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Technology Stocks : Dell Technologies Inc. -- Ignore unavailable to you. Want to Upgrade?

To: kemble s. matter who wrote (131476)	6/8/1999 6:43:00 PM
From: Bandit19	Read Replies (2) \| Respond to of 176387

Kemble, Hi. This article from IBD sounds just like what you've been saying: Dell Hits Small-Business Target Moves Past Compaq To Top Of Market-Share List Date: 6/8/99 Author: Nick Turner In the fragmented market for small-business PCs, Dell Computer Corp. is picking up the pieces. The Round Rock, Texas-based company captured almost 20% of that market last quarter, says International Data Corp. in a new report. That puts Dell's market share at almost twice that of No. 2 IBM Corp. And Dell has vaulted past former No. 1 Compaq Computer Corp. Dell officials and industry analysts partly credit a major marketing push for the gains. The company has devoted a specific sales force to wooing small and midsize businesses. ''We're taking approaches that are proven to work with larger businesses and applying them to small businesses,'' said David Clifton, a Dell marketing manager. The Internet makes that approach possible, Clifton says. Dell's using the Web to give small businesses customized information and sales pitches. Previously only large customers received these services -via a human sales representative. Dell's '',virtual account executive'' lets customers look at video demonstrations of products online. The company also holds Internet seminars called ''Breakfast with Dell'' to address industry and product trends. Dell sells directly to customers instead of using dealers or retail stores. That approach is increasingly popular with small businesses, analysts say. ''Small businesses are becoming more sophisticated in their ability to apply technology,'' said Ryan Brock, an analyst at Access Media International Inc. in New York. ''That makes the direct channel a lot more viable.'' Yet, Dell and other big names face tough competition in the small-business field from makers of generic PCs. These so-called ''white-box'' PCs still get the most sales to this market. White-box sellers typically offer lower prices. And most of them are small, local businesses that sell to their neighborhoods. Compaq is among those struggling to compete with white boxes. Last year, it introduced a new line of PCs, called Prosignia, that it sells direct and through resellers. The aim is to be as efficient as Dell, yet retain the local service offered by resellers. The effort's drawn mixed reviews. ''Prosignia hasn't been doing what Compaq wanted it to do,'' said Schelley Olhava, an IDC analyst. ---------------------------------------------------------------------- Boy....won't all those people who gave up on DELL be sorry,....oh well,...more for us! <G> See you and Patty in Austin. Best, Steve