TradeUp'93 Direct/OEM/VAR Sales Guide May 1993 RevC
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[txt]
<+B><:s><+!><+">EXTRA HELP TO WIN DEALS!<-"><-!>
<+B><:s>
In addition to the strong <+!><+">TradeUp'93<-"><-!> program, we now have strong field management focused on helping you win
<+!><+">TradeUp'93<-"><-!> business! In America, <+!>Sam Giovinazzi (Telnet 541-7283)<-!>, and in Canada,
<+!>Lianne Clark (Telnet 206<-!><+!>-3307),<-!> former Regional Program Managers, are now
<+!><+">TradeUp'93<-"><-!> Field Program Managers, dedicated full time to helping you win migration deals! Give them a call when you have a deal cooking. If you need special terms to win
<+!><+">TradeUp'93<-"><-!> deals, they are there to help you.
>
[frm]
3
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<:s><:f320,,><+!>PowerUp customers can convert to<-!> <+!><+">TradeUp'93 20/20 Special<-"><-!><:f><-">
<:s>
@Body Single@Customers with PowerUp agreements can maintain their current agreement, may sign-up for the
<+!><+">TradeUp'93 <-"><-!><+!><+">20/20 Special<-"><-!> in addition to their current agreement, or may
<+">convert<-"> their current agreement to the<+!><+"> TradeUp'93 20/20 Special<-"><-!>. When they convert, the unit count of PowerUp is credited toward their
<+!><+">TradeUp'93 20/20 Special<-"><-!> commitment level and their PowerUp agreement is terminated. Just have the customer sign the PowerUp to
<+!><+">TradeUp'93 20/20 Special <-!><-">Program Addendum P/N5091-6686EUS.
>
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@Body Single@<+B><:s><+!><+">NEWS FLASH
@Body Single@<+!><+">NEW<-"><-!>--This summer we will eliminate the use of promotional discounts to provide these free or minimal charge license transfers. Instead, standard options will appear on the CPL for all products eligible for a software license transfer. The
CPL options will net the same reduced list price as the current program, but will be much easier to administer in the field. In the meantime, continue to refer to Program 2.648 in the OP Field Doc for quotation and ordering instructions.
@Subhead@<:s><:#399,9360><:f320,,>Table of Contents
@Body Single@<:s><:f320,,><:t4>
<:s><:#379,9360><:f320,,>
<:f320,,>NOTE: You may have heard this program referred to as "PowerUp'93". Due to trademark issues, we have to use the name
<+!><+">TradeUp'93<-"><-!> publicly<:f><:f320,,>. Please only refer to this program as
<+!><+">TradeUp'93<-"><-!>.<:p<* >>
@Subhead@<:s><:#352,9360>Program Overview
<:s><:#573,9360><+!><+">TradeUp'93<-"><-!> is HP's easy to sell workstation trade-in program including the features you and your customers have been demanding:
<:s><:#284,9360> <+!>SELL MORE!<-!>
<:s><:#284,9360> Expandable configurations, order what you need over minimums!
<:s><:#284,9360> Discounts on X Stations, selected peripherals, and layered software!
<:s><:#284,9360> No volume commitment necessary, but extra discount given with one!
<:#284,9360> All standard "off-the-shelf" purchase agreement exhibits apply!
<:s><:#284,9360> <+!>EASY TO UNDERSTAND!<-!> <+!> EASY TO SELL!<-!> <+!>LESS WORK!<-!>
<:s><:#284,9360> Percentage discounts - no tables or discount caps!
@Bullet 1@<:s><:#288,9360>Updated eligible trade-in and trade-up product lists
@Bullet 1@<:s><:#288,9360>New "Pick-up-at-your-desk" trade-in return process
@Bullet 1@<:s><:#288,9360>New, even easier Software License Transfer Program
@Bullet 1@<:#288,9360>Update on how we are rebilling customers who do not return their trade-in systems
@Bullet 1@<:s><:#288,9360>Coordination with the VAB Rental Program, GSA, and educational discounts.
@Body Single@<:s><:#284,9360>
@Body Single@Look for "<+!><+">NEW<-"><-!>" throughout this guide to quickly locate updates. Nothing has been deleted from
<+!><+">TradeUp'93<-"><-!> (except where expiration dates were previously announced). All changes are enhancements, improvements, and/or clarifications based on your feedback.<:p<* >>
@Subhead@<:s><:#352,9360>Program Description
<:#1430,9360>Customers who trade-in eligible systems receive percentage discounts, which reduce the effective list price of higher performance trade-up workstation systems, X Stations, or industrial workstations. These discounts are also extended to all options (includ
ing support options), selected peripherals (including X Stations) and layered software. There are
<+!><+"> NEW <-!><-">eligible trade-ups and trade-ins listed in the table below<+!><+">.<-!><-">
@Body Single@<:s><:#852,9360><:f240,,><-">This program is intended for customers without purchase agreements and those with purchase agreements using off-the-shelf discount exhibits. Customers with specially negotiated purchase agreements will require a specially negotiated trade-up d
<:s><:#573,9360>In addition to the <+!><+">TradeUp'93<-"><-!> core program described above, the following special offers will help you win business from many customers:
@Bullet 1@<:s><:#288,9360><+!><+">TradeUp'93<-"><-!> Board Upgrade Package Special
@Bullet 1@<:s><:#288,9360><+!><+">TradeUp'93<-"><-!> 3D Graphics Special Credits
@Body Single@<:s><:#284,9360>
@Body Single@<:s>These specials would be used, where applicable, instead of the basic
<+!><+">TradeUp'93 <-"><-!>offer. These specials and the basic <+!><+">TradeUp'93
<-"><-!>offer may be mixed on one order (e.g.. Board Upgrade Special for one system, 3D Graphics Special for one system, and basic<+!><+"> TradeUp'93<-"><-!> for yet another system). These specials may not be combined on one system. The best offer applica
ble for each system ordered should be used<+">.<-"><:p<* >>
@Subhead@<:s><:#352,9360><+"><+!>TradeUp'93<-!> <-">20/20 Special
<:#1430,9360>Direct customers who commit to trading in <+">20 or more <-"><+!><+">TradeUp'93
<-"><-!>Category I systems by October 31, 1993 will receive a 20% discount toward the purchase of a trade-up system. VARs and OEMs who commit to trading in<+"> 50 or more
<-"><+!><+">TradeUp'93 <-"><-!>Category I systems by October 31, 1993 will also receive this 20% discount. DARs (2-tier resellers) are not eligible. 15% discounts are given for mass storage systems and X Stations.
<:s><:#284,9360>
To receive this credit, the customer must execute a <+!><+">TradeUp'93<-"><-!>
<+!><+">20/20 Special<-"><-!> Program Agreement (more on this later) and place all orders by October 31, 1993. (This is the only part of
<+!><+">TradeUp'93<-"><-!> which requires a special program agreement). Systems need not all be ordered at once as long as each order references the customer's<+"><+!> 20/20 Specia<-"><-!><+!><+">l
<-"><-!>Program Agreement. There are <+!><+"> NEW <-!><-">eligible trade-ups and trade-ins listed in the table below<+!><+">.<-!><-"><:A2>
@Subhead@<:s><:#352,9360><+"><+!>TradeUp'93<-!><-"> Series 400 Upgrade Special
<:s>Series 400 customers desiring to purchase board upgrades instead of new systems may take advantage of the
<+!><+">TradeUp'93 <-"><-!>discount structure without having to trade-in a system by purchasing one of the following PA Board Upgrade Packages. Only these bundles are eligible for this extra discount. There are
@Subhead@<:s><:#352,9360><+"><+!>TradeUp'93<-!> <-">3D Graphics Special
@Body Single@<:s>Customers who have invested in HP 3D graphics systems can receive higher
<+!><+">TradeUp'93<-"><-!> credits when purchasing 3D graphics trade-up systems:<:A1>
@Subhead@<:s><:#352,9360><-!>Software License Transfer Program
@Body Single@<:#2277,9360>The Software Transfer Program is intended to allow customers on support services to functionally duplicate their software environment by converting software licenses when they trade up under
<+!><+">TradeUp'93<-"><-!>, upgrade using our Series 400 to 700 upgrades, or otherwise replace one HP workstation with another. We have continued to improve the program as we have found that 1) it is a great administrative burden to verify all old software
support contracts, 2) customers on support contracts will normally update these contracts to reflect the software products running on their new hardware, and 3) using promotional discounts is much harder to administer than standard CPL options.
@Body Single@<:s><:#284,9360>
@Body Single@<:#1136,9360>To make this conversion easier for you and your customer, we will offer the no charge or minimal charge software license transfers listed below to customers
<+">if they order the corresponding software support services or have an adequate existing maintenance contract to cover the new licenses<-"><+">)<-">.
@bullet 1a@<:#576,9360>This program is intended for customers transferring Domain or HP-UX software product licenses. It does not apply to competitors' software licenses.
@bullet 1a@<:#1152,9360><**>Software support services for a minimum of 12 months<+!> MUST<-!> be ordered at the same time, on the same order, as the Software License Transfer discounts are given. If customer has an existing maintenance agreement which would cover these licenses,
this requirement is waived, but the existing agreement must be documented.
@bullet 1a@<:#864,9360>The transfer only covers the license. Media and manuals are not part of this program but if ordered at the same time as a trade-up, in most cases can receive
<+!><+">TradeUp'93 <-"><-!>discounts. Refer to the Eligible Product Lists in the OP Instructions for
<+!><+">TradeUp'93 <-"><-!>discounts.
@bullet 1a@<:#576,9360>The list of license transfer products will be updated periodically and will be reflected in your OP Coordinator's OP Field Doc or in Open Migration Program updates.
@bullet 1a@<:#864,9360>Many third parties have put in place similar software license transfer programs in place to compliment HP's Open Migration Program. Contact the VAB for the terms of their software license transfer program.
@Body Single@<:#284,9360>
@Body Single@<:#852,9360>Following are the lists of products currently covered by the new program and the minimal charge transfer costs where applicable. The minimal charges exist where we must recover license fees to other companies or the new product has significant added funct
ionality.
@Body Single@<:f200,,> <:f><:p<* >>
@Body Single@<:f200,,> Note a: HP-UX to HP-UX only. See minimal charge list for Domain to HP-UX.
@Body Single@<:f200,,> Note 1: Domain C++ (Compiler) to HP-UX -or- HP-UX C++ S400 to HP-UX C++ S700.
@Body Single@<:#240,9360><:f200,,> Note 2: Domain C++ Translator to HP-UX C++
@Body Single@<:#720,9360><:f200,,>.<:f><:f200,,> Note 3: Domain to HP-UX -or- HP-UX version 1.X to 2.0. When transferring HP-UX version
2.0 to HP-UX version 2.0, you need only order media and manuals. (Do not order a new
license in this case).
@Subhead@<:#352,9360><-!><+!><+">TradeUp'93<-!><-"> 20/20 Special Program Agreements
@Body Single@<:#2297,9360>Customers wishing to take advantage of the <+!><+">TradeUp'93 20/20 Special<-"><-!> must execute a
<+!><+">TradeUp'93<-"> 20/20 Special Program<-!><+!> Agreement<-!> P/N 5091-6685EUS (end-user) or 5091-6684EUS (VAR/OEM), available from LDC. As with all special contracts, you should involve your local Contracts Representative. A copy of the
<+!><+">TradeUp'93<-"> 20/20 Special Program<-!><+!> Agreement<-!> must be faxed to Exeter with the first order entered against the agreement. All orders against the agreement must reference the agreement number in the order's special instructions section.
To convert PowerUp customers to <+!><+">TradeUp'93 20/20 Specia<-"><-!><+!><+">l<-"><-!>, use the program addendum P/N 5091-6686EUS.
@Body Single@<:s><:#284,9360>
@Body Single@<:s><:#578,9360><+!>IMPORTANT:<-!> <+">No orders with 20/20 discounts will be scheduled<-"><+"> without a valid
<+!>TradeUp'93 20/20 Special Program<-!><-"><+!><+"> Agreement<-!> on file in Exeter.
<-">
@Subhead@<:s><:#352,9360>Trade In Agreement
@Body Single@<:s><:#568,9360>To ensure that the customer returns trade-ins, and that their order is processed properly, Sales Reps are required to complete the Trade In Agreement form and get the customer's signature.
@Body Single@<:s><:#284,9360>
@Body Single@<:s><:#289,9360><+!>Sales Rep<-!> REVIEW the Trade In Agreement Terms and Conditions with customer.
@Body Single@<:s><:#284,9360> FILL OUT the Trade In Agreement
@Body Single@<:s><:#289,9360><+!>Customer<-!> SIGN the Trade In Agreement
@Body Single@<:#289,9360><+!>Sales Rep<-!> GIVE copy of agreement to OP COORDINATOR when placing order*
@Body Single@<:s><:#578,9360><+!>OP Coordinator<-!> FAX copy of agreement to ECMO the SAME DAY THE ORDER IS
PLACED and attach a copy of the order per <+!><+">TradeUp'93<-"><-!> OP Instructions.
@Body Single@<:s><:#573,9360><+!>* IMPORTANT<-!><+!>: <-!><+">Orders will not be scheduled <-"><+">without the
<-"><+">signed Trade<-"><+"> In Agreement faxed to Exeter at order entry time.<-">
@Body Single@<:s><:#284,9360>
@Body Single@<:#568,9360>The Trade-In Agreement states that the customer must release their trade-in system within 45 days of receipt of their trade-up system or will be rebilled for unearned trade-in discounts.
@Body Single@<:s><:#284,9360>
@Body Single@<:s><:#1136,9360><+!><+">If your customer will require more than 45 days to return their trade-ins, they must let us know
<+#>in advance of order entry<-#> and an approval must be received
<+#>in writing<-#> from the WSG Sales Center for an extended return period,
<+#>before the order is entered<-#>. A Trade In Agreement is still required<-!><-"><+!><+">. Extensions for overdue trade-ins will not be granted after the fact.<-!><-">
@Body Single@<:s><:#284,9360>
@Body Single@<:#284,9360>Trade In Agreements are available from LDC. P/N 5091-6122EUS.
@Body Single@<+">Please discard any trade-in agreements with P/N 5091-2021E or P/N 5091-1458E<-"><+">.<-"><:p<* >>
@Body Single@<:#1425,9360>All <+!><+">TradeUp'93<-"><-!> orders entered after May 1, 1993 MUST include option UEL "Trade In Return Materials" on each trade-up workstation or X Station ordered. This will provide your customer with a personalized return kit. This kit, which comes at
tached to the shipping container of the trade-up CPU or XPU, eliminates work for you and your customer. The old "return kit" from LDC will no longer be used.
@Body Single@<:s><:#284,9360>
@Body Single@<:#852,9360>All the customer has to do is open the kit, apply the customized barcode labels to the top of each piece of trade-in equipment, and call our "800" number. Our carrier will arrange to pick up the trade-ins right off the customer's desk! No paperwork, no pa
cking, and no work for you!
@Body Single@<:s><:#284,9360>
@Body Single@<:#852,9360>The customized barcode return labels tie the trade-in back to the trade-up order. To avoid improper billing due to unreturned trade-in equipment, it is important that customers not share their return labels.
@Subhead@<:s><:#352,9360>Return Requirements
@Bullet@<:s><:#1430,9360>Customers MUST return entire workstations, which includes SPU, disk, main memory (minimum amount required to make system run), monitor, graphics, keyboard, and mouse. All HP Apollo systems returned must have HP Apollo components, i.e. no third-party RAM, m
onitors, etc. (Only the old CPU board is required for the <+!><+">TradeUp'93<-"><-!>
<+!><+">Seri<-!><-"><+!><+">es 400 Upgrade Special. <-!><-">The CE installing the<+!><+">
<-!><-">upgrade retains the old CPU).
@Bullet@<:s><:#568,9360>Returned systems must be in good <+#>working <-#>condition. All parts must be operable, and no parts can be broken.
@Bullet@<:#852,9360>Returned systems should include an internal disk. Systems originally purchased diskless will be accepted. (<+">Getting the disks back will improve system remarketability, which enables HP to offer this program.<-">)
@Subhead@<:#352,9360>Rebill Procedure for Non-Return of Trade-in --<+">NEW<-">--
@Body Single@<:#852,9360>The Trade-in Agreement makes it clear to customers that we expect them to return their trade-in system within 45 days (unless otherwise agreed to in writing prior to order entry, as stated above) or they will be rebilled for the unearned trade-in discount.
@Body Single@<:s><:#284,9360>
@Body Single@<:s><:#1704,9360>A trade-in tracking report will be provided to all Order Coordinators each month. This report will inform them, and in turn you, about upcoming trade-ins that are due, so you can remind your customer. The report will also inform them of overdue trade-ins
for which they must bill the customer for the unearned trade-in credit. All M56 and M05 credits will be rebilled to customers who do not return their trade-ins on time. (There is a time buffer built into the process to allow for transit time of both the t
rade-up system and the trade-in system).
@Body Single@<:s><:#284,9360>
@Body Single@<:s><:p<* >>
@Subhead@<:s><:#352,9360><:f280,,>How to Apply Discounts<:f>
@Body Single@<:s><:#573,9360>Later in this Sales Guide is a complete order example as it would appear on the quotation system. Here are the basics of calculating the
<+!><+">TradeUp'93<-"><-!> net price for a customer:
@Body Single@<:s><:#284,9360>
@Body Single@<:s><:#857,9360>Assume the customer is trading in a Domain node and is purchasing a 715/50. The customer has signed a
<+!><+">TradeUp'93 20/20 Special<-"><-!> Project Agreement and has a 22% VEU Purchase Agreement.
@Body Single@<:s><:#284,9360>
@Body Single@<:#284,9360> 715/50, 19" Color, 32MB, 525MB list price $17,240
@Body Single@<:s><:#284,9360>
@Body Single@<:s><:#289,9360> Take 20% <+!><+">TradeUp'93 <-"><-!><+!><+">20/20 Special <-"><-!>Credit
<+!> <+#>-<-!> 3,448<-#>
@Body Single@<:s><:#284,9360> Adjusted List Price of product $13,792
@Body Single@<:s><:#284,9360> This results in a customer price of ----------------------------<;>$10,758
@Body Single@<:s><:#284,9360>
@Body Single@<:s><:#568,9360>(Now of course, these discounts would also be applied to the localization kit and ethernet kit, as well as support options needed for this system as well.)
@Body Single@<:s><:#284,9360>
@Body Single@<:s><:#573,9360>Your OP Coordinator's instructions have many examples to help them though quoting and ordering under this program. For a look at a real
@Subhead@<:s><:#352,9360>Coordination with Other Discounts --<+!><+">NEW<-"><-!>-
@Body Single@<:s><:#289,9360><+!><+">TradeUp'93<-"><-!> discounts may <+!>not<-!> be combined with other promotional discounts.
@Body Single@<:s><:#284,9360>
@Body Single@<:#862,9360>All standard "off-the-shelf" purchase agreement exhibits but not specially negotiated discount agreements, may be applied after
<+!><+">TradeUp'93<-"><-!> is applied. For customers wishing to use
<+!><+">TradeUp'93<-"><-!> with their specially negotiated discount agreement, contact the WSG Sales Center.
@Body Single@<:s><:#284,9360>
@Body Single@<:#862,9360><+!><+">TradeUp'93<-"><-!> may not be combined with the <+!>Demo/Development<-!> discount, however for deals involving a demo/development environment wishing to use
<+!><+">TradeUp'93<-"><-!>, contact the WSG Sales Center.
@Body Single@<:s><:#284,9360>
@Body Single@<:s><:#573,9360><+!><+">TradeUp'93<-"><-!> may be used with the <+!>VAB Rental Program<-!>. Simply use
<+!><+">TradeUp'93 <-"><-!>to reduce the list price of the system to be rented and then use the standard VAB Rental Program.
@Body Single@<:s><:#284,9360>
@Body Single@<:s><:#857,9360><+!><+">TradeUp'93<-"><-!> may be combined with <+!>educational<-!> and
<+!>GSA<-!> discounts. Although the program is available to GSA, they may choose not to use it due to federal government used equipment disposition guidelines.
@Body Single@<:s><:p<* >>
@Subhead@<:s><:#352,9360><+"><+!>TradeUp'93<-!> <-">Quotation Example
@Body Single@<:s><:#485,9360><:f200,,>Below is one example of a complete <+!><+">TradeUp'93<-">
<-!>quotation as it might<:f><:f200,,> appear <:f><:f200,,>to a customer. Several other examples are included in the order processing instructions your OP Coordinator has received.<:f>
@Body Single@<:s><:#284,9360>
@indented body@<:s><:#241,9360><:f200,,>ORDER EXAMPLE - Category I Trade In with <+"><+!>TradeUp'93 20/20 Special<-!><+!>:<-!><-">
@indented body@<:s><:#480,9360><:f200,,><-">Assume customer is trading in a DN4500 for a Model 715/50 with (1<:f><:f200,,>)<:f><:f200,,> 700/RX X Station<:f><:f200,,>, and
<:f><:f200,,>(1) external disk drive<:f><:f200,,>. Customer has a 22% VEU PAD and a signed 20/20 Special SPA on file.<:f>
@indented body@<:s><:#240,9360>
@indented body@<:s><:#240,9360>Section 001
@indented body@<:#240,9360>Item EK Product # Description Qty
@Body Single@<:#284,9360> Model 750: A2278B, A2267B, A2268B
@Body Single@<:#284,9360> Model 755: A2551A, A2552A, A2553A, A2650A, A2652A
@indented body@<:#432,9360><:f180,,>Ethernet Kits (A2670A and A2671A) and Localization Kits (A1099C and A2205B<:f><:f180,,>) and all factory integrated & support options receive the same credits and discounts as their corresponding workstation ordered under this program.<:f>
@Body Single@<:#284,9360> 425t Domain CRX: A2546A with 50Mhz Upgrade: A2090A*
@Body Single@<:#284,9360> 433s Domain CRX: A2560A with 50Mhz Upgrade: A2093A*
@indented body@<:#240,9360><:f180,,><+!> <+">*The S700 50 MHz<-"><+"> PA-RISC upgrade kit MUST be
<-"><+">ordered at the same time as the workstation<-">.<:f> <-!>
@indented body@<:#240,9360> <:f180,,>When ordering these Series 400 configurations, the following should also be ordered:
@indented body@<:#216,9360><:f180,,> A2538A Series 400 with Domain OS to Series 700 Upgrade<:f><:f180,,> Preparation Kit<:f><:f180,,> (N/C)<:f>
@indented body@<:#216,9360><:f180,,> Opt 004 Domain OS SR10.4 and NFS 2.3 Media (QIC <:f><:f180,,>tape) and Documentation<:f><:f180,,> ($1200)
@indented body@<:#240,9360>
@indented body@<:#284,9360><:f240,,>One of the following CPU upgrades may be ordered with each 720, 730, or 750 ordered:
@indented body@<:#284,9360><:f240,,> Model 720 to 735 CPU Upgrade: A2605AU
@indented body@<:#284,9360><:f240,,> Model 730 to 735 CPU Upgrade: A2606AU
@indented body@<:#284,9360><:f240,,> Model 750 to 755 CPU Upgrade: A2248AU
@indented body@<:#857,9360><:f240,,>The following bundles may be ordered and receive <+!><+">TradeUp'93
<-"><-!><:f><:f240,,>discounts of 15 or 20% without requiring return of a trade-in system. (The old CPU boards are collected when the upgrades are installed).
@indented body@<:#284,9360><:f240,,> Model 4xxt to 715/50 upgrade with 420MB disk and 16MB RAM
@indented body@<:#284,9360><:f240,,> A2090A with opt AT5 and 98229D (May order more than one RAM)
@indented body@<:#284,9360><:f240,,> Model 4xxs to 715/50 upgrade with 1.3GB Disk and 16MB RAM
@indented body@<:#284,9360><:f240,,> A2093A, A2076A, and 98229D <:f><:f240,,>(May order more than one RAM)<:f>
@indented body@<:#289,9360><:f240,,> Model 425e to 715/50 upgrade with 525MB Disk and 16MB RAM
<+!><+">NEW<-"><-!>
@indented body@<:#284,9360><:f240,,> A2837A, A2800A, A2202A <:f240,,>(May order more than one RAM)<:f>
@indented body@<:#240,9360><:f200,,><+">These bundles should be ordered with either the A2538A or A2539A upgrade prep kit.<-">
@indented body@<:#240,9360><+"><:f200,,>Domain customers must order one of the following localization kits: A1099C or A2205B.<-"><:f>
@Body Single@<:f240,,><+!>NOTE: New products may be added to the <+">TradeUp'93
<-">program at anytime. Your OP Coordinator will have up-to-date product lists in the monthly OP Field Doc update (see program 4.30).<:f> The current OP Field Doc is the definitive and overriding reference for this program.<-!><:p<* >>
@indented body@<:#852,9360><:f240,,>Customers may order up to one copy of each Product Line 5X software product marketed by Divisons J600 or 4000<:f><:f240,,> and their respective options for each workstation ordered under this program and receive the same level of trade-up discount
(10, 15, or 20%)<:f><:f240,,>.<:f>
@Body Single@<:#284,9360><:f240,,>
@Body Single@<:#1425,9360><:f240,,>The following, if ordered at the same time as the workstations above, will receive 10 or 15% trade-up discount.
<+!>These products are not eligible for the <+">20/20 Special;<-"> however,
<-!><:f><+!><:f240,,>they will receive Category I 15% trade-in credit,
<-!><:f><+!><:f240,,>for customers with <+">20/20 Special<-"> agreements<-!><:f><+!><:f240,,>,
<-!><:f><+!><:f240,,>if ordered at the same time as taking <+">TradeUp'93 20/20 Special
<-">discounts on the workstation and factory integrated options.<-!><:f>
@indented body@<:#857,9360><:f240,,>Customers may order up to four (4) of the X Stations listed above for each workstation ordered under this program and receive the same level of trade-up discount
<:f><:f240,,>(excluding the <+!><+">TradeUp'93 20/20 Special<-"><-!>).<:f>
@indented body@<:#240,9360>
@indented body@<:#284,9360><:f240,,><+!>External Disk Dr<:f240,,>ives<-!>
@indented body@<:#862,9360><:f240,,>Customers may order one of the following external disk systems for each workstation ordered under this program and receive the same level of trade-up discount (excluding the
<+!>20/20 Special<-!>). <+!><+">NEW<-"><-!> models are listed below:
@indented body@<:#284,9360><:f240,,> <:f>
@indented body@<:#284,9360><:f240,,> C3021R/T 2GB Disk, 2GB DDS Data Compressed DAT Mass Storage System
@indented body@<:#284,9360><:f240,,> C3024R/T 4GB SCSI Mass Storage System
@indented body@<:#284,9360><:f240,,> C3034T 4GB Fast/Wide SCSI Series 6000 Mass Storage System
@indented body@<:#284,9360><:f240,,> C3035T 4GB Fast/Wide SCSI Series 6000 Mass Storage System
@indented body@<:#284,9360><:f240,,> C3036T 7GB Fast/Wide SCSI Series 6000 Mass Storage System<:f>
@indented body@<:#480,9360>Products C3027U or C3028U, when orderd in combination with one of the above (except C3036T), are eligilbe for the program discount.
@indented body@<:#240,9360>
@Body Single@<:#284,9360><+!>3D Special Eligible Products:<-!>
@indented body@<:#524,9360><:f240,,>When trading in <:f>HP Series 300, Series 400, or Series 800 workstations with PVRX, TSRX, or TVRX 3D graphics subsystem,
<:f200,,>t<:f><:f200,,>he following products will receive a 30% trade-up discount:<:f>
@Body Single@<:#284,9360> Model 715/50: A2633A*, A2634A*, A2635A*
@Body Single@<:#284,9360> Model 735: A2602A, A2603A, A2609A
@Body Single@<:#284,9360> Model 755: A2552A, A2553A, A2650A, A2652A
@indented body@<:#221,9360><:f180,,><-!><+">* factory integrated additional memory option must be ordered to meet minimum32M RAM configuration requirements.<-"><:f>
@indented body@<:#481,9360>3D Special customers may also order eligible peripherals listed above at 15% trade-up discount. 3D Special customers may order eligible software listed above at 15%
@Subhead@IBM and SGI do not have standard trade-in/trade-up programs, however IBM has
<+">just <-">launched a Apollo Migration Program.<:f280,,> <:p<* >>Questions and Answers<:f>
@Q&A@<:s><:#241,9360><:f200,,>Q. Ho<:f><:f200,,>w are customers receiving <+!><+">TradeUp'93<-"><-!>?<:f>
@Q&A@<:#962,9360><:f200,,>A. <+!><+">TradeUp'93 <-"><-!>sales are great!<:f><:f200,,> Since<:f><:f200,,>
<:f><+!><+"><:f200,,>TradeUp'93 <-"><-!><:f><:f200,,> offers such flexibility and is a long term promotion it has amplified trade-up sales well beyond our expectations.
<:f><:f200,,>Don't forget, <+!><+">TradeUp'93 <-"><-!>is a very powerful tool to allow you to sell more on every trade-up sale, and that is exactly what we are seeing happening: bigger total sales and bigger average sales when trade-ups are involved.
@Q&A@<:s><:#240,9360><:f200,,>
@Q&A@<:s><:#240,9360><:f200,,>Q. What if my customer <:f><:f200,,>wants to trade-in a system that is not covered in the list of eligible systems?
@Q&A@<:#720,9360><:f200,,>A. We'll take almost anything in Category II (except<:f><:f200,,> MicroVAXes and 286 PCs). If accepting an oddball trade-in system to win a deal is what you need, call Sam Giovinazzi fo<:f><:f200,,>r the US, Telnet 541-7283, or Lianne Clark for Ca
nada, Telnet 206-3307. The spirit of this program is to replace existing active workstation seats.
@Q&A@<:s><:#240,9360><:f200,,>
@Q&A@<:s><:#240,9360><:f200,,>Q. What if my customer anticipates not being able to return their trade-in system in 45 days?
@Q&A@<:#720,9360><:f200,,>A. We want to make it clear to everyone that we do indeed want the trade-in systems returned. If
<+#>before<-#> the order is placed, your customer presents a need for keeping their trade-in system more than 45 days after their new system arrives, contact Sam Giovinazzi or Lianne Clark for a special negotiated return agreement.
@Q&A@<:s><:#720,9360><:f200,,> If a customer signs the Trade In Agreement and does not return their trade-in system on schedule, they will receive one notice, through you, and then be rebilled for the total trade-in credits issued against their trade-in system.
@Q&A@<:s><:#240,9360><+"><:f200,,>
@Q&A@<:s><:#241,9360><:f200,,>Q. Why are some 715/33s not included in <+!><+">TradeUp'93<-"><-!>?
@Q&A@<:#1441,9360><+"><:f200,,>A. <-">The <+!><+">TradeUp'93 <-"><-!>Program, like its predecessors, is
<:f><:f200,,>not designed simply to provide the lowest entry price. It is not possible for us to make a reasonable margin including these products in this aggressive<:f><:f200,,> program<:f><:f200,,> Like our competitors, we do not offer our entry systems
in our trade-up program. We do however offer the most trade-up<:f><:f200,,> choices of any computer vendor. If lowest possible entry price is your customer's #1 objective, a specially negotiated deal may be in order. Our competitors also cannot offer th
eir entry level products in their trade-in programs.
@Q&A@<:s><:#240,9360><:f200,,>.
@Q&A@<:s><:#240,9360><:f200,,>Q. What happens Trade-in equipment<:f><:f200,,>?
@Q&A@<:#1440,9360><:f200,,>A. Trade-in equipment is valuable to HP. We have a complete process to maximize our revenues from
<:f><:f200,,> returned equipment. This includes using parts for service or our equivalent to new program, selling systems through FRD or through after market resellers, selling boards and components into the after market, and finally selling scrap material
s. When it comes to selling whole systems through after market resellers, we carefully monitor the market to assure that HP is not in any significant way influencing the after market supply or price. We would rather scrap out Domain systems than be a si
gnificant influence in the after market.
@Q&A@<:s><:#240,9360><:f200,,>
@Q&A@<:s><:#241,9360><:f200,,>Q. What if my customer signs up for the <+!><+">TradeUp'93 20/20 Specia<-"><-!><+!><+">l<-"><-!> and does not meet the unit commitment?
@Q&A@<:s><:#481,9360><:f200,,>A. The <+!><+">20/20 Special <-"><-!>Project Agreements states that the customer will be rebilled for the additional 5% trade-in credit issued under the agreement if they do not meet the unit commitment.
@Q&A@<:s><:#240,9360><:f200,,>
@Q&A@<:s><:#240,9360><:f200,,>Q. There's a lot to this program. How am I supposed to position it with my customer?
@Q&A@<:#961,9360><:f200,,>A. Yes there is a lot to this program, but it can be broken down into several simple components which are easily understood. S<:f><:f200,,>tart by presenting the basic
<+!><+">TradeUp'93 <-"><-!>Program, as we have in this sales guide. Then present only the particular specials and other elements that apply to your customer. Get the T<:f><:f200,,>UPPRE slide set<:f><:f200,,> off the Hotline! It provides you with both hi
gh level and detailed slides to use with your customers.<:f>
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