Cash offer spurs resellers to sell HP kit

Sales staff working for HP resellers are being offered the chance to earn rewards for the amount of equipment they sell

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By  Andrew Seymour Published  January 25, 2009

Sales staff working for HP resellers are being offered the chance to earn cash and other rewards for the amount of equipment they sell as part of a new incentive scheme conceived by the PC vendor.

The ‘HP Rewards Club’, which allows participants to register transactions and monitor their performance by text message, is designed to stimulate sales among first-tier partners.

“HP is funding the Rewards Club as an incentive programme for sales people at HP resellers to drive sell-out and sales behavior for joint business with distributors. The programme will help demand generation from January onwards,” explained a spokesperson at Emitac, one of three authorised HP distributors involved in facilitating the initiative along with Redington and Jumbo.

Upon registration, sales staff will receive a card that allows them to collect points for each HP item sold to an end-customer. They must SMS the serial code of the product and their card number to HP, which promises to process and validate the claim within three days.

Sales personnel can redeem the points they earn against HP products, Dnata travel vouchers or cash.

Bernhard Isemann, HP’s Middle East channel chief, confirmed the launch of the scheme and said it would allow resellers to feel instantly rewarded for the sales they make.

“The programme delivers to us — for the first time — a real connection to the people who are selling our products,” said Isemann. “It has initially been launched in the UAE but we are expanding it to Saudi Arabia and then the other Gulf countries. By the end of February the whole Middle East should have access to it.”

Only sales of products from HP’s Personal Systems Group will be counted during the pilot phase However, the vendor plans to widen it to include printing and enterprise hardware within the coming weeks.

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