HP: przejęcie przez Xerox zaszkodziłoby partnerom
CEO HP przekonuje, że fuzja obu firm nie byłaby korzystna dla partnerów.

Przejęcie HP przez Xerox miałoby negatywne konsekwencje dla partnerów HP. To jeden z powodów, dlaczego HP odrzuca propozycje fuzji – przekonuje CEO koncernu, Enrique Lores, w rozmowie z amerykańskim CRN.
Ocenia, że Xerox dopiero zaczyna rozumieć, jak funkcjonuje kanał sprzedaży, bo historycznie był nastawiony na bezpośrednią współpracę z klientami. Zapewnia natomiast, że HP olbrzymią większość biznesu realizuje poprzez kanał partnerski i zawsze ten model dotarcia do rynku dominował.
CEO HP uważa również, że pozycja firmy jest znacznie silniejsza niż Xerox. Na rynku druku według niego nie zbliża się on nawet do HP (które jest liderem). Ponadto HP jest mocne w segmencie PC, na którym Xerox nie jest obecny. Zauważa, że w ciągu ostatnich 5 lat HP zwiększyło roczną sprzedaż o ponad 10 mld dol. To nieco więcej niż przychody, jakie Xerox wypracowuje w ciągu roku.
Xerox: większa sprzedaż i duże oszczędności
Xerox przekonuje, że połączenie obu firm dałoby im silny impuls rozwoju, dzięki dominującej pozycji na rynku, możliwości łączenia ofert i synergiom kosztowym. Oceniał w ub.r., że wskutek zjednoczenia sił roczna sprzedaż połączonych korporacji byłaby wyższa o 1-1,5 mld dol., a koszty spadłyby o ok. 2 mld dol.
HP: ryzyko jest zbyt wielkie
HP powątpiewa w te wyliczenia. Według firmy koszty mogą spaść, ale o mniej niż 1 mld dol. Jednak duże ryzyka przyćmiewają zdaniem firmy ewentualne plusy. Wskazywane jest potężne zadłużenie będące skutkiem finansowania przejęcia (HP wyceniono w nowej ofercie na ok. 35 mld dol., Xerox ma promesę na 24 mld dol. kredytu), jak również na spadającą sprzedaż Xerox. To sprawia, że połączenie nie jest korzystne dla akcjonariuszy – uważa zarząd HP. Xerox zapewniał, że rozmawiał z akcjonariuszami HP w sprawie przejęcia i jest zainteresowanie z ich strony. Uważa, że zjednoczone podmioty mogą zaoferować udziałowcom większą wartość niż HP w pojedynkę.
CEO Xerox proponował przejęcie pół roku temu?
HP niedawno ujawniło, że CEO Xerox John Visentin rozmawiał z ówczesnym CEO HP, Dionem Weislerem, o możliwości połączenia już w sierpniu ub.r. Inicjatywa wyszła od Xerox, ponieważ, jak miał stwierdzić – według HP – John Visentin, wyczerpały się możliwości wzrostu organicznego, więc Xerox musi szukać drogi rozwoju poprzez akwizycje albo poprzez przejęcie przez inną firmę. Miał też stwierdzić, że wolałby, aby to HP kupiło Xerox, bo zdawał sobie sprawę z ciężaru długu, jaki obciąży połączone organizacje, gdyby to Xerox kupował HP. Ujawnienie tych rozmów ma zapewne wyjaśniać determinację Xerox w sprawie fuzji. Xerox nie skomentował na razie tych informacji.
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