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Written by Timothy Horan
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It was late in the research stage and early in the understanding phase when Mike Marks, Mike Emerson, and I were discussing our findings. Two things were apparent; one, businesses in a supply chain worked at cross-purposes, even though they needed each other to succeed. Two, there was little evidence that the sugarcoated theory of “win-win” ever helped either party achieve any significant wins. The questions we tossed around the table that day were not concerned with the validity of the findings, it was whether or not senior managers would accept a frontal assault to their cherished beliefs. Win-win was part of the American business lexicon. If we all work together, we will all win, and shared prosperity would be the result, executives believed. Our research proved otherwise.
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Written by Peggy L. Tracy
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Manufacturers face a rather cyclical issue of whether to take more sales direct, and less through distribution. Manufacturers need to do their homework before making this decision. The 3 questions and profitability equation offered in this article help examine this issue.
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Written by Tim Horan and Peggy L. Tracy
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Find out if you have too many distributors rather than not enough. Manufacturers should follow 4 steps to evaluate and optimize their distributor network. The optimization plan addresses channel strategy for mature vs. growing brands and coverage from national vs. regional distributors, among other issues. The plan’s scorecard provides a roadmap for future supplier/distributor decisions.
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Written by Peggy L. Tracy
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Customer satisfaction is the one thing you never, ever abdicate to a channel. Once there is a competitive product on the market with wonderful technical support, and you know there will be soon, what do you think is going to happen?
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Written by Mike Marks
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We’ve heard it said, “Why can’t we all just get along?” Manufacturers and distributors throughout all industries are well aware of the gap between the promise and the reality of joint planning. This is not a new problem, but the evolving market changes are making the process more painful.
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Written by Peggy L. Tracy
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This document contains five case studies which profile the ways specific companies have dealt with the following issues: Perfect Order Process, EDI, Vendor Managed Inventory, Supply Chain Collaboration and Measurement of EDI Cost Savings.
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| Results 7 - 12 of 14 |
Channel Management 
