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

To: Lee who wrote (81347)	11/19/1998 2:02:00 PM
From: arthur pritchard	Respond to of 176387

yes lee: precisely! ..that is what i am suggesting.

To: Lee who wrote (81347)	11/20/1998 2:07:00 AM
From: Chuzzlewit	Read Replies (1) \| Respond to of 176387

Lee, I think an important aspect of internet sales has been overlooked in our discussion: the fungible nature of the product. The problem that I see from companies like Amazon and others is the fact that the identical product can be acquired from other companies. The trick, then, is to distinguish yourself from the competition. That's awfully tough when you are selling books. Dell has accomplished this through virtual integration. It is not the physical product that distinguishes Dell so much as its adaptability in meeting the specific requirements of customers. Dell acts as if every customer is a JIT purchaser, and that is a value add that none of the competition can currently duplicate even if they sell direct. The HBR article made a point about this when talking about loading software for the customer and delivering specially configured machines to the site where they are required. Now that's a case study in segmenting a fungible product! TTFN, CTC