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Technology Stocks : Identix (IDNX)
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To: kathy keyes who wrote (9632)7/28/1998 2:22:00 PM
From: David  Read Replies (2) of 26039
 
"To GSA or not to GSA, that is the question . . .

"Whether 'tis nobler to suffer the slings and arrows of outrageous
competitors,
"Or take up finger(scanner)s against a sea of low margins . . ."

Or something like that.

I don't know why the original purchases by the INS were not off the GSA schedule, Best bet: They wanted some customization of the equipment, and the GSA schedule normally provides a "take it or leave it" machine. GSA purchases, however, go for lower margins (although a lot is made back up in lower administrative costs . . . these things are much closer to selling themselves). The best of all possible worlds is what I think we are seeing with the INS deal: Hundreds of machines sold at retail or near-retail prices, probably with minor fixes for the customer's purposes.

I am basing my analysis of this situation on my knowledge of government operations, and phone calls to INS procurement staff.
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