E-Distribution

, by Lawrence, Barry; Jennings, Daniel F.; Reynolds, Brian E.

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ISBN: 9780324121711 | 0324121717
Cover: Hardcover
Copyright: 7/25/2002

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E-Distribution provides an understanding of the role of the distributor in the supply chain and presents an E-Business Model that allows the integration of the customer into the distributor's operations. E-Distribution was developed from nine research projects that were funded by business firms and industry associations. E-Distribution provides information on how forecasting, purchasing, decision-making, inventory management, and vendor relationships can be accomplished within an e-commerce environment. The text stresses the importance of e-commerce and developing contemporary distribution models to leverage the power of technology within business distribution systems.

Preface

About the Authors

xiii

part 1

The Changing Face of Distribution

(14)

Introduction

(1)

The Disintermediation Myth

(3)

The State of Distribution Channels

(1)

Manufacturer Direct Fallacies

(3)

The Distributor's Role in the Supply Chain: A Prescription

(2)

Summary

(4)

Strategic Supply Chain Management for Distribution

(10)

Introduction

(1)

The Evolution of Supply Chain Management

(2)

Supply Chain Management Goals

(1)

New Expectations for Distributors

(2)

Customer Alliances

(1)

Supplier Alliances

(1)

Evolving Channels

(2)

Tactical Planning for Modern Distribution

(12)

Introduction

(1)

How E-business Will Reshape the Distributor

(3)

Matching Distribution Processes to Information Technology

(2)

Process Mapping Distribution

(1)

From Process Mapping to Organizational Realities

(5)

part 2

The E-business Model

(17)

Introduction

(1)

Alternative Channels of Distribution

(9)

Manufacturer Direct Sale to the End User

(2)

Manufacturer as Information Controller

(2)

Distributor as Information Controller

(1)

The Mixed Model

(3)

The Independent Infomediary (The Cannibal)

(1)

The E-channel

(5)

The End-User Connection: E-marketing and E-sales

(3)

The Back End: E-resource Management and E-procurement

(1)

Conclusion

(2)

Distribution Sales and Marketing Under E-business

(14)

Introduction

(1)

The Value of Information

(7)

Distributor Compensation

(1)

Information Compensation

(1)

Justifying Investments with Sales

(3)

Sales Information

(2)

Sales Automation

(1)

Marketing Information

(2)

E-catalogs

(2)

Conclusion

(2)

Using E-business Partners to Integrate the Customer into the Distributor's Operations

(15)

Introduction

(1)

Market Makers and Application Service Providers

(4)

Choosing an E-business Partner

(2)

Justifying the Cost of the E-business Partner

(1)

E-business in High-Service Environments

(10)

Vendor Managed Inventory and E-business

(2)

Integrated Supply

(7)

E-business: Tools for Customer Relationship Management

(18)

Introduction

(1)

Defining CRM for Distribution

(2)

Hardware Needs

(1)

Software Needs

(8)

Types of Analysis

(1)

Anticipating and Meeting Customer Needs

(7)

Developing New Opportunities

(1)

Catalog Development

(1)

Back-Office Integration

(1)

Conclusion

(3)

part 3

Forecasting in an Information-Rich Environment

102

(23)

Introduction

103

(1)

Cycle Times and Forecasting

104

(3)

The Cost of Forecast Error

107

(7)

Holding Costs

108

(2)

Stockout Cost

110

(4)

Forecasting Methods

114

(6)

Moving Averages

115

(1)

Exponential Smoothing

116

(3)

Other Mathematical Techniques

119

(1)

Combination Forecasting: The Information Edge

120

(2)

Integrating the Sales Force

122

(3)

Scientific Purchasing Enabled by Improved Information

125

(20)

Introduction

126

(1)

Planning and Replenishment

126

(8)

ABC Classification of Inventory

134

(5)

Order Quantity

139

(2)

Step-by-Step Planning and Replenishment

141

(2)

Specials and New Product Introductions

143

(1)

Conclusion

143

(2)

System Visibility: Measuring and Improving Distribution Channel Management

145

(17)

Introduction

146

(1)

Real-Time Systems

147

(1)

Customer Service Metrics

148

(2)

Internal Operations Metrics

150

(8)

Process Control Charts

154

(3)

Purchasing/Planning Metrics

157

(1)

How Visibility Improves Inventory Management

158

(4)

part 4

Standardization and Successful E-business 'Relationships

162

(9)

Introduction

163

(1)

Back-Office Integration

164

(3)

XML and the Search for Standards

167

(2)

EDI Past, Present, and Future

169

(1)

Conclusion

169

(2)

Performance Metrics in the Connected World

171

(16)

Introduction

172

(1)

Control and Measurement

173

(11)

Marketing and Sales

176

(1)

Purchasing

177

(5)

Operations

182

(1)

Transportation

183

(1)

Executive (Financial)

184

(1)

Connecting the Supply Chain through Metrics

184

(1)

Conclusion

185

(2)

E-distribution Strategy

187

(19)

Introduction

188

(2)

The Strategic Management Process

190

(3)

Strategic Intent

191

(1)

Strategic Mission

191

(1)

Resources

191

(2)

Capabilities

193

(1)

Core Competencies

193

(3)

Core Competencies of Electrical Distributors

194

(2)

Competitive Advantage

196

(1)

A Sustainable Competitive Advantage

197

(1)

Organizational Strategy

197

(2)

Is One Strategy Better Than Another?

199

(1)

Organizational Structure

199

(2)

Mechanistic and Organic Structure

199

(1)

Effect of Context and Design on Organizational Structure

200

(1)

Organization Structure and Competitive Advantage

200

(1)

Conclusion

201

(5)

part 5

ERP/E-business and the Small Distributor

206

(12)

Case Study: Ray Distributing

206

(1)

Background

207

(1)

Customer Relationships

207

(1)

Vendor Managed Inventory

208

(1)

Integrated Supply

208

(1)

The Internet

209

(1)

Enterprise Resource Planning

209

(7)

Forecasting

209

(1)

Reorder Point Calculations

210

(1)

ABC Analysis

211

(1)

Order Quantity

212

(1)

Other ERP Obstacles

213

(1)

Ray Manufacturing

214

(1)

Other Suppliers

215

(1)

Connecting the Ray Distributing Supply Chain

215

(1)

Conclusion

216

(2)

Connecting the Supply Chain

218

(15)

Case Study: My Plumbing Supply

218

(1)

Background

219

(1)

Connecting the Customer

220

(4)

Connecting Distribution and Planning

224

(3)

Connecting Internal Suppliers

227

(1)

The Demand Management Solution

228

(2)

Centralized Purchasing

228

(1)

Combination Forecasting

228

(1)

Reorder Point Logic and ABC Analysis

229

(1)

Aggregate Planning

230

(1)

Conclusion

230

(3)

Index

233

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E-Distribution

Summary

Table of Contents

Supplemental Materials