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Эффективное взаимодействие поставщика
и ритейлера — стратегияwin2win
What is it?
Customer Collaboration
Why we need it?
How it works?
Scope?
Benefits?
Не было гвоздя - подкова пропала.
Не было подковы - лошадь захромала.
Лошадь захромала - командир убит.
Конница разбита - армия бежит.
Враг вступает в город, пленных не
щадя, Оттого, что в кузнице не было
гвоздя.
Industry Insights are addressing importance of building collaborative relationship
Initial successfulcollaboration practices
evolve into collaboration relationship with selected
customers
Gartner: 2013
Types of Communications
Used to Be
NOW
From Butterfly to Diamond
You need to change communication scheme.
Usually all communication runs through commercials department.
By building Diamond structure you’ll be able to act more efficiently
TopManagemen
t Logistics Marketing
FinanceIT
TopManagement Logistics Marketing FinanceIT
BuyersSales
SalesTop
Management Logistics Marketing
FinanceIT
BuyersTopManagement Logistics Marketing FinanceIT
Direct and clear internal communication with strict timing
Customers
Type A
Type B
Type C
Type N
Entry point A
Entry point B
Entry point C
Entry point N
Function 1
Function 2
Function 3
Function 4
One window for all questions
• You need to have one entry point
Fast & Competent replay
• You need clear & effective links inside your Company
Efficient problem solving
• You need to have typical problems solvation base
Support & Care
• You need to be proactive
New ideas & innovations
• You need to be Best Practice provider
What Customer Need and What Should You Have on Your Side
Main Customer Collaboration Areas
Demand Management
E-Business
Operational Efficiency
Business Innovation
CSR
5 WIN2WIN areas to:
To enhance efficiency
To increase turnover
To save more
To earn more
And even try to make the World better
CCR BLT 2014 Ivan Kanaev 7
Customer Service Cycle
Покупатель
Диспетчерская
Группа обработки заказов
Служба продаж
Производство
Прогноз продаж и планирование
Склад
Транспортный участок
ЦЕЛЬ:
Обеспечить максимальное присутствие продукции
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