渠道第3章-文庫吧
2025-01-15 19:29 本頁面
【正文】 t of orders the day they are received. (c) For CDW’s gov’t buyers, CDW has instituted an “asset tagging” system that lets buyer track what product is going where。 product is scanned into both buyer and CDW databases, for later ease in tracking products (. for service calls) (d) CDW buys product in large volumes from mfgrs., taking in approximately eight trailerloads of product from various suppliers every day. Loads are received in bulk, with few added services. 表 31在各渠道流上的投入 Channel Flow CDW’s Investment in Flow Negotiation (a) CDWG started a smallbusiness consortium in 2023 to help small firms pete more effectively for federal IT contracts. What CDWG gives the small biz partner: lower prices on puters than they could otherwise get。 business leads。 and access to CDW’s help desk and product tools。 CDW also handles shipping and billing, reducing the small biz partner’s channel flow burden. What the small biz partner provides: access to contracts CDW could not otherwise get. Financing (a) CDW collects receivables in just 32 days。 CDW turns its inventories 2x per month。 CDW has no debt. Risking (a) “We’re a kind of chief technical officer for many smaller firms”: (b) In April 2023, CDW was authorized as a Cisco Systems Premier (CSP) partner, in serving the mercial customer market. 表 31在各渠道流上的投入 Channel Flow CDW’s Investment in Flow Promotion (a) CDW devotes a salesperson to every account (even small, new ones!), so that an enduser can talk to a real person about technology needs, system configurations, postsale service, etc. (b) Salespeople go through 6189。 weeks of basic training, then 6 months of onthejob coaching, then a year of monthly training sessions. (c) New hires are assigned to smallbusiness accounts to get more opportunities to close sales. (d) Salespeople contact clients not through inperson sales calls (too expensive), but through phone/. (e) CDW has longertenured salespeople than its petitors. 渠道概覽 33：逆向物流 退貨成本 ? 表 32 產(chǎn)品退貨 Product Returns: A LargeScale Problem ?The value of returned goods is close to $60100 billion annually in the . ?Web returns alone had value between $ and $ billion in 2023 ?Estimates are that the cost of processing those Web returns is twice as high as the merchandise value itself! ?. panies are estimated to spend $35 billion to more than $40 billion per year on reverse logistics ?The average pany takes 3070 days to move a returned product back into the market ?The estimated number of packages returned in 2023 is 500 million 產(chǎn)品退貨過百分比 Industry Retu
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