Dell Computer is the PC company one loves to hate. They make competent products. MUDGE uses three (count ’em, three!) of them regularly at work, actually, and has no complaints, other than those related to a corporate bean counters’ hardware refresh policy that keeps pushing back to indefinity (new coinage, if it is, covered under this site’s Creative Commons license). A five year old laptop is dark ages stuff, but I don’t blame Dell.
Years ago, Dell was an extraordinary success story. Everyone knows it: the college sophomore who figured out before anyone else how to commoditize an entire industry, and made it work by ruthlessly weeding fat out of the supply chain (i.e., source in Asia) and cutting out an entire swath of the retail distribution channel through direct to consumer telephone and then on-line sales.
Well the world has caught up, and finally, very late in this observer’s opinion, Dell has begun to make moves toward a more conventional retail selling strategy.
Dell Moves Further From Direct Sales
By THE ASSOCIATED PRESS | Published: December 6, 2007
DALLAS (AP) — Dell is venturing further from its direct-to-consumer sales model and will start selling computers at Best Buy stores in January.
The companies said Thursday that Best Buy Co. will sell Dell’s XPS and Inspiron notebook and desktop computers at more than 900 stores.
Dell built its business around selling personal computers directly to customers, but it has been cutting deals with retailers as growth of PC sales slowed. The Round Rock, Texas-based company lost its spot as the world’s No. 1 computer maker to Hewlett-Packard Co. late last year, and HP has stretched its lead since then.
Of course, this change of course smacks of hurry-up desperation, since as the story will note, they’ve missed the huge holiday selling season at Best Buy.
[Please click the link below for the complete article — but then please come on back!]
Dell Moves Further From Direct Sales – New York Times
So, MUDGE. One might ask, where does the hate come in?
Nearly seven months ago, in its very fledgling days, this nanocorner of the ‘Sphere© presented a cautionary tale that, I believe, sheds some light.
Allow us, if you will, to take you back in time to a place called Left-Handed Complement post no. mm006 …
I tell stories. This is not news to those who know me. They’ve heard all of them, many times, many too many times, before. That won’t stop me from telling them here. In fact, you are a whole new audience for my stories. I can already feel my spouse poking me, as she does about seven minutes into the latest retelling of most any episode.
Ouch. But, let’s tell the one I alluded to last post. We were coy, and called my former PC a “heck.” I don’t know why I’m being so squeamish in a venue no one at all is looking at, but we can make this tale more generic this way, because I’m sure many of you can share similar ones.
I am a software tinkerer. I am always tweaking, downloading, never leaving well enough alone. There’s never enough RAM, enough HD, a big enough monitor to handle all the stuff I try to do at one time. So far, that places me only in the 56th percentile of PC users, I’m sure. But, this was not a problem related to all of that tinkering. This was a fundamental incompatibility between my printer, a most useful multifunction model from my (and pretty much everyone’s) favorite printer company, and the BIOS in my PC. When I purchased the printer, a mainstream model, and found this incompatibility with my PC, also well in the mainstream (dude!), I was forced to download and install an earlier version of the BIOS, a scary process involving creating copy of the download on a floppy disk to install/boot from. Pretty ugly for mainstream, but not that odd for a few years ago.
One day something changed. Don’t remember anymore exactly what, but I was getting ugly results trying to print. So, into support hell for literally hours, beginning with the printer company. Thirty minutes of hold time, and a lengthy explanation later, and I was directed to the PC company. What seemed like hours later, but probably 45 minutes or so actual time, I reached a support person in what seemed like an ex-US location. Explaining took a great deal of time, and the advice received wasn’t making a lot of sense, but I stayed patient (this was a few years ago while I still had some, apparently) throughout the ordeal. And I do mean ordeal, between disconnections, being bounced back and forth between printer company and PC company, speaking near midnight with people thinking about lunch.
A most frustrating eight (eight!) hours, and the problem really wasn’t resolved. I was resolved however to change PC brands. Oddly, the printer support people, obviously located in that same part of the world, may have been better trained, or more responsive, because I remain today a committed customer of their products.
But I went out virtually the next day and bought a new PC (it was time, four years since the last purchase), from a different manufacturer altogether: a Sony Vaio desktop. Well regarded in the various reviews I found on-line, with a built-in audio/visual media reputation, known for respected laptops, and NOT a “heck.” Brought it home, and let it sit unopened in the box for a few days, waiting, I guess, for the weekend and a suitable block of time – migrating from one PC to the next is not lightly undertaken (unlike placing a support call, it turns out, even though the time commitment turned out to be roughly similar!).
So, Sunday afternoon, took my shiny new box out of its box, plugged it all together, turned it on, and …
Nothing. Nada. Zilch. Sigh. Don’t know what happened to it between factory and my desk, but it was, and I can hear Andy Sipowicz saying it, D.O.A.
Okay, what to do? First, I’ll call tech support. Sigh.
So I called, and very much to my surprise, navigated through a simple menu, waited virtually no time at all, and found myself talking to a well informed support person.
He said that he could get someone out to my house the next day, but suggested that the best bet would be to return it to the retailer for an immediate replacement, which I did.
Glass-half-empty man, my standard persona, would usually think: what a terrible choice. D.O.A. out of the box! Find another brand!
Glass-half-full man, carrying the scars from eight hours of recent tech support frustration, actually thought: D.O.A., but resolved pleasantly, immediately (although it required an extra round-trip schlep to the retailer), by a cheerful person working in Florida on a Sunday afternoon.
The replacement system has worked perfectly ever since, although it is starting to show its age (not enough real horsepower for Vista, though I’m not seriously contemplating that can of worms!). Until and unless something horrible happens with my Vaio RS620G or my dealings with Sony, I’m sticking with that brand. They deserve it.
The lesson seems obvious to me, and I’ve read in the 2½ years since this incident that my former brand has begun to rethink its outsourcing ways.
There’s more to the bottom line than the bottom line. It’s the quality of the beans to be counted, Mr. Green Eyeshade. Or else, there just might be fewer beans to count next quarter.
The kid does tell a story, doesn’t he?
Okay, you’ve figured out what brand “heck” represented in the story.
So it’s this observer’s opinion that Dell’s problems of late have not been due to their direct to consumer model suddenly becoming obsolete.
I dare say that on-line retail sales of all kinds, especially technical gear like computers, is at an all-time high. Gear-heads like yours truly love to itemize components of PCs down to the cubic feet per minute air movement specification of their cooling fans, although as PC penetration moves into the last hold-out households prepackaged units sold by slick marketers like Best Buy will definitely move the needle.
But the issue is, if they’re so good, how come they were passed up? Let’s face it, everybody buys their components in Asia; many now assemble complete boxes there. It’s this curmudgeon’s perception that as opposed to outsourced supply, outsourced support, an easily discernable difference, has gradually chased customers away.
It’s no secret that Dell has moved support for their business customer base back on-shore, in response to strongly stated dissatisfaction.
Consumers, though, making an individual purchase every 2-4 years don’t have the business marketplace’s traction with a manufacturer, but they will, as MUDGE has, eventually exercise the only control that individuals have in a capitalist economy: vote with their feet. Here’s a trade publication story from a couple of years ago that supports my analysis.
I so voted, and lots of folks must have joined me, leading to HP’s recent attainment of sales leadership in the market.
I believe that Dell’s reputation for indifferent consumer support practices is what caught up to them. Maybe Best Buy and their Geek Squad can help repair the reputation.
In a time when the venerable and mighty IBM brand on a PC is owned by a Chinese manufacturer called Lenovo, U.S. companies can’t afford to stumble.
It’s it for now. Thanks,
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