Two former Dell executives turned Fortune 500 consultants revealthe incredibly successfully, ten-step program they instituted atthe world's number-one PC manufacturer for finding profitablecustomers, building and maintaining lasting relationships withthem, and allocating resources based on their bottom-line value:the Direct Impact Growth System. Rubio and Laughlin use fascinatingand instructive case studies based on their experiences at Dell,Xerox, Citibank, Mercedes Benz, Braun, and other top internationalfirms to demonstrate the system in action and its phenomenalresults.

Janet Rubio (Austin, TX) led Dell's direct marketing andcatalog programs and oversaw its 20 million dollar promotionalbudget. In 1998 she founded Direct Impact, a top national marketingagency specializing in helping companies accelerate and controlgrowth.
Patrick Laughlin (Austin, TX) left IBM, where he was thecompany's top-ranking salesman, to join Dell as a marketingmanager. At Dell, he developed a range of sales programs andcustomer evaluation tools.