Escolar Documentos
Profissional Documentos
Cultura Documentos
Presented by:
Gaurav Sinha
MBA (MARKETING)
ICFAI BUSINESS SCHOOL(HYDERABAD)
ININTRODUCTION
T R O D U C T IO N
• October 25, 2005- retirement of President of Dell
China, Foo Piau Phang
•
•
B ABackground
C K G R O U N D Note
N O TE
• 1983 Michael Dell upgraded IBM PC’s
• Dell computer corporations incorporated on May
3, 1984
• Revenues grew
• Introduced support services
• 1987 global
• 1988 went public
• Entered the retail channel
• 1993 cash crunch in the company
•
• Mort Topfer joined dell
• Indirect distribution channels not successful
• Exit from retail market
• Direct sales model , customization
• Selling through internet, july 1996
• Company branched into new markets
• Started selling Printers
• Collaborations with companies like Lexmark,
• Fuji, Xerox, Samsung and Kodak
•
DELL’S DIRECT MODEL
PUSH - PULL
BOUNDARY
PULL STRATEGY -
GY - Component inventory basedFinal
on forecast
assembly in response to specific cu
RAW MATERIALS
END CUSTOMERS
vChinese PC market
v
vDELL’s strategy in Chinese market
vChinese PC market
CONTINUED…..
CONTINUED……
Passed on the low cost benefits to the customers.
Direct model helped reduce channel costs,
obtained real time market information.
Focus on individual customers. Launched smart PCs
at lower prices.
Opened an Enterprise command Center in Xiamen to
provide high level round-the-clock support for
server and storage customers.
DELL ININ
DELL CHINA BYBY
CHINA 2004
2004
7.2 % share in Chinese PC market.
share dropped.
•
PROBLEMS
PROBLEMS FACED BYFACED
DELL INBY
CHINA
DELL IN CHINA
• SATURATED URBAN MARKET:
Ø Dell mainly concentrated on urban cities like
Shanghai and Guangzhou.
•
•
E XEXCESSIVE
C E S S IV E D DEPENDENCE
E P E N D E N C E OON
N DDIRECT
IR E C T MMODEL
O D EL :
ØT S IN G H U A T O N G FA N G ( T H T F )
It is a su p p lie r o f It p ro d u cts & so lu tio n p la n s,
its p ro d u cts in clu d e d e skto p P C ’ s, N o te b o o k
P c ’ s, D ig ita l & co m p u te rize d p e rip h e ra l
p ro d u cts.
GA
UR
AV
SI
NH
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