安德森物流管理.pptx

物流管理 ;3 物流管理 3 What is AA Doing in the Marketplace? 3 Trends/Hot Buttons in Wholesale Distribution 3 Service Line Examples Customer Satisfaction Channel Marketing 3 Wholesale Distribution Industry Program ;;The Classic Channel;Many Forces Are Changing the Channel;;Customer Market Segments Continue to Fragment Requiring Different Suppliers;Industry/Product Life Cycle Concept;Extension of the Life Cycle Concept: Reformation and Transformation;Reformation - Optimizing Core Competencies;Transformation - Reinventing the Business;Trends Continuing From 1992 Study;Emerging Issues;;Questions to Answer;F A C I N G the F O R C E S of C H A N G E;Objectives of the Study;The Shift From Departmental to Process Mindset;Best Practices Matrix;Understanding Markets Customers;Key Messages;W/Ds gauge customer’s satisfaction;Customers Focus on Best Value and Lowest Cost –Complete Reliable Deliveries are Assumed;W/Ds need to understand their cost Sophisticated management information, and its use, will be key to success in future W/Ds have information to decide about profitable customers, products, and services ;;;Enhancing Company Value -- AA Services;Developing Vision Strategy;Key Messages;Wholesaler-distributors are doing strategic planning to enhance performance;ROI Strategies Reflect Both Reformation  Transformation;;;Enhancing Company Value -- AA Services;Enhancing Company Value -- AA Services;Selling and Customer Service;Key Messages;The Customer Service Framework;Salesforce Continues to Shift to Inside Sales;Inside Sales Is Becoming More Proactive and Less Administrative;;;;;Obtaining Materials Supplies;Key Messages;;Better Communication Is Needed to Strengthen Relationships Between W/Ds and Suppliers;Wholesaler-Distributors’ Value-added is Being Questioned;The cost and value of the marketing functions W/Ds perform are not clearly understood by manufacturers Manufacturers generally feel distributors’ gross margins on their products are more than adequate B