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Approximate date of transaction:
10/28/2004
Name of account:
American Council of Life Insurance
Product(s) traded:
160 Dell GX240 desktop PCs
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Situation analysis
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The customer's existing product mix included both HP and Dell products. They saw the benefits of having
HP servers & storage but would consider HP desktops only after testing the units against each other.
In a successful test the HP dc7100 units out-performed the customer's existing Dell units and received a
great performance review. The customer was amazed at the trade-in value of the units because they had
also contacted Dell about trading in their Dells for new Dells, but the company did not offer any trade
in program.
Although Dell was amazed by the value being offered for their equipment, they told the customer the
units had no value. The customer saved a large amount of money and was well within their budget. If not
for the HP Trade-In Program, the customer would have had to pay for their own recycling program.
Other thoughts
Using the Standard Trade-In Program, the customer was able to purchase additional servers, with the same
budget, and was very pleased that they did not have to pay the shipping costs to return the units. The
customer is now aware of the wonderful price and ability to move old equipment for new equipment at an
additional savings, and recommended the program to contacts in other businesses.
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Niranjan Shivashankar
niranjan.shivashankar@hp.com
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Printable version
