Post on 05-Apr-2018
8/2/2019 HP Channel Management - Kashif Ahmed Saeed Final
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Headquarters
of HP
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• Channel Management
• Factors leading to Managing different channels
• Activites/Functions
• History
• Mergers and Earnings
•
Traditional Approach• Why HP went online
• Benefits of going online
• Why HP choosed FedEx
• Supply Chain Solution
• Summary
CONTENTS
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60%
10%
5%
7%
11%7%
HP PSG Market share In Pakistan
HP Lenovo Dell Acer Asus Others
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HP PSG PRODUCT SHARE IN PAKISTAN
MARKET
• Laptops per Qtr. On avg. 4500 units
• Desktops per Qtr. On avg. 3500 units
• LCD/LEDs per Qtr. On avg. 6000 units
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HP is an American multinational information tec
Bill Hewlett and Dave Packard are the founder
The company originated in a garage in nearby Pa
In 1939, Packard and Hewlett established (HP) ingarage with an initial capital investment of US$5
HP incorporated on August 18 1947, and went pNovember 6 1957.
Their very first financially successful product waaudio oscillator, the Model HP200A
The Walt Disney Company was one of earliest cu
HISTORY
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HP's posted net revenue in 2009 was $115 bill
In 2006, the intense competition between HPtipped in HP's favour
In 2008 HP became #2 globally in IT services aby IDC & Gartner
In November 2009, HP announced the acquisiof 3Com
On April 28, 2010, HP announced the buyout
On August 6, 2010 CEO Mark Hurd resigned
MERGERS AND EARNINGS
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DISTRIBUTION IN PAKISTAN
• Paksitan Office products (POP)
• Advance Business Systems• Spectrum
DISTRIBUTORS• Mushko Electronics Pvt.Ltd
• Jaffer Brothers Pvt.Ltd
• Premier Business Systems
• New Horizon Computers
TIER-1 PARTNERS
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HP Sells Their Pc’s and Laptops thru multi-channel i.edisti,retail outlets etc.
HP also Distributes their Products through Multibranand Computer Malls (like HP Experience Zone)
It also has Dedicated Stores in Major Cities like Karacand Islamabad and Multan.
• On-line retail channel www.hpshopping.com
CHANNEL OF DISTRIBUTION
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Since couple of decades HP has a reputation of exceedingcustomers expectations.
The main parameters of going online was Reducing costs, IncreaseSales revenue, and strengthen customer relationships
HP’s online store (www.hpshopping.com) was launched in early1998 and experiences revenue growth of over 500% annually.
HP decreases returns cycle times by 80%.Online status tracking offers complete visibility throughout the
returns process
WHY HP WENT ON-LINE?
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- Direct contact with customer.
- Removal of intermediaries.
- Reduction in cost.
- Reduction in time.- Proper assessment of customer needs
ONLINE CHANNEL LEADS T
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Competition like Dell/Aer/IBM Lenovo/Fujitsu siemens
Competitive pressure
e-commerce a dimension less medium comprising
hundreds of opportunities for every buyer and sellers.
Cost reduction
Desire to manage vertical markets
FACTORS LEADING TO CHANNEL
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HPSHOPPING.COM
- Hpshopping.com was ranked #1 inretail revenue and #3 in PC product
sites. It also ranked in the top ten for
overall revenue and brand recognition.
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HP wanted a provider with industry-leading experience
and capabilities, including:
Proven expertise in information technology.
Experience in e-commerce and channel management
HP shopping.com asked FedEx to develop a
comprehensive solution that would manage the entire
process — from order management to order fulfillment
WHY HP CHOOSED FED-EX?
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1. Market segmentation (loosing market due to UAE)
2. HR Policies of retaining good people
3. Customized PC and Laptop offerings
CHANNELING SOLUTION
Recommendations
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1. Market segmentation (loosing market due to UAE)
2. HR Policies of retaining good people
3. Customized PC and Laptop offerings
CHANNELING SOLUTION
Recommendations
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ORDERMANAGEMENT PROCESS
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Warehouse management
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