Dell Sets its Sites on Wooing UK Users with a Web Sales Strategy

Direct manufacturer Dell has launched an internet site allowing UK customers to configure and buy PCs online as the company expands its electronic commerce offering.

Dell estimates that internet sales account for about $1 million sales a day in the US, but it has yet to take off in the UK as a method of direct selling.

The company is expecting to sell half of its PCs over the internet by 2000, according to Philip Vanhoutte, managing director of Dell direct UK and Ireland.

He said that customers choosing to buy over the internet were better informed and more serious buyers, but acknowleged that many customers were unhappy about making payments online.

?There is concern from some customers because of things that have gone wrong in the past,? he said.

As part of the service, Dell will connect customers to a member of its sales staff if they do not want to give credit card details online.

Vanhoutte said selling over the internet would lower the cost of selling PCs direct and reduce street prices.