【正文】 n The following identifies the five major steps that were performed by the panies in the NAW benchmarking project: ? Goals and objectives of the pany for the process/areas associated with the process ? Documentation on how employees associated with the process are pensated and performance monitored ? Process mapping of the process ? Development of time estimates for employees involved in the process ? Data collection questionnaire 89 Inbound Shipments Filling an Order/ Delivery Forecasting Buying Inventory Control Process to Determine “ Best Practices” Inventory Management 3 Recognize need to buy 3 Complete purchase requisition information 3 Confirm with suppliers enter system 3 Reconcile purchase order invoice Reassessment 90 Obtain, Understand and Analyze Best Practices Adapt and Incorporate Best Practices Recalibrate and Improve Determine What to Benchmark Understand You。 Reanization is also Required Methods Sales Mktg. Whsg. Del. Inv. Mgmt Human Resources Exec. Mgmt. Employee training empowerment 1 1 3 2 1 2 Reanization/redefinition of functions and tasks 3 2 2 1 New/improved systems 3 1 1 3 Improved work flows 2 3 3 Compensation tied to productivity 2 59 Increases in Training Expenditures Expected W/D Today 2023 Today 2023 Total training costs % % % % HIGH ROTA 60 High ROTA Firms Benefit from Training W/D HIGH ROTA $ Gross Margin$/FTE Compensation$/FTE $ $ $ Contribution Margin$/FTE $ $ 61 Quadrant IV “ Expected” Quadrant III “ Proven” Quadrant I “ Innovative” High Low High Low GAP USAGE Quadrant II “ Differentiated” % of Companies in the industry that use the practice ? Incorporate customer satisfaction ponent in the performance review and incentive system ?Formally measure pany’ s annual employee turnover rate ? Develop and maintain strong, strategic relationships with external and internal recruitment sources 62 Enhancing Company Value AA Services ? Organizational Learning ? Human Resource Consulting ? Workgroup/Workflow Automation ? Organizational Review/Redesign ? Outsourcing Managing Human Resources 63 Trends/Hot Buttons of Wholesale Distribution 64 Financial Trends in Wholesale Distribution 3 Sales growth near doubledigits in ‘ 94。物流管理 Arthur Andersen 2 3 物流管理 3 What is AA Doing in the Marketplace? 3 Trends/Hot Buttons in Wholesale Distribution 3 Service Line Examples Customer Satisfaction Channel Marketing 3 Wholesale Distribution Industry Program 目 錄 3 The Wholesale Distribution Industry 4 The Classic Channel Product Service Information Information $ Manufacturer Wholesaler Distributor Customer 5 Many Forces Are Changing the Channel Manufacturer Wholesaler Distributor Customer Alternate Channel Formats Business Climate Business Climate 6 Channel Formats Manufacturer ? Service Providers ? “ Door to Door” ? Third Party Influencers ? Catalog Technology Aided ? Retailer Based ? Buyer Initiated ? Point of Consumption Merchandising ? Manufacturer Based Wholesaler Distributor Customer 7 Customer Market Segments Continue to Fragment Requiring Different Suppliers High Low Low High ValueAdded Service Needs of the Customer/Supplier Need: Customer quality unique product/service concerns Example: Specialty distribution Focus on one of product, service, customer, location Need: Small orders Low cost Example: Direct mailcatalog Warehouse club Need: Large OEM contracts Example: Manufacturerdirect Need: Outsourcing Integrated Supply Example: Largedistributor converter Traditional Wholesaler Distributor’ s Customers 8 Industry/Product Life Cycle Concept INTRODUCTION GROWTH MATURITY DECLINE Wholesaler Distributor Other Channels Manufacturer Support 9 Extension of the Life Cycle Concept: Reformation and Transformation INTRODUCTION GROWTH MATURITY DECLINE INTRODUCTION GROWTH MATURITY DECLINE Transformation Reformation 10 Reformation Optimizing Core Competencies ? Focus on reducing costs ? Focus on providing basic services ? Retention and peration of customers ? Increased outsourcing (delivery。 small/medium panies turn to buying groups ? Marketing alliances emerge ? Integrated supply programs flourish ? Some segments shift from supply “ push” to demand “ pull” in ? Alternate channels shake out 14 What is AA Doing in the Marketplace? 15 Questions to Answer 3 How are you using the FTFOC study? 3 Hot issues/activities for clients and targets 3 What does the Industry Program provide that is valueadded/nonvalue added? 3 What further support do you need from the Industry Program? 16 F A C I N G the F O R C E S of C H A N G E N A W DREF Transforming Your Business With Best Practices 17 Objectives of the Study ? To provide a pilation of critical trends for management to use in strategic planning efforts ? To provide insights into how leadingedge panies are preparing to face these critical trends 18 The Shift From Departmental to Process Mindset Understand Markets Customers Develop Vision Strategy Selling Customer Service Obtain Materials Supplies Mng. Inventories Deliveries Develop Human Resources Sales Marketing Purchasing Warehousing Delivery Administration Sales Marketing Purchasing Warehousing Delivery Administration Past Present Future? 19 Best Practices Matrix Quadrant IV “ Expected” Quadrant III “ Proven” Quadrant I “ Innovative” Quadrant II “ Differentiated” High