The real deal: get more for your money when buying a PC

Entrepreneur, August, 1998 by Heather Page

Bombarded with an ever-growing number of choices, how should a small business go about selecting a PC? Clearly, the answer depends on your needs, level of computer expertise and budget. But no matter what your situation, experts say the first step is to accurately assess your technology needs. Begin by determining exactly what you want to accomplish: Do you need a computer for general office productivity, or to run a specialized accounting package specific to your industry? Only after you have a thorough understanding of your needs should you make your next move toward buying a PC.

GET THE SCOOP

After assessing your needs, doing some research is a must. Online resources should be your first stop. A number of Web sites can be quite useful for finding out about PC products and their prices, making it easy to comparison-shop online. Some computer manufacturers even have small-business Web sites showcasing products designed specifically for small companies so you don't have to sift through consumer models to get to what you need. In addition, most of these Web sites will let you order PCs directly online.

Try Hewlett-Packard's Small Business Home Page (www.hp.com/sbso): Click on the Helping You Choose feature within the Business Toolkit to access a listing, by type, of Hewlett-Packard's entire line of small-business products. Clicking on the type of PC you're interested in aligns similar models side by side for an easy comparison. There's also a Best Offers area that lists the best deals Hewlett-Packard has to offer.

Computer Discount Warehouse (www.cdw.com) has a CDW Compare feature that lets you compare and contrast up to five systems simultaneously. Select a class of products and a price range, click on Compare, and you'll get a look at all the PC models that meet your specifications, complete with links to the latest magazine reviews of these products. What's more, a Hot Deals section gives you the scoop on companies offering rebates, savvy bundling offers and dirt-cheap prices.

In addition to online information, sound out your peers and ask for their opinions on computer manufacturers, models and methods of purchase.

TO THE SOURCE

When it comes to purchasing a PC, there are a number of sources to investigate, including retail, buying direct from the manufacturer or going through a reseller (also called a value-added reseller). Whom you purchase from should largely depend on the level of service you want and your budget.

If you need hands-on service or want to speak with someone in person, consider a retail store. Retail outlets such as CompUSA offer a broad selection of products you can test out before you buy. They also usually have tech support service centers nearby, so you can take your PC in for service should you experience any problems.

Some experts, however, caution small businesses against buying via retail. For one thing, they say, prices are typically higher than those of other sources. What's more, salespeople at retail outlets typically only recommend what's in stock, which could lead you to purchase products that don't suit your needs. "It doesn't make sense for small businesses on tight budgets to pay for features, functions and capabilities they don't need," says Patrick T. Somers, president of Business First Inc., an IT consulting firm in Exton, Pennsylvania.

Companies providing direct sales, such as Gateway and Dell, offer consumers the freedom to pick up the phone and order state-of-the-art machines at prices that are often hundreds of dollars less than retail. These companies will also let you configure a machine to your exact specifications, so you can get a larger hard drive or better monitor, for instance. Also, many manufacturers offer models designed specifically for small businesses, so you won't pay for multimedia speakers or a sound card you don't need.

On the downside, buying direct often means you sacrifice local tech support. Also, your choice of products may be more limited, so it's even more important to investigate several companies to find out which one has the best products for you.

Small businesses in need of very personalized service should consider buying from a reseller that can custom-design computer solutions, install equipment and really get to know your computer and your business inside and out. While they're generally more expensive, they offer an extra level of service. "What [computer resellers] bring to the table is the big picture," says Stephen Mien, president of Integrated Technology Systems, a computer consulting firm in New York City. "We're able to design a complete solution for companies that involves hardware, software and [addresses] your general business concerns." (For more information on computer resellers, see "Bytes," May.)

ON SECOND THOUGHT...

There's a lot more to good buying habits than selecting a source - you should also consider what brand would be best for you. Sticking with well-known computer companies is a wise move. While off-brand equipment manufacturers offer very tempting deals, it's probably best to go with a name you recognize. "We tell clients to stick with well-known names because they're running a small business and don't have time to be concerned with computer systems that don't work," Somers says. "If you stick with a bigger brand, you'll pay a slight premium, but your chances of having a problem are much lower."