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Wholesale and Retail Trade - 2006

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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Competing Globally—Predicting Demand and Delivering Optimally
Olin Thompson,P.J. Jakovljevic 11/6/2006 12:00:00 AM
To benefit from globalization (or to meet its threat), a food manufacturer must be prepared. To sell into new markets, the manufacturer needs to be a better partner, and collaborate with customers who have different needs from its traditional customers.

Read Competing Globally—Predicting Demand and Delivering Optimally

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Margin Squeeze and Globalization in the Food and Beverage Industry
Olin Thompson,PJ Jakovljevic 11/1/2006 12:00:00 AM
In the food and beverage industry, the channel master makes final volume decisions and mostly controls the unit price, with the manufacturer having limited power to increase or maintain prices. The only real variable the manufacturer does control is cost.

Read Margin Squeeze and Globalization in the Food and Beverage Industry

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Food and Beverage Industry Trends and Issues
Olin Thompson,PJ Jakovljevic 10/31/2006 12:00:00 AM
Food and beverage manufacturers and distributors supplying major supermarket retailers share many common business challenges. The customers—powerful and demanding supermarkets and retail chains—want products manufactured "to order," with lead times measured in hours rather than days or weeks.

Read Food and Beverage Industry Trends and Issues

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Retail Applications Vendor Provides a Solid "Platform"
Ashfaque Ahmed 10/6/2006 12:00:00 AM
As spending on technology by major players is growing at an increasing pace, there are good opportunities for vendors which have been in the market for a while, such as One Network Enterprises. But they also face some unique challenges.

Read Retail Applications Vendor Provides a Solid "Platform"

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Seven Magic Questions: How to Improve Your Win Ratio by Selling Value Instead of Price
Tom Sant 9/25/2006 12:00:00 AM
There are many consultative sales methods. Each has unique strengths and techniques, but they all try to focus on what matters to the customer. To improve your win ratio, there are seven questions you must first be able to answer.

Read Seven Magic Questions: How to Improve Your Win Ratio by Selling Value Instead of Price

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Success Keys for Proposal Automation
Tom Sant 9/25/2006 12:00:00 AM
Proposal writing has become a common requirement throughout the entire business world. And for many sales people, they are a necessary evil. If you're thinking about automating your proposal process, there are ten critical success keys to a successful implementation.

Read Success Keys for Proposal Automation

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Warehouse Management Systems by the Numbers
René Jones 9/22/2006 12:00:00 AM
When it comes to warehouse management systems (WMS), the stats are both shocking and thought-provoking. And although you don't see these stats in the marketing brochures of WMS vendors, you need to think about them before you purchase a WMS.

Read Warehouse Management Systems by the Numbers

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The Tricky Enterprise Applications Needs of Plastics Producers
P.J. Jakovljevic 9/5/2006 12:00:00 AM
General enterprise resource planning (ERP) providers, even those which are viable companies with a solid product, typically do not meet the tricky requirements that are vital to the plastics industry and related so-called mill or material converter businesses.

Read The Tricky Enterprise Applications Needs of Plastics Producers

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Drop-Shipping—Internet Retailers' "Little Helper"?
P.J. Jakovljevic 8/21/2006 12:00:00 AM
Relying on drop-shipping (sometimes called "virtual inventory") is neither as easy nor as profitable as it may appear to be. Nothing has hurt the adoption of multichannel shopping more than orders which are delayed—or even cancelled—because of stock-outs.

Read Drop-Shipping—Internet Retailers' "Little Helper"?

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Enterprises May Be Overlooking Profits from After-sales Service
Ashfaque Ahmed 8/15/2006 12:00:00 AM
If service parts and service personnel management are well managed, manufacturers can significantly improve their profits from service operations. This will lead in turn to significant overall profit margins.

Read Enterprises May Be Overlooking Profits from After-sales Service

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