Dell is considering expanding into the large server business by outsourcing field service to Decision One. This would allow Dell to leverage Decision One's experience while maintaining its strategy of outsourcing non-core functions. Financial projections estimate an initial loss of $38 million but profitability going forward. Outsourcing to Decision One is determined to be the best option to support the new large server business while maintaining Dell's customer-centric and low-cost business model.
Aqualisa Quartz - Simply A Better Shower (HBR Case Study)Arjun Parekh
Probable Solution to HBR Case on Aqualisa Quartz. The Presentation consists of info about Channel Distribution, Development of Quartz Shower Valve, UK Shower Market, Initial Sales Results, 4Ps of Marketing for Aqualisa, A shift in Marketing Strategy.
Aqualisa Quartz - Simply A Better Shower (HBR Case Study)Arjun Parekh
Probable Solution to HBR Case on Aqualisa Quartz. The Presentation consists of info about Channel Distribution, Development of Quartz Shower Valve, UK Shower Market, Initial Sales Results, 4Ps of Marketing for Aqualisa, A shift in Marketing Strategy.
Crafting winning strategies in a mature market - US wine marketSaurabh Arora
The Industry Landscape in 2001
US: 4th largest wine producer in the world
US: 34th in world per capita wine consumption
Top 8 firms produce more than 75% of all the wine volume
Estimated 2500 firms produce the remaining 25%
Dominance of few large players in the low price market
Greater shelf space & high marketing budget
1990s: Consolidation of retailers and distributors across US
No of distributors fell from 5000 to 250 by 2000
Only 50 to 100 left with access to widespread national distribution
Large retail consolidation in US
Top 10 supermarkets control 55% of the US market in 2000
Majority of producers are focused on low volume/high price to gain maximum return/margin
Distributors are focused on high volume/low price to maximize economies of scale
Near impossible for a new company to establish itself
Low barriers invite more players to wine market
Porter’s five forces analysis
Threat of new entrants – HIGH
Low barriers to entry for new players in wine industry
Firms spent 40% of their expenditures on marketing and distribution
Existing rivalries in industry – HIGH
Total no of wineries in US increased by more than 400%
Glut of grape supply due to low growth in demand
This put downward pressure on price and margins
Bargaining power of Buyers – HIGH
More players are entering the market
Production outstripped demand by 20%
Consolidation of retailer and distributor
Bargaining power of Suppliers – LOW
Wine producers with their own vineyards attempts to control the operations starting from production to distribution
Threat of Substitutes – LOW for Budget
Only 10% people drank wine regularly
Of the remaining 90%, 46% preferred beer or spirits
35% drank alcoholic beverages other than wine
emerging nokia - should they focus on developed or emerging marketsSaurabh Arora
Should Nokia’s growth strategy be to focus on the developed markets, emerging markets or both?
Case Analysis
Handset manufacturer worldwide market share of 38% in 2009
Market leader in emerging markets like India(60%) and China(40%)
Financial performance pre-2008 was exceptional
Known for innovation
Offers products at all price points
Post-2008 started losing ground in developed markets
European market revenue declined by 15% in 2009
Exited the Japanese market after 20 years of operations
Nokia was fifth most valuable brand globally in 2000
Analysis of Emerging Market
Employed the cost leadership strategy: Purchasing power low in emerging markets hence Nokia provided cost effective products successfully.
First time purchasers: Only 20% of the emerging market were not first time purchasers
Services as the key selling point: People of emerging markets wanted value added services bundled with the phone
Analysis of Developed markets
Consumers not very price sensitive
Delivering innovative products more important
57% of the market goes for a second phone, most of the time for an upgrade
Emergence of i-phone, considered as replacement for normal handsets with users looking for upgradation
Growing competition from companies like Samsung, LG, Motorola and Sony Ericson was also making things worse for Nokia.
New Operating System – e.g. – Emergence of OSs like Google’s Android and Microsoft’s Windows mobile further bothered Nokia.
Inability to understand demand – Nokia failed to understand growing demand for touch phones
Why focus on Emerging Markets?
As Nokia has already gained the following benefits by being the first mover, it should strive hard to maintain it’s market share in developing economies. Advantages it has –
Earlier entry, early start of the learning curve. Its crucial and experience is tough to imitate.
Nokia can develop enhanced reputation by being pioneer and using its already established brand image
Absolute cost advantage can be gained by early commitments to supplies of materials and distribution channels….
Recommendations- Emerging Market
Nokia should concentrate on Improved as well as Basic phones as the market is still evolving
Tie up with Telecom players and bring dual sim phones to increase the switching cost
It should follow innovations in developed countries and adapt them to emerging markets in order to stand against competition.
One general strategy should be to outsource the services part as it is not Nokia’s competency and customers are giving more regard to services (Exhibit 6)
Instead of charging customers for Life tools, revenues should be earned from advertisers.
The Walt Disney: The Entertainment KingAnuj Poddar
This case is comprised of the company's history, from 1923 to 2001. The Walt years are described, as is the company's decline after his death and its resurgence under Eisner, some topics are devoted to Eisner's strategic challenges in 2001: managing synergy, managing the brand, and managing creativity. The case was written by Michael G. Rukstad and David Collis
The case was uploaded with a Walt Disney font, but Slideshare was not able to detect that
Crafting winning strategies in a mature market - US wine marketSaurabh Arora
The Industry Landscape in 2001
US: 4th largest wine producer in the world
US: 34th in world per capita wine consumption
Top 8 firms produce more than 75% of all the wine volume
Estimated 2500 firms produce the remaining 25%
Dominance of few large players in the low price market
Greater shelf space & high marketing budget
1990s: Consolidation of retailers and distributors across US
No of distributors fell from 5000 to 250 by 2000
Only 50 to 100 left with access to widespread national distribution
Large retail consolidation in US
Top 10 supermarkets control 55% of the US market in 2000
Majority of producers are focused on low volume/high price to gain maximum return/margin
Distributors are focused on high volume/low price to maximize economies of scale
Near impossible for a new company to establish itself
Low barriers invite more players to wine market
Porter’s five forces analysis
Threat of new entrants – HIGH
Low barriers to entry for new players in wine industry
Firms spent 40% of their expenditures on marketing and distribution
Existing rivalries in industry – HIGH
Total no of wineries in US increased by more than 400%
Glut of grape supply due to low growth in demand
This put downward pressure on price and margins
Bargaining power of Buyers – HIGH
More players are entering the market
Production outstripped demand by 20%
Consolidation of retailer and distributor
Bargaining power of Suppliers – LOW
Wine producers with their own vineyards attempts to control the operations starting from production to distribution
Threat of Substitutes – LOW for Budget
Only 10% people drank wine regularly
Of the remaining 90%, 46% preferred beer or spirits
35% drank alcoholic beverages other than wine
emerging nokia - should they focus on developed or emerging marketsSaurabh Arora
Should Nokia’s growth strategy be to focus on the developed markets, emerging markets or both?
Case Analysis
Handset manufacturer worldwide market share of 38% in 2009
Market leader in emerging markets like India(60%) and China(40%)
Financial performance pre-2008 was exceptional
Known for innovation
Offers products at all price points
Post-2008 started losing ground in developed markets
European market revenue declined by 15% in 2009
Exited the Japanese market after 20 years of operations
Nokia was fifth most valuable brand globally in 2000
Analysis of Emerging Market
Employed the cost leadership strategy: Purchasing power low in emerging markets hence Nokia provided cost effective products successfully.
First time purchasers: Only 20% of the emerging market were not first time purchasers
Services as the key selling point: People of emerging markets wanted value added services bundled with the phone
Analysis of Developed markets
Consumers not very price sensitive
Delivering innovative products more important
57% of the market goes for a second phone, most of the time for an upgrade
Emergence of i-phone, considered as replacement for normal handsets with users looking for upgradation
Growing competition from companies like Samsung, LG, Motorola and Sony Ericson was also making things worse for Nokia.
New Operating System – e.g. – Emergence of OSs like Google’s Android and Microsoft’s Windows mobile further bothered Nokia.
Inability to understand demand – Nokia failed to understand growing demand for touch phones
Why focus on Emerging Markets?
As Nokia has already gained the following benefits by being the first mover, it should strive hard to maintain it’s market share in developing economies. Advantages it has –
Earlier entry, early start of the learning curve. Its crucial and experience is tough to imitate.
Nokia can develop enhanced reputation by being pioneer and using its already established brand image
Absolute cost advantage can be gained by early commitments to supplies of materials and distribution channels….
Recommendations- Emerging Market
Nokia should concentrate on Improved as well as Basic phones as the market is still evolving
Tie up with Telecom players and bring dual sim phones to increase the switching cost
It should follow innovations in developed countries and adapt them to emerging markets in order to stand against competition.
One general strategy should be to outsource the services part as it is not Nokia’s competency and customers are giving more regard to services (Exhibit 6)
Instead of charging customers for Life tools, revenues should be earned from advertisers.
The Walt Disney: The Entertainment KingAnuj Poddar
This case is comprised of the company's history, from 1923 to 2001. The Walt years are described, as is the company's decline after his death and its resurgence under Eisner, some topics are devoted to Eisner's strategic challenges in 2001: managing synergy, managing the brand, and managing creativity. The case was written by Michael G. Rukstad and David Collis
The case was uploaded with a Walt Disney font, but Slideshare was not able to detect that
Client solutions for the modern workforceDell World
Businesses and end users today are not just looking for the latest devices or software developments in isolation – they are looking for solutions to help them remain secure, productive and connected in a simple and integrated manner. It's with this insight that Dell is developing innovative client solutions by integrating our range of capabilities, from tablets to PCs and virtualization solutions. Join us in this session as we will discuss how Dell uniquely enables customers to protect data, drive efficiencies in systems management, and deliver a reliable end user device all while saving IT time and money to focus on more strategic projects that can help companies grow.
ROI and Economic Value of Data VirtualizationDenodo
Watch full webinar here: https://bit.ly/3oaKSzu
Gartner has predicted that organizations using Data Virtualization will spend 40% less on data integration than those using traditional technologies. Denodo customers have experienced time-to-deliver improvements of up to 90% within their data provisioning processes and cost savings of 50% or more. Join us for this webinar to discover how Data Virtualization can help accelerate your time-to-value from data while reducing the costs at the same time. As Rod Tidwell (Cuba Gooding Jr.) said in the movie 'Jerry Maguire', "Show me the money!"
Register to attend and learn how Data Virtualization can:
- Accelerate the delivery of data to users
- Drive digital transformation initiatives
- Reduce project costs and timelines
- Quickly deliver value to your organization
Giacomo Squintani, PTC presenation at Spare Parts 2013Copperberg
"Spare Parts:from undervalued challengeto profit-boosting opportunity" Giacomo O. Squintani, Marketing Manager from PTC presentation at Spare Parts Business Platform 2013.
Find out more http://www.sparepartseurope.com/
Obtain a 360 - degree view of Your IT InfrastructurePrecisely
In today’s complex landscape of infrastructure and applications, it is increasingly challenging to know what is happening across your entire IT landscape and to be able to resolve issues before they impact the business. While there are many Operations Management, Monitoring, Security and Observability tools in use, most of them do not provide the ability to include data from IBM mainframes and IBM Power Systems.
These mission critical systems are important because they offer performance, scalability, and reliability that exceed what is available on other platforms. You need to solve the challenge of integrating the IBM mainframe and IBM Power System operational and security data into IT analytic platforms to help you proactively manage incidents, make data driven decisions, and enhance efficiency like never before.
Join us for this webinar to hear learn:
• Simple ways to integrate Mainframe and IBM i with your analytic applications.
• Continuing enhancements to more seamlessly integrate with leading analytic platforms like ServiceNow
• The addition of new analytic applications supported by Ironstream
Cloud: To Build or Buy - Can You Justify On-Premises IT?Dell World
Outsourcing IT to the public cloud may seem cheap and easy, but is it? Data shows that on-premises private and hybrid cloud can deliver superior ROI. Explore methodologies and TCO analysis that can help you build a better business case for your organization, while meeting a "cloud first" objective.
MT112 CHANNEL You don't have to dance around Dell EMC channel services...an ...Dell EMC World
From a hardware perspective, our channel goals are clear: provide maximum options for buying Dell EMC around the world. The same is true for services. There is a ton of services news to share. With simplicity, predictability and profitability as our channel pillars, we are delivering comprehensive sales readiness, technical training, certification and competencies, incentives, and an expanded portfolio. Plus, we want to hear from you. What else do you want from a new Dell EMC services program? Join us—let’s talk about why you’ve partnered with Dell EMC in the first place.
Project BBX - Turnaround Plan for Blackberry (Summer 2012)Robin Chan
Today Blackberry announced plans to look for a buyer. Over a year ago, I helped form a secret product and engineering team based Silicon Valley that was keenly interested in taking over the company. We wanted to move the company and its passionate customers to a custom enterprise tier of Android. We saw a troubled company that could be saved. We secured commitments of over $1B to pursue a turnaround. But we needed at least $5B more. Now, a year later, the strategy of an enterprise grade Android company is still sound, but it just might be too late to save Blackberry as an independent company.
VMworld 2013: VMware Customer Journey - Where Are We with ITaaS and Ops Trans...VMworld
VMworld 2013
Mike Hulme, VMware
Kurt Milne, VMware
Learn more about VMworld and register at http://www.vmworld.com/index.jspa?src=socmed-vmworld-slideshare
Similar to Dell Computers (A) : Field Service for Corporate Clients (20)
Memorandum Of Association Constitution of Company.pptseri bangash
www.seribangash.com
A Memorandum of Association (MOA) is a legal document that outlines the fundamental principles and objectives upon which a company operates. It serves as the company's charter or constitution and defines the scope of its activities. Here's a detailed note on the MOA:
Contents of Memorandum of Association:
Name Clause: This clause states the name of the company, which should end with words like "Limited" or "Ltd." for a public limited company and "Private Limited" or "Pvt. Ltd." for a private limited company.
https://seribangash.com/article-of-association-is-legal-doc-of-company/
Registered Office Clause: It specifies the location where the company's registered office is situated. This office is where all official communications and notices are sent.
Objective Clause: This clause delineates the main objectives for which the company is formed. It's important to define these objectives clearly, as the company cannot undertake activities beyond those mentioned in this clause.
www.seribangash.com
Liability Clause: It outlines the extent of liability of the company's members. In the case of companies limited by shares, the liability of members is limited to the amount unpaid on their shares. For companies limited by guarantee, members' liability is limited to the amount they undertake to contribute if the company is wound up.
https://seribangash.com/promotors-is-person-conceived-formation-company/
Capital Clause: This clause specifies the authorized capital of the company, i.e., the maximum amount of share capital the company is authorized to issue. It also mentions the division of this capital into shares and their respective nominal value.
Association Clause: It simply states that the subscribers wish to form a company and agree to become members of it, in accordance with the terms of the MOA.
Importance of Memorandum of Association:
Legal Requirement: The MOA is a legal requirement for the formation of a company. It must be filed with the Registrar of Companies during the incorporation process.
Constitutional Document: It serves as the company's constitutional document, defining its scope, powers, and limitations.
Protection of Members: It protects the interests of the company's members by clearly defining the objectives and limiting their liability.
External Communication: It provides clarity to external parties, such as investors, creditors, and regulatory authorities, regarding the company's objectives and powers.
https://seribangash.com/difference-public-and-private-company-law/
Binding Authority: The company and its members are bound by the provisions of the MOA. Any action taken beyond its scope may be considered ultra vires (beyond the powers) of the company and therefore void.
Amendment of MOA:
While the MOA lays down the company's fundamental principles, it is not entirely immutable. It can be amended, but only under specific circumstances and in compliance with legal procedures. Amendments typically require shareholder
RMD24 | Debunking the non-endemic revenue myth Marvin Vacquier Droop | First ...BBPMedia1
Marvin neemt je in deze presentatie mee in de voordelen van non-endemic advertising op retail media netwerken. Hij brengt ook de uitdagingen in beeld die de markt op dit moment heeft op het gebied van retail media voor niet-leveranciers.
Retail media wordt gezien als het nieuwe advertising-medium en ook mediabureaus richten massaal retail media-afdelingen op. Merken die niet in de betreffende winkel liggen staan ook nog niet in de rij om op de retail media netwerken te adverteren. Marvin belicht de uitdagingen die er zijn om echt aansluiting te vinden op die markt van non-endemic advertising.
Accpac to QuickBooks Conversion Navigating the Transition with Online Account...PaulBryant58
This article provides a comprehensive guide on how to
effectively manage the convert Accpac to QuickBooks , with a particular focus on utilizing online accounting services to streamline the process.
Falcon stands out as a top-tier P2P Invoice Discounting platform in India, bridging esteemed blue-chip companies and eager investors. Our goal is to transform the investment landscape in India by establishing a comprehensive destination for borrowers and investors with diverse profiles and needs, all while minimizing risk. What sets Falcon apart is the elimination of intermediaries such as commercial banks and depository institutions, allowing investors to enjoy higher yields.
As a business owner in Delaware, staying on top of your tax obligations is paramount, especially with the annual deadline for Delaware Franchise Tax looming on March 1. One such obligation is the annual Delaware Franchise Tax, which serves as a crucial requirement for maintaining your company’s legal standing within the state. While the prospect of handling tax matters may seem daunting, rest assured that the process can be straightforward with the right guidance. In this comprehensive guide, we’ll walk you through the steps of filing your Delaware Franchise Tax and provide insights to help you navigate the process effectively.
The world of search engine optimization (SEO) is buzzing with discussions after Google confirmed that around 2,500 leaked internal documents related to its Search feature are indeed authentic. The revelation has sparked significant concerns within the SEO community. The leaked documents were initially reported by SEO experts Rand Fishkin and Mike King, igniting widespread analysis and discourse. For More Info:- https://news.arihantwebtech.com/search-disrupted-googles-leaked-documents-rock-the-seo-world/
Cracking the Workplace Discipline Code Main.pptxWorkforce Group
Cultivating and maintaining discipline within teams is a critical differentiator for successful organisations.
Forward-thinking leaders and business managers understand the impact that discipline has on organisational success. A disciplined workforce operates with clarity, focus, and a shared understanding of expectations, ultimately driving better results, optimising productivity, and facilitating seamless collaboration.
Although discipline is not a one-size-fits-all approach, it can help create a work environment that encourages personal growth and accountability rather than solely relying on punitive measures.
In this deck, you will learn the significance of workplace discipline for organisational success. You’ll also learn
• Four (4) workplace discipline methods you should consider
• The best and most practical approach to implementing workplace discipline.
• Three (3) key tips to maintain a disciplined workplace.
"𝑩𝑬𝑮𝑼𝑵 𝑾𝑰𝑻𝑯 𝑻𝑱 𝑰𝑺 𝑯𝑨𝑳𝑭 𝑫𝑶𝑵𝑬"
𝐓𝐉 𝐂𝐨𝐦𝐬 (𝐓𝐉 𝐂𝐨𝐦𝐦𝐮𝐧𝐢𝐜𝐚𝐭𝐢𝐨𝐧𝐬) is a professional event agency that includes experts in the event-organizing market in Vietnam, Korea, and ASEAN countries. We provide unlimited types of events from Music concerts, Fan meetings, and Culture festivals to Corporate events, Internal company events, Golf tournaments, MICE events, and Exhibitions.
𝐓𝐉 𝐂𝐨𝐦𝐬 provides unlimited package services including such as Event organizing, Event planning, Event production, Manpower, PR marketing, Design 2D/3D, VIP protocols, Interpreter agency, etc.
Sports events - Golf competitions/billiards competitions/company sports events: dynamic and challenging
⭐ 𝐅𝐞𝐚𝐭𝐮𝐫𝐞𝐝 𝐩𝐫𝐨𝐣𝐞𝐜𝐭𝐬:
➢ 2024 BAEKHYUN [Lonsdaleite] IN HO CHI MINH
➢ SUPER JUNIOR-L.S.S. THE SHOW : Th3ee Guys in HO CHI MINH
➢FreenBecky 1st Fan Meeting in Vietnam
➢CHILDREN ART EXHIBITION 2024: BEYOND BARRIERS
➢ WOW K-Music Festival 2023
➢ Winner [CROSS] Tour in HCM
➢ Super Show 9 in HCM with Super Junior
➢ HCMC - Gyeongsangbuk-do Culture and Tourism Festival
➢ Korean Vietnam Partnership - Fair with LG
➢ Korean President visits Samsung Electronics R&D Center
➢ Vietnam Food Expo with Lotte Wellfood
"𝐄𝐯𝐞𝐫𝐲 𝐞𝐯𝐞𝐧𝐭 𝐢𝐬 𝐚 𝐬𝐭𝐨𝐫𝐲, 𝐚 𝐬𝐩𝐞𝐜𝐢𝐚𝐥 𝐣𝐨𝐮𝐫𝐧𝐞𝐲. 𝐖𝐞 𝐚𝐥𝐰𝐚𝐲𝐬 𝐛𝐞𝐥𝐢𝐞𝐯𝐞 𝐭𝐡𝐚𝐭 𝐬𝐡𝐨𝐫𝐭𝐥𝐲 𝐲𝐨𝐮 𝐰𝐢𝐥𝐥 𝐛𝐞 𝐚 𝐩𝐚𝐫𝐭 𝐨𝐟 𝐨𝐮𝐫 𝐬𝐭𝐨𝐫𝐢𝐞𝐬."
Attending a job Interview for B1 and B2 Englsih learnersErika906060
It is a sample of an interview for a business english class for pre-intermediate and intermediate english students with emphasis on the speking ability.
Business Valuation Principles for EntrepreneursBen Wann
This insightful presentation is designed to equip entrepreneurs with the essential knowledge and tools needed to accurately value their businesses. Understanding business valuation is crucial for making informed decisions, whether you're seeking investment, planning to sell, or simply want to gauge your company's worth.
What is the TDS Return Filing Due Date for FY 2024-25.pdfseoforlegalpillers
It is crucial for the taxpayers to understand about the TDS Return Filing Due Date, so that they can fulfill your TDS obligations efficiently. Taxpayers can avoid penalties by sticking to the deadlines and by accurate filing of TDS. Timely filing of TDS will make sure about the availability of tax credits. You can also seek the professional guidance of experts like Legal Pillers for timely filing of the TDS Return.
Enterprise Excellence is Inclusive Excellence.pdfKaiNexus
Enterprise excellence and inclusive excellence are closely linked, and real-world challenges have shown that both are essential to the success of any organization. To achieve enterprise excellence, organizations must focus on improving their operations and processes while creating an inclusive environment that engages everyone. In this interactive session, the facilitator will highlight commonly established business practices and how they limit our ability to engage everyone every day. More importantly, though, participants will likely gain increased awareness of what we can do differently to maximize enterprise excellence through deliberate inclusion.
What is Enterprise Excellence?
Enterprise Excellence is a holistic approach that's aimed at achieving world-class performance across all aspects of the organization.
What might I learn?
A way to engage all in creating Inclusive Excellence. Lessons from the US military and their parallels to the story of Harry Potter. How belt systems and CI teams can destroy inclusive practices. How leadership language invites people to the party. There are three things leaders can do to engage everyone every day: maximizing psychological safety to create environments where folks learn, contribute, and challenge the status quo.
Who might benefit? Anyone and everyone leading folks from the shop floor to top floor.
Dr. William Harvey is a seasoned Operations Leader with extensive experience in chemical processing, manufacturing, and operations management. At Michelman, he currently oversees multiple sites, leading teams in strategic planning and coaching/practicing continuous improvement. William is set to start his eighth year of teaching at the University of Cincinnati where he teaches marketing, finance, and management. William holds various certifications in change management, quality, leadership, operational excellence, team building, and DiSC, among others.
Unveiling the Secrets How Does Generative AI Work.pdfSam H
At its core, generative artificial intelligence relies on the concept of generative models, which serve as engines that churn out entirely new data resembling their training data. It is like a sculptor who has studied so many forms found in nature and then uses this knowledge to create sculptures from his imagination that have never been seen before anywhere else. If taken to cyberspace, gans work almost the same way.
2. Dell Strategy ?
• Dell Direct
Customer Data &
Product Choice
Dell
Personalized Product
Customer Service & Support
Component Suppliers/
Distributors
Outsourced Field service
Advantage :
1) Eliminating Intermediateries & Retailers
2) Production/Assy based on Orders , hence no Inventory
3) Amount Receivable < 5 Days
4) Amount Payable > 58 Days ( less Working Capital & Liquidity Requirement)
5) Focused more on Service & delivering Solution.
6) Integrated Supply chain
7) Value Chain Ensure Customer Demand Driven System
8) No need of Forecasting
9) Easy Understanding customer Preference & Emerging Technologies
10) Huge Customer Data Base & Happy Customers
3. Customer
Premier Pages
E-Product Catalog
Product Selection &
Pricing
Tailored /Own Pricing
Online Purchase
Order to dell
Supplier
Customized Product Production
Customer
Logistic -Delivery
through Couriers
Performance of
Product
Tailored Service &
Support ( Online &
Onsite)
Ending with Customer
Starting with
Customer
E- Interface with
Dell
Variety of Product
Paperless Doc
No Manual Error
Customer Driven
Production
Customer Need
Emerging Trends
No Retail
On Time “ Ship to
Target”
E- problem Report
Customer
Satisfaction
Monitoring
On Time & First Time
Fix
Happy Customer
Initial Field Incident
Rate
End to End Solution?
Critical Success Factor for dell
a) Low Cost Product
b) Logistic & Superior Service
4. What is dell Corporate Philosophy ?
• Dell Direct
- Premier Pages for Largest Global Customers
- 90% Corporate Customers
• Low Inventory
-Reduced from 13days in 1997 to 5 days in 2001
• Low Cost product & Superior Service
- Operating Expense Reduced from $340 in 1997 to 243 in 2001 (28.5%)
- Account Payable Increased from 54 days in 1997 to 58 days in 2001
- Profit/Employee Increased from $50048 in 1997 to $54000 in 2001
- Outsourced Field Service & Continuous Monitoring of Customer Experience
5. Dell Direct
Low Cost product
Logistic
Service & Support
High Customer satisfaction
SWOT Analysis
Highly recognized for Service & Support
Outsourced Field Support ( critical for Large
Server business)
Need to Depend on Suppliers
Less Inventory ( Hardware Support is required
during Issue)
Technology Competency
Current Approach on Service & Support through
FAQ, Self Service, Online may not Adequate.
Desktop PC Sales is declining
Market Capitalization is in downward Trend
Heavy Competition in Large Server Business
Huge Potential segment Still Untapped ( IBM :
35.9 % Market Share).
Small Server Business is growing ( 4% in 1997 to
19% in 2001)
Existing Corporate Customers May Prefer Dell
Large Server
6. Making a Decision
Outsource to Whom ? & Why ?
Shall Rely on Dell Support ?
Why Should Prefer Dell Product?
7. Critical Success factor for Large Server
Business is Field Support
Option 1 : Outsourced to IBM
Pros
1) Experience & Skilled Employees
2) More Technician / Customer ( 11 Nos Per Customers)
3) Market leader in Larger Server Business & Proven Service records
Cons
1) Direct Competitor
2) Efficiency of Dell will depend on IBM
3) Need to Share the core Competency with Competitor IBM
4) IBM will more Expose to Huge customer Base of Dell
8. Critical Success factor for Large Server
Business is Field Support
Option 2: Decision One
Pros
1) Experience & Skilled Employees
2) Based in 150 Location in USA and Canada
Cons
1) May not Honor Dell’s Extraordinary Commitment
2) Efficiency of Dell will depend on Decision One
3) May not Accept the Dell Corporate Philosophy.
9. Financial Statement Analysis
Details
1997 1998 1999 2000 2001 2002
Remarks
Existing Existing Existing Existing Existing Existing
New Server
Business
Total
Net Revenue 7759 12327 18243 25265 31888 25132 1453.95 26586
5% of Total Medium & Large
Server
Cost of Revenue 6093 9605 14137 20047 25445 19876 1163.16 21039.5
Gross Margin 1666 2722 4106 5218 6443 5256 290.79 5546.46
Operating Exp 952 1406 2060 2955 3780 2932 329.61047 3261.28
Operating Exp ( % of Net Rev) 12.27% 11.41% 11.29% 11.70% 11.85% 11.67% 22.67% 0.34335
Due to Inefficiency,
Operating Exp Doubled
Net Income 518 944 1460 1666 2177 1768 -38.82047 1728.85
Net Revenue by Small Server 310.36 1109.4 2371.6 4295.1 6058.7 4242 -
Day of Supply in Invenory 13 7 6 6 5 6 6.8
Existing Business Mov.Avg (6
days)+20% Increase of
Inventory due to Large Server
Business
Days of Sales in Account
Receivable
37 36 36 34 32 34 40.8
Account Receivable/Day 209.7 342.42 506.75 743.09 996.5 739.18 35.64 774.81
Days in Account Payable 54 51 54 58 58 57 45.33
Account Payable/Day 112.83 188.33 261.8 345.64 438.71 350.76 25.66 376.42
Avg Total Revenue per Unit 2700 2600 2350 2250 2050 2217 764736.84
Expected Customer Base is
1900 Nos
(12000*1453/9145)
Net receivable/day 96.869 154.08 244.95 397.45 557.79 388.42 9.9780882 398.396
No of Customer in Million 2.9 4.7 7.8 11.2 15.6 11.3 0.0019
Operating Exp/ Unit in $ 331 297 265 263 243 259 173479.192
10. Outsource Expense Analysis
Details IBM
No Of customer 12000 (0.012 Million)
Market Share 31%
Net Revenue Mid & large Server 9145 Million $
Cost Revenue 5487 ( 60% of Net revenue)
Gross Margin ( Net-cost Rev) 3658
Operating Exp (80% of Gross Margin) 2194.4
Employee Expense (80% of Opr.Exp) 1865.24 (assumption)
Total Emp Expense/ Customer 155436.6667
Total no of Employee 135000
No of Employees 11 Empl/Customer
Expense/Employee 14130.60606
To Provide the Service equivalent to IBM or Inline with Dell Other Product, Dell has to spend
14130$*20900= 295 Million $.
Due to Inefficiency & Training , Operating Expense will Increase from 11 % to 22% (Expected). Hence Total Expense will be
+295*22%+295= 329 Million $
11. Conclusion : Making a Decision
• Decision one Supplier is technical ly sound. Hence Dell Will Outsource the Field Service to Decision one ( for other
advantages as well).
• Presently Dell Existing Customers ( Including PC + Small Server) are being Handled by Outsourced Services. They have
Proven service records & Good Customer Satisfaction Index. Hence Handling the Outsourced field Service wouldn’t be
Complicated.
• Based on Financial Calculation, Large Server will have Loss of 38 Million $ (Expected). But Net Income (1728 Mil $) will
be more than 2000 Financial Year.
• Net Receivable /day (398 Mil $) will be more than Expected 2002 result or More than 2000 Result.
• Loss from Larger Server Business (38 Mil $) is Negligible (1.75% of 2001 Net Income).
• Product Diversification will Improve the Declining Market Capitalization & Improve the Revenue in upcoming Financial
Year.
• Inventory, Payable & receivable are reasonable par with Dell Philosophy. This Approach will not have any substantial
Impact on Dell Philosophy. Over the period, This can be reduced .
• Addition to Outsourced field Support , Existing Critical Success Factors like Low Cost product Logistic & CRM will
Provide the Competitive Advantage than Competitors. Hence Kapoor will Prefer the Dell Larger Server.