Executive Summary:
Dell, founded by Michael S. Dell in 1983 initially started its business
by selling desktop PC's. it was the time
when computer were totally new technology which came up therefore, the business
grew tremendously and made huge profits for next 20 years. However, after two
decades, the CEO of the company gave chance to Kevin Rollins in 2004 and
replaced him with his position in the hope that this step will be in the best
interest of the company and may generate high revenues.
Rollins main focus was to increase sales with high prices for which he
tried to capture foreign markets but failed due to the high focus of
competitors towards innovation and quality. The poor management system of
Rollins made way for the repositioning of Michael after just three years in
2007, who then tried his level best to restore the company's initial state.
Now, the main problem which Michael faced was how to retain the trust of
investor in their company so as to increase customers. Since, this was the time
he decided to take the risk and indulge in totally new lines of business. He
tried to focus on high consuming buyers and tried to deliver them the product
through retail channels. This resulted in profits from two sides; Dell was not
only able to increase average price of its computer but was also able to
maintain its trust in its customer's eyes who were now able to take a complete
look on Dell's products before buying.
The second main problem was to increase sales by increasing inventories
turn over. Dell followed an efficient path which means to increase cost of
goods sold and reduce operating expenses. It first gets an order from any firm
and after a short span of time the suppliers were able to deliver the
components. This was profitable from two sides; firstly this method was time
saving, secondly Dell was in full touch with the market through retailers who
were building the trust of company again in the eyes of customers.
Now, in order to retain the top position again in the market, the main
opportunity for Dell is to indulge in totally new lines of business. It will
not only increase the sales but also give Dell an edge from its competitors.
With the help of opportunities like providing products through suppliers
and retailers step helped Dell to reduce costs, improve services which further
generated revenues for the company and with the help of emerging into new
businesses like note Pad, laptops and smart phones, Dell may able to capture
new markets with handsome prices. The factors which were the root cause of
uplifting the Company's profit initially were quality, attention towards
innovation, importance towards high inventory turn over's and a high regard
towards customer centric environment. The company needs all these factors again
to rise and shine and the first and foremost step in retaining the initial
position would be innovation with hard work.
Introduction:
Dell, Incorporation is a computer producer, supplier and distributor
company. The company enjoys place among top computer distributors in both
quantity and quality and proves itself among the top companies of United
States. The core products of the company include desktop PC, note pads and
laptops. From the time period between 1999 to 2006, Dell delivered computer
systems to almost one quarter of the world and at the end of 2007 Dell was well
ahead of its goal reaching $60 billion and become the top producer of computer
products in the market, mentioned in (figure5)
Most of Dell's products are desktop PC's, laptop in which Dell's use
Intel or AMD processors. The company also contains professionals in making
keyboard, mice, scanners and printers.
Since, in the beginning the company focused on its sales which provided
a wide space to the competitors as they began to capture market and hence
decline in market shares of Dell were the results. However, with help of
analyzing its SWOT, culture and sales table, Dell may once again emerge as the
top service provider of computer related products.
Following mentioned are the tools with which Dell should try to improve
its internal and external environment better and with this analysis Dell would
be able to recognize its internal strengths and weaknesses and external threats
and opportunities. However, the other remaining tools like PEST, five forces
can also an important role in retaining the position of Dell.
Situational analysis:
Macro and micro environment:
Since the micro environment of Dell constitutes of certain strategies
and steps which every employee have to follow. These steps are devotion to
work, ability to perform better, cope up with team and promise of continuous
improvement.
Dell is committed to help customers so
that they can be satisfied by their products. The main strategy of their
environment is about innovation which is the main factor in the success of any
company, hence, dell asks its employees to work with devotion so that they can
provide best quality PC's to their customers and can think on solving the
problem of next generation so as to increase the market share.
The macro environment is filled with threats for Dell because customers
wants low price and high technology and which requires companies to become
sustainable and produce such PC's that can meet the customer's demand and are
environmental friendly. HP and Acer are those emerging competitors who are
working eagerly to capture market. Acer which purchased gate way INC in 2007 is
becoming a greatest threat for Dell as it is capturing teen agers market by
providing high quality laptops and on really reasonable prices.
We will discuss in detail the macro and micro environment of Dell with
the help of PEST analysis:
PEST analysis:
The Pest analysis of Dell is mentioned in (figure 3)
Political Environment:
Like every company, Dell is also subjected to the slings and arrows of
political environment which essentially means that Dell has to obey all rules
and regulations of the country. Dell not only has to suffer physical problems
like heath issues, pollution, terrorism, political instability, rebellions or
any rallies but it also has to bear virtual problems like ban on certain
websites, moral issues of any state, internet traffic or the lack of trust of
consumers regarding online buying. These problems create hindrances in foreign
investment also decreases market share of Dell in those countries. The solution
lies in the fact to do partnership with the local companies so as to boost
sales and retain the trust of customers.
Economical environment:
Since due to
the economic crisis, Dell has concentrated on prices and even with the great
downfall of currency it sold its products above 15- 20% of usual price to high
investing companies. Now, Dell should make its price stable so that customer
can easily buy it but it should also not forget about innovation which is the
oxygen of the company. With the help of sustainable price, customers will be
able to buy even in crises because they want high quality product which Dell is
already providing them.
Social environment:
The socio-cultural environment means that a company has to deal
with the culture and tradition of the country in which it is operating. It has
to understand all the values and tradition of the people living in that
country. Let's take China example whose people are not open to card system
therefore Dell has to deliver them product manually. Dell has to provide its
services at door step in order to catch long term buyers.
Technological Environment:
Dell has to engage in the race of innovation and should produce
modern technology gadgets with reasonable rates. Like apple who engaged in new lines of
business like I pad, iPod, tablet pc's, Dell should also expand its range of
products and capture new customers.
Market,
competition, customers, services:
Computer Market:
As we know, computer industry is a highly competitive industry where the
main key factor of success is innovation, the more you came up with creative
and modern gadgets, and the more is your sales and higher revenues. This is
because people want latest, modern and highly customized gadgets therefore
catering the needs of customers is the main thing which Dell should focus on.
Because even one device can decrease your sales if you lack the trust of people
in your devices. The industry is very flexible, technology is changing day by
day, and Dell has to run so fast in order to catch up with the extra ordinary
speed of technology. If the company cannot catch up with it, they will be eliminated
in the industry by their competitors. Here are few names of outstanding
companies in the industry:
Competitors in the market:
The threat of competitors is also mentioned in (figure2) with the help
of porter's five forces:
·
HP was started in the year 1939.
·
IBM was mainly started in 1880s.
·
In 1976, Acer laid the foundation of its company.
·
In the same year as Acer, Apple was also started in 1976.
From above information we have seen that Dell is the newest in the
market which was started in 1984. Therefore it's very difficult for Dell to
beat the industry's Giants. Hard work, innovation and devotion to work can help
Dell in maintaining the same position it once enjoyed.
Customers:
Dell has got only 30 years of experience which is quite small in front
of other competitors, therefore it has strive very hard to compete the
competitors and provide the best products that cater to all the needs of
modern, latest and globalized customers.
Since every gadget is now replacing by another in a matter of seconds
and it seems that there is a flood of technology which is coming towards the
customers, every company is busy in catering to the demands of all types of
customers from teen agers to highly professionals, if Dell fails to cater the
needs of customers which is high-tech, smart, stylish look, speedy gadgets then
customers require just few seconds to change their mind and can shift to other
company's product.
Services:
Dell offers a series of services and caters to the needs of every market
aged from teen to professionals. Be it laptops, desktop PC's, note books etc
Dell fulfills its promise of constant innovation and continues improvement.
But, these are not the limits. The threat of competitors are always turned on
and in order to ensure the safety of market shares Dell should introduce a
system of incubators which is a program where every employee from top to bottom
sit together and give their views about innovation of products and where
everyone is free to express their creative ideas, If majority agrees to it then
he/she can implement it without any hindrance. This program will increase the
trust of employees along with widens the scale of innovation in the company.
The organization:
Mission Statement:
"Dell's mission is
to be the most successful computer company in the world at delivering the best
customer experience in markets we serve". In order to achieve its mission
Dell has to give attention on following dynamics:
ü best
quality products
ü modern
technology gadgets
ü Reasonable
prices
ü Customer
centric environment
ü Financial
stability
ü Highest
market share
Culture:
The culture of Dell is anti hierarchical where everyone is concerned
with their work. Due to decentralized policy of Dell, every employee feels a
responsibility of doing his own work and expecting work done by others is
strictly against the policy of Dell.
About the work place, Dell should think
in terms of such work place which is comfortable yet productive also. It helps
employees easing burden from their shoulders. Therefore they should work on
such office place that is flexible not in terms of environment but also in terms
of Job timings, also they should focus on virtual teams which can solve
problems sitting at their home at their finger tips.
Marketing Strategies:
Corporate branding should be the main
aim of Dell so that it can cater products and services' ranging from Desktop
PC's to Smartphone's, Laptops, Note books, Tablets to software managing tools.
Dell should focus on corporate industry clients also and try to come up with
their desired Computers with their demanded Software's. But it should also not
forget the demands of students who are Dell's second most capturing market. Dell
should also focus on acquisitions and mergers so as to increase its market. It
should not focus on one brand but try to merge it with relative devices like
highly demanded Software's. Innovation is the backbone of any organization and
Dell should focus on it in order to maintain its position in computer market.
Finance:
Product diversification means to engage
in new lines of business, for example dell should think in terms of producing
note pads, smart phones which are related to the main technology which dell is
producing but differ in physics and style. It is one of the key factors which
can boost Dell's sales and provides it with a competitive advantage as it
already is the number1 producer of Desktop computers. Introducing into new
structures of business will not only help Dell in sustaining its position but
it will also help Dell to capture new markets.
SWOT:
The SWOT of Dell is mentioned in (figure1) with details:
Internal Strengths:
Following are some of the Strengths of Dell which provide it with a
comparative advantage in the market. The strengths of Dell includes knowledge
about core products, team work and customer centric environment which helps
Dell to increase revenues. These strengths can help in maintaining the status
of Dell in providing top class computer related all over the globe.
Internal Weaknesses:
Dells direct method of providing products cause problems for normal
customers who want to purchase product through retailers. Since, they did not
use retailers like many other companies did. This hurt their sales drastically.
Although, they are among the top producer of gadgets but they fails to meet the
demand of customer who actually wanted to buy product after searching variety
of their devices.
External Opportunities:
Dell has many external opportunities to grow. With the rise of virtual
companies, the demand for laptop has risen and this is main opportunity through
which Dell can actually make profits. Also with the rise of e-books and online
research journals the demand for tablets, laptops gained weight age from
students circle. This is a golden chance as two main markets are demanding
modern, latest and stylish devices which if Dells would deliver; it can earn
huge profits and can safe its future till the next generation.
Besides that, it has an efficient supply chain management system with
respect to procurement, manufacturing, and distribution. It
helps Dell to pass distributor and retailers step as now Dell is offering its
product to its professional clients at their door step through their
experienced retailers. This helps it to
achieve strategic competitive advantage as it can assemble and distribute
products in an efficient manner.
External threats:
Since, the threat of competitors is among the biggest threats and Dell
is continuously facing it. Although, it has won out in the market but the
competitors like Acer are continuously striving to offer great product within
reasonable amount. Reasonable prices and constant innovation are the two keys
on which Dell has to focus most in order to sustain its future.
Strategic Problems:
Direct method bypassing retailer's step:
Direct method of distributing goods appeared to be economical initially
but it had its own side effects as by this methods Dell had to widen its
departments which were not able to communicate with each other and as a result
the sales were down and the clients were dissatisfied. Therefore, Dell should replace this method by
Retailer's channel that are experienced in talking the customers and can be an
efficient tool in maintaining the trust of customers in Dell's products.
Price Wars:
Competing with the prices of competitors is another strategic problem
faced by Dell. Companies like Acer and HP which have more experience in the
market were trying to increase productivity and decrease the price of their
products while Dell was busy in changing and reviewing its direct method
strategy. As a result, HP got highest position in 2007 and became the top
producer of computer products while Dell was greatly suffered by lower sales
and decline in revenue. Now, Dell has to focus on sustainable price system that
can be reasonable for customers and profitable for Dell so that it can deliver
best out of its products and earn large revenues.
Low Customer relationship:
Low relationship with customers appeared to be the third major problem
which transformed into main hindrance towards the development of company.
Since, Dell changed its policy from direct method to Retailer channel newly
therefore it was very difficult to maintain the same relation with customer as
HP had. Because of the long period cut off from retailers it was very hard to
retain the trust of customers again. Now, Dell should focus on its customer
relationship. There are several tools which are time saving and that can
maintain customer relationship better. These tools are discussed in detail
below.
Strategic Opportunities:
Product diversification:
"Product diversification is a key strategy for Dell as it seeks
to maintain a competitive advantage in the declining PC market. Dell needs to
restructure its core business priorities and develop new
structures that can help it to gain leverage in a highly
competitive industry. The development of a comprehensive approach is essential
because it can lead to competitive advantage in the future. (Khan& Khan,
2009)"
Product diversification was the main opportunity for Dell. Since the
theme of business was same and the thing which was needed just innovation and
improvement in quality. If Dell works on it, it can also capture markets of
Smart Phone's, Tablets and Software's.
Acquisitions and mergers:
Acquisition and mergers with different local companies were among the
golden chances that can help Dell in retaining its position again, because
local companies are close to customers and their relationship is very strong
and binding with customers. Therefore, it may help Dell to uplift its position
among top producers of Computer gadgets.
Comparative Advantage:
Comparative advantage and best supply chain management are the tools
through which Dell can capture new customers easily along with generating high
revenues. Since, now Dell is focusing on Retailer channel method, it is a ripe
moment which can eliminate most of Dell problem like price wars, low customer
relationship as Retailer's have the trick to convince customers and this tool
can become the root cause in retaining the initial position of Dell.
Analysis of problems:
Since, HP and Acer are coming up with more innovative gadgets and modern
technology. The main reason for their success is distribution through
distributors and retailers because it provides buyers a chance to check the
device completely and become satisfied before buying the device. The capture of
position of Dell by HP is a clear indication that the thing which is missing is
lack of trust from customer side. If dell can provide them with this step that
they can be satisfied completely then there is no denying the fact that Dell
can make profits. Also, buyers want reasonable product with high quality and
this is what competitors is practicing day and night to come up with such
technology that is cost effective and highly innovative. Smart phones are the
best example through which Apple made profits. It is easy to carry, stylish,
reasonable to buy and last but not least efficient in work. Dell if indulge in
these lines can not only earn profits but can easily capture new markets.
Analysis Of opportunities:
Through indulging in new lines of business, Dell can really generate
revenues. With the rise of virtual businesses and virtual teams, laptop or any
other related gadget has become the need of professionals. Whether to make
orders, make presentations, communicate with peers, distribution of any
goods or any ERP based system in the
work place these modern and easy to carry tools have gained huge importance
that without them it has become impossible to run businesses. It’s a golden
chance for Dell to produce those products which hit corporate sector and try to
produce laptops in reasonable range to students which want these gadgets for
making their assignments, reading e-books or analyzing any online research
paper. By targeting these both adult and professional markets, Dell can retain
its trust and make profits.
Alternatives:
Pricing:
From pricing point of view, the alternative lies in the fact that Dell
should not just focus on lowering prices
but it should come up with those innovative products that are reasonable
to produce so that Dell has clear choices and can easily divide its customers
into different categories on the basis of prices.
E-commerce:
E-commerce is gaining huge importance and it is one of the key that can
lead Dell towards success and helps Dell to peaks of revenues. Through blogging
and social media Dell can capture customers and satisfy them completely along
with promoting customer centric environment and online shopping is the
technology to turn temporary visitors onto long term buyers.
Social Media:
The third alternative deals with customer relationship. Social media and
blogging has become the powerful of promotion of any product. These are the
tools that can promote any product in a very short span of time. All is
required is just a blogger and social media addict who can work day and night
and promote the products by making pages on Face book, writing Blogs with
attractive Meta tags, updating statuses or uploading pictures of latest Gadgets
being produced at Dell Inc. Social media can not only promote Dell's products
but it can also helps in sustaining its future by increasing the fans.
Evaluation of Alternatives:
Acquisitions and mergers:
According to a press release "The Special Committee of the Board
of Dell Inc. (NASDAQ: DELL) today announced that the “go-shop” period provided
for in the merger agreement between the company and entities owned by Michael
Dell, Dell’s Founder, Chairman and Chief Executive Officer, and investment
funds affiliated with Silver Lake Partners, has elicited two alternative
acquisition proposals. The Special
Committee also noted that Michael Dell has confirmed to the Committee his
willingness to explore in good faith the possibility of working with third
parties regarding alternative acquisition proposals".
This will result in large increments in sale for both companies and it shows that mergers and acquisition can actually uplift Dell's name and its quality. All is needed at this time for Dell s acquisition and mergers so that it can grab market again and increase its share in the market.
This will result in large increments in sale for both companies and it shows that mergers and acquisition can actually uplift Dell's name and its quality. All is needed at this time for Dell s acquisition and mergers so that it can grab market again and increase its share in the market.
Restructure pricing Format:
"Dell needs to restructure itself so that it can create the
image of a diversified technology solution provider. Services and software will
be the main backbone of its new marketing strategy. Besides that, its core
business, which is hardware, will remain but it will provide technological and
innovative solutions. Dell needs to target home users as well as different
corporate customers. The development of a comprehensive business strategy is
critical for success as it will lead to long-term growth". (Graham, 2005)
The remarks clearly shows that Dell don’t just have to cut prices and
incur losses but it should diversify its product line such that it becomes able
to produce at cheap prices and hence can earn profits because for Innovation
Dell is already working and if it caters with same quality and reduced costs it
can easily shake the market by huge market shares.
E-commerce:
In order to retain the trust of customers which greatly damaged due to
direct method, low customer relationship and lack of communication, now Dell
should focus on e-commerce because it is the latest tool which is cost
effective, time saving and easy to use not only for the company but also for
the customers. Online shopping through credit cards is the method of
transaction. Through this method, Dell
can not only customize its product but it can also track the progress of the
order. It can not only help Dell but also make easy for customers to buy online
and get to know the details an updates regarding their device. With the help of
service tags, shipment and other stages of transaction, Dell can increase the
trust of its customers and as a result can make its foot print darker in the
market. On the other hand, the opening of new websites at every office with
easy access to customers can help new customers to search their desired product
from the panel of Dell's products along with price tags placed on their
website.
Action Plans:
The opportunities are nothing out of the box; they are really
implementable and can provide Dell with an edge in the market. But Dell has to
cover certain steps in order to attain the fruits of these opportunities. The
steps are also easy to adopt and are mentioned below:
Firstly, Dell has to indulge in new lines of business like Smart Phones,
tablets etc along with its key factor innovation and quality product ,it’s a
question mark product whose market share is unknown but there is a hope that
this new technology will grab customers more quickly, also mentioned in
(figure4)
Secondly, Dell has to promote its product so that customers get
attracted towards it. Social media is the best tool to attain this step.
Thirdly, Dell has to open certain portal which caters visitors with
complete information like prices, product description. Also Dell has to update
its FAQ page frequently so that every customer gets answer of his/her question.
Fourthly, it has to introduce online shopping system on its websites so
as to increase its buyers. Since online shopping is very easy and time saving,
Dell can grab a large chunk of customers through this tool.
Last but not least, Dell has maintained its relation with its customers
like it should introduce a feedback system so as to know the demands of
customers and faults in their products.
Recommendations and conclusion:
Dell has enjoyed top position among computer producing companies because
of its supply chain management and direct business model. But now, acquisition and mergers are the
demand of time and Dell should focus on it. Because, competitors are striving
hard to sustain their position and due to advantage of having strong relation
with retailers, now the main competitor HP is working on innovation to
completely grab the market. This is the ripe moment Dell should use its wild
card by indulging into new lines of business and merging with different local
companies. On the other hand, Although Dell had enjoyed top position in the
market due to direct business, but now, the situation has changed as customers
want variety and a complete satisfaction before buying product which can't be
achieved through direct model. Therefore Dell has to change its strategies from
direct business to Retailer channels method for which it has to pass the
distributor and retailers step but in order to get the trust of customers back
it's not a big deal. With the use of its strengths like flexible supply chain
management system that reduces costs and inventory, Dell can come up again with
the expectations of customers and can grab market.
The threats has not died, and the threat from competitors will always
turned on but now Dell needs to devise such strategy that is based upon product
diversification. Also, the company should focus on high quality and cost saving
gadgets and should implement those marketing strategies like promotion though
social media which are cost effective and sustainable for the future.
Appendices:
Figure1: DELL SWOT
Strengths
|
Weaknesses
|
-
core products
knowledge
-
Excellent
communication between departments and corporation among team mates.
-
Product
diversification
-
World class products
-
Constant
innovation
-
System of
reward includes bonuses and promotions.
-
Motivation
through quick appreciation responses.
|
-
Direct Business method
-
Low customer relationship
-
Price wars
-
Outdated technology.
-
Old products.
-
Lack of mergers
|
Opportunities
|
Threat
|
-
Dell's external
opportunities include new customers for Laptops, Note pads and Smart phones.
-
Product
diversification.
-
Comparative
advantage
|
-
Potential
entrants.
-
Competitor's
attention towards innovation.
-
Reasonable
price from competitors.
-
Currency
crisis.
-
Poor economy
which is declining the purchasing power of people and diminishing their faith
in buying.
|
Figure 2: Porter's Forces framework
![](file:///C:/Users/xpert/AppData/Local/Temp/msohtmlclip1/01/clip_image002.gif)
Figure3: Dell PEST
![](file:///C:/Users/xpert/AppData/Local/Temp/msohtmlclip1/01/clip_image004.gif)
Figure4: Dell BCG analysis:
![](file:///C:/Users/xpert/AppData/Local/Temp/msohtmlclip1/01/clip_image006.gif)
Figure 5: Dell ranking data
Company name
|
rank
|
Share in 2006
|
Dell
|
1st
|
15.9
|
HP
|
2nd
|
15.8
|
Lenovo
|
3rd
|
7.0
|
Acer
|
4th
|
5.8
|
References:
·
(2009).
Khan, M., Khan, M.A. "How technological innovations extend services outreach
to customers", International Journal of Contemporary Hospitality
Management, Vol. 21 No.5, pp.509-22.
·
(2005). Graham, P. R. C. J. L. International
Marketing (twelfth Ed.). New York.
·
(2013).Dell. Dell Official Site - The
Power To Do More | Dell. Retrieved from http://www.dell.com/
·
(2013). Jamie Rigg. Michael
Dell and Silver Lake up their offer for Dell buyout [Press Release]. Retrieved
from http://www.engadget.com/2013/08/02/dell-buyout-offer-increased/?utm_medium=feed&utm_source=Feed_Classic&utm_campaign=Engadget