物流管理物流管理物流管理物流管理 Arthur Andersen 2 2 物流管理物流管理物流管理物流管理 What is AA Doing in the Marketplace? Trends/Hot Buttons in Wholesale Distribution Service Line Examples Customer Satisfaction Channel Marketing Wholesale Distribution Industry Program 目目目目 录录录录 3 3 The Wholesale Distribution Industry 4 4 The Classic Channel Product Service Information Information $ Manufacturer Wholesaler- Distributor Customer 5 5 Many Forces Are Changing the Channel Manufacturer Wholesaler- Distributor Customer Alternate Channel Formats Business Climate Business Climate 6 6 Channel Formats Manufacturer u Service Providers u “Door to Door” u Third Party Influencers u Catalog drop- shipments direct from suppliers) IShift to inside salesforce 1111 Transformation - Reinventing the Business IFocus on revenue growth IIncreased importance of innovative value-added services IStrategic alliances for integrated supply IEmphasis on reinventing the business and redeploying the workforce IReengineer the salesforce 1212 Trends Continuing From 1992 StudyTrends Continuing From 1992 Study I I W/Ds do not agree with their suppliers on key W/Ds do not agree with their suppliers on key issuesissues I I Margins and profitability continue to be Margins and profitability continue to be pressuredpressured I I Alternate channel formats are here to stayAlternate channel formats are here to stay I I Mergers and acquisitions continue at a rapid Mergers and acquisitions continue at a rapid raterate I I W/Ds are improving productivityW/Ds are improving productivity I I Attracting and retaining strong management Attracting and retaining strong management talent remains a challengetalent remains a challenge 1313 Emerging IssuesEmerging Issues IILarge companies still growing; Large companies still growing; small/medium companies turn to buying small/medium companies turn to buying groupsgroups IIMarketing alliances emergeMarketing alliances emerge IIIntegrated supply programs flourishIntegrated supply programs flourish IISome segments shift from supply Some segments shift from supply “ “pushpush” ” to demand to demand “ “pullpull” ” inin IIAlternate channels shake outAlternate channels shake out 1414 What is AA Doing in the Marketplace? 1515 Questions to Answer 3How are you using the FTFOC study? 3Hot issues/activities for clients and targets 3What does the Industry Program provide that is value-added/non- value added? 3What further support do you need from the Industry Program? 1616 F A C I N G F A C I N G the the F O R C E SF O R C E S of of C H A N G EC H A N G E N A W DREF Transforming Transforming Your Business With Your Business With Best PracticesBest Practices 1717 Objectives of the StudyObjectives of the Study IITo provide a compilation of critical To provide a compilation of critical trends for management to use in trends for management to use in strategic planning efforts strategic planning efforts IITo provide insights into how To provide insights into how leadingleading- -edge companies are edge companies are preparing to face these critical trendspreparing to face these critical trends 1818 The Shift From Departmental to Process MindsetThe Shift From Departmental to Process Mindset Understand Markets Reorganization is also RequiredImproving Productivity; Reorganization is also Required Methods SalesMktg. Whsg. lower in 95, flat/lower in 96 3Gross margin percentage continues to be flat/declining 3Operating expense control stagnant/ slightly improving 3Personnel productivity increasing 3Cash to cash cycle stable/improving slightly 3Characteristics of better performing firms: r Significant difference in operating expense to gross margin percentage - lower people and non-people expense r Higher personnel productivity r Better asset management (less debt, better inventory techniques) r Do not have significantly higher sales growth or gross margin percentage 6565 Hot Buttons in Wholesale Distribution / Opportunities for AA 3 Customer Satisfaction 3 Customer /Product/Vendor Profitability Reporting 3 Strategic Planning 3 Benchmarking 3 Performance Management 3 Sales Force Effectiveness 3 Manufacturer/Wholesaler-Distributor Relations 3 ABC Inventory Analysis 3 Shared Services 6666 Wholesale Distribution Industry Program - Support Materials 6767 Wholesale Distribution Support Activities CLIENT SERVICE AND SUPPORT TRAININGINFORMATION 4500 Clients LEADING EDGE RESEARCH Delphi Studies Surveys St. CharlesSpeeches Seminars PAR Reports Management Foresight Best Practices Knowledge Base LIAISON WITH TRADE ASSOCIATIONS WORLDWIDE INDUSTRY DIRECTOR 6868 Wholesale Distribution Fees FY 96FY 96FY 95FY 95GrowthGrowth ABAABA96,09096,09093,29093,2903.0%3.0% TaxTax42,13842,13841,83941,8390.7%0.7% BCBC17,07817,07812,63112,63135.2%35.2% EFCEFC6,9066,9064,9294,92940.1%40.1% TotalTotal162,211162,211147,760147,7609.8%9.8% Cons.Cons.761,733761,733675,982675,982 21.3%21.3%21.9%21.9% 6969 Wholesale Distribution Fees FY 96FY 96FY 95FY 95GrowthGrowth USUS63,2626