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I. Since its inception nearly 25 years ago, Dell has built a profitable direct-to-customer business model. Today, more than 80% of Dell’s sales are to commercial customers (e.g., business, government, and not-for-profit organizations). In 2007, Dell added a significant commercial customer segment – retailers. You can read more about this development on Dell’s blog at http://dellshares.dell.com/archive/tags/Retail/default.aspx .

a) Is adding this new market segment consistent with or a departure from Dell’s strategy? Explain your answer.

Let me first explain what I know about Dell’s operations from the perspective of distribution and warehousing operations according to my direct experience working for them in Mexico City.
I used to work at a Logistic (warehouse and distribution) company name “Kuehne & Nagel� in Mexico City in which one of our biggest an profitable customer was DELL.
I used to be the warehouse and distribution supervisor for DELL at...

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Title: Business To Business Marketing
Approximate word count: 2523
Approximate pages: 11 (250 words per double-spaced page)

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