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