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作为HP公司的技术供应商,Dell Computer扩大了公司的产品阵容,开始销售打印机和扫描仪。象HP和Compaq等PC销售商通过直接面向用户销售来降低成本一样,这也是Dell一直奉行的策略。由于过去外设在直销中一直没有受到足够的重视。因此对于HP而言,Dell此举可以帮助HP销售更多的产品,同时可以使HP防止在销售比预期的慢时出现的库存问题。Dell公司则可以从HP或其分销商处购买HP的打印机和扫描仪,然后将这些产品销售给公司的客户。Dell获准可以销售HP的LaserJet 4000、5000和8000型打印机、彩色喷墨打印机和一些高水平的扫描仪。公司的销售力量再将这些产品销售给政府、商业和教学市场上的客户。 Dataquest的打印机市场分析家Robert Fennell认为,打印机一直是通过再销商销售的,而Dell在销售渠道方面无人能及。由此,如果用户希望给自己的系统选择一个完全的方案的话,Dell应该能够提供良好的选择。在1997年年初,HP就开始尝试和Dell联合销售打印机。这一举动激怒了许多再销商。但是,Hp承认传统的再销商是HP打印机的“主要的支持者”。公司表示正在为再销商开发一个网
As a technology supplier to HP, Dell Computer expanded its product lineup to begin selling printers and scanners. Like PC vendors such as HP and Compaq, which reduce costs by selling directly to users, it’s a policy Dell has been pursuing. Because in the past in the direct sales of peripherals has not been given enough attention. So for HP, the Dell move helps HP sell more products and at the same time helps HP prevent inventory issues that occur when sales are slower than expected. Dell can then buy HP printers and scanners from HP or its distributors and sell the products to the company’s customers. Dell is licensed to sell HP’s LaserJet 4000, 5000, and 8000 printers, color inkjet printers, and some high-end scanners. The company’s sales force then sells these products to customers in the government, business and education markets. Dataquest printer market analyst Robert Fennell believes printers have been sold through resellers and Dell has no sales channel. As a result, Dell should be able to provide a good choice if users want to choose a complete solution for their systems. In early 1997, HP began trying to sell printers with Dell. This move angered many retailers. However, Hp acknowledges that traditional resellers are “major backers” of HP printers. The company said it is developing a network for resellers