Commercially Viable

href="http://www.dqweek.com/HP-appoints-Rajiv-Srivastava,-completes-distribution-realignment">HP
might have lost its crown in
inkjets, but in laser printers it still remains #1 even in the face
of stiff competition. Channel partners seem to be impressed with the
user friendliness of the product and overall product reliability. HP
is comfortable in organizing localized promotions and tends to
quickly and efficiently resolve problems of channel partners. The
pure point of origin of any technology is always hard to pin down.
The journey of the laser printer is no exception. Although there are
other laser printers around, none possessed the complete set of
market requirements (speed, flexibility, high quality printing, small
footprint and affordability) customers wanted in a desktop printer.
The HP laserjet printer immediately began garnering high praise from
the industry and customers alike. Its introduction and subsequent
success broke the computer system mold in which computers and
printers were purchased as part of an integrated, high-end package
focused on direct sales to the large end-user.

HP scores very high on commercial terms
and relationship management too. Partners are impressed with HP's
credit policies, flexibility in commercial terms as well as bak-end
incentives and settlements. It was also consistent in honoring
commitments made to partners as well as effectively managed
disruptions owing to changes in its personnel. As far as Canon's
color laser printers are concerned, they offer an excellent print
performance and bring perfect laser color printing. Though Canon
managed to garner points in innovativeness of market development
programs, it will have to make an extra effort to pump up its
position in the market. The competence of account managers made sure
that they do not lose their hand at sales and marketing. For Epson,
apart from flexibility in conducting localized promotions, it has
shown great improvement in having consistent communication with
channel partners. Partners are also boasting about Epson's ability
to provide satisfactory repair and replacement services which lead to
proactive service approach by the vendor. Samsung has been able to
match Canon's level of product technological leadership, and
managed to score average in most of the categories. Channel partners
have high regards for after-sales support provided by Samsung.