6 您准备好应对变革的力量了吗?

“直面变革的力量”报告提供了不断变化的业务环境视图、不同的连接和沟通方式、价值的新定义以及分析大量信息和新机遇的不同方式。若在这种环境下成功制订相应的战略,不仅需要果断采取行动,还需要审慎地进行投资。在互联的世界蓬勃发展需要一个长期的愿景,用以重塑分销商在快节奏、不断变化的环境下的角色。

借助行动思路来评估您的进展情况,确定优先事项并采取相应措施来优化系列机会。

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可能会快速启动思考的系列问题:

·您如何才能知道客户有哪些需求?

·您满足于仅仅迎合客户的需求吗?或者您计划领先于客户的需求并创造需求吗?

·您对您的供应商和客户所期望的成效有何展望?然后重新设想如何满足他们?

·如果知识已成为新的货币,那么您的财富水平将会怎样?

若要订购“直面变革的力量:重新思考互联世界中的分销”报告,敬请访问:http://www.naw.org/ftfl3。

作者

Paul St. Germain是IBM批发分销行业的领导者,负责将全球解决方案和产品销售和营销至批发商一分销商。

St. Germain在IBM 30多年的时间里曾与批发分销、零售、运输和制造业客户合作,并经常在各种行业活动中发表演讲。直面变革的力量的最近的两个版本:NAW Institute for Distribution Excellence[13]2010年11月发布的“Decisive Actions for an Uncertain Economy(不确定环境中的决定性行动)”和2013年11月发布的“直面变革的力量:重新思考互联世界中的分销”由Guy Blissett和Paul St.Germain研究并编写。

St. Germain是莫霍克学院产业布局领导证书课程(IDLCP)的讲师,IBM也是国家批发商分销商协会的成员。

St.Germain毕业于滑铁卢大学的电气工程专业。其联系方式为: pstgerma@ca.ibm.com。

撰稿人

Jim Keegan,IBM全球消费产品行业总经理。Keegan负责带领IBM的全球销售和营销业务发展至全球消费品公司,其中包括Consumer Package Goods、Wholesale Distribution和Agribusiness。

参考资料

1 Information comes from NAW 2014 Executive Summit, http://www.naw.org/events/events_agenda. php?eventid=121, Presentation Materials, Panel: Guy Blissett, George Vorwick, Andrew Berlin and Dale Smith. "Innovating the Distributor Value Proposition", page 18, accessed March 16, 2015.

2 Information comes from Manufacturing Business Technology video: http://www.mbtmag.com/videos/2015/02/thought-leaders-how-much-money-tied-your-inventory?et_cid=4436032&et_rid=652357262&location=top

3 "Associated strikes distribution deal with C&S."Supermarket News, November 18, 2014. http://supermarketnews.com/retail-financial/associated-strikes-distribution-deal-cs

4 "United Stationers Announces Intent to Reposition to New Brand, Essendant." PRNewswire. February 18, 2015. http://www.prnewswire.com/news-releases/united-stationers-announces-intent-to-reposition-to-new-brand-essendant-300037889.html

5 Guy Blissett, "Facing the Forces of Change?: Reimagining Distribution in an Connected World." Page 33. NAW Institute for Distribution Excellence. 2013.

6 Information comes from 2014 Fact Book, http://invest.grainger.com/phoenix.zhtml?c=76754&p=irol-irfactbook, page 11, accessed March 13, 2015.

7 Paul Demery, "The Internet ratchets up sales at MSC Industrial Supply." Internet Retailer. January 16, 2015. https://www.internetretailer.com/2015/01/16/internet-ratchets-sales-msc-industrial-supply

8 Information comes from www.facebook.com/grainger, Accessed March 13, 2015.

9 Information comes from NAW 2012 Executive Summit, http://www.naw.org/events/events_agenda. php?eventid=83, Presentation Materials, Tammy Miller. "Supply Chain Solutions"presentation, page 4, Accessed March 17, 2015.

10 Bensinger, Greg. "Amazon Wants to Ship Your Package Before You Buy It." The Wall Street Journal. January 17, 2014. http://blogs.wsj.com/ digits/2014/01/17/amazon-wants-to-ship-your-package-before-you-buy-it/

11 Peterson, Steve, Mark Bedeman and Daria Godunova. "Shifting transport paradigms: Understanding the implications of 3D printing on the global transportation industry." IBM Institute for Business Value. September 2014. http://www-935.ibm.com/services/us/gbs/thoughtleadership/3dprinting/

12 Brody, Paul and Veena Pureswaran. "Device democracy: Saving the future of the Internet of Things." IBM Institute for Business Value, September 2014. http://www-935.ibm.com/services/us/gbs/thoughtleadership/internetofthings/


[13] NAW Institute for Distribution Excellence作为国家批发商分销商协会(NAW)的长期研究机构,致力于支持并传播对批发分销行业有影响的战略管理问题的研究。 NAW Institute致力于帮助商家—批发商—分销商维持最有效和高效的分销渠道。