Großhandel und Distribution

Großhandel und Distribution Insights

  • Omnichannel Logistics

    Omnichannel Logistics

    Das E-Commerce-Geschäft wächst weiterhin rasant. Onlinehändler erschließen ständig neue Wege, um den Kunden zu erreichen und in neue Einzelhandelssegmente zu expandieren. Amazon ist aus Logistikperspektive der wichtigste Vorreiter im Bereich E-Commerce. Das Unternehmen verteidigt seine Rolle bislang erfolgreich und legt die Messlatte für Verbraucherfreundlichkeit stetig höher. Das bedeutet j...

  • Limber Up

    Limber Up

    The rapid growth of e-commerce is reshaping the distribution ecosystem and the balance of power among suppliers, retailers, online players, distributors, and logistics groups. There is a fundamental shift in the way buyers shop, thereby increasing complexity for distributors. Distributors risk losing buyers, cash flow, and control on key elements of their value chain.

    B2B customers wa...

  • Intelligent Distributor

    Intelligent Distributor

    We are already in a new era for wholesale distribution businesses. The 1980’s was the time of the logistics provider, followed by a period of consolidation that lasted through 2010. Right now, the Intelligent Distributor is reacting to all the forces shaping the digital world, using digital to innovate operations and commercial behavior, building more intense relationships upstream with supp...

  •  

    Modernisierung von IT-Plattformen

    Der Transformationsdruck im Maschinen- und Anlagenbau ist hoch. Wachstum und Globalisierung, gewachsene Organisationen, Prozesse und Produktstrategien, erhöhter Wettbewerbsdruck, digitale Transformation und technologische Weiterentwicklungen bringen viele Unternehmen zunehmend in Zugzwang. Die Bewältigung dieser Herausforderungen macht IT-Plattformen, die flexibel und    ...

  •  

    Intelligent Distribution Volume 1

    This compendium highlights the most important commercial steps towards becoming an intelligent distributor – where taking a future-looking, scientific approach to wholesale distribution enables you to not only keep up with the competition but break away from them and truly differentiate your business.

    Several of the articles have been the direct result of our work with the National As...

  •  

    Unlocking Hidden Profits

    Growing new service offers on top of your core wholesale distribution offer is a perennial challenge. Too often services fail to get customer traction. Or worse, valuable services are given away for too little. Yet service offerings are critical to enhancing margins and improve customer loyalty without deploying much additional capital.

    This paper discusses the secrets to generating n...

  •  

    Key performance levers in your business

    We recently conducted interviews with 25 CEOs at billion-dollar distribution companies, asking about their priorities, what is working, and where they are consistently facing challenges. The result is a set of lessons for senior managers in distribution companies to learn from and apply to their businesses.

    This paper uses a new framework to describe the key performance levers that a...

  •  

    The Sales Force Effectiveness Paradox

    Die wirkliche Steigerung der Vertriebseffektivität ist und bleibt ein zentrales Thema für die meisten von 25 kürzlich interviewten CEOs führender Unternehmen mit großen B2B-Vertriebsmannschaften sowie führender B2B-Großhändler. Wiederholt wurde betont, dass der Großteil des Vertriebsaufwands sowie der im Vertrieb eingesetzten Zeit und Ressourcen nicht genügend Durchschlagskraft und Wirkung z...

  •  

    Purchasing Cost Reduction

    Goods For Resale (GFR) can account for up to 80% of a distributor’s cost base.  With typically thin net margins, in the 3-5 % range for many companies, making progress in GFR cost reduction is a logical place to focus.  But it’s not always that easy to get the vendor’s price down while maintaining the quality and service levels you need.  

    Our experience suggests that c...

  •  

    Amazon & Google entern den Grosshandel

    Der Einstieg von Onlineanbietern wie Amazon und Expedia hat in den vergangenen
    15 Jahren zahlreiche B2C-Märkte von Grund auf verändert. Das Spektrum reicht von
    Büchern und Musik über Elektronikartikel bis hin zu Reisen. Dabei ist gerade Amazon
    in seinen Kernmärkten zu einem imposanten Wettbewerber geworden. Die Zahlen
    sprechen für sich: Weltweit verbuchte der Onlinegigant im ...

  •  

    Making Scientific Pricing Actually Deliver

     For practical advice on how to implement a more scientific pricing approach to customers, we highlight three capabilities companies need to build, linked to three enablers to drive up to three percentage points of margin (or five points of sales growth).

  •  

    Getting Quick Wins To Work

    In our experience, if done right, quick wins can provide a powerful boost to the P&L and can also initiate broader transformations. "Getting 'Quick Wins' to Work" focuses on what it takes to run a successful quick win program. Specifically it discusses with examples the three simple things that most successful quick win programs do well.