Hewlett Packard and Dell have signed a deal that allows Dell to resell HP?s entire printer and scanner line. Initially, the deal will be implemented in north America, but an HP spokesman said the intent is to expand the arrangement worldwide.
HP and Dell may be competitors on the PC market, but HP?s printer division sees direct sales specialist Dell as a valuable partner. Dell has been reselling low end HP printers since 1997.
Since March, Dell?s direct salesforce, which addresses corporate customers, has also been offering HP printers to its customers in a pilot programme. It is the success of that pilot programme that has lead to the latest agreement.
HP said the deal fits in the company?s policy to supply products wherever customers want to buy. ?We had some corporate customers that were buying PCs from Dell and who wanted to buy their HP printers from Dell, too," said HP spokesperson Dave Thiel.
Thiel said HP remains committed to its indirect sales model, and added that the deal would not adversely impact HP?s relationship with its reseller channel. ?Our intent is to drive incremental growth,? Thiel said.
Dell will be treated like any reseller, and receive discounts based on its volume, Thiel pointed out.
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