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How Dell Does It

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Reveals the Key Management Principles Behind Dell's Unprecedented Success

The story of how Michael Dell grew a dorm-room, custom-PC shop into the world’s leading computer systems company, in just 21 years, has become part of modern business lore. But until now, none of what has been written about Dell, Inc. and its business practices has afforded business professionals a clear, practical understanding of the guiding principles underlying the ...

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Overview

Reveals the Key Management Principles Behind Dell's Unprecedented Success

The story of how Michael Dell grew a dorm-room, custom-PC shop into the world’s leading computer systems company, in just 21 years, has become part of modern business lore. But until now, none of what has been written about Dell, Inc. and its business practices has afforded business professionals a clear, practical understanding of the guiding principles underlying the company’s phenomenal success.

In How Dell Does It, industry insider Steven Holzner cuts through the hype surrounding Michael Dell and the company he built to expose the core principles that have guided Dell, Inc. from the start. He takes us deep inside the company to explore, in exacting detail, every aspect of the company’s processes, practices, and culture, and he shows how they function within the framework of Dell’s revolutionary business model. He distills powerful lessons that business leaders in every industry sector can use to achieve extraordinary results the way Dell does.

Among other things, you’ll discover how to:

  • Adapt Dell’s just-in-time inventory techniques to your company
  • Use “virtual integration” to turn customers and suppliers into partners
  • Anticipate and adapt to market changes at a moment’s notice
  • Harness the awesome power of the Internet to achieve record growth
  • Motivate employees to new heights of innovation and productivity

Steven Holzner is the bestselling author of more than 95 books about the computer industry. As a long-time contributing editor at PC Magazine, he has closelytracked industry trends, including the emergence and meteoric rise of Dell, Inc.

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Product Details

  • ISBN-13: 9780072262544
  • Publisher: McGraw-Hill Companies, The
  • Publication date: 12/28/2005
  • Edition number: 1
  • Pages: 234
  • Product dimensions: 9.08 (w) x 6.32 (h) x 0.86 (d)

Meet the Author

Steven Holzner is the bestselling author of more than 95 books about the computer industry. As a long-time contributing editor at PC Magazine, he has closely tracked industry trends, including the emergence and meteoric rise of Dell, Inc.

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Table of Contents

1 Go direct 1
2 Provide the best value 23
3 Focus fanatically on customers 43
4 Celebrate standardization 63
5 Have zero tolerance for inventory 85
6 Always adapt, always execute 107
7 Value information 129
8 Get others to do more of the work 153
9 Know how to grow 175
10 Look to the future 199
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Customer Reviews

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  • Anonymous

    Posted November 17, 2006

    Why Dell works for its 'Dudes'

    Using material from Direct from Dell, by Dell Computer founder Michael Dell, and from computer industry Web sites and trade publications, author Steven Holzner does a solid job of describing Dell¿s rise over the past two decades and explaining what it is doing now to expand its market dominance. If you want all the details, though, you may feel frustrated. For example, Holzner says that Dell obsessively tracks the profit and loss of every business unit. However, he does not explain how. Which metrics does the company use, other than the often-cited ROIC, and how did it develop them? Similarly, Holzner notes that Dell analyzes markets and moves into them at just the right time. But how is it able to judge them so accurately? The book plateaus at the level of reportage, rather than rising to the level of inside analysis. However, if you are looking for a summary of Dell¿s very successful business strategy, we recommend this overview.

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