Strategic marketing Management of Dell - Analysing Harvard Business School case "Dell - The New Horizon"

Essay by diabloq80University, Master'sA+, September 2003

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This MBA level essay talks about the future of Dell and how it can sustain the success and growth it have been enjoying for the past few years, taking in consideration the current economical difficulties that the US economy is facing. The "Dell - The New Horizon" case from Harvard Business School inspired and provided important data for this analysis. Titled "strategic marketing Management of Dell" the essay answers questions such as:

1)Based on a thorough analysis, identify and discuss the factors that have made Dell a success to date.

2)What is Dell's competitive position in the industry as of 2002?

3)An August 12 2002 Business Week article indicated that Michael Dell's goal is to double Dell Computers' current revenue to $60 billion by 2007. Is this achievable? How should Dell go about increasing its annual sales by $6 billion each year for the next five years?

4)What are the pros and cons of the various growth options? What do you recommend? What are the implications of your recommendations? How will it affect Dell as a company particularly in terms of its positioning strategy that has successfully fueled the growth to date?

5)If you disagree with Michael Dell's growth target from question 3 above, what would your alternative recommendations be? Why?

Essay Includes:

Executive Summary


Problems Identification

Situation Analysis

Identification of Alternatives

Decision Criteria

Recommendation & Implementation


Executive Summary

In 1984, at the age of 19, Michael Dell founded Dell Computer with a simple vision and business concept--that personal computers could be built to order and sold directly to customers.

Michael Dell believed his approach to PC manufacturing had two advantages: (1) bypassing distributors and retail dealers eliminated the markups of resellers, and (2) building to order greatly reduced the costs and risks associated with...