Using Information to Improve Distributor Performance

Using Information to Improve Distributor Performance Jean Srnecz Sr. Vice President, Merchandising Baker & Taylor

Using Information to Improve Distributor Performance • Shorter Life Cycles • Higher Consumer Expectations • Technological Changes Our World:

Using Information to Improve Distributor Performance “Supply chain management is a set of approaches used to efficiently integrate suppliers, manufacturers, warehouses and stores so that merchandise is produced and distributed in the right quantities, to the right locations, and at the right time in order to minimize system-wide costs while satisfying service level requirements.”1 1Managing the Supply Chain by David SimchiLevi, Paul Kaminsky, Edith SimchiLevi McGraw Hill

Using Information to Improve Distributor Performance • Acquire what is saleable • Research available • BookscanTM POS • iPageTM • Title SourceTM • For the Library Market • Pub AlleyTM

Using Information to Improve Distributor Performance Supply Chain • Develop Forecast: A single version of the truth • Inputs • Editorial • Marketing • Sales • ‘Supply Chain’ / ‘Inventory Management’  ‘The New Gods’ • Customers - all flavors • Independent – Non-Traditional • Chain – Distributor • On-Line – Library • Price Club – Regional Chain

Using Information to Improve Distributor Performance • Model Titles - Overall • “Sister” Profiles • Track record with intelligence • By Account • By Promotion

Using Information to Improve Distributor Performance • Time Dimensions • How Many / How Long • Work with Accounts on Time Series Forecast

Using Information to Improve Distributor Performance • New Titles • Understand the forecast model • How developed • How long • Replenishment • Understand how each of your partners drives replenishment • Sales • Demand • Promotional Demand • Anticipation • Ramping down

Using Information to Improve Distributor Performance Replenishment Basics • Forecast (Demand) • Order frequency (Order cycle) • Lead time • Case pack • Vendor minimum (Order policy) • Service Level (Safety Stock) • Seasonality

Using Information to Improve Distributor Performance Lead Time • Maximize Sales • Minimize Returns • Lead time is the gunk that clouds the window on forecasts. • Lead time is what discourages the sales on deep catalog.

Using Information to Improve Distributor Performance

Using Information to Improve Distributor Performance • Lead Time • Release Order EDI • Pick-up EDI • To Warehouse • Warehouse Schedule • Shipping • Hold for pick-up • Hold for full truck • LTL (Less than load) • Receipt • Stow/Available for Sale

Using Information to Improve Distributor Performance • New Releases • Backlist • Children’s • Seasonal • Pictorial Importance of Publisher Internal Lead Time

Using Information to Improve Distributor Performance • Double inventory on a title gets 99% of sales • Reduce inventory on a title by 40%, get 90% of sales • Invest inventory in other titles  get that 90% Inventory Managers Paradox

Using Information to Improve Distributor Performance • Get reprints done in 4 weeks! • Standardize trim size if it improves turn-around • Keep back list alive, funding/purchasing patterns are irregular • Review grant of rights Children’s/Picturebook

Using Information to Improve Distributor Performance • Promotional • Most front list behaves as a ‘promotion’ • Backlist • Requires a good forecast: Quantity and time dimension

Using Information to Improve Distributor Performance • Reverse distribution • Rate of Sale • Rate of Replenishment • ‘Let Sell Down’ • Re-Investment Returns

Using Information to Improve Distributor Performance What Drives Returns? Returns as Marketing Expense? Returns as Lost Profit?

Using Information to Improve Distributor Performance • The ‘Forgotten’ Part of the Supply Chain: POD • POD - Top 50 Vendor for B&T in 2003 • Incorporate into Supply Chain Responsibility

Using Information to Improve Distributor Performance Going Forward • Share Information with Trading Partners • Develop a single forecast • Update and learn • Understand Trading Partners • How they develop forecasts • Operational procedures

Using Information to Improve Distributor Performance Using Information to Improve Distributor Performance Going Forward • Product Design and Packaging for Operational Efficiency • Invest in Information Technology • Data Warehouse • Analysis Tools • Make Data Analysis - “The DNA of your Organization” • Investigate Collaboration Solutions

Using Information to Improve Distributor Performance

Using Information to Improve Distributor Performance

Presentation Transcript

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