Dell has offices in thirty-four countries around the world and sells its products and services in more than one hundred and seventy countries. The table below provides a break down of Dells global market growth and position. Monetary values are quoted in US$ in millions. Continent Market Position Net Revenue as at January 28/2000 Annual Growth RateDell AmericasDell Europe/Middle East/AfricaDell Asia Pacific and Japan127 1787955901796 48%24%52%According to Dells forecast it is estimated that total revenue will amount to US$33 billion this year, where US$20 billion will be as a result of online transactions.
(1) In the Appendix of this report, a consolidated statement of income on Dells financial position for the year ending 28/1/00 is presented. The important aspects of Dells Product and ServiceDells core competency lies in customising its product – computer hardware and software to the specific needs of the consumer. The organisation has been able to gain a cost advantage by creating a standardised product as well as achieving the market advantage of variety and uniqueness. The modular design of Dells products has made that possible. Dells use of modular design involves using a standardised building block/chassis to which; value is added by building each product to the customer’s specifications, the outcome being a unique finished product.
Modular design also gives Dell the increased flexibility in its procurement function. The diagram below highlights this flexibility:Dell Computers CorpSuppliers (figure 1. 1) Suppliers Figure 1. 1 provides a simplistic example of Dells supply chain. The numbered squares each represent a component supplier. Hypothetically speaking lets us assume that supplier number 5 provides Dell with circuit boards.
Management has discovered that it would be more efficient ordering that component from a regional supplier, therefore decides to cut supplier 5 out of the supply chain and switches to supplier number 6. The modular design of the product makes that possible as well as the fact that the bulk of the components are not being ordered from a single supplier. Dells product range includes the following:Based on the information above it can be said that, Dell is one of the most ideal models of a market-orientated organisation. By having a direct relationship with its customers the organisation has been able to gain an understanding of their individual needs and therefore, strategically segmenting the market as follows:? Home and Home office ? Small business Center (businesses under 400 employees)? Medium and large business (businesses with over 400 employees)? Internet Service Providers (Internet service providers, application service providers and web hosting companies)? Health Care business? Government agencies? Education facilitiesDell has characterised its relationship with the market segments above under one broad heading that is The Dell Direct Model.
The Dell Direct ModelThis model involves several factors namely:? Build to order manufacturing? Low cost high speed distribution and procurement system? Direct relationship with customersThese three factors are essentially the backbone of Dells operations and the means through which the organisation is able to differentiate itself from competitors, therefore sustaining a significant competitive advantage. Dell is the entire distribution channel from the procurement to the delivery of the finished product/service to the consumer. By eliminating the middleman in the supply chain Dell is able to exert greater control over cost and quality in the product and the efficiency of the lead-time. The organisation realises that each of its market