Do It Right… Print Dell

1. Do It Right… Print Dell Training – Summer 2011

2. What’s Important • Competitive Advantages In the Box • Competitors • Competitive Advantages Outside the Box

3. Competitive Advantages In the Box • Dell printers designed with stronger specs • Market leading warranty • TCO (Total Cost Of Ownership) that is up to 30% better than comparable competitive units. • Fuser maintenance kit that is covered by the base warranty on most printer models.  • Dell workgroup and enterprise printers get up to 11% more printer output capacity per month over comparable printers from our leading competitor. • Printer fleet management software to minimize unmanaged & unmonitored expenses Dell Confidential

4. Competitors • HP • 75% of the Market • Complete product assortment • The Lexus of printers • “it may cost a bit more, but you won’t be fired for buying an HP printer.” • Brother • Traditionally a laser focus • Feature sets to match HP • Pricing slightly below HP • Lexmark • Complete product assortment although far less comprehensive than HP’s • Stamped bad channel partner because of their Dell connection. • The others • Established names • Have been in the market a lot longer than Dell. Dell Confidential

5. Competitive Advantages Outside the Box Beyond hardware, toner, paper, spare parts what other significant costs exists? Here’s a hint? What are the first words out of an IT Manager’s mouth after the CFO asks... “Why am I paying for so many different toner cartridges?” ”Why are we paying so much for a local guy to come out, so often, to fix our printers?” “Is there a reason we let vendors print out flyers on our printers to pass them to employees so they can immediately throw them in the trash? Are vendors competing to win an MVP “Assists” award?” UM…. Un-Managed & Un-Monitored expenses!!! • Ongoing device maintenance • IT helpdesk support • Power consumption • Print wastage (unlimited color printing or reprinting poor quality pages) • Intangible employee productivity losses resulting from unavailable printers Dell Confidential

6. Competitive Advantages Outside the Box • Feature • (What it is…) • OpenManagePrint Manager (OMPM ) • Dell Open Print Driver • Dell Color Track • Dell Proximity Printing Solution (DPPS) Function (What it does…) Software that allows you to manage & monitor your printer fleet(even selected Non-Dell Network Laser printers). The Dell Open Print Driver (OPD) is a single universal print driver designed to reduce the complexity of printer driver management on the network from Dell or other brands. Software that allows IT administrators to remotely designate color printing access, set print volume caps, and track printer usage on an individual or workgroup basis Downloadable software application that is designed to help you easily access any nearby printer on the network, regardless of its brand or location.  Benefit (What it means…) Save time & money byminimizing labor involved for ongoing device maintenance & IT helpdesk support calls. Download OPD at no cost from the Dell website. Reduces both IT manager workloadand network load without sacrificing features. Save money by limiting use of color printing Enable mobile workers to quickly access the nearest printer .Save time by printing to multiple printers without downloading multiple drivers. Dell Confidential

7. Competitive Advantages Outside the Box WHAT WOULD THE SAVINGS BE IF WE HAD COMPARED 100 OLD PRINTERS INSTEAD OF NEW !!! Save $200 - $760 per month on just 10 printers. And get faster printer speeds, higher duty cycles, better warranty, better management!!! Take a look at the savings in 3 years for 100 printers. A STAGGERING $69,000 to $274,000!!! Save $1,900 - $7,600 per month on 100 printers. And get faster printer speeds, higher duty cycles, better warranty, better management!!! Dell Confidential