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Facing the forces of change 2000: the new realities in wholesale distribution

Corporate author:National Association of Wholesaler-Distributors ; Distribution Research and Education FoundationPublisher: Distribution Research and Education Foundation, 1992. ; Arthur Andersen, 1992. ; National Association of Wholesaler-Distributors, 1992.Language: EnglishDescription: 245 p. : Graphs ; 28 cm.Type of document: Book Bibliography/Index:
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Item type Current location Collection Call number Status Date due Barcode Item holds
Book Europe Campus
Main Collection
Print HF5438 .F33 1992
(Browse shelf)
Available 32419001209323
Total holds: 0


Faces the Forces of Change 2000 The New Realities in Wholesale Distribution Contents Acknowledgments 6 Preface 10 Introduction 13 Executive Summary 27 I The New Realities in Wholesale Distribution 41 I. Your relationships with manufacturers are no longer working 48 2. Your potential competitors are no longer easy to identify 56 3. Failing to assure maximum quality and productivity is no longer acceptable 4. Your channel will no longer tolerate redundancies 68 5. You can no longer simply take growth for granted 74 6. Size is no longer a benefit unless your channel partners value it 79 7. Your salesforce can no longer merely babysit the customer 84 8. You can no longer assume your business can generate enough cash 91 9. Serving market niches is no longer good enough 98 63 10. You can no longer assume that reacting to change, even quickly, will protect your market share I. You can no longer view your employees as your largest cost 110 II The Business Climate 117 III The Distribution Channel 131 The Customer 133 The Manufacturer 145 Alternate Channel Formats 104 153 IV The Wholesaler-Distributor's Operations 175 General Management 177 Human Resources 183 Sales and Marketing 189 Purchasing and Inventory Management Warehousing and Delivery 203 Finance 210 195 V Wholesaler-Distributor Imperatives 221 Appendixes 230 Survey Approach and Panels 232 NAW Member National Associations 234 Listing of Charts 236 Sales and Gross Margins for Wholesale Trade 241 Glossary 243

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