【正文】 enter system 3 Reconcile purchase order amp。 Tobacco Wholesale Distribution (1993) Done in conjunction with the American Wholesale Marketers Association (AWMA), this study highlights the trends facing the candy and tobacco wholesale distribution segment to the year 20xx. ? Wholesale Food Distribution: Today and Tomorrow (1993) Done in conjunction with the National Wholesaler Grocers Association (NAWGA) and Andersen Consulting, this study focuses on the background and current role of the grocery wholesaler, key issues facing the channel and potential responses and roles for food wholesalers in the future. 78 Other Industry Studies (Cont’d) ? The Steel Service Center Industry in 1995: Turning Trends Into Results (1991) Done in conjunction with the Steel Service Center Institute (SSCI), this study identifies trends and issues facing steel service centers through 1995. ? Stockless Materials Management: How it Fits Into the Healthcare Cost Puzzle (1990) Done in conjunction with the Health Industry Distributors Association (HIDA), this study focuses on improving materials management practices through stockless programs in the Healthcare industry. 79 Wholesale Distribution Industry Program Management Foresight 80 Management Foresight Our Mission . . . ? To perform leadingedge research in the wholesale distribution industry to further our image as the premier provider of professional services to the wholesale distribution industry. ? To support the efforts of the firm?s Wholesale Distribution Industry Program by assisting in wholesale distributionrelated practice development initiatives, proposals, and engagements for other offices within the firm. ? To support the firm in surveybased engagements outside the wholesale distribution industry. ? To support the Chicago office Business Consulting engagements within the wholesale distribution industry. 81 As an integral part of Arthur Andersen’s Wholesale Distribution Program, Management Foresight has built an admirable following over the past 20 years among more than 3,000 firms and trade associations. A unit of Arthur Andersen since 1991, its financial and industry surveys have enabled business owners to evaluate their own performance relative to the industry. Management Foresight gains from Arthur Andersen’s breadth of experience, its leadingedge research, and its relentless attention to client needs. Some of the products/services Management Foresight provides to its clients include: Management Foresight ? Financial surveys (PAR) for almost 30 wholesale distribution trade associations ? Monthly Statistical Reports ? Delphi Studies ? Compensation Studies ? Best Practices for Wholesale Distribution 82 Liaisons With Trade Associations Following is a partial list of the trade associations for which Arthur Andersen/ Management Foresight routinely performs speeches, seminars or surveys: ? American Machine Tool Distributors Association ? American Veterinary Distributors Association ? American Wholesale Marketers Association ? Barber and Beauty Supply Institute ? Concrete Reinforcing Steel Institute ? Industrial Distribution Association ? National Association of Aluminum Distributors ? National Association of Electrical Distributors ? National Association of Wholesaler Distributors ? National Business Forms Association ? National Electronics Distributors Association ? National Locksmith Suppliers Association ? National Paper Trade Association ? National School Supply and Equipment Association ? National Welding Supply Association ? National Wholesale Druggists’ Association ? Northamerican Heating, Refrigeration and Air Conditioning Wholesalers ? Outdoor Power Equipment Distributors Association ? Power Transmission Distributors Association ? Steel Service Center Institute ? Wallcoverings Association ? Wine amp。 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 20xx Today 20xx 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。 Reanization is also Required Methods Sales Mktg. Whsg. amp。 Customer Service Obtaining Materials amp。 Making Deliveries 53 Key Messages Wholesalerdistributors must make logistics a core petency or outsource it. ? Move from inventory control (“How many do I have?”) to inventory management (“How many should I have?”). ? Use technology and other methods to improve processes within the warehouse. ? Either make logistics a core petency or consider outsourcing it. ? Match customer feedback with internal service level information collected in this process. 54 Quadrant IV “Expected” Quadrant III “Proven” High Lo