HP ups the ante with Dell

Trade

The vendor is offering customer savings of up to 24 per cent on
selected products and is also including notebooks in its “Top Config”
scheme.

Top Config, launched two years ago, allows VARs to configure a machine via a distributor’s web site, with the completed product sent either to the reseller or direct to the end-user. “ We are talking about an offensive approach,” said Albert Bozzo, vice president EMEA of
commercial products at HP’s personal systems group.

“We can offer a unique value proposition to customers through our
channel that Dell cannot,” he said, adding that the firm intends to
deliver competitive products and pricing across its whole supply chain.
“In the past, our pricing strategy has been more high price/high
discount, but now we have moved to a more upfront pricing strategy and it means we can deliver the right margin for both HP and our partners,” he said.

Bozzo said that the scheme is the first of a “crescendo of initiatives”
from HP across EMEA. One reseller said the new pricing strategy would give them the edge to compete with Dell and, possibly, beat them.

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