HP HP-Measure-1964-05 free download

File name HP-Measure-1964-05.pdf

from the chairman's desk A TOUR PRESE T LEVEL of operations it requires long-range growth of our business. They must strive to de- .n. nearly ten million dollars every month to maintain velop lasting, mutually beneficial relationships with the cus- the jobs for our 6,800 employees. In addition to wages tomer. As part of this effort, they are expected to follow up and salaries, we must provide shops and offices, buy material with the customer after he receives an HP instrument to be for our products, set aside reserves for paid vacations and sure the instrument works properly and the customer is retirement, pay insurance premiums, and remit substantial completely satisfied. A basic tenet of our marketing phi- amounts in taxes to local, state, and national governments. losophy is that we be just as interested in what our customers Furthermore, if we are to be sure we will have as many or will buy tomorrow as in what they will buy today. more jobs in future years, we must have some funds left We are currently moving to strengthen our regional sales over each month to buy new facilities and equipment, and to offices, consolidating them where appropriate and increasing increase the equity or pay dividends to stockholders who their efficiency with automated order handling processes and have invested their money in our company. streamlined service capability. This will make it possible for These ten million dollars we need each month to support every salesman to spend more time on what he is uniquely your jobs come from our customers, and it is the responsi- qualified to do-determining and fulfilling customer needs. bility of our sales organization to bring into the company Because of the traditional pattern of our business, the new orders every month which average at least this amount. great majority of our HP salesmen are specialists in the elec- As you can appreciate, our sales group constitutes a very tronics market. Similarly, we have many people at Sanborn important part of our total operation. who are specialists in the medical field. In the future, we will In the short range, the level of our business, and therefore be developing an increasing number of products for the the number of jobs we can maintain, depends to a large chemical industry and other markets where we have little degree on how well each salesman does his day-to-day job. sales experience. Thus our goal, in addition to strengthening He must plan his time carefully, often traveling long dis- our regional sales offices in ways I have indicated, is to tances to see a potential customer for only a few minutes. He broaden their over-all selling capability so that we may ef- must continuall