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Facing the forces of change: the road to opportunity

Author: Fein, Adam J. Corporate author:Distribution Research and Education Foundation ; Pembroke Consulting ; National Association of Wholesaler-DistributorsPublisher: National Association of Wholesaler-Distributors, 2004. ; Distribution Research and Education Foundation, 2004. ; Pembroke Consulting, 2004.Language: EnglishDescription: 187 p. : Graphs ; 26 cm.Type of document: BookBibliography/Index: Includes bibliographical references
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Item type Current location Collection Call number Status Date due Barcode Item holds
Book Europe Campus
Main Collection
Print HF5438 .F45 2004
(Browse shelf)
001209646
Available 001209646
Total holds: 0

Includes bibliographical references

Digitized

Facing the Forces of Change The Road to Opportunity Table of Contents ACKNOWLEDGEMENTS · ix About Pembroke Consulting · xiii FOREWORD · xv INTRODUCTION · 1 New challenges and new opportunities · 2 About this report · 5 Applying Facing the Forces of Change to your company · 6 EXECUTIVE SUMMARY · 9 PART I: FOUR TRENDS CHANGING WHOLESALE DISTRIBUTION · 13 Chapter One: Customer Self-Service · 15 Key messages · 15 Data points · 16 Customers will embrace self-service options · 16 Online connectivity becomes the norm · 17 Fewer paper pushers and more technology workers · 22 Self-service will drive salesforce transformation · 23 The salesforce will evolve, not vanish · 24 Productivity gains will continue · 26 Questions for management discussion · 30 Action ideas · 31 Chapter Two: Strategic Sourcing · 39 Key messages · 39 Data points · 39 Better information will expose unsupportable margins · 40 Questions for management discussion · 51 Action ideas · 51 Chapter Three: Fee-Based Services and P'ricing · 59 Key message · 59 Data points · 59 Most wholesaler-distributors will offer services for a fee · 60 The economic rationale for fees · 61 Fee-based services must deliver value to customers · 64 Fee-for-service pricing will increase accountability · 66 Customers will accept fees, but slowly · 67 Questions for management discussion · 69 Action ideas · 69 Chapter Four: Logistics and Fulfillment · 75 Key messages · 75 Data points · 75 Logistics companies will continue competing directly with wholesaler-distributors · 76 Suppliers will treat logistics companies as viable alternatives · 78 Outsourced logistics can support wholesale distribution · 80 Questions for management discussion · 82 Action ideas · 82 Chapter Five: Emerging Trends · 85 Radio-frequency identification · 85 Off-shore customer service · 88 The Sarbanes-Oxley Act of 2002 · 91 Private-label products · 93 PART II: DETAILED RESULTS FOR CUSTOMER TYPES · 97 Chapter Six: Contractors · 99 Key messages · 99 Contractor demographics · 99 Role of wholesale distribution · 103 Four trends for contractors · 104 Chapter Seven: Industrial Buyers · 117 Key messages · 117 Industrial market demographics · 117 Role of wholesale distribution · 120 Four trends for industrial buyers · 122 Chapter Eight: Retailers · 137 Key messages · 137 Retailer demographics · 137 Role of wholesale distribution · 140 Four trends for retailers · 142 PART III: SUPPLIERS TO WHOLESALER-DISTRIBUTORS · 157 Chapter Nine: Implications for Manufacturer-Suppliers · 159 Key messages · 159 Data points · 159 Manufacturer-distributor relationships are evolving · 160 Manufacturers will question distributor sales effectiveness · 161 Fee-based services by manufacturers will grow · 162 Manufacturers will create closer partnerships without limiting options. · 166 Technology will enable supply chain relationships · 167 Logistics alternatives will challenge channel roles and margins · 170 Action Ideas for manufacturer-suppliers · 172 APPENDIX: CUSTOMER TYPES FOR NAW MEMBER ASSOCIATIONS · 177 ENDNOTES · 185

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