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L – 3 Network

L – 3 Network. Channel Design & Management. Do your channel partners proactively search out your prospective customers and have the skills needed to close the business? Do your channel partners have the reach you need to fully participate in your chosen markets?

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L – 3 Network

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  1. L – 3 Network

  2. Channel Design & Management • Do your channel partners proactively search out your prospective customers and have the skills needed to close the business? • Do your channel partners have the reach you need to fully participate in your chosen markets? • Does your solution form a strategic part of your partners business? • How quickly can you recruit effective new partners? • How do you minimize channel conflicts without reducing market coverage? • What performance data will you need to collect from the channel and how? • How will you use your performance data to enhance the effectiveness of your channel partners and create a better service for your customers? • Which partner programs will work for you and which won’t

  3. MARKETING / LOGISTICS MANAGEMENT CONCEPTS INTEGRATED EFFORTS • PRODUCT • PRICE • PLACE – DISTRIBUTION • PROMOTION • CUSTOMER SATISFACTION • SUPPLIER • INTERMEDIATE CUSTOMERS • FINAL CUSTOMERS • COMPANY PROFITS • MAXIMUM LONG TERM PROFITS • LOWEST TOTAL COST GIVEN • ACCEPTABLE LEVEL OF CS.

  4. COST TRADE OFF REQUIRED IN MARKETING AND LOGISITICS PLACE PRODUCT INV. CARRYING COST INV. CARRYING COST INV CARRYING COST INV CARRYING COST PLACE/ CS PRICE ORDER PROCESSING AND INFO COST LOGISITCS MARKETING

  5. LOGISTIC MODELS 1.A ) TRADITIONAL MODEL VENDOR MFG PLANT DEALER

  6. LOGISTIC MODELS 1.B ) GENERIC SCM VENDOR 1 MFG PLANT DISTRIBUTOR 1 DISTRIBUTOR 2 VENDOR 2 DEALER 1 CUSTOMER 1 DEALER 2 CUSTOMER 2

  7. LOGISTIC MODELS 2 ) DELL MODEL ORDER TO VENDOR VENDOR 1 DELL VENDOR 2 ORDER CUSTOMER WAREHOUSE

  8. LOGISTIC MODELS C ) HUB AND SPOKE MODEL VENDOR 1 O 1 DC O 2 VENDOR 2 O3

  9. LOGISTIC MODELS 4 ) J I T / SEQUENCE VENDOR PRODUCTION FLOOR / ASSEMBLY OUT BOUND

  10. LOGISTIC MODELS 5 ) DEALER NETWORK MODEL MANUF WARE HOUSE C & F AGENT RETAILER CONSUMER

  11. SUPPLY CHAIN MANAGEMENT • SCM is the network of organization that are involved through upstream and down stream linkage in the different processes and activities that produce value in the form of products and services in the hands of ultimate consumer

  12. Logistics Management / SCM

  13. INTEGRATED SCM INFLOW INBOUND CUSTOMER TIER 2 TIER 1 MANUFACTURING PURCHASE LOGISTICS MKTG & SERVICE PRODUCT FLOW PRODUCTION R & D FINANCE Customer relation mngt., Demand mngt, order fulfillment, manuf flow mngt, supplier relation mngt, product devl, return mngt

  14. Integrated SCM Scheduling Vendor Consolidation Compliance ( Based on vendors production capacity In bound logistics KAN BAN SYSTEM ( REPLINSHIPMENT SYSTEM ) Buffer Line Stock Shelf Stock Kan Ban Trigger Assembly Material

  15. NEW RULES…… • Capabilities and competencies that they are competent • Create superior value for the customer by managing the core competency like product fulfillment, supplier development, order fulfillment, supplier development, customer management • Inbound outbound logistics • Increase on service level rather than commodity • Competitive advantage = Product excellence x process excellence • Responsiveness, Reliability and relationship

  16. LEARNING CASE STUDY

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