Page 163 - 100 Great Business Ideas: From Leading Companies Around the World (100 Great Ideas)

their preferences and requirements in detail, and then acting
on them.
Dell’s approach highlights the need to develop the relationship with
the customer.

In practice

Adopt a singular focus on the customer by following four
principles.
1. Finding the most efficient path to the customer. This means avoiding

intermediaries that add confusion and cost. Also, organize your
business around customers who share similar needs.
2. Making things easy—and being accountable. Customers want fast,
streamlined access to your products: give them this, and give
them someone who will take responsibility for helping them.
3. Building to order—this means understanding what your
customers want, and delivering exactly this. The result is less
cost for you, and potentially more business from your client.
4. Being a low-cost leader. By focusing on what customers want,
your business is able to reduce expensive inventory costs and
to streamline your supply chain. The result is improved
customer service, a better price for the customer, and higher
margins for you.

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