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物流管理ArthurAndersen
3 物流管理3 WhatisAADoingintheMarketplace?3 Trends/HotButtonsinWholesaleDistribution 3 ServiceLineExamples CustomerSatisfaction ChannelMarketing3 WholesaleDistributionIndustryProgram 目录
TheWholesaleDistributionIndustry
TheClassicChannelProductServiceInformationInformation$ManufacturerWholesaler-
DistributorCustomer
ManyForcesAreChangingtheChannelManufacturerWholesaler-
DistributorCustomerAlternateChannelFormatsBusinessClimateBusinessClimate
ChannelFormatsManufacturerServiceProviders“DoortoDoor”ThirdPartyInfluencersCatalogTechnology-
Aided
RetailerBasedBuyerInitiatedPointofConsumption
MerchandisingManufacturer
BasedWholesaler-DistributorCustomer
CustomerMarketSegmentsContinuetoFragmentRequiringDifferentSuppliersHighLowLowHighValue-AddedServiceNeedsoftheCustomer/SupplierNeed:-Customerqualityunique
product/serviceconcernsExample:-Specialtydistribution-Focusononeofproduct,
service,customer,locationNeed:-Smallorders-LowcostExample:-Directmail-catalog-WarehouseclubNeed:-LargeOEMcontractsExample:-Manufacturer-directNeed:-Outsourcing-IntegratedSupplyExample:-Large-distributorconverterTraditionalWholesaler-Distributor’sCustomers
Industry/ProductLifeCycleConceptINTRODUCTIONGROWTHMATURITYDECLINEWholesaler-
DistributorOther
ChannelsManufacturer
Support
ExtensionoftheLifeCycleConcept:ReformationandTransformationINTRODUCTIONGROWTHMATURITYDECLINEINTRODUCTIONGROWTHMATURITYDECLINETransformationReformation
Reformation-OptimizingCoreCompetenciesFocusonreducingcostsFocusonprovidingbasicservicesRetentionandpenetrationofcustomersIncreasedoutsourcing(delivery;drop-shipmentsdirectfromsuppliers)Shifttoinsidesalesforce
Transformation-ReinventingtheBusinessFocusonrevenuegrowthIncreasedimportanceofinnovativevalue-addedservicesStrategicalliancesforintegratedsupplyEmphasisonreinventingthebusinessandredeployingtheworkforceReengine
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