Product details

The original Dell case desribes the Dell business model and its adaptation to the web. This second case provides an update through March 2001 and contains a summary of some of the company''s more important events since the first case, which was written two years earlier. TEACHING PURPOSE: The origianl case and this update are used to study Dell''s unique ''pull'' model based on direct selling, build-to-order, mass customization, and virtual integration of the supply chain all turbo-charged by the web. In class we often contrast Dell''s situation with that of Compaq which is selling through traditional channels and uses a ''build to forecast'' or ''push'' model. The cases contain both Dell and Compaq financial data. We also use the case to ask ''will the Dell model work internationally and will it work in the G3 wireless world''. SPECIFIC APPLICATIONS: The ''pull'' model is being examined by many companies and Dell is really the ''poster child'' or benchmark. Consequently, this case can be used in any e-biz program or in any marketing or supply chain program as well.