This document summarizes IBM's replacement toner cartridges for HP printers. It highlights IBM's brand recognition and quality standards that are equal to or exceed HP's. It promotes IBM cartridges as a cost-effective alternative to original HP cartridges, while also being better for the environment. Contact information is provided for marketing materials, website resources, and customer support to help sell IBM cartridges.

1. IBM REPLACEMENT TONER CARTRIDGES FOR HP PRINTERS
January 2009

2. AGENDA
• Did you Know?
• Why Sell IBM?
• IBM Quality
• How Can We help?
• Don’t Forget!

3. Did you know…?
• IBM ranked #2 in BusinessWeek’s 2008 TOP 100
BRAND LISTING
• The IBM brand is among the most recognized and
valuable brands in the world
• Customers’ view of what IBM means
– Dependable
– Trustworthy
– Leadership
– Helping Customers Succeed
– Safe and Reliable Choice

4. Did you know….?
• 75% of Monochrome Toner Market buys OEM
• 95% of Color Toner Market buys OEM
Current
IBM Replacement Cartridge
End User Perspective Spectrum Toner
Choice Strategy
Brand Conscious
Receptive to
IBM
Replacement
HP Cartridge value
proposition.
Compatible
(Est. 25% Not the target
Price Conscious
Worldwide)

5. Why Sell IBM?
Market Trends Conducive to selling IBM
1. HP Price Increase (Sept 08/Feb 09) 5-7%
2. General Economic Conditions
3. End User Cost Savings Initiatives
4. Color Printers & Increased Costs (4
cartridges vs. 1)
5. Concern for the Environment

6. Why Sell IBM?
• Higher Margin than OEM/Equivalent
Quality & Brand Comfort
• Go after the 75% not the 25% everyone
is fighting over
• Provides Access to New Customers
• IBM products help the environment and
we all need to do our part
• 2 Year Guarantee

7. IBM CARTRIDGES ARE…
• Manufactured in ISO 9001:2000 Certified
Facilities
• Manufactured in ISO 14001 EMS Facilities
• Tested according to ISO 19752/ISO19798
Standards
• Continually Benchmarked against OEM
performance
• Life tested throughout manufacturing process
• 100% post tested- Every cartridge tested for
functionality before packaging.
• Emissions tested

8. IBM BRANDED TONER CARTRIDGES FOR HP PRINTERS
Product Comparison Dec 2008
IBM Branded HP comments
Marketing and Sales Aspects
Brand recognition 2nd 13th 2008 Business Week Ratings
Price Very competitive Constantly increasing prices
Packaging Retail High Quality Good
Warranty 2 years 1 year
Quality and Technical Aspects
Health and Safety Industry leading good AQS air emissions testing by IBM
safe chemicals Industry leading good All chemicals identified and quantified
Raw materials certified certified No materials process can be modified
Image quality Quarterly reviews vs. HP NA
monochrome yield testing ISO 19752 ISO 19752 IBM and HP use the highest standards
color yield testing ISO 19798 ISO 19798 IBM and HP use the highest standards
ISO 9001 certification yes yes Essential for high quality manufacturing
Statistical process control yes likely Essential for high quality manufacturing
100% end of line testing yes yes
Always use new OPC drums yes yes
Always use new wiper blades yes yes
Environmental Aspects
ISO 14001 certification yes unknown
Environmental recycle some recycle
Waste to a landfill Zero waste most risk of landfill

9. IBM PRODUCT OFFERING

10. IBM COLOR REPLACEMENT
CARTRIDGES

11. IBM COLOR BUNDLES
Save more with purchase of color bundles. Includes two Black cartridges and on of each
Cyan, Magenta and Yellow

12. How can we help?
• IBM Literature
• IBM Website (www.turbongroup.com/ibm)
• Individual Support
• Customized Marketing Programs
• Your Feedback

13. In Closing
• IBM Brand: Quality, Reliability, Value
• IBM = HP
• 75% still using HP Monochrome
• 95% still using HP Color
• Environmentally Responsible Product
THANK YOU!!