【正文】 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。 lower in ‘ 95, flat/lower in ‘ 96 3 Gross margin percentage continues to be flat/declining 3 Operating expense control stagnant/ slightly improving 3 Personnel productivity increasing 3 Cash to cash cycle stable/improving slightly 3 Characteristics of better performing firms: ? Significant difference in operating expense to gross margin percentage lower people and nonpeople expense ? Higher personnel productivity ? Better asset management (less debt, better inventory techniques) ? Do not have significantly higher sales growth or gross margin percentage 65 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/WholesalerDistributor Relations 3 ABC Inventory Analysis 3 Shared Services 66 Wholesale Distribution Industry Program Support Materials 67 Wholesale Distribution Support Activities CLIENT SERVICE AND SUPPORT TRAINING INFORMATION ? 4500 Clients LEADING EDGE RESEARCH ? Delphi Studies ? Surveys ? St. Charles ? Speeches ? Seminars ? PAR Reports ? Management Foresight ? Best Practices Knowledge Base LIAISON WITH TRADE ASSOCIATIONS WORLDWIDE INDUSTRY DIRECTOR 68 Wholesale Distribution Fees FY 96 FY 95 Growth ABA 96,090 93,290 % Tax 42,138 41,839 % BC 17,078 12,631 % EFC 6,906 4,929 % Total 162,211 147,760 % Cons. 761,733 675,982 % % 69 Wholesale Distribution Fees FY 96 FY 95 Growth US 63,262 57,835 % Americas (nonUS) 8,434 9,110 (%) Europe/ Asia 72,835 63,248 % Pac/Aus 17,680 17,567 % Total 162,211 147,760 70 Support Materials Research Materials and Marketing Support 3 FTFOC: Transforming Your Business With Best Practices ? Powerpoint Presentation ? Generic Articles for Local or Trade Press Industry Information 3 Credentials Binder (update ing 1/97) 3 Quarterly Newsletter (“ Channels” ) 3 Wholesale Distribution Industry Team Monthly Report 3 Back Issues of Distribution Newsletter 3 Brochures (Management Foresight / Logistics 2023) 3 AA OnLine 3 Web site 71 Support Materials (Cont’ d) Proposal Support 3 Client Lists 3 Sample Proposals (Chicago and National) 3 Presentations to WholesalerDistributors ? Customer