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1、物流管理,Arthur Andersen,3物流管理 3What is AA Doing in the Marketplace? 3Trends/Hot Buttons in Wholesale Distribution 3 Service Line Examples Customer Satisfaction Channel Marketing 3Wholesale Distribution Industry Program,目 录,The Wholesale Distribution Industry,The Classic Channel,Product,Service,Informat
2、ion,Information,$,Manufacturer,Wholesaler-Distributor,Customer,Many Forces Are Changing the Channel,Manufacturer,Wholesaler-Distributor,Customer,Alternate Channel Formats,Business Climate,Business Climate,Channel Formats,Manufacturer,Service Providers “Door to Door” Third Party Influencers Catalog d
3、rop-shipments direct from suppliers) Shift to inside salesforce,Transformation - Reinventing the Business,Focus on revenue growth Increased importance of innovative value-added services Strategic alliances for integrated supply Emphasis on reinventing the business and redeploying the workforce Reeng
4、ineer the salesforce,Trends Continuing From 1992 Study,W/Ds do not agree with their suppliers on key issues Margins and profitability continue to be pressured Alternate channel formats are here to stay Mergers and acquisitions continue at a rapid rate W/Ds are improving productivity Attracting and r
5、etaining strong management talent remains a challenge,Emerging Issues,Large companies still growing; small/medium companies turn to buying groups Marketing alliances emerge Integrated supply programs flourish Some segments shift from supply “push” to demand “pull” in Alternate channels shake out,Wha
6、t is AA Doing in the Marketplace?,Questions to Answer,How are you using the FTFOC study? Hot issues/activities for clients and targets What does the Industry Program provide that is value-added/non-value added? What further support do you need from the Industry Program?,F A C I N G the F O R C E S o
7、f C H A N G E,Transforming Your Business With Best Practices,Objectives of the Study,To provide a compilation of critical trends for management to use in strategic planning efforts To provide insights into how leading-edge companies are preparing to face these critical trends,The Shift From Departme
8、ntal to Process Mindset,Understand Markets Reorganization is also Required,Methods,Sales,Mktg.,Whsg. lower in 95, flat/lower in 96 Gross margin percentage continues to be flat/declining Operating expense control stagnant/ slightly improving Personnel productivity increasing Cash to cash cycle stable
9、/improving slightly Characteristics of better performing firms: Significant difference in operating expense to gross margin percentage - lower people and non-people expense Higher personnel productivity Better asset management (less debt, better inventory techniques) Do not have significantly higher
10、 sales growth or gross margin percentage,Hot Buttons in Wholesale Distribution / Opportunities for AA,Customer Satisfaction Customer /Product/Vendor Profitability Reporting Strategic Planning Benchmarking Performance Management Sales Force Effectiveness Manufacturer/Wholesaler-Distributor Relations
11、ABC Inventory Analysis Shared Services,Wholesale Distribution Industry Program - Support Materials,Wholesale Distribution Support Activities,CLIENT SERVICE AND SUPPORT,TRAINING,INFORMATION,4500 Clients,LEADING EDGE RESEARCH,Delphi Studies Surveys,St. Charles,Speeches Seminars PAR Reports,Management
12、Foresight Best Practices Knowledge Base,LIAISON WITH TRADE ASSOCIATIONS,WORLDWIDE INDUSTRY DIRECTOR,Wholesale Distribution Fees,FY 96FY 95Growth ABA96,09093,2903.0% Tax42,13841,8390.7% BC17,07812,63135.2% EFC 6,906 4,92940.1% Total162,211147,7609.8% Cons.761,733675,982 21.3% 21.9%,Wholesale Distribu
13、tion Fees,FY 96FY 95Growth US 63,26257,8359.4% Americas (non-US) 8,434 9,110(7.4%) Europe/ Asia 72,83563,24815.2% Pac/Aus 17,68017,5670.6% Total162,211147,760,Support Materials,Research Materials and Marketing Support FTFOC: Transforming Your Business With Best Practices Powerpoint Presentation Gene
14、ric Articles for Local or Trade Press Industry Information Credentials Binder (update coming 1/97) Quarterly Newsletter (“Channels”) Wholesale Distribution Industry Team Monthly Report Back Issues of Distribution Newsletter Brochures (Management Foresight / Logistics 2020) AA On-Line Web site,Suppor
15、t Materials (Contd),Proposal Support Client Lists Sample Proposals (Chicago and National) Presentations to Wholesaler-Distributors Customer Profitability Benchmarking Sales Force Effectiveness Customer Satisfaction Channel Strategies,Wholesale Distribution Industry Program - Future Initiatives,Futur
16、e Initiatives,NAW Competency Center Activity-Based Management Performance Management Sales Force Effectiveness Next FTFOC Study Enhanced Web Site Process Benchmarking Projects Confidence Index/Channels Newsletter,Wholesale Distribution Industry Program - Recent Studies,Facing the Forces of Change: Transforming Your Business With Best Practices (1995),Updates the previous study through the year 2000 Expanded to over 750 industry experts Conducted
