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Wholesale and Retail Trade - 2004

Get insight into industry developments, market trends, vendors, products, business processes, and more, with articles written by our analysts and other industry experts.

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Stand Up, Sit Down...Don’t Fight, Fight, Fight
Ross Jacobsen 12/18/2004 12:00:00 AM
Can you relate to the following software demo situation? Jennifer, the sales engineer, is at the keyboard. She's on a roll. She's been setting the stage to show how her price matrix capability will eliminate costly errors. This is all-important to the prospect. She has the audience's full attention and is steadily moving them toward her objective. Suddenly Robert, the account executive, interrupts from the back of the room. "Jennifer, I think this would be a great time to show how the information you’re working with updates the data warehouse and is immediately available for sales analysis purposes." Everybody shifts their attention from Jennifer and the all-important price matrix capability to Robert and the equally important data warehouse function. In an instant, the momentum Jennifer has been building dies.

Read Stand Up, Sit Down...Don’t Fight, Fight, Fight

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When Is It Time to Re-implement?
Bill Cone 11/27/2004 12:00:00 AM
One "universal truth" still remains with all ERP systems deployed in companies today. Change in your business model is inevitable and if you do not readjust your ERP systems to support the change, your system can (and probably will), cripple your organization.

Read When Is It Time to Re-implement?

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Branding and Positioning: What’s the Difference? And Can You Afford It?
Lawson Abinanti 11/26/2004 12:00:00 AM
Understanding the difference between branding and positioning is especially important if you're involved in marketing B2B software. That difference can seriously impact the cost of marketing your software.

Read Branding and Positioning: What’s the Difference? And Can You Afford It?

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Mainstream Enterprise Vendors Begin to Grasp Content Management Part One: PCM System Attributes
P.J. Jakovljevic 11/11/2004 12:00:00 AM
Enterprises are becoming painfully aware of the need to clean up their structured data and unstructured content acts to capitalize on more important efforts like regulatory compliance, globalization, demand aggregation, and supply chain streamlining.

Read Mainstream Enterprise Vendors Begin to Grasp Content Management Part One: PCM System Attributes

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When Provider's Value Is Not In Synch With Customer's Value
Ann Grackin 11/2/2004 12:00:00 AM
Embedded knowledge exists in the supply chain to understand and unlock customer value. Integrating the chain is crucial to aligning the goals of customers and provider.

Read When Provider's Value Is Not In Synch With Customer's Value

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Where Has All the Service Gone?
Carla Reed 11/2/2004 12:00:00 AM
For some reason, once a product moves into the retail channel, most manufacturers lose control. The retailer abdicates responsibility. When faced with a problem, the consumer is alone! What happened to the lifetime value of the customer? This article examines the lapses and promises in providing service to the end customer.

Read Where Has All the Service Gone?

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Design for Serviceability
Bill McBeath 11/2/2004 12:00:00 AM
When the product alone was the primary basis of competition, the life of a design engineer was a lot simpler. No more. Design engineers are being asked to make an increasingly complex set of trade-offs, requiring a very cross-functional and inter-enterprise approach to the design process.

Read Design for Serviceability

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An Interview with Shoshana Zuboff and James Maxmin
Ann Grackin 11/2/2004 12:00:00 AM
Many corporations have failed the customer; they focus on transactions, rather than customers. Ann Grackin recently talked to Shoshana Zuboff and James Maxmin, co-authors of The Support Economy, Why Corporations are Failing Individuals and The Next Episode of Capitalism, who have inspiring and radical ideas, as well as a proposal for the new corporation.

Read An Interview with Shoshana Zuboff and James Maxmin

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Will Recent Acquisition Catalyze Catalyst's Strategy? Part Four: Market Analysis, Challenges, and User Recommendations
P.J. Jakovljevic 10/29/2004 12:00:00 AM
Existing customers should be comforted by the backing of a financially stable parent company with money to invest. Although this acquisition sounds like a very positive event, and ComVest and Catalyst appear to have strategic growth intentions, look for future proof in the actions they take in the coming months.

Read Will Recent Acquisition Catalyze Catalyst's Strategy? Part Four: Market Analysis, Challenges, and User Recommendations

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Will Recent Acquisition Catalyze Catalyst's Strategy? Part Three: Catalyst and SAP
P.J. Jakovljevic 10/28/2004 12:00:00 AM
Catalyst serves customers in several different industries, representing several major vertical market categories, and it targets industries that have the most demanding supply chain requirements, hoping this should enable it to leverage its expertise and experience for competitive advantage.

Read Will Recent Acquisition Catalyze Catalyst's Strategy? Part Three: Catalyst and SAP

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