country key accounr Q2 goals review

1. San Diego May Review AIO Hewlett&Packard Confidential
Country Key Account
Q2 Goals Review
Commercial
Q2 ‘99 Goals Results (w/metrics)

2. San Diego May Review AIO Hewlett&Packard Confidential
Country - Key Account
Q3 Plans/Objectives
Commercial
Q3 ‘99 Objectives Goals (w/metrics)

3. San Diego May Review AIO Hewlett&Packard Confidential
Country Key Account
Q2 Goals Review
Consumer
Q2 ‘99 Goals Results (w/metrics)

4. San Diego May Review AIO Hewlett&Packard Confidential
Country - Key Account
Q3 Plans/Objectives
Consumer
Q3 ‘99 Objectives Goals (w/metrics)

5. San Diego May Review AIO Hewlett&Packard Confidential
Country -Best Practice or
Key Learning
Q2

6. San Diego May Review AIO Hewlett&Packard Confidential
Country -Q4 Pol/Wiz Intro
Planning
PR
Retail
Small Business Channel
Corporates
Other
Forecasted Units per SKU
ACTIVITIES
UNITS

7. San Diego May Review AIO Hewlett&Packard Confidential
Last Month Goals
Supplies
• Viking/Office Depot mgmt meeting : Cancelled, beeing rescheduled
• PR Meeting with PNP March 8th : Done
• Pan European taskforce
Retail
• Relaunched of Pop Lite’s : Focus on generalist retail.
• Prepared Instore activities for Internt Kits. Start Mail Order negociations.
• Planograming implementation (Conforama, Carrefour, FNAC)
• Ext SF CPM : 1st phase of blitz in Supplies only
stores completed
Commercial
• Certified HP Connect Select Resellers (mailing etc…).
• Started Mystery shopping for Select resellers
• Finalized VIP reseller program for April 1 start.
• Tour de France : started first training sessions outside
Paris (5 sites)
• Implemented inccentive pogram with all Premium for Premier Perf.
• Ext SF Pragma : Continued qualifying MIND Supplies resellers. Identified and
flaged resellers with retail activities. Flaged wholesalers and resellers for
Connect
Hardware
• Finalize PL 83 breakthrough plan fall 99 : meeting 15th of April
• Initiate fall marketing plan ( photo & internet strategies) : in progress
• Launch C20 / DJ 895 promotion : done
• Finalize may product introduction : done
• Field introduction of Pavilion end-user rebate offer
• Meeting with Apollo : wait call from Apollo
• Launch of CPM Incentive scheme : done
Next Month goals
Supplies
• Supplies Wholesaler Management Council: April 14th
• Communication price increase to channel and end User
• Develop “light PAM3” plan for top WS (update ISAF,Noblet, UFP)
Retail
• Relaunch of Pop Lite’s: conitnue now at store level.
• Implement Instore activities for Internt Kits.
• Negociate Mail order catalogues forInternet Kits.
• Continue Planogramming implementation)
• Ext SF CPM: launch blitz in Supplies only stores phase 2
Commercial
• Organize/Launch 1N big Deal program
• Certify HP Connect Resellers (mailing etc
• Mystery shopping of Select resellers presentation: april 12th
• Finalize Business Plan for all Select resellers.
• Tour de France: last training sessions outside Paris (6 more sites))
• Ext SF Pragma : Continue qualifying MIND Supplies resellers.
Hardware
• Marc Toquebiau integration
• Communicate of DBS and PDE on supply chain to find solution
• BTS promotion plan finalize
• Finalize plan to improve basics for fall communication
• Finalize PL E1 TV campain
• Prepare may exhibition “Foire de Paris”
• PL 4X review
• Review and follow CPM incentive scheme
Progress Against Goals
• See above
Issues / Concerns / Actions
Supplies
• C : HP internal resources available for retail category leadership
• C : Visibility of CHS and Metrologie central orders/shipments
• I : PLAU: No localized products, lack of photo range
• I : No HP PL1N blister
• A : Xerox counterattack in France.
• A : Localize and shrink wrap HP media test
Hardware
• I : Quality issues Pavilion
• I : SJ 3200 / DJ 695 allocation
• I : E1 supply chain
• C : Competition know about Alton introduction
2 / 2
Monthly Templates
Prepared by : Antoine VIVIEN Date : 05/03/1999 Review : March 99
Entity : CPBO France

8. San Diego May Review AIO Hewlett&Packard Confidential
Back to school is key
0
50
100
150
200
Nov.97
Jan.98
Mar.98
May
98
Jul.98
Sep.98
Nov.98
Jan.99*
K Units
*Estimate
PRINTERS RETAIL SALES
Key BTS Catalogs : Shipm. early
august
• Fnac 15th
• Cora 15th
• Conforama 18th
and 25th (MM)
• Continent 19th
• Auchan 24th
• Carrefour 25th
• Leclerc 28th
Retailers plan for Xmas
based on
sept. sell out