DELL战略作业Word格式文档下载.docx
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DELL战略作业Word格式文档下载.docx
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WhichoneofthefivegenericcompetitivestrategiesisDellemploying?
HowwelldothedifferentpiecesofDell’sstrategyfittogether?
InwhatwaysisDell’sstrategyevolving?
Inthissection,weneedtofindtheanswerforthefollowing3questions:
●What’sDell’sgenericstrategy?
●What’stheelementofDell’sstrategy?
●Howdotheelementsfittoeachother?
Firstly,wedefineDellasanoveralllow-costprovider.It’sdefinedbytwodimensions,low-coststrategyandbroadproductlines,whichcanbeclearlydistinguishedinDell’sstrategy.Wealsooffersomeevidencetoproveourpoint.
Lowcost
DellalwayshasevidentpriceadvantageoverotherPCmanufacturer.
Broadproductline
Severalproductlines:
PC
Businesscomputer
Projector
Printer
Commonuser
Inspiron
Heavyuser
XPS,
Allenware
Precesion,
Latitude
-
Fromabove,wecandefinethegenericstrategyofDellasaoveralllow-costprovider.
Secondly,wepickeddirectmarketing,lowinventoryandtheconceptof“customerfirst”astheelementsasDell’sstrategy.
Directmarketing
Lowinventory
Customerservice
DellusedirectmarketingintheITindustryinthefirstplace,andthiselementofstrategyhelpgainthecompetitiveadvantageoverotheropponents.FromWikipedia,wecanknowthatdirectselling
isthemarketingandsellingofproductsdirectlytoconsumersawayfromafixedretaillocation.
Moderndirectsellingincludessalesmadethroughthe
partyplan,one-on-onedemonstrations,andotherpersonalcontactarrangementsaswellas
internetsales.Atextbookdefinitionis:
"
Thedirectpersonalpresentation,demonstration,andsaleofproductsandservicestoconsumers,usuallyintheirhomesorattheirjobs."
Themarketingdepartmentusecellphone,e-mailoronlineplatformasthetoolstosellcomputer.Itreducesthecostandmakestheproceduresmoreeffective.Theintermediateadd7%-9%ofthepriceatanaveragelevel.However,Dellsavesthemoneyforcustomeranditself.It’sanwin-winsituation.
Thesecondelementofthestrategyislowinventory.IntherealmofIT,timeisreallymoneywiththedevelopmentofthetechnology.Dellhasthelowestinventoryrateinthecomputerfield.ItoffersDelltheabilitytoalterthedesignquicklytothemarketchange.
Dellalsoviewsthecustomersasthecenterofthecompany’smission.Atthefirsttime,thebuyersofDellalwayshavetherecognitionofPC,andknowhowtosolvethebasicproblemswiththeirownability.WiththeexpansionofDell’sproductline,Dellalsoproducessomecomputersuitableforthebeginneruser.Whatalongwithitisthecustomerservice.
Herewehaveadatasaidthat,Dellisplanningtobuildnewcustomerservicecentertothetotalamountof2000untilAprilin2012.ItindicatesthatDellispayingmoreconcentrationonthecustomerservice.
ThethirdquestionweneedtoanswerishowtheelementofthestrategyofDellfittoeachother.Wepointoutthatalltheelementsworkundertheconceptofsupplychainmanagement.Dellhasthebestsupplychainmanagementintheindustry,andthisabilitymakesithardfornewcomersoropponentstoutilizedirectmarketing.FromWikipediadefinition,wecanfindthatsupplychain
managementisthemanagementofanetworkofinterconnected
businesses
involvedintheultimateprovisionof
product
andservice
packagesrequiredbyendcustomers(Harland,1996).Supplychainmanagementspansallmovementandstorageof
rawmaterials,work-in-processinventory,andfinishedgoodsfrompointoforigintopointofconsumption.
TheoptimizationofsupplychainisjustlikethespiritofDell.Itinstructsthedecisionmakingprocessandstrategycraftingprocess.Forexample,thedirectmarketingallowDelltoknowtheneedofcustomers,thenitcanalterquicklytothemarketchange.Thelowinventorystrategycanreducetheinventorycosttogainawin-winsituation.TheconceptofcustomerserviceallowDelltoknowmoreaboutthecustomers.
Directmarketing
Customerservice
Knowtheneedofcustomers,
Canalterquicklytothemarketchange
Reducetheinventorycost,
Win-winsituation
Knowmoreaboutthecustomers
3.DoesDell’sexpansionintootherITproductsandservicesmakegoodstrategicsense?
Whyorwhynot?
Firstlet’sseewhatkindofITindustriesdoesDellgetinto,thesmartphoneisessential,andthesmartphoneisinaverygoodtime.Allkindsofbigcompanygetintothismarket.Dellisnotexceptionalalso,itslatestphoneMINI5carryingthelatestsystemofandroid,equippedwitha5millionpixelswithalargescreen.InthesamelevelMINI5isabsolutelyinthelead.ButbecauseofDELLhaven’tproductcellphonebefore,sothecellphone’spriceisnotveryattractive.
Inadditiontomobileindustry,Dellalsotapsintotheprinterindustry,Dell’spositionisthehighqualityprinting,andthemarketisfocusonthehighlevelmarket.Theseareobviouslycan'
tbedell'
stransformationpillarand,indeed,theyareonlyasmallpart.
Dell’smostimportantITbusinessisactuallyITservicedepartment,in2009Dellcost$3.9billionacquisitionofthefamousITservicecompanyPerotsystemcompany,Dellandthecompanyhastheveryobviousbusinesscomplementaryrelationship,thepurchasealsomarksDellgetintotheITserviceindustry.DellCEOMichaelDellsaidthegoaloftheservicebytheappropriateITsolutions,helpscustomerstoeliminatenecessarycostsandreducedcomplexity,andstrivetocomefromgovernmentagencies,businessITserviceorders.
IsthisreallyrightforDell?
Theanswerisyes;
evenHPseemshavemorevision.HPgetsintotheITindustryseveralyearsago.ButDellcostsomuchtogetintothemarketcansurelygetaplaceintheITmarket.Fromthefinancialreportshowedthathalfoftheincomefromtheemergingmarketfield,inthe2012financialyear,theperformanceisverygood,itshowsthatDellchosearightdirection.
ButwemustalsoclearlyknowthatDellisinaverydifficulttransitionperiodnow,becausethePCbusinessisspeeddowninaveryhighspeed,butthenewbusinessdevelopmentisnotquickenough.Thismakesthemanagementofthecompanyappearedmanyproblems,butasamajordecision,thiscan'
tseetheresultinoneortwoyears.Asalong-termstrategy,transformationisnecessary,butitwilltakesometime,aslongasthedecisiontokeepon,Dellwillsurelygetthemostsuccess.
Itiseasytosee,DellwillnotonlyproductPC,itwillgetintopeople’snormallives,andbringmoretechnologyandconvenientlife.
4.IsDell’sstrategyworking?
WhatisyourassessmentofthefinancialperformancethatDell’sstrategyhasdeliveredduringfiscalyears2000-2008?
UsethefinancialratiospresentedintheAppendixofthetext(pages240-241)asabasisfordoingyourcalculationsanddrawingconclusionsaboutDell’sperformance.
Dell'
sdirectsalesmodel,letthedell2004incomeexceeded40billionusdollars.Dellhadbecometheworldrankingsforthefirstcomputersystems.Butin2006,dellfacesstiffcompetitionfromrivalsHP,theworld'
sfirstthroneinjeopardy.Istobeornottobe?
In2008,delltryingtodoatry.
FiveParts:
1.NetRevenue
2.GrossProfitMargin
3.OperatingExpenses
4.ThreeImportantMarket
5.ProductandServicesCategories
1.In2004,delltoimplementapolicyfordelltobecometheglobalPCmarketfirst.Dellin2003netshipmentgrowthof21%,withtheindustrydown1%.2004yearsofgrowthtocontinuetooutperformthemarketcomprehensivenetshipmentgrowthlevel,thanlastyearthecorrespondingperiodgrows26%andindustryproductionrateofonly9%,dellin2004yearsofstronggrowthpartlyoffsetbyloweraveragesellingprices,makingthedellin2004netincomereached$41.4billion,morethan$2003in35.4billionincreasedby17%.Andin2006.Althoughdirectsalesmodelwithchallenges,butdellstillkeepsthegrowthofnetshipments,year-on-yeargrowthof19%,netincomeof$55.9billion,up14%fromlastyear,in2008,thenetincomereached61.1billionusdollars,upby5%.By2010,thenetincomeofjust$52.9billionayear,comparedwith2008down13.4%.
2.Dellin2002grossmarginwas17.7%,to2004,risingto18.2%,themainreasonisthatdellwillcontinuetobecommittedtothethroughthefourmainlo
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