Dell fights PC wars by emphasizing customer service; focus wins big clients and gives IBM and Compaq a run for their money
Article Abstract:
Dell Computer has begun bragging that it has passed IBM, the second-largest business computer seller in the country, and is rapidly gaining on the first, Compaq. Dell has risen to the top by specializing in customer service. The company installs custom software on PCs, tracks inventories for its business customers and delivers its orders very quickly. This approach has won Dell large clients such as Boeing, Ford Motor and Ernst & Young, all of which are loyal, satisfied customers. When Delta Air Lines required 3,700 computers in 1996, Dell was able to build and ship them within 11 days. Dell does have problems occasionally supplying its customers with after-sale support, such as providing replacement parts.
Publication Name: The Wall Street Journal Western Edition
Subject: Business, general
ISSN: 0193-2241
Year: 1997
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PC playing field tilts in favor of Dell
Article Abstract:
Dell Computer Corp. continued its major sales and profit growth in the fiscal 1998 first-quarter as the company increased its share value by six times what it was worth at the beginning of 1997. Dell also became the second-largest seller of personal computers in terms of revenue. The company is now in an advantageous position to capitalize on the forces that are influencing the industry. Dell posted $305 million for the quarter, while its revenue rose 52%.
Comment:
Continued its major sales and profit growth during the fiscal 1998 first-quarter
Publication Name: The Wall Street Journal Western Edition
Subject: Business, general
ISSN: 0193-2241
Year: 1998
User Contributions:
Comment about this article or add new information about this topic:
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