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Preface | |
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About the Authors | |
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The Changing Face of Distribution | |
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Introduction | |
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The Disintermediation Myth | |
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The State of Distribution Channels | |
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Manufacturer Direct Fallacies | |
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The Distributor's Role in the Supply Chain: A Prescription | |
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Summary | |
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Strategic Supply Chain Management for Distribution | |
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Introduction | |
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The Evolution of Supply Chain Management | |
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Supply Chain Management Goals | |
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New Expectations for Distributors | |
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Customer Alliances | |
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Supplier Alliance | |
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Evolving Channels | |
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Tactical Planning for Modern Distribution | |
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Introduction | |
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How E-business Will Reshape the Distributor | |
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Matching Distribution Processes to Information Technology | |
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Process Mapping Distribution | |
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From Process Mapping to Organizational Realities | |
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The E-business Model | |
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Introduction | |
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Alternative Channels of Distribution | |
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Manufacturer Direct Sale to the End User | |
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Manufacturer as Information Controller | |
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Distributor as Information Controller | |
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The Mixed Model | |
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The Independent Informediary (The Cannibal) | |
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The E-channel | |
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The End-User Connection: E-marketing and E-sales | |
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The Back End: E-resource Management and E-procurement | |
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Conclusion | |
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Distribution Sales and Marketing Under E-business | |
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Introduction | |
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The Value of Information | |
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Distributor Compensation | |
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Information Compensation | |
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Justifying Investments with Sales | |
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Sales Information | |
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Sales Automation | |
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Marketing Information | |
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E-catalogs | |
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Conclusion | |
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Using E-business Partners to Integrate the Customer into the Distributor's Operations | |
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Introduction | |
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Market Makers and Application Service Providers | |
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Choosing an E-business Partner | |
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Justifying the Cost of the E-business Partner | |
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E-business in High-Service Environments | |
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Vendor Managed Inventory and E-business | |
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Integrated Supply | |
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E-business Tools for Customer Relationship Management | |
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Introduction | |
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Defining CRM for Distribution | |
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Hardware Needs | |
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Software Needs | |
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Types of Analysis | |
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Anticipating and Meeting Customer Needs | |
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Developing New Opportunities | |
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Catalog Development | |
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Back-Office Integration | |
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Conclusion | |
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Forecasting in an Information-Rich Environment | |
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Introduction | |
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Cycle Times and Forecasting | |
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The Cost of Forecast Error | |
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Holding Costs | |
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Stockout Cost | |
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Forecasting Methods | |
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Moving Averages | |
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Exponential Smoothing | |
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Other Mathematical Techniques | |
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Combination Forecasting: The Information Edge | |
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Integrating the Sales Force | |
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Scientific Purchasing Enabled by Improved Information | |
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Introduction | |
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Planning and Replenishment | |
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ABC Classification of Inventory | |
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Order Quantity | |
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Step-by-Step Planning and Replenishment | |
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Specials and New Product Introductions | |
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Conclusion | |
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System Visibility: Measuring and Improving Distribution Channel Management | |
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Introduction | |
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Real-Time Systems | |
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Customer Service Metrics | |
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Internal Operations Metrics | |
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Process Control Charts | |
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Purchasing/Planning Metrics | |
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How Visibility Improves Inventory Management | |
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Standardization and Successful E-business Relationships | |
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Introduction | |
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Back-Office Integration | |
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XML and the Search for Standards | |
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EDI Past, Present, and Future | |
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Conclusion | |
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Performance Metrics in the Connected World | |
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Introduction | |
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Control and Measurement | |
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Marketing and Sales | |
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Purchasing | |
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Operations | |
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Transportation | |
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Executive (Financial) | |
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Connecting the Supply Chain through Metrics | |
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Conclusion | |
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E-distribution Strategy | |
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Introduction | |
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The Strategic Management Process | |
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Strategic Intent | |
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Strategic Mission | |
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Resources | |
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Capabilities | |
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Core Competencies | |
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Core Competencies of Electrical Distributors | |
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Competitive Advantage | |
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A Sustainable Competitive Advantage | |
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Organizational Strategy | |
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Is One Strategy Better Than Another? | |
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Organizational Structure | |
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Mechanistic and Organic Structure | |
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Effect of Context and Design on Organizational Structure | |
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Organization Structure and Competitive Advantage | |
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Conclusion | |
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ERP/E-business and the Small Distributor | |
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Case Study: Ray Distributing | |
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Background | |
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Customer Relationships | |
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Vendor Managed Inventory | |
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Integrated Supply | |
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The Internet | |
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Enterprise Resource Planning | |
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Forecasting | |
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Reorder Point Calculations | |
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ABC Analysis | |
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Order Quantity | |
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Other ERP Obstacles | |
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Ray Manufacturing | |
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Other Suppliers | |
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Connecting the Ray Distributing Supply Chain | |
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Conclusion | |
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Connecting the Supply Chain | |
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Case Study: My Plumbing Supply | |
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Background | |
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Connecting the Customer | |
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Connecting Distribution and Planning | |
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Connecting Internal Suppliers | |
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The Demand Management Solution | |
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Centralized Purchasing | |
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Combination Forecasting | |
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Reorder Point Logic and ABC Analysis | |
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Aggregate Planning | |
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Conclusion | |
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Index | |