Presentation On Direct From Dell

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Michael Dell Michael Dell was born on

February 23, 1965 Attended Herod Elementary

School in Houston, Texas Applied to take a high

school equivalency exam at age of eight

At age 15 he got his first computer, an Apple II, which he promptly disassembled to see how it worked.

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Profile• At the age of 33 he became youngest CEO

in history to head a Fortune 500 company.• Founded the company in 1984 with

$1000• Has been honored many times with

“Entrepreneur of the Year”, “Man of the Year” and “CEO of the Year” among many others.

• Member of BoD of the US Chamber of Commerce.

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Book Review

• Revolves around the idea of being Direct by eliminating the unnecessary steps

• Dealing of Dell computers directly with their customers and suppliers

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Book Review

• Willingness to look at the things differently

• Need of a framework and a dream

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Book Review

• A guide to hone competitive edge irrespective of nature of industry and role in it

• Seeing and seizing opportunity is a universally applicable skill;

• Curiosity and commitment

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Book Review

• Various competitive strategies :– Speed to market– Customer service– Producing high quality– Providing latest relevant technology

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Book Review

• Two parts:I. How strategies took hold as company grew

and changed and grew some more

II. Enhancement of these strategies; combining technology with the customer feedback

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Newspaper Subscriptions

:

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Fascination

And

to Business

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Dell Computer

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Dell Computer

For Dell, the timing was right : The beginning of a new consumer industry, continued high growth and

limited supply.

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Strategic Questions

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Customer Lessons Learned

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Key Actions

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Market Lessons Learned

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Market Lessons Learned(Contd.)

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Analysis is Key

There is no system that does not produce enough data to diagnose its own

inefficiencies.

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Define Your Goals

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Analyze Goal Progress

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Dell Market StructureChanges Over Time

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Hire people for potential to grow and develop

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Recruit for succession

(Train them to replace you)

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Stress Achieving Goals

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Accountability for Results 360 degree reviews.

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Responsibility to one another

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Implement through Dual Reporting

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Make successes a win for the entire company through communications

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Key Recruiting Issues

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Talking to Employees

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Keys To solve Employees Issues

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Train Employees to be Owners

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Enter the Web

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Enter the Web(Contd.)

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Dell Premier Pages

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It is better to be first at the risk of being wrong than it is to be

100% perfect two years too late.

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If you accept

as good enough, you are managing in the rear view mirror

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If we have a problem we have to fix it. We know if we don’t, someone else

will.

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Add value beyond the box by investing in a solution to customer’s problem and then look beyond it to the bigger potential of satisfying other customers.

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Consider your customer’s bottom-line. Serve them by saving them and increasing your bottom-line.

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Partnerships depending on your value at solving your customers problems.

Let customers teach you their more objective perspective.

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Forging Alliances

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Forging Alliances(Contd.)

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Exploit a competitive advantage, not merely slight variations of their competitors’ strategy.

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Work for a sense of urgency and crisis so that you can achieve aggressive goals by working smartly.

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Be opportunistic and be fast. Focus on competitive did and did not to provide you with opportunities today.

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Always strive to keep focused on growing the business and on wining and acquiring new business.

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