In 1993, to complement its own direct sales channel, Dell planned to sell PCs at big-box retail outlets such as Wal-Mart, which would have brought in an additional $125 million in annual revenue. Bain consultant Kevin Rollins persuaded Michael Dell to pull out of these deals, believing they would be money losers in the long run. Margins at retail were thin at best and Dell left the reseller channel in 1994. Rollins would soon join Dell full-time and eventually become the company President and CEO. COUNT 4
QSN1 What year did Dell plan to sell PCs at retailers? ANS1 1993 QSN2 What was one retailer that were going to sell Dell PCs? ANS2 Wal-Mart QSN3 Who convinced Michael Dell to not use retailers to sell PCs? ANS3 Kevin Rollins QSN4 What position at Dell did Kevin Rollins eventually attain? ANS4 CEO