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Technology Stocks : DELL: Facts, Stats, News and Analysis -- Ignore unavailable to you. Want to Upgrade?

To: jbn3 who wrote (36)	8/9/1998 2:17:00 PM
From: jbn3	Respond to of 335

* OFF TOPIC -- FORTUNE MAGAZINE INTERVIEW (Gates and Buffett) * July 20, 1998 pathfinder.com

To: jbn3 who wrote (36)	8/25/1998 1:35:00 PM
From: jbn3	Read Replies (1) \| Respond to of 335

Ziff-Davis Intelligence (Courtesy of Gabriel Dubois) 25 August 98 zdintelligence.com They Just Keep Going And Going And Going......... Dell Does it Again Okay, maybe it will be even bigger news when Dell finally misses a quarter. No matter the trouble that exists in our business, it seems that Dell is able to overcome it and report the kind of revenue and profits that everyone expects from them. It truly is an amazing story, and the company should be roundly congratulated for their operational excellence. To me, Dell does the two things that drive a successful business. They grow their share, and they keep their customers happy and loyal. This ability to manage the two most important outcomes is crucial. Looking at Dell's share in commercial accounts, which is really where they focus, despite a few sales on the consumer side, one can see the trends clearly. Looking back over the last couple of years, Dell has seen a clear trend toward increasing share in each of the segments. Is this pure luck? I don't think so, especially given that each of the other major PC firms is seeing a share decline in at least one customer segment. Source: Projected Market Monitor The other key thing to concentrate on in the corporate market is retaining customers because of the simple fact that nearly every commercial PC purchase is a replacement purchase, not an additional purchase. Therfore the ability to keep customers buying your product is essential. ZD Market Intelligence measures the repurchase of new PCs at sites that 50% or more of a given vendor's PCs installed. Typically, overall loyalty is around 55-60% for the largest vendors, and as you can see, Dell beats that metric regularly. Source: Projected Market Monitor So while some might ascribe complex reasons to Dell for their success, I tend to believe that it's the basics that are the hallmarks of a great firm. And as you can see, Dell handles these basics very well.