenix Event - Multifunctions

We’re offering and adding classes all the time. For more information on Technology University contact your Azerty sales rep.

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PROMOTING YOUR BUSINESS

A LOOK AT THE BUYING DECISIONS OF YOUR CUSTOMERS

Brands, in and of themselves, convey a ton of information — about the product, the people who select them and the dealer who sells them. To make the most of the brands you carry requires that you use this information to its full advantage.As an Azerty dealer, you have three different branding options available:

National Brands: Whether it’s HP, Avery, 3M or any other well-known

brand, customers who choose these options demand quality and expect

to pay a premium price for it. � ose who purchase national brands exclusively tend to be risk averse, are pre-sold on brands they order, and are not good prospects for compatible products, no matter how much they might be able to save.

United Brands: Customers who purchase Universal or Innovera brands tend to be more open to new ideas than national brand buyers — and more value conscious. � ey believe they can get the same high quality as name brand and OEM products for significant savings. And with United Brands, they can.

It’s more likely that a customer who purchases Innovera cartridges will be more open to trying other brands. And you’ll have a better opportu-nity to sell them a lower-priced, higher-margin United Brands item. It’s a good bet that they’ll appreciate your efforts to save them money — and view your dealership as a valued partner.

11

It’s important to realize that consumers will be far

more likely to purchase commodity items such as

pens and paper that are not nationally branded

than they are to purchase replacement items such

as ink and toner. To overcome that hurdle, United

and Azerty understand that it’s essential that our

brands carry performance guarantees — and that

dealers promote those guarantees to their customers.

Private Label Brands: Having your own brand

says a lot about your dealership. It elevates your

business in the minds of customers and prospects

. . . positions it as a viable independent supplier

that can compete against national chains . . . and

conveys that you have the purchasing power and

leverage of a major player in the market. And when

it comes time for customers to reorder, your private

label tells them exactly what they need to restock

and exactly where they can get it.

Whether it’s developing offers, targeting advertising

messages or maximizing margins, knowing how your

customers respond to their brand choices can help you

create a more profitable brand strategy.

Please alert your customers that HP has recently announced the discontinuation of the LaserJet C3900A black toner cartridge, effective Nov. 1, 2007. � at makes it the ideal time to upgrade your customers to the newest, most advanced technology available. Your customers will benefit from improvements in capabilities performance and costs — and you can profit through this special HP upgrade incentive . . .

How to get up to $250 cash back!*� rough the HP Follow the Supplies program, your dealership can earn up to $250 cash back* when you upgrade your customer to a new HP LaserJet printer. And to help you take advantage of this opportunity, HP has a variety of marketing materials available to help you close the sale.

If you’re not enrolled in Follow the Supplies, sign up today and start taking advantage of the numerous benefits this program has to offer.

Visit www.followthesupplies.com or call 1-877-224-0439 for more information about these offers.

*Subject to program terms and conditions. Your company must be enrolled inFollow the Supplies to be eligible for spiffs.

HP ANNOUNCES THE DISCONTINUATIONOF LEGACY TONER CARTRIDGE

12

DEALER ISSUES

Day-to-day tasks are often piled so high that long term plan-ning can become an afterthought. However, with some fore-sight, capital planning can help to provide financial comfort

and alleviate day-to-day stress.

As defined by the US government, the goal of capital planning is to “make the best use of available funds to achieve strategic goals and objectives.” While saving for a rainy day is important, current issues — such as hiring temporary help or outsourcing services — are of equal impor-tance in a capital plan as they can help you to maximize all-around progress and make your business more productive and efficient. Capital planning can also help pay for ongoing operations, plan for the future investments required to stay competitive and maintain the flexibility needed to take ad-vantage of opportunities as they arise.

BE SuRE To SEEk ouTSIdE AdvICE

To see that you make the most of your financial situation, you should actively manage your capital on an ongoing basis. This will help you to anticipate the financial requirements of your business as well as earmark funds for specific projects such as technology upgrades, facility improve-ments and expansion projects. You will also be better equipped to handle unforeseen emergencies.

To make the most of your funds, you should invest capital based on liquidity, risk and return, and do not hesitate to use a financial advisor to help you navigate these tasks. If you haven’t already done so, be sure to establish a credit line with your bank and be sure to actively manage and protect it. It is critical to evaluate your business expenditures as they are being made. Will you get a high rate of return on them? Will it limit your flexibility to make better investments down the road? These are all points to consider.

While managing the assets you already have is crucial, at some time, most businesses find themselves in a situation where they need to turn to an outside source for funding. Usually the first place to look is your bank. It is the natural choice to take advantage of this existing relation-

ship, as it will offer you the most favorable terms. However, should the bank not be able to assist you, or should you need a bit more than what the bank is willing to provide, an SBA (Small Business Administration) loan will improve your chances of obtaining what you need because 80% of this loan is guaranteed by the government, which reduces the risk to the bank.

When you need to look beyond your bank, other options do exist. Talk to your creditors; they may help alleviate a cash flow problem by agreeing to extend your payment schedule. Also, you can try selling off property and equipment that you can lease back, providing you with immediate cash in exchange for physical assets.

TACklE THE TougH CHoICES

For those who need them, more drastic options are available. You can always take on a partner, be it an angel investor, local investor or even a competitor. SBIC (Small Business Investment Company) loans that are co-sponsored by the SBA and venture capital are also available to you, yet you will oftentimes be required to pay high interest rates, or provide stock as additional compensation or both. These resources may be far more costly and require that you give up some degree of control over your business. However, these sources may also take care of some necessary duties that you have not, such as laying off personnel, selling assets and eliminating business segments. Also, be sure to get the advice of both your lawyer and banker.

Regardless of where you seek funds, you will need the documentation — a detailed business plan, cash flow projections and a balance sheet — required to give lenders confidence that an investment in you is worthwhile.

Your banker and your lawyer are invaluable resources in securing funds; they know the people, institutions, and resources available and will help you find those that are right for your situation. In addition, the Internet abounds with resources to help you with capital planning. Be sure to take advantage of everything available to you so you can be on your way to a more fiscally sound operation.

ImpRovE THE STATE of YouR BuSINESS wITH CApITAl plANNINg

14

SUPPLIER FOCUS

HERE’S A TANTALIZING OFFERFROM KENSINGTON®

With the purchase of $75 or more in qualifying Kensington products, your customers will receive a Tower of Yum from Pacific Cookie Company absolutely FREE! � e cookies are incredible, but this special offer is only good until June 27, 2007 — be sure to check biggestbook.com for qualifying products, rebate form and offer details.

� e $100 mail-in rebate makes purchasing a Brother® intelliFAX® a real smart deal for your customers seeking a powerful business tool. � e network-ready business-class commercial fax, telephone, copier combination is loaded with high-end features — so be sure to alert your customers to this special offer. Point them to biggestbook.com before March 31, 2007 for all the facts and figures about this impressive machine and outstanding offer.

your customers to this special offer. Point them

HP VIVERA INK OFFERSRICHER BLACKS . . . BRIGHTER,MORE AMAZING COLORS . . . AND $3 CASH BACK

Turn your customers on to a better ink formulation . . . and an opportunity to cash in on this mail-in rebate offer from HP. Qualifying products included the HP57+ (CB278AN) and HP 78+ (CB277AN) inkjetprint cartridges and must be purchased by April 1, 2007. See biggestbook.com for the claim form and offer details.

HP PURCHASEDGE: DELIVERING BIG BENEFITSTO YOUR CUSTOMERS AND YOUR BUSINESS

PurchasEdge is a consumer loyalty program created by HP that can also help you build stronger, more profitable relationships with your customers.

When you offer this rewards program to your customers, they’ll earn one point for every $4 in qualifying HP print supplies purchases they make. Points can be redeemed for free HP products including printers, digital cameras and more.

It’s a powerful way to build customer loyalty and incremental sales, and HP makes it easy by providing you with the marketing and promotional materials you need to successfully launch this profitable program.

Rewards start at just 200 points, and every quarter HP gives your customers additional exclusive chances to multiply their rewards with special promotions and offers.

You’ll find a complete list of the rewards available, a program demonstration and more information about the program atwww.purchasedge.com. Or you can contact HP directlyat the address below:

Hewlett-PackardPurchasEdge Support CenterP.O. Box 627Orchard Park, NY 14127-0627

Phone: 1-800-879-6633www.purchasedge.com/reseller

$100 SAYS YOUR CUSTOMERS WILL LOVE THIS DEALON THE INTELLIFAX 5750E

DIRECTORY OF ADVERTISERS

TEN is published bi-monthly by Azerty for the benefit of independent dealers and manufacturers in the technology products industry, and the employees of Azerty. To obtain a complimentary subscription of TEN, please visit www.azerty.com/ten. � e publisher reserves the right to deny subscriptions based solely on its own discretion. Advertisers may also contact the publisher at ten@azerty.com for rates and schedules.

United Stationers UDT On Demand .......................... page 2

Hewlett Packard ...................................................... page 13

United Stationers Vision .......................................... page 15

Hewlett Packard ...................................................... page 16

© 2007 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. The only warrantiesfor HP products and services are set forth in the express warranty statements accompanying such products and services. Nothing herein shouldbe construed as constituting an additional warranty. HP shall not be liable for technical or editorial errors or omissions contained herein.

IT’S NOT GOODBYE,IT’S A GOOD BUYEarn up to $1000 when you trade in your old laserprinter and upgrade to a new model from HP.

HP is offering a cash-back incentive that makes it easy and affordable to upgradeto better printer technology. Trade in your old model and receive a rebate on a rangeof new HP printers.

HP’s “Make the Upgrade and Save” promotion, designed to help you sell more printers,is more appealing than ever. Now your customers can earn up to $1,000 cash backby mail when they upgrade to a new HP printer and trade in their old one. And becausewe’re committed to helping you compete head-to-head with the competition—it doesn’t evenhave to be an HP. Customers can trade in an old HP, Dell, Lexmark, Xerox, Epson, and more,and HP will even pay for the shipping on the recycled unit.

To help you drive sales, we’ve created tools you can use to inform your customers about thispromotion. You’ll have access to a pre-designed postcard and flyer, as well as customizablecontent and images to create your own marketing materials, such as catalog materials, ads,and e-mails.

Simply visit the “Make the Upgrade and Save” Spring ‘07 promotion portal athp.oh-zone.com/maketheupgrade to get started today.

Hurry! Promotion ends July 31, 2007.Get the details at hp.oh-zone.com/maketheupgrade.

Earn rebates on a range of HP printers—up to$1000 on the HP Color LaserJet 4730xs MFP

» Print up to 175,000 pages per month» 320 MB memory» 1600-sheet input capacity» Automatic duplexing» Speeds up to 30 pages per minute

HP Color LaserJet 4730xs MFP