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Free Articles From The Current Issue
ASICS keeps pace with growing demandASICS America's single distribution center couldn't keep up with surging demand for its athletic shoes and apparel. Changing its distribution pattern and adding another warehouse helped the company manage both current sales and future growth.
Supply chain versus the volcano
The disruption to air traffic caused by Iceland's Eyjafjallajökull volcano is a reminder of why we should prepare for both expected and unexpected supply chain risks.
Dealing with our oil addiction
Will the Deepwater Horizon disaster spur us to develop new sources of energy?
There's more to performance management than metrics
Getting people to consistently perform at a high level requires more than implementing an incentive program.
Keeping it personal in a digital world
While electronic communication has become a permanent part of our daily lives, face-to-face communication is still important for supply chain success.
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Supply chain education for salespeople
Tired of sales representatives making promises to customers that end up raising your logistics costs? A British logistics consulting firm is offering in-house seminars that are designed to make salespeople more aware of the financial impact of their promises to customers. The firm Davies & Robson says that its new, two-day course is designed to help companies improve their bottom line by teaching sales staff how to avoid adding cost and complexity to the supply chain.
"A problem for many companies is that, in recent years, they have tried to use fast delivery times and no minimum order size to try and gain a competitive advantage," said Brian Templar, chairman of Davies and Robson. "In too many cases, this has increased distribution costs without either increased sales or increased margins."
The course offers tips on what actions the sales force can take to keep customers happy without increasing distribution costs. "In the face of falling sales and increased price competition, companies are now having to consider how they can reduce supply chain costs," said Templar. "Sales people have an important role to play in changing the delivery requirement so as to have a minimum impact on the customer but to the considerable benefit of the supplier."
We Want to Hear From You! We invite you to share your thoughts and opinions about this article by sending an e-mail to ?Subject=Letter to the Editor: Quarter 1 2010: Supply chain education for salespeople"> . We will publish selected readers' comments in future issues of CSCMP's Supply Chain Quarterly. Correspondence may be edited for clarity or for length.
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