SLI
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SLI Dominant Exchange Lowest cost • Customers entire purchasing history online • Direct sales (no intermediaries) • 1-800-BUY-DELL for transaction buyers • PC manufactured to order • www.dell.com for transactional buyers • Matching production schedule with sales (no buffers) • Premier page for relationship buyers • Cell manufacturing • Real time electronic links with suppliers • Fastest order entry to shipping process • JIT delivery from suppliers • Direct shipments of supplies to customers • Co-location with Dell and suppliers • Reduced number of suppliers Horizontal breadth • Desktops, laptops, notebooks, servers, workstations • Off-the-shelf and proprietary software • Installation and testing of computers and networks on customer sites • Dell Financial Services (leasing, technology planning, asset management) TCS BP Customer engagement Differentiation • Direct orders from customer • PC’s tailored to customer needs Customer integration • Clear distinction between Relationship and Transactional Buyers • Targeting large corporations and government (> $1M purchases/year) • Dedicated team to provide customized solutions • After sales service and technical support • Outside representatives for customized services • Inside representatives and call center Dell Competencies. • Two lines of desktop and notebook computers (stable vs. latest technology) Dominant Exchange • Customers entire purchasing history online SLI • 1-800-BUY-DELL for transaction buyers Lowest cost • www.dell.com for transactional buyers • Direct sales (no intermediaries) • PC manufactured to order • Premier page for relationship buyers • Matching production schedule with sales (no buffers) • Cell manufacturing • Fastest order entry to shipping process • Real time electronic links with suppliers • JIT delivery from suppliers • Direct shipments of supplies to customers • Co-location with Dell and suppliers • Reduced number of suppliers Horizontal breadth • Desktops, laptops, notebooks, servers, workstations • Off-the-shelf and proprietary software • Installation and testing of computers and networks on customer sites • Dell Financial Services (leasing, technology planning, asset management) TCS BP Differentiation Customer engagement • Direct orders from customer • PC’s tailored to customer needs • Clear distinction between Relationship and Transactional Buyers Customer integration • Targeting large corporations and government (> $1M purchases/year) • Dedicated team to provide customized solutions • After sales service and technical support • Outside representatives for customized services • Inside representatives and call center Dell Competencies. • Two lines of desktop and notebook computers (stable vs. latest technology) Dominant Exchange SLI • Customers entire purchasing history on-line • 1-800-BUY-DELL for transaction buyers • www.dell.com for transactional buyers • Premier page for relationship buyers • Real time electronic links with suppliers Lowest cost Horizontal breadth • Direct sales (no intermediaries) • PC manufactured to order • Matching production schedule with sales (no buffers) • Desktops, laptops, notebooks, servers, workstations • Cell manufacturing • Fastest order entry to shipping process • JIT delivery from suppliers • Direct shipments of supplies to customers • Off-the-shelf and proprietary software • Co-location with Dell and suppliers • Reduced number of suppliers • Installation and testing of computers and networks on customer sites • Dell Financial Services (leasing, technology planning, asset management) TCS BP Customer engagement Differentiation • Direct orders from customer • PC’s tailored to customer needs • Clear distinction between Relationship and Transactional Buyers Customer integration • Targeting large corporations and government (> $1M purchases/year) • Dedicated team to provide customized solutions • After sales service and technical support • Outside representatives for customized services • Inside representatives and call center Dell Competencies. • Two lines of desktop and notebook computers (stable vs. latest technology) SLI Dominant Exchange • Customers entire purchasing history on-line • 1-800-BUY-DELL for transaction buyers • www.dell.com for transactional buyers • Premier page for relationship buyers • Real time electronic links with suppliers Lowest cost • Direct sales (no intermediaries) • PC manufactured to order • Matching production schedule with sales (no buffers) • Cell manufacturing Horizontal breadth • Fastest order entry to shipping process • Desktops, laptops, notebooks, servers, workstations • JIT delivery from suppliers • Off-the-shelf and proprietary software • Direct shipments of supplies to customers • Installation and testing of computers and networks on customer sites • Co-location with Dell and suppliers • Reduced number of suppliers • Dell Financial Services (leasing, technology planning, asset management) TCS BP Customer engagement Differentiation • PC’s tailored to customer needs • Direct orders from customer Customer integration • Dedicated team to provide customized solutions • After sales service and technical support • Clear distinction between Relationship and Transactional Buyers • Targeting large corporations and government (> $1M purchases/year) • Outside representatives for customized services • Inside representatives and call center Dell Competencies. • Two lines of desktop and notebook computers (stable vs. latest technology) SLI Dominant Exchange • Customers entire purchasing history on-line • 1-800-BUY-DELL for transaction buyers • www.dell.com for transactional buyers • Premier page for relationship buyers • Real time electronic links with suppliers Lowest cost • Direct sales (no intermediaries) • PC manufactured to order • Matching production schedule with sales (no buffers) • Cell manufacturing • Fastest order entry to shipping process • JIT delivery from suppliers • Direct shipments of supplies to customers Horizontal breadth • Co-location with Dell and suppliers • Desktops, laptops, notebooks, servers, workstations • Reduced number of suppliers • Off-the-shelf and proprietary software • Installation and testing of computers and networks on customer sites • Dell Financial Services (leasing, technology planning, asset management) TCS BP Customer engagement Differentiation • Direct orders from customer • PC’s tailored to customer needs • Clear distinction between Relationship and Transactional Buyers • Two lines of desktop and notebook computers (stable vs. latest technology) • Targeting large corporations and government (> $1M purchases/year) • Outside representatives for customized services Customer integration • Inside representatives and call center • Dedicated team to provide customized solutions • After sales service and technical support Dell Competencies. SLI Dominant Exchange • Customers entire purchasing history on-line • 1-800-BUY-DELL for transaction buyers • www.dell.com for transactional buyers • Premier page for relationship buyers • Real time electronic links with suppliers Lowest cost • Direct sales (no intermediaries) • PC manufactured to order • Matching production schedule with sales (no buffers) • Cell manufacturing • Fastest order entry to shipping process • JIT delivery from suppliers Horizontal breadth • Direct shipments of supplies to customers • Desktops, laptops, notebooks, servers, workstations • Co-location with Dell and suppliers • Reduced number of suppliers • Off-the-shelf and proprietary software • Installation and testing of computers and networks on customer sites • Dell Financial Services (leasing, technology planning, asset management) TCS BP Customer engagement Differentiation • Direct orders from customer • Clear distinction between Relationship and Transactional Buyers Customer integration • Targeting large corporations and government (> $1M purchases/year) • Dedicated team to provide customized solutions • PC’s tailored to customer needs • After sales service and technical support • Outside representatives for customized services • Inside representatives and call center Dell Competencies. • Two lines of desktop and notebook computers (stable vs. latest technology) Lowest cost SLI Dominant Exchange • Direct sales (no intermediaries) • Customers entire purchasing history on-line • 1-800-BUY-DELL for transaction buyers • www.dell.com for transactional buyers • Premier page for relationship buyers • PC manufactured to order • Real time electronic links with suppliers • Matching production schedule with sales (no buffers) • Cell manufacturing • Fastest order entry to shipping process Horizontal breadth • Desktops, laptops, notebooks, servers, workstations • Off-the-shelf and proprietary software • JIT delivery from suppliers • Installation and testing of computers and networks on customer sites • Dell Financial Services (leasing, technology planning, asset management) TCS BP • Direct shipments of supplies to customers • Co-location with Dell and suppliers Customer engagement • Direct orders from customer • Clear distinction between Relationship and Transactional Buyers • Targeting large corporations and government (> $1M purchases/year) Customer integration • Outside representatives for customized services • Dedicated team to provide customized solutions • Inside representatives and call center • Reduced number of suppliers • After sales service and technical support Differentiation • PC’s tailored to customer needs • Two lines of desktop and notebook computers (stable vs. latest technology) Dell Competencies.
