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Technology Stocks : Dell Technologies Inc.

DELL 132.42

-0.6%

12:21 PM EST

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To: Mohan Marette who wrote (83856)	12/5/1998 3:34:00 PM
From: jim kelley	Read Replies (1) of 176387

Mohan, It was just a matter of time until CPQ's situation became clear. No retailer can be happy about what CPQ is doing. I have been expecting DELL to enter the high end of the subzero market with the new Celeron chip. This should create a lot of pressure on HWP, CPQ and IBM in the business market. DELL does not have two channels to support and therefore has a natural advantage over the indirect players. I think this is good timing and will increase DELL's market penetration in the business accounts. I think DELL can make more profit than CPQ in the subzero market because of its manufacturing and sales efficiencies. It now appears that they have the manufacturing capacity to address this market. What do you think of the possibility that CPQ is again stuffing the channel? "Stuff them and stab them" is a good strategy if you do not want to be competing with them in the future. Regards, Jim Kelley

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