April 30, 2016  
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Marketplace Reports
Computer Economics Marketplace Reports provide information about crucial hardware and IT valuation trends you can use to control IT costs. Our marketplace reports are designed to help you understand current vendor discounting practices, pricing/performance trends, negotiate the best prices for IT acquisitions and dispositions, and prepare for technology migrations and transitions.

Selected past reports from this section are shown below.

Vendor Discount Report (Apr. 2016)
Market intelligence on current discounting practices for business equipment can be difficult obtain. As a result, buyers do not know whether a better deal can be negotiated. This updated report, based on our knowledge of recent deals, provides buyers with guidance concerning current discount structures on a variety of equipment. Categories include IT equipment (desktops, laptops, network equipment, printers, servers, and storage), office equipment (copiers, mail equipment), forklifts, medical equipment, test equipment, and miscellaneous equipment. Major vendors include IBM, HP, Dell, HP, Apple, and others. Includes a downloadable PDF workbook of more than 300 deals used in the report to calculate average discounts and soft cost statistics (14pp., 21 figs.).

How to Negotiate a Computer Lease for Maximum Flexibility
Lease agreements are often lengthy documents, printed in small type, and loaded with legal jargon, designed to give the impression that they cannot be easily understood or modified. Therefore, too many buyers simply sign the lease agreement as presented. This is a mistake. This article explains fourteen common leasing terms and conditions that lessees can and should negotiate up front to best serve the buyer's interest and grant maximum flexibility throughout the lease term. (6 pp., 2 figs.)
[Executive Summary]

Determining Fair Market and Residual Values for Technology Equipment
Just as the residual value or fair market value at lease end is central to a lessor’s profitability, understanding the projected residual value of equipment is a critical factor for your organization when implementing equipment procurement policies and lease management practices. This special report provides precise definitions of terms, an overview of the perspectives of the lessee and lessor, and a guide to negotiating lease contracts consistent with your business objectives. (3 pp., 1 fig.)

Secondary Market for Computer Equipment: Strong and Growing Stronger
The secondary market for computer equipment is growing significantly, but understanding this market and the possible pitfalls is important in developing a successful strategy. This report provides an overview of the used equipment market along with advice for getting the best deals, without sacrificing quality of service or reliability of the equipment.

Financial Analysis: Upgrade of Leased Equipment
Because of the many variables involved, deciding whether to renew an equipment lease or upgrade to newer technology is often a difficult process. This report shows how to perform the financial analysis to make such a decision, using a real life example. The example and accompanying calculations can be used as a template for performing your own analysis of a lease renewal.

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