Dell to Market Xerox Printers

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Dell Computer Corp., Round Rock, TX, and Xerox Corp., Rochester, NY, yesterday formed a strategic marketing relationship that will allow Dell to market Xerox' line of printers, including its new office line, to its corporate and small-business customers.


The agreement has no specific time limit.


"We are always looking to expand our product offerings for our corporate and small-business customers," said Andy North, a spokesman for Dell. "This agreement is beneficial to both parties in that we can expand our offerings and they can expand their distribution."


Dell will make Xerox products available in some of its consumer and small-business catalogs as well as on its Web site. More specifically, Xerox products will be available at www.dell.com through the Office by Dell Web site for small-business customers and through Dell's Premier Pages Internet sites for corporate customers.


North said Dell conducts most of its business with corporate and small-business customers over the Web and telephone.


"By adding Xerox to our roster of printing partners, we are even better equipped to serve our customers with a full range of office printing technologies that provide end-to-end solutions," said James Vanderslice, vice chairman of Dell.


As part of the agreement, there will also be a link on the Xerox site to the Dell homepage.


Xerox' global presence was the most appealing factor for entering into the partnership. For Xerox, it was the direct relationship Dell has with its customers and its ability to service accounts via the Web that made it an "attractive partner," according to North.


North said the two are still working out the details regarding whether they will bundle any of the products.


Some of the Xerox products initially included in the agreement are the full line of Tektronic Phaser color printers and the DocuPrint personal and network laser printers. To optimize printing performance and offer customized services for Dell customers, the companies have started joint marketing and technical programs.


Xerox, as part of an optional three-year Preferred Service Plan, is also offering dedicated after-sale support for Dell customers, including a toll-free service hot line and next-day on-site service. Dell customers will be offered a special online support Web page. Xerox plans to extend its total satisfaction guarantee.
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