Direct From Dell: Strategies That Revolutionized an Industry [Hardcover]

Michael Dell (Author), Catherine Fredman (Author)

Book Description

Publication Date: February 17, 1999

By the visionary who founded Dell Computer Corporation — one of the most profitable and innovative companies in the world — "Direct from Dell" recounts the amazing story of Dell and the pioneer strategies that resulted in the company's phenomenal success.

Editorial Reviews

Amazon.com Review

The PC business is full of rags-to-riches stories. But perhaps none is as dramatic as the rise of Dell Computer. In Direct from Dell, founder and CEO Michael Dell tells how he started his company from a dorm room at the University of Texas with less than $1,000 and built it into an industry powerhouse with a market capitalization of well over $100 billion. What makes Dell Computer unique is not what it sells, but rather how it sells it. Dell was first in the PC industry to pioneer the direct-selling model, a method that competitors such as Compaq and Apple Computer are only now starting to embrace. By cutting out the intermediary and creating a direct link between manufacturer and customer, Dell was able to provide customers with computers that cost less and that were more apt to meet customer needs.

Direct from Dell is organized into two parts. The first recounts the history and the enormous growth of Dell Computer. The second part focuses on Dell's management approach, from developing customer focus to creating alliances with suppliers. The book manages to avoid most of the promotional and self-congratulatory air that seem to plague so many first-person CEO tomes. Anyone who has followed the PC industry or would like insight into Dell Computer's success should enjoy reading this book. Well written and easy to read. Recommended. --Harry C. Edwards

From Publishers Weekly

The results are impressive: a 19 year-old with $1000 starts a company, remains at the helm and on top of changes in the industry for 10 years, and watches the stock rise 36,000% over another decade as his company becomes the second largest maker of PCs in the world, and the largest in the U.S. The founder of the Dell Computer Corporation uses anecdotes from his entrepreneurial life and his company's history to illustrate the "direct model" he developed to do itAone that eliminates the middleman via a host of direct-marketing media and incorporates a full-blown philosophy of doing business. While most of that philosophy's components are familiar (internally, "Reward Success by Narrowing Responsibility"; externally, "Teach Innovative Thinking"; "Retail: First in, First out"; "Hyperlink to the Future"), seeing how Dell put these theories into practice will sustain a reader's interest. Rightly, the custom-built and directly shipped computers that are the company's signature product get the most airtime. While the book, like nearly all in its CEO-authored subgenre, is heavy on self-congratulatory propaganda ("The spirit of the company that remains today was beginning to take hold"), Dell makes an agreeable maverick.
Copyright 1999 Reed Business Information, Inc.

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Product Details

• Hardcover: 256 pages
• Publisher: HarperBusiness; First Edition edition (February 17, 1999)
• Language: English
• ISBN-10: 0887309143
• ISBN-13: 978-0887309144
• Product Dimensions: 9.4 x 6.2 x 1.1 inches
• Shipping Weight: 1.3 pounds
• Average Customer Review: 4.1 out of 5 stars  See all reviews (80 customer reviews)
• Amazon Best Sellers Rank: #1,276,237 in Books (See Top 100 in Books)

Customer Reviews

Most Helpful Customer Reviews

33 of 33 people found the following review helpful:

5.0 out of 5 stars Mike Dell, a leader, not a follower, August 2, 2000

By 

peter reed (Greenbrae, ca United States) - See all my reviews

This review is from: Direct From Dell: Strategies That Revolutionized an Industry (Hardcover)

Someone once said that the definition of insanity is to continue to do the same thing but expect a different result.

Prior to Mike Dell's assault on the PC Industry in the the early 80's, all of the top PC players were pla ying the game called "follow the follower" nothing new or exciting , same old, same old.

Then Mike Dell comes along with better products and a better strategy.

I see that Dell made a clean sweep in the new issue of PC World with Dell products coming in first place in all categories listed I am not surprised. Dell products are the best. I have used various pc's from the packard bells to the Compaqs, nothingelse even comes close to Dell.

Perfect example of Dell's selling Direct strategy in action; eliminate the middle man and use the difference to develop better products and pass the savings on to the consumer. Obviously it has worked incredibly well.

I have my own business and found Mr. Dell's book refreshing and packed with simple, but useful strategies.

It is no wonder that Dell has turned the PC Industry on it's ear.

Read it, you'll benefit. Great book.

This book deserves 10 stars, not 5

29 of 29 people found the following review helpful:

4.0 out of 5 stars Great read for Business & Economics Studnets, December 15, 1999

By A Customer

This review is from: Direct From Dell: Strategies That Revolutionized an Industry (Hardcover)

I can understand the criticism of this book that perhaps Mike Dell should have gone more in depth about the dynamics of his company and industry. However, this being his first book that I know of I can understand why he choose to keep it short and simple, and to his credit.

A great peak into the mind of a business man and leader who in my opinion deserves to be mentioned in the same sentence with Henry Ford, Bill Gates, Lee Iacocca et al.

One part in particular that caught my attention was Chapter 7 where on page 95&96 he talks about his "Know The Net" initiative in order to familiarize his employees with the Internet.

I personally liked when he stated that: "Some might argue that if you give employees access to the World Wide Web, they will spend all their time surfing the Net. But that's like saying, We don't want to teach our people how to read because they might spend all their time reading."

Fabulous insight into Michael Dell's view of the Internet's future as a conduit for Economic Efficiency in business, school, and life.

Great piece of literature especially for beginning Business& Economics students. Peace :-)

33 of 34 people found the following review helpful:

5.0 out of 5 stars Mike Dell is a modern day Henry Ford!, August 4, 2000

By 

terri defranco (Southbend, IN) - See all my reviews

This review is from: Direct From Dell: Strategies That Revolutionized an Industry (Hardcover)

Just as Henry Ford pioneered the automobile industry, so has Michael Dell pioneered the computer industry.

This book is a easy read, but highly informative. I also bought the tapes which I play in my car.

I have reread this book 4 times and I always come up with a new idea that is profitable to my business.