We handpick every product we feature. We may be compensated or earn commission from the links on this page.Small Business|Setting Up a New Business|Choose a Business NameHow to Become an Authorized HP ResellerBy Leon Teeboom, ContributorThere are a couple of ways to become an authorized reseller of HP products.Getty
Ever since William Hewlett and Dave Packard built their first product, an audio oscillator, in a Palo Alto, California garage in 1938 and subsequently founded Hewlett-Packard in 1939, their namesake company has had an inclusive policy with regard to its employees -- and by extension, its resellers, which it refers to as "partners." A small business wishing to become an HP reseller can either apply to become a partner or can become a reseller through the company's open distribution program, which allows you to sign an agreement with one of HP's distributors, rather than with HP itself. The option you choose depends on how closely you want to be tied to the company's inclusive culture and reseller requirements.
Become a Partner
Incorporate your business if you are not already incorporated if you choose to become an HP partner. HP requires all of its partner/resellers to be incorporated. You must also have a physical address where you operate your business and a website; your domain name must include your email address.
Visit the HP partner portal at HP.com and register for the HP Partner Portal by clicking "Register" at the top left. HP says that signing up for the portal will allow you to subscribe to HP communications, sign appropriate contract addenda and gain access to training and marketing tools. As a new reseller, click "Option A." This will bring up a window where you will create a password and user ID and fill out basic business information, such as your business and email addresses. Click "Register New Partner Company" at the bottom of the screen.
Check the email confirmation when it arrives to make sure its contents are accurate. Within four days you will receive another email from HP telling you whether you have been approved or if the company requires additional information. The approval email message will include the "HP U.S. Partnering Guide," which will explain how to complete the additional steps. Have an authorized representative of your company sign the HP Partner Agreement once HP provides it to you.
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Use Open Distribution
Fill out an application with one of HP's authorized distributors, D&H, Synnex, TechData or Ingram Micro, to become a reseller through the open distribution program. Find links to the websites of these companies by selecting and clicking the PDF file titled "US Distributor Summary Matrix" on the "Become a Partner" page of HP's website (HP.com). The list will include a number of companies, including their website links, but to resell HP products through open distribution you can use only D&H, Synnex, TechData or Ingram Micro. Click the link for your chosen company. Procedures vary by company, so follow the prompts on the specific websites to sign up. For DH, for example, click the "New Customer" bar at the left-hand side of the website to be taken to a new customer signup page that asks you to supply a tax ID number as well as other business information. The other three companies offer a similar signup process.
At the bottom of the "Become an HP Partner" page (HP.com), click on the PDF file, "List of Open Products," which lists products you can resell through HP's open distribution program. Through this program, you can resell HP printers, scanners, desktop computers and laptops, and certain storage and server devices.
Check the websites of the company or companies through which you are reselling once you have been approved. HP notes that these companies can provide a small business with information about product availability, financing, training programs and sales and technical support.
References
Entrepreneur: William Hewlett & David Packard -- Maverick Managers
[ci] Channelinsider: Hewlett Packard Partner, HP Distributor, HP Reseller, HP Channel Program
Amazon.com: Bill & Dave: How Hewlett and Packard Built the World's Greatest Company
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Resources
DH: Online Signup
Synnex: Become a Partner
Tech Data: Open An Account - Become a Tech Data Reseller Now!
At the bottom of the "Become an HP Partner" screen, HP has included several documents that will be important if you are approved to become an authorized reseller or HP products. These include the: HP Partner Agreement and HP Partner Roles and Responsibilities Addendum. Read these over while you are awaiting approval to become an HP partner to view the agreement you will be required to sign as well as the responsibilities you will take on as a partner.
Unlike with the partnership agreement, you do not need a physical address to resell HP products through the open distribution process, and your domain name does not have to be part of your email address.
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Warnings
There are benefits to becoming an HP partner, such as rebates, promotions and sales incentives, sales and technical training and access to demo equipment and marketing materials. But you will also be required to follow certain purchasing requirements. Those requirements are spelled out in a document called, "HP Partner Terms of Purchase." However, HP will only allow you to see the terms if you "establish a direct purchase relationship with HP," so be sure to read that document carefully when HP makes it available to you before you sign a partner agreement.
Leon TeeboomContributor
Leon Teeboom has written for such newspapers as "The Los Angeles Times" and "The Orange County Register." He has also written for/and worked as an editor at "The Press-Enterprise" as well as two business publications and several online media companies.
