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Using Information to Improve Distributor Performance Jean Srnecz Sr. Vice President, Merchandising Baker & Taylor.

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Presentation on theme: "Using Information to Improve Distributor Performance Jean Srnecz Sr. Vice President, Merchandising Baker & Taylor."— Presentation transcript:

1 Using Information to Improve Distributor Performance Jean Srnecz Sr. Vice President, Merchandising Baker & Taylor

2 Using Information to Improve Distributor Performance zShorter Life Cycles zHigher Consumer Expectations zTechnological Changes Our World:

3 Using Information to Improve Distributor Performance Supply chain management is a set of approaches used to efficiently integrate suppliers, manufacturers, warehouses and stores so that merchandise is produced and distributed in the right quantities, to the right locations, and at the right time in order to minimize system-wide costs while satisfying service level requirements. 1 1 Managing the Supply Chain by David SimchiLevi, Paul Kaminsky, Edith SimchiLevi McGraw Hill

4 Using Information to Improve Distributor Performance zAcquire what is saleable yResearch available yBookscan TM POS yiPage TM yTitle Source TM zFor the Library Market yPub Alley TM

5 Using Information to Improve Distributor Performance yDevelop Forecast: A single version of the truth xInputs Editorial Marketing Sales Supply Chain / Inventory Management The New Gods Customers - all flavors –Independent – Non-Traditional –Chain – Distributor –On-Line – Library –Price Club – Regional Chain Supply Chain

6 Using Information to Improve Distributor Performance zModel Titles - Overall ySister Profiles yTrack record with intelligence zBy Account zBy Promotion

7 Using Information to Improve Distributor Performance zTime Dimensions yHow Many / How Long yWork with Accounts on Time Series Forecast

8 Using Information to Improve Distributor Performance zNew Titles yUnderstand the forecast model xHow developed xHow long zReplenishment yUnderstand how each of your partners drives replenishment xSales xDemand zPromotional Demand xAnticipation xRamping down

9 Using Information to Improve Distributor Performance zForecast (Demand) zOrder frequency (Order cycle) zLead time zCase pack zVendor minimum (Order policy) zService Level (Safety Stock) zSeasonality Replenishment Basics

10 Using Information to Improve Distributor Performance zMaximize Sales zMinimize Returns zLead time is the gunk that clouds the window on forecasts. zLead time is what discourages the sales on deep catalog. Lead Time

11 Using Information to Improve Distributor Performance

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13 zLead Time yRelease Order EDI yPick-up EDI yTo Warehouse yWarehouse Schedule yShipping xHold for pick-up xHold for full truck xLTL (Less than load) yReceipt yStow/Available for Sale

14 Using Information to Improve Distributor Performance zNew Releases zBacklist zChildrens zSeasonal zPictorial Importance of Publisher Internal Lead Time

15 Using Information to Improve Distributor Performance zDouble inventory on a title gets 99% of sales zReduce inventory on a title by 40%, get 90% of sales zInvest inventory in other titles get that 90% Inventory Managers Paradox

16 Using Information to Improve Distributor Performance zGet reprints done in 4 weeks! zStandardize trim size if it improves turn-around zKeep back list alive, funding/purchasing patterns are irregular zReview grant of rights Childrens/Picturebook

17 Using Information to Improve Distributor Performance zPromotional yMost front list behaves as a promotion zBacklist yRequires a good forecast: Quantity and time dimension

18 Using Information to Improve Distributor Performance zReverse distribution yRate of Sale yRate of Replenishment yLet Sell Down yRe-Investment Returns

19 Using Information to Improve Distributor Performance What Drives Returns? Returns as Marketing Expense? Returns as Lost Profit?

20 Using Information to Improve Distributor Performance zThe Forgotten Part of the Supply Chain: POD yPOD - Top 50 Vendor for B&T in 2003 yIncorporate into Supply Chain Responsibility

21 Using Information to Improve Distributor Performance zShare Information with Trading Partners yDevelop a single forecast yUpdate and learn zUnderstand Trading Partners yHow they develop forecasts yOperational procedures Going Forward

22 Using Information to Improve Distributor Performance zProduct Design and Packaging for Operational Efficiency zInvest in Information Technology yData Warehouse yAnalysis Tools yMake Data Analysis - The DNA of your Organization zInvestigate Collaboration Solutions Going Forward


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