The document discusses three potential deals, labeled Deal 01, 02, and 03. Deal 03 has a positive 6% margin and meets revenue and unit targets with better supply chain capabilities. Deal 02 has an 8% gross margin and three month delivery time. Deal 01 has a negative 12% gross margin but meets the unit target of 17,000, with revenues of 10,000 from a large public customer currently supplied by competitors. The document also discusses Dell's cash conversion cycle, with an overall cycle of negative 27 days, as well as working capital levels and opportunities to improve working capital through focusing on sales objectives.

1. THE
CASE
STUDY

2. DEAL 03
+ Close to our Revenue target
+ Close to our Unit target
+ Positive margin of 6%
+ Better Supply/ Shipping/ 20 k plus
employees
+ Negotiation

3. DEAL 02
(+) Heights Gross Margin 8%
(+) 3 Months Delivery

4. DEAL 01
(-) Gross Margin -12%
(+) Meet the unit Target that is 17,000
(+/-) Revenues 10,000
Large Public account currently
supplied by competitors

5. Do Not Approve
Not Ethical
Finance Approval
Gamble
NO direct impact on the Margin

6. Conversion cash cycle
Cash
Conversion
Cycle ratios:
Overall, our cash conversion cycle is -27 Days. It's a desirable situation for Dell.

7. DIO: Dell holds inventory for 17 days before turning it into sales.
DPO: Dell takes 89 days to pay its bills and invoices to its creditors.
DRO: Dell takes 46 days to convert sales into cash.

8. Working Capital
Overall The WC is good. However, Dell can improve its WP through focusing on
meeting sales objectives especially during Q4