Winkler Fails To Keep H-P Work As Client Consolidates At Goodby

Winkler Advertising’s recent loss of its estimated $10 million Hewlett-Packard laser jet supplies business followed an unsuccessful pitch to keep the account, according to sources close to H-P. The San Francisco shop’s contract with the client had expired last December, they said.
Goodby, Silverstein & Partners, San Francisco, which handles H-P’s $40 million printers account, picked up Winkler’s portion of the business “based on the merits of their past work for H-P” and did not have to pitch, sources said. Goodby executives could not be reached for comment.
H-P’s decision was a “big surprise,” according to Pat Marcoccia, Winkler’s vice president and creative director. “We presented six new campaign ideas, and we were assured that our contract was good until at least this fall. But the next day they called to tell us [about the consolidation].”
“We decided it made sense for us to communicate with one voice,” said Doug Cole, advertising manager for H-P’s laser jet supplies division. “We feel Goodby’s work speaks better to our business audience.”
Including H-P, Winkler has lost nearly $20 million in business since February. It laid off at least 12 people last week [Adweek, April 20].