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Technology Stocks : Dell Technologies Inc.

DELL 129.24

+0.7%

Dec 26 9:30 AM EST

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To: Geoff Nunn who wrote (48419)	6/21/1998 3:06:00 PM
From: Chuzzlewit	Read Replies (2) of 176387

I'm beginning to think IBM, CPQ and HP are in a quandary similar to that faced by full service brokerages when discount brokerages - and later internet trading - came along. What a wonderful analogy! It argues that the boxmakers like CPQ and IBM will continue to sell to the retail trade, but will be required to jettison channels in order to deal with businesses. In thinking about the issues of barriers to entry, I think they take multiple forms here. One of them is the delivery system -- BTO/sell direct. Another is the "virtual partnering" that you pointed out in a previous post may in fact generate switching costs. No one of them may be large, but in combination could be formidable. TTFN, CTC

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