E-Distribution,9780324121711

E-Distribution

by ; ;
Edition: 1st
ISBN13: 9780324121711
ISBN10: 0324121717
Format: Hardcover
Pub. Date: 2002-07-25
Publisher(s): Cengage Learning
List Price: $254.99

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Summary

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.

Table of Contents

Preface xi
About the Authors xiii
part 1
The Changing Face of Distribution
2(14)
Introduction
3(1)
The Disintermediation Myth
4(3)
The State of Distribution Channels
7(1)
Manufacturer Direct Fallacies
7(3)
The Distributor's Role in the Supply Chain: A Prescription
10(2)
Summary
12(4)
Strategic Supply Chain Management for Distribution
16(10)
Introduction
17(1)
The Evolution of Supply Chain Management
18(2)
Supply Chain Management Goals
20(1)
New Expectations for Distributors
21(2)
Customer Alliances
23(1)
Supplier Alliances
23(1)
Evolving Channels
24(2)
Tactical Planning for Modern Distribution
26(12)
Introduction
27(1)
How E-business Will Reshape the Distributor
27(3)
Matching Distribution Processes to Information Technology
30(2)
Process Mapping Distribution
32(1)
From Process Mapping to Organizational Realities
33(5)
part 2
The E-business Model
38(17)
Introduction
39(1)
Alternative Channels of Distribution
39(9)
Manufacturer Direct Sale to the End User
40(2)
Manufacturer as Information Controller
42(2)
Distributor as Information Controller
44(1)
The Mixed Model
44(3)
The Independent Infomediary (The Cannibal)
47(1)
The E-channel
48(5)
The End-User Connection: E-marketing and E-sales
49(3)
The Back End: E-resource Management and E-procurement
52(1)
Conclusion
53(2)
Distribution Sales and Marketing Under E-business
55(14)
Introduction
56(1)
The Value of Information
56(7)
Distributor Compensation
58(1)
Information Compensation
59(1)
Justifying Investments with Sales
60(3)
Sales Information
63(2)
Sales Automation
64(1)
Marketing Information
65(2)
E-catalogs
65(2)
Conclusion
67(2)
Using E-business Partners to Integrate the Customer into the Distributor's Operations
69(15)
Introduction
70(1)
Market Makers and Application Service Providers
70(4)
Choosing an E-business Partner
71(2)
Justifying the Cost of the E-business Partner
73(1)
E-business in High-Service Environments
74(10)
Vendor Managed Inventory and E-business
75(2)
Integrated Supply
77(7)
E-business: Tools for Customer Relationship Management
84(18)
Introduction
85(1)
Defining CRM for Distribution
85(2)
Hardware Needs
87(1)
Software Needs
88(8)
Types of Analysis
89(1)
Anticipating and Meeting Customer Needs
89(7)
Developing New Opportunities
96(1)
Catalog Development
97(1)
Back-Office Integration
98(1)
Conclusion
99(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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