Richard Shaffer Quotations

Compaq built its business on resellers and it was very successful for them but now that model has been challenged by direct distribution, with companies like Dell.

The Valley is excited and it's scared at the same time.

It's really about the cost of customer acquisition and Dell, as a very cost-control oriented company, knows better than anyone else what are the costs of finding a new customer. This is their best guess at optimum return.

The places where businesses shop are different from where individuals shop. Colors and flashiness may appeal to consumers but maybe not to the business market. In fact, they may do just the opposite.