Drukowanie bez stresu
Mimo że w biznesie coraz częściej mamy do czynienia z dokumentami w formie elektronicznej, to ich wersje papierowe ciągle pełnią kluczową rolę w codziennej pracy przedsiębiorstw i instytucji. Dlatego rynek druku wciąż będzie się rozwijał i umożliwiał zarobek partnerom HP.

Pokusa stosowania zamiennych wkładów drukujących jest wśród klientów bardzo duża. Ich cena wydaje się na tyle atrakcyjna, że po „alternatywę” sięgają nie tylko użytkownicy indywidualni. Robią to też przedsiębiorstwa – z wiarą, że stosowanie tych produktów nie ma wpływu na jakość wydruków, a przy tym jest bezpieczne i ekonomiczne. Trzeba przyznać, że z klientem przekonanym do korzystania z zamienników resellerowi często łatwo się współpracuje. Zapatrzony w cenę, prawdopodobnie uwierzy we wszystkie zapewnienia dostawcy o jakości wkładu kompatybilnego i braku ryzyka związanego z jego użytkowaniem w maszynach HP. W tej sytuacji sprzedawanie oryginalnych tuszów lub tonerów do drukarek HP może wymagać od resellera dużo więcej wysiłku. Jest to jednak wysiłek, który w dłuższej perspektywie opłaca się i klientowi, i obsługującemu go partnerowi producenta. Pierwszemu zapewni drukowanie bez stresu – co gwarantuje starannie opracowana technologia HP. Drugiemu – zadowolonych i wiernych odbiorców, którzy docenią go jako dostawcę niezawodnych materiałów eksploatacyjnych.
Szara strona zamienników
Według badania TNS, przeprowadzonego na zlecenie HP w 2013 r., większość przedsiębiorstw nie prowadzi szczegółowych statystyk w zakresie kosztów druku. Możliwe więc, że w przypadku, gdy stosują zamienniki, patrzą tylko na ich cenę. Rzadko biorą pod uwagę, że początkowa oszczędność często zostaje zniwelowana przez wysokie koszty ukryte, z którymi mogą mieć do czynienia, kiedy korzystają z „alternatywy” – np. związane z awarią drukarki, stratą czasu i pieniędzy na ponowne wydruki. Jeszcze rzadziej rozważają straty wizerunkowe firmy.
Stosowanie „alternatywy” to pójście na kompromis. Pytanie: czy jest to rzeczywiście konieczne? Żaden dostawca zamienników nie czyni takich nakładów na badanie i rozwój produktu co HP. Nie jest w stanie dorównać technologiom stosowanym przez producenta urządzeń drukujących. Kupno oryginalnych wkładów opłaca się również pod względem kosztów. Klient musi tylko dobrać, z pomocą resellera, odpowiednią dla siebie ofertę. Oryginalne wkłady można kupić w kilku wersjach o powiększonej pojemności i odpowiednio niższych cenach lub dodatkowo w zestawach z papierem.
Czarna strona zamienników
Tak, jak klient może iść na kompromis, stosując w drukarkach HP legalne zamienniki, tak nie może być kompromisu i zgody HP na obecność na rynku i stosowanie zamienników naruszających patenty producenta. A dzieje się to w przypadku klonów, czyli nowo opracowanych wkładów, kompatybilnych z drukarkami HP, sprzedawanych pod marką „X”. Producenci i dilerzy klonów mogą być pozywani przez HP do sądu i zobowiązani do płacenia wysokich odszkodowań, co już miało miejsce również na polskim rynku.
HP robi też wszystko, aby wyeliminować z rynku podróbki – wkłady nieoryginalne, które zapakowano w używane lub sfałszowane opakowania HP. Producent m.in. stosuje w swoich wyrobach potrójny system zabezpieczeń. Prowadzi też szeroką akcję informacyjną, skierowaną do klientów końcowych, resellerów i dystrybutorów, o tym nielegalnym rynku.
Nie warto być partnerem biznesowym oszustów
Dobrych relacji z klientem nie zbuduje się na oferowaniu mu nielegalnych produktów, często niewiele tańszych niż oryginały. Partnerzy HP muszą pamiętać, że sprzedaż podróbek jest oszustwem, prowadzi do utraty statusu Partnera Biznesowego HP i postępowania sądowego przeciwko firmie, która zajmowała się taką działalnością.
Zajrzyj na www.hp.com/anticounterfeit
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Czy powtarzane na każdym szkoleniu dla handlowców hasło, że klient ma zawsze rację, broni się na współczesnym rynku druku? Czego naprawdę oczekują klienci? Jak nowoczesne technologie zmieniają podejście do zakupu oraz korzystania ze sprzętu do drukowania?