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Technology Stocks : Dell Technologies Inc.

DELL 115.43

-1.5%

Jan 23 9:30 AM EST

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To: Mohan Marette who wrote (118774)	4/19/1999 1:53:00 PM
From: stockman_scott	Read Replies (1) of 176388

<<Analysts generally agree that Compaq has not performed as well as many of its competitors. "Compaq's shortfall is not representative of the health of the industry. We estimate that PC unit shipments are down [more] for Compaq vs....the broad market," said Ashok Kumar of Piper Jaffray. Like all computer manufacturers, Compaq has encountered ever-shrinking profit margins brought on by the introduction of PCs selling for less than $1,000 or increasingly even $500. But its problems were compounded by the dilemma of selling its products through third-party resellers while moving toward sales straight to customers to compete with direct marketers such as Dell and Gateway. "The only thing worse than cannibalizing your own sales is to have a competitor cannibalize yours. Compaq never understood they had to do a flash transformation: one day distributors, next day direct," said Danny Lam, a director of consulting firm Fisher-Holstein. But he acknowledges that "it would have been a project of Herculian proportions to have pulled it off." >> --- from news.com (4/19/99)

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