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Position: Variety/Needs/Access-Based Dell Computer Particular Product Variety Set of Activities . Large corporate and institutional customers and their employees Particular Customer Group Moderate range of standard, mid- and large capacity personal computers, PC servers, and PC workstations with low support requirements • Prices 15% below rivals • Employees of institutional customers. get same discount on personal machines • Direct sale via sales force, telephone, and the Internet • Models include most up to date components • Build to order from a menu of options • Assemble only, using just-in-time relationships with nearby suppliers • Outsource maintenance and repair • Limited R&D CAON Taiwan Presentation 07-31-01 CK 32 32 Copyright © 2001 Professor Michael E. Porter

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