1. With Ethan Dunne, Long Tang and Niamh Heraghty.

2. • Now that you’re comfortable…

3. • Based in Round rock, Texas, Dell is one of the
largest company employing more than a one
hundred thousand people worldwide. It was
founded by Michael Dell, in 1984, when he was
still a student at the University of Texas at Austin.
It was originally named PC's Limited . He was one
of the first entrepreneurs of the belief that by
selling personal computer-systems directly to
customers, their needs can be better understood
and most effective computing solutions can be
provided.

4. • Michael Dell, CEO of Dell today has a net
worth, according to Forbes magazine; of $18.2
billion.
• Dell is a global company operating in 34
countries in three world regions, with about
35,000 employees and $30 billion in sales.

5. • Supply Chain Management (SCM) is the
management of information flows between
and among stages in a supply chain to
maximize total supply chain effectiveness and
profitability.

6. • Forward and Backward Integration

7. • Advantages:
• Disadvantages:

8. • Central Database System.
Now discuss possible
• Advantages and
• Disadvantages

9. • Typical methods for
supply of goods or
services to a
consumer.
• Dell has no such
warehouse and cut
from 20 – 25 days
worth of inventory to
just 72 hours of
inventory across its
entire operation
• How?

10. • A visual representation of Dell’s supply chain.

11. • 2 teams (one with 4 members and the other
with 7)
• 1 minute
• Each team member at each end of the supply
chain must sign a piece of paper and pass it
down the line. The goal is to see how many
signed papers reach the end of the line safely
and legibly. The team with the most wins.

12. • Planning – Planning is required to meet customer expectations
whilst turning over a profit.
• Sourcing – Sourcing is the relationship with reliable suppliers in
which
• Making – Making is the manufacturing component of the process
that requires metrics to quality control, measure production output
and worker productivity.
• Delivery – Delivery can be defined as the logistics that plan and
control effective and efficient transport of goods from suppliers to
customers.
• Return – Returning simply is the network developed to handle
return of faulty products and to support customers that are
experiencing problems with their goods or services.

13. • Flow of data increases foresight.
• It can help find redundancies within a supply chain.
• Ultimately it clears and non visible supply and demand issues
that may cause a ripple effect to other partners within the
chain. (Bullwhip effect)
• It can decrease threats and increase supplier power.

14. • Customer relationship management is a
system for managing a company’s interactions
with current and future customers. This is
done to increase efficiency and effectively of a
company whilst maintaining close relations
and profiles of an individual consumer.

15. • CRM will allow a business to have closer
integration with a consumer. This intimate
relationship and profiling of the consumer
allows for targeted marketing and reward
schemes to heighten satisfaction within
customers and increase retention.

16. • The CRM system
covers all four bases
within a company and
when accessing this
data sales
representatives can
benefit from prior
knowledge of the
individual.

17. To gain this insight and insight into their most
valuable customers the CRM system must use
the RFM formula:
• How recently a customer purchased items
• How frequently a customer purchases items.
• The monetary value of each customer
purchase.

18. After identifying the patterns they can focus on
marketing to these individuals. CRM has three main
phases which include:
• Reporting phase – this phase helps organizations
identify their customers across other
applications.
• Analysis phase – this allows the organizations to
then segment the customers by profitability.
• Predicting phase – the final phase helps
organizations predict customer behavior by
viewing patterns and spending habits

19. • Operational CRM – dealing with customers,
this type is often front of house work.
• Analytical CRM – dealing with information
behind the scenes that assists with target and
market segmentation.

20. • Operational CRM can
be split further down
into another 3
segments.
• Marketing
• Sales
• And Customer Service

21. • Focus on data and
generating sales
via business
intelligence
information.

22. • Creating new leads
and identifying
areas that require
improvement.
• Automates each
phase of the sales
process.

23. • Creating ease of
access for support
and rectifying
problems that may
exist both pre or
post sale.

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