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

To: JRI who wrote (118468)	4/18/1999 7:24:00 PM
From: Chuzzlewit	Read Replies (5) \| Respond to of 176387

John, I disagree. What destroyed the Pfeiffer/Mason combination was the failure to take the decisive steps required to eliminate channels altogether coupled with what psychologists call denial. The reason is simple -- such a decision would have required them to bite the bullet which would have caused a violent earnings retrenchment for a period of time before growth resumed. They needed to be willing to lose market share in the short run. They were never willing to do this, so they never got the distribution system untracked, which allowed Dell to slowly chip away at their market. Failure to transition to direct distribution and marketing lead to inventory problems, channel stuffing etc. Now Compaq is still left with the transition problem, but this time it faces it with an eroded market share. TTFN, CTC