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8/10/2019 Future Trends in Food Service Logistics Smurfit Business School October 21st 2014(1)
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2012 THE MARTIN-BROWER COMPANY, L.L.C. MARTIN BROWER | 1
Future Trends of Food ServiceLogistics in Europe and China
2020+Paul Brennan FCILT
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2012 THE MARTIN-BROWER COMPANY, L.L.C. MARTIN BROWER | 2
Todays Agenda
!"e#$ T%&ar'$ "(e Fu"ure
F!L )n 2020 an' *e+%n'.
Mee")n u"ure u$"%/er
e#e"a")%n$.
Cl%$)n ran$ )n F!L.
Inn%a")n "(e F!L *u$)ne$$
!u$"a)na*le l))n 3 #r%'u"$ 4
$er)e$
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2012 THE MARTIN-BROWER COMPANY, L.L.C. MARTIN BROWER | 3
Todays Agenda
E"re/e !enar)%$ 5 E"en')n
"(e Ou"l%% % "(e Fu"ure.
O##%r"un)"+ Ra'ar 5R%a'/a# "%"(e Fu"ure
W)l'ar'$ 5T()n)n Ou" 5% 5"(e
B%.
T(e Fu"ure )$ N%&-T(e 6alueC(a)n )n 2020.
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2012 THE MARTIN-BROWER COMPANY, L.L.C. MARTIN BROWER |
! Steps To"ardsthe Future#
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2012 THE MARTIN-BROWER COMPANY, L.L.C. MARTIN BROWER | $
Custo%ers "i&& 'eco%e %ore de%anding#
Step 1
(hat) SE*,CES -rivers
T(e rane % $er)e$ &)ll (ae "% *e*r%a'ene' *eau$e u$"%/er$ &)ll#reer a ull $er)e #%r"%l)% r%/ "(e)rF%%' !er)e L%)$")$ C%/#an+.
!u##l+#lann)nRe/%al %&a$"e
7ual)"+ $+$"e/$ Fle)*)l)"+ O#en *%% #r))n
.easura'&e /enefit)
!ae"+ an' H+)ene&)ll *e a$$u/e' "%*e #ar" % "(e e)$")n$er)e
Cu$"%/er$ &)ll n%" *e&)ll)n "% #a+ a'')")%nalee$ %r "()$ $er)e.
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2012 THE MARTIN-BROWER COMPANY, L.L.C. MARTIN BROWER |
Custo%ers and FSL co%panies "i&& support each other and
co&&a'orate %ore intense&y
Step 2
(hat) Services) -rivers)
F!L COMPANIE! AN8 THEIR C9!TOMER!FACE A F9T9RE OF CLO!E COOPERATIONBA!E8 ON TR9!T.
F!L %/#an)e$&)ll "ae %er )n$"%re l%)$")$
$er)e$
8e$)n an'%#era")%n %"(e $u##l+
(a)n
.easura'&e /enefit)
Bu$)ne$$ #ar"ner "ru$" &)ll re/a)n a/a:%r a"%r )n )ne$"/en" an' l%n"er/ rela")%n$
8/10/2019 Future Trends in Food Service Logistics Smurfit Business School October 21st 2014(1)
7/742012 THE MARTIN-BROWER COMPANY, L.L.C. MARTIN BROWER |
,nnovations "i&& 'e the root of co%petitivenessStep 3
(hat) Services) -rivers)
T(e #re$$ure "% )nn%a"e &)ll *e en%r/%u$ )n2020;
T(e (allene% ur*an'el)er)e$
Cu$"%/)$e'$er)e$
.easura'&e /enefit)
F!L %/#an)e$ &)ll nee' "% 'eel%#u$"%/)$e' $er)e$.
!ME
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8/742012 THE MARTIN-BROWER COMPANY, L.L.C. MARTIN BROWER | !
Sustaina'i&ity is the do%inant %egatrend in a&& areas
Step
(hat) Services) -rivers)
Pu*l) a&arene$$ % $u$"a)na*le #r%'u"$ an'#r%e$$e$ &)ll )nrea$e, "(ere%re , ul)ll)n %r%u"#er%r/)n $u$"a)na*)l)"+ re=u)re/en"$ &)ll*e *ene))al )n "(e u"ure .
Ne& /%'e$ %"ran$#%r"
Le)$la")%n %nar*%n%%"#r)n".
.easura'&e /enefit)
Le)$la")%n a)/)n "% re'ue "(e ar*%n %%"#r)n" )$ l)el+ "%*e%/e /%re re$"r)")e an' u$"%/er$ &)ll 'e/an' /%re"(an :u$" %/#l)ane.
T(e #%"en")al$ % /%re $u$"a)na*le r%a' "ran$#%r"a")%n &)ll(ae "% *e e#l%)"e'.
!u$"a)na*)l)"+ n%" %nl+ /ean$ e%l%)al $u$"a)na*)l)"+ In")/e$ % 'e/%ra#() (ane$ , e/#l%+er$ nee' "% $u$"a)nan a)n &%r%re an' "(ere%re (ae "% enae )n)n)")a")e$, $u( a$ er%n%/) &%r#lae 'e$)n , "% #reen"a la % $)lle' &%rer$.
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ut&oo4 of future needs to 'e e5tended
Steps>
(hat) (hen) (ho)
T(e #r%*a*le u"ure )$ %nl+ %ne a$#e" % "(eu"ure. I" )$ :u$" a$ )/#%r"an" "% l%% a" unl)el+ ,*u" ()( )/#a" 'eel%#/en"$
One $"%#$(%##)nL%n "er/%n"ra"$ "%
e"en' "(e#r%*a*le u"ure
T% "()n %u"% "(e *%.
.easura'&e /enefit)
T()$ $"u'+ l%%e' a" %ur e"re/e $enar)%$ ?
T(e ne%")a"%r
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2012 THE MARTIN-BROWER COMPANY, L.L.C. MARTIN BROWER | 10
Loads of opportunities ahead
Step
(hat) Services) -rivers)
/y 20206 FSL co%panies "i&& find %anyopportunities to successfu&&y deve&op their'usinesses# The opportunity &andscape is rich"ith ne" 'usiness %ode&s 6 strategies 6product so&utions and services #
In "()$ $"u'+>0 )'ea$&ereenera"e' 4%n$%l)'a"e'
Inn%a")%n/anae/en")$ a e+%/#e"ene
.easura'&e /enefit)
!"ra"e+ 4 P%l)+
C%%#era")%n 4 #%l)+ Pr%'u"$ 4 !er)e$ Pe%#le 4 Cul"ure Pr%e$$e$ 4 Oran)$a")%n$
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2012 THE MARTIN-BROWER COMPANY, L.L.C. MARTIN BROWER | 11
Thin4ing "i&& 'eco%e out of the 'o5#
Step
(hat) ision) -rivers)
9n%re$eea*le een"$ "ae #lae eer+'a+.T(e+ , an *e $+$"e/a")all+ ealua"e' )n$enar)% #lann)n &%r. !u( @ &)l'ar'een"$ &ere )'en"))e' )a e"en$)e 8el#()'a"a anal+$)$ an' u"ure$ &%r$(%#$.
The FSL sectorneeds to be awareof possible futuredisruptions
Ee")er)$)$ /".R)$ /"A#rere=u)$)"e
Four dra%atic "i&dcard scenarios
1'a"a $an'al IT $+$"e/$ ra$( T)/e an' =uan")"+ l)/)"a")%n$ %r "ru$ )n
)")e$ Tru 'r)er $"r)e !%lar #%&ere' +r%%#"er$
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2012 THE MARTIN-BROWER COMPANY, L.L.C. MARTIN BROWER | 12
The va&ue chain "i&& 'e cha&&enged 'y sustaina'i&ity and supported 'y
techno&ogy Step !
(hat) Too&s) -river
.artin /ro"er is shaping the future "ithits custo%er .c -ona&ds and partners#
Te(n%l%+ !u$"a)na*)l)"+
.easura'&e /enefit)
A *r%a' $#e"ru/ % "e(n%l%)al'eel%#/en"$ &a$ )'en"))e' )n "()$ $"u'+ "(a"/)(" )nluene MB
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2012 THE MARTIN-BROWER COMPANY, L.L.C. MARTIN BROWER | 13
E5tre%e Scenarios 7 E5tending the ut&oo4 of the Future#
!enar)%$ %$"er a ul"ure % ur)%$)"+ an' rea"e an
a"/%$#(ere % rea")e "()n)n ?
E"re/e $enar)%$ en"ure *e+%n' "(e *%un'ar)e$ %
&(a" )$ alrea'+ n%&n an' a$$u/e' , an' )n"r%'ue'ra/a") 'eel%#/en"$ &()( %ul' #%$$)*l+ %ur )n "(e
u"ure .
T(ere%re , "&% #r%:e")%n$ &()( &ere % #ar")ular
releane "% "(e 8el#() #anel$ &ere $ele"e' ?T(e 'e/an' %r %ne 5$"%# $(%##)n %ne#"$ (a$
$)n))an"l+ 'erea$e' &)"()n "(e F!L )n'u$"r+
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2012 THE MARTIN-BROWER COMPANY, L.L.C. MARTIN BROWER | 1
E5tre%e Scenarios 7 E5tending the ut&oo4 of the Future#
An' l%n "er/ %n"ra"$ *e"&een u$"%/er$ an' F!L are
"(e ee#")%n.
T(e$e #r%:e")%n$ &ere #l%""e' %n ae$ &)"( "&% e"re/e
#%le$. F%ur e"re/e $enar)%$ &ere 'er)e' r%/ "(e
%/*)na")%n % "(e e"re/e #%le$.
T(e$e are $(%&n %n "(e ne" $l)'e.
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2012 THE MARTIN-BROWER COMPANY, L.L.C. MARTIN BROWER | 1$
T(e %lla*%ra"%r &%rl'
T(e $#eula"%r
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2012 THE MARTIN-BROWER COMPANY, L.L.C. MARTIN BROWER | 1
The 8egotiators (or&d
Cu$"%/er Be(a)%ur
Te(n%l%+ 4
Inn%a")%n$
!er)e
P%r"%l)%
Mare"
!"ru"ure
Pe%#le 4
Cul"ure
Ou"%/e$
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2012 THE MARTIN-BROWER COMPANY, L.L.C. MARTIN BROWER | 1
The 8egotiators (or&d#
In "(e +ear 2020
T(e &%rl' )n &()( F!L #r%)'er$ %#era"e )$
(ara"er)$e' *+ ()( uner"a)n"+ .L%n 5"er/ #lann)n )$
=u)"e '))ul"+ 'ue "% "(e u$"%/er$ D &)ll)nne$$ "%=u)l+ (ane *u$)ne$$
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The 8egotiators (or&d
C%$" 5%r)en"e' ,$&)"( %r *e""er #r)e$
Ma:%r %ne$$)%n$ r%/ $u##l)er$.
N% %/#r%/)$)n %n ne%")a")%n$
Cu$"%/er
Be(a)%ur
Rea")e )nn%a")%n$ %r CIP
'eel%#e' "% )/#r%e "(e #lann)n an'
%%r')na")%n % #r%e'ure$ an'
"e(n%l%)e$ ra"(er "(an #r%'u"
)nn%a")%n$. %al )$ lean /anae/en".
Te(n%l%+
4
Inn%a")%n$
A $/all nu/*er % lare F!L %/#an)e$
%er a *r%a' rane % $er)e$ an'
%/*)ne ar)%u$ %/#e"en)e$ .F!L
#r%)'er$ a" )n a ()(l+ '+na/) *u" n%"
%/#le /are" .Fran()$)n )$ %//%n
Mare"
!"ru"ure
F!L e/#l%+ee$ (ae $#e)al %n$ul"an+
$)ll$ ? ')er$))a")%n )$ n%" relean".
LLP
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2012 THE MARTIN-BROWER COMPANY, L.L.C. MARTIN BROWER | 1
The Specu&ators (or&d#
In "(e +ear 2020
T(e &%rl' )$ '%/)na"e' *+ $(%r" 5"er/ #r%)"
/a)/)$a")%n an' %r)en"a")%n, la % "ru$", an'
un&)ll)nne$$ %r l%n "er/ %//)"/en" )n *u$)ne$$rela")%n.
Cu$"%/er$ #reer "% $#rea' "(e)r r)$ *+ $)n)n $(%r" 5
"er/ %n"ra"$ &)"( /an+ ')eren" $u##l)er$
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The Specu&ators (or&d
Cu$"%/er Be(a)%ur
Te(n%l%+ 4
Inn%a")%n$
!er)e
P%r"%l)%
Mare"
!"ru"ure
Pe%#le 4
Cul"ure
Ou"%/e$
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The Specu&ators (or&d
C%$" 'r)en , &)ll)n "% $&)"( $u##l)er$.
R)$ aer$e u$"%/er$ $#l)" "(e)r %r'er$
a/%n ()(l+ $#e)al)$" F!L #r%)'er$.
Cu$"%/er
Be(a)%ur
Inn%a")%n$ are 'eel%#e' *+
u$"%/er$ .
F!L %/#an)e$ /erel+ )/#le/en" "(e/
an' '% n%" )nn%a"e "(e/$ele$. .
Te(n%l%+
4
Inn%a")%n$
T(e /are" )$ *%"( ()(l+ '+na/) an'
()(l+ %/#le.
T(ere are /an+ /e')u/ $)e'
*u$)ne$$e$ &)"( l)""le ')eren")a")%n an' a
lare u$"%/er *a$e.
Mare"
!"ru"ure
F!L #r%)'er$ $ear( %r e/#l%+ee$ &)"(
$ale$ %/#e"ene , "(e+ '% n%" $"r)e %r
a ')er$e &%r%re .
T(e #%r"%l)% %
Pe%#le
Cul"ure
!er)e
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2012 THE MARTIN-BROWER COMPANY, L.L.C. MARTIN BROWER | 22
The Co&&a'orators (or&d
In "(e +ear 2020
T(e &%rl' )$ (ara"er)$e' *+ a ()( leel % "ru$" an'
%//)"/en" a/%n F!L #r%)'er$ an' "(e)r u$"%/er$.
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The Co&&a'orator9s (or&d
Cu$"%/er Be(a)%ur
Te(n%l%+ 4
Inn%a")%n$
!er)e
P%r"%l)%
Mare"
!"ru"ure
Pe%#le 4
Cul"ure
Ou"%/e$
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The Co&&a'orators (or&d
L%n "er/ #ar"ner$()#$ 'r)e "(e /are".
Cu$"%/er$ #reer $)nle $%ur)n. L)n"% $&)"( $u##l)er$.
W)ll)nne$$ "% enae )n l%n "er/
#ar"ner$()# R)$ aer$e u$"%/er$ $#l)"
"(e)r %r'er$ a/%n ()(l+ $#e)al)$" F!L
#r%)'er$.
Cu$"%/er
Be(a)%ur
Inn%a")%n$ are 'eel%#e' *+
u$"%/er$ .
F!L %/#an)e$ /erel+ )/#le/en" "(e/
an' '% n%" )nn%a"e "(e/$ele$. .
Te(n%l%+
4
Inn%a")%n$
T(e /are" )$ *%"( ()(l+ '+na/) an'
()(l+ %/#le.
T(ere are /an+ /e')u/ $)e'
*u$)ne$$e$ &)"( l)""le ')eren")a")%n an' a
lare u$"%/er *a$e.
Mare"
!"ru"ure
F!L #r%)'er$ $ear( %r e/#l%+ee$ &)"(
$ale$ %/#e"ene , "(e+ '% n%" $"r)e %r
a ')er$e &%r%re .
T(e #%r"%l)% %
Pe%#le
Cul"ure
!er)e
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2012 THE MARTIN-BROWER COMPANY, L.L.C. MARTIN BROWER | 2$
The Specia&ists (or&d
In "(e +ear 2020
Cu$"%/er$ are n%" &)ll)n "% re#l+ %n %nl+ %ne F!L
%/#an+ 3 ra"(er "(e+ $(%# ar%un' %r ')eren" $er)e
ele/en"$.
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The Specia&ists (or&d
Cu$"%/er Be(a)%ur
Te(n%l%+ 4
Inn%a")%n$
!er)e
P%r"%l)%
Mare"
!"ru"ure
Pe%#le 4
Cul"ure
Ou"%/e$
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The Specia&ists (or&d
F!L #r%)'er$ rea"e all)ane$ an'
%%r')na"e %/#e"en)e$ *eau$e
u$"%/er$ 'e/an' $#e)al)$a")%n.
Cu$"%/er
Be(a)%ur
C%/#an)e$ %n'u" #r%a")e )nn%a")%n
/anae/en" 'ue "% )nrea$e'
%/#e")")%n an' #re$$ure "% )nn%a"e . .
Te(n%l%+
4
Inn%a")%n$
8ue "% ()( %/#le)"+ *u" a l%& 'eree
% (ane )n "(e /are" , n)(e #r%)'er$
are #realen" *u" $ere %nl+ a e&
u$"%/er$.
Mare"
!"ru"ure
T(e ()(l+ $)lle' &%r%re )$
"e(n%l%)all+ r)en'l+ .
F!L #r%)'er$ %er a (an'ul % alue
a''e' $er)e$ , &()( are ()(l+
u$"%/)$e'
Pe%#le
Cul"ure
!er)e
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2012 THE MARTIN-BROWER COMPANY, L.L.C. MARTIN BROWER | 2!
9pportunity *adar :
*oad%ap to the Future
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pportinunity *adar 7 *oad%ap to the Future
I" )$ 'e$)ne' "% #r%)'e a #ra/a") , *u" rea")e
#er$#e")e %n "(e u"ure.
In %r'er "% #r%)'e "% #r%)'e a "%%l &()( $u##%r"$
'e)$)%n 5/a)n , "(e ra'ar #re$en"$ %##%r"un)")e$ &)"(')eren" 'eree$ % )nn%a")ene$$.
!%/e are alrea'+ l%$e "% )/#le/en"a")%n , &()l$" %"(er$
$")ll l)e ar )n "(e u"ure.
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9Strategy ;
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Strategy and
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Strategy and
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201$) Scenario cu&ture deve&op%ent
T(e 'eel%#/en" % u"ure $enar)%$ )$ an e$"a*l)$(e'
"%%l "% $u##%r" *u$)ne$$ lea'er$ )n r)")all+ ealua")n
)n%r/a")%n, "()n)n an' #lann)n $"ra"e)all+ ,
%#")/))n 'e)$)%n /a)n an' enera")n ne& )'ea$ %r)nn%a")%n )n ar)%u$ #%$$)*le *u$)ne$$ $)"ua")%n$ .
!enar)% eer)$e$ a)/ "% rea"e an en)r%n/en" %
)/a)na")e "()n)n an' en"ure *e+%n' "(e *%un'ar)e$
% &(a" )$ alrea'+ n%&n an' a$$u/e'.
A"er anal+$)n "(e %/#an+
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201$ Scenario cu&ture deve&op%ent
T(%$e F!L %/#an)e$ "(a" e$"a*l)$( $enar)% ul"ure$
/)(" *e /%re $ue$$ul )n an"))#a")n u"ure (ane$
an' )/#r%)n "(e %/#an+
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201) /&ue ocean strategy
Blue %ean reer$ "% /are"$ &()( '% n%" +e" e)$"
T(a" /ean$ "(e 'e/an' %r a er"a)n #r%'u" %r $er)e
)$ +e" "% *e rea"e' .
One &a+ "% %#en a %/#le"el+ ne& /are" )$ "% %/*)ne')eren" /are" $e/en"$ *+ %er)n a ')er$))e'
#r%'u" % =ual)"+ .
Inn%a")%n a''$ alue "% "(e #r%'u" , a" "(e $a/e ")/e
all%&$ "(e )nn%a"%r "% re'ue %r een el)/)na"e %"(erea"ure$ )n %r'er "% re'ue %$"$.
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201) /&ue ocean strategy
C%/#e")")%n )n "()$ /are" 'eel%#$ %er ")/e $)ne n%"
/an+ %"(er %/#an)e$ /)(" "r+ "% en"er "(e /are" a"er
)"$ )n)")al rea")%n.
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2012 THE MARTIN-BROWER COMPANY, L.L.C. MARTIN BROWER | 3
2020) pen innovation strategy
F!L %/#an)e$ /a+ al$% *ene)" r%/ %#en )nn%a")%n
a"))")e$ .
T(ere*+ , "(e )'ea )$ "(a" )nn%a"%r$ are n%" real)$e' %nl+
*+ )n"ernal e%r"$ *u" al$% &)"( "(e (el# % %/#an)e$e"ernal en)r%n/en"$ .
T(e a)/ )$ "% u$e "(e n%& 5(%& % u$"%/er$ ,
$u##l)er$ , %r an+ %"(er $"ae(%l'er$ "% 'eel%# ne&
#r%'u"$ %r $er)e$ , "(ere*+ %#")/all+ $u)")n u$"%/er
nee'$ an' )/#r%)n $u##l+ (a)n )n"erae$ .
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2012 THE MARTIN-BROWER COMPANY, L.L.C. MARTIN BROWER | 3!
2020 ) pen innovation strategy
F%r )n$"ane ,u$"%/er$ an $ue$" ne& #r%'u"
(ara"er)$")$ ? $u##l)er$ /)(" re%//en' (ane$ )n
er"a)n #r%e$$e$ "% %#")/)$e &%rl%& .
In '%)n $% , "(e )nn%a")%n #r%e$$ *e%/e$ /%ree))en" an' ne& )nn%a")%n$ are 'eel%#e' /%re
re=uen"l+.
In %r'er %r %#en )nn%a")%n "% *e $ue$$ul , "(e
%/#an+ (a$ "% reeal %r /ae )" "ran$#aren" %r )n"ere$"
r%u#$ "% *e )n"era"e' )n "(e )nn%a")%n #r%e$$.
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2012 THE MARTIN-BROWER COMPANY, L.L.C. MARTIN BROWER | 3
2020 ,nnovation &eader strategy
F!L #r%)'er$ "(a" #%$)")%n "(e/$ele$ a$ )nn%a")%n
lea'er$ /)(" *e%/e "(e /%$" #reerre' l%)$")$
$er)e #r%)'er$ )n "(e /are".
T(e a*)l)"+ "% #r%)'e u"")n- e'e )nn%a")%n$ 'e$)ne'"% en(ane u$"%/er $a")$a")%n an' %nen)ene
enera"e$ a*%e aerae /ar)n$.
T(ere*+ , )nn%a")%n lea'er$ $(%ul' &)'en "(e)r %u$ %
)nn%a")%n$? r%/ "e(n%l%+ *a$e' "% 'e/an' %r)en"e'
"% %#en 5ne"&%r )nn%a")%n$.
.
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2012 THE MARTIN-BROWER COMPANY, L.L.C. MARTIN BROWER | 0
2020 ,nnovation &eader strategy
T(e #%"en")al %r )nn%a")%n )$ n%" %nl+ #re$en" )n a
%/#an+$ %&n #r%'u"$ an' $er)e$ , *u" al$% al%n
"(e en")re alue (a)n.
C%/#e")")e a'an"ae )$ a()ee' )a u$"%/er%r)en"a")%n an' "(e a##l)a")%n % "e(n%l%)e$ "% rea"e
an' e#l%)" /are" %##%r"un)")e$ .
Inn%a")e lea'er$ %$"er a ul"ure % r)")al "()n)n an'
rea"))"+ , *rea "(e rule$ , #er$eere )n "(e ae %
a)lure , an' are n%" ara)' % (ane.
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2012 THE MARTIN-BROWER COMPANY, L.L.C. MARTIN BROWER | 1
2020 ,nnovation &eader strategy
T(e #%"en")al %r )nn%a")%n )$ n%" %nl+ #re$en" )n a
%/#an+$ %&n #r%'u"$ an' $er)e$ . Cu$"%/er$ are
n%" &)ll)n "% re#l+ %n %nl+ %ne F!L %/#an+ 3 ra"(er "(e+
$(%# ar%un' %r ')eren" $er)e ele/en"$. T(e #%"en")al %r )nn%a")%n )$ n%" %nl+ #re$en" )n a
%/#an+$ %&n #r%'u"$ an' $er)e$ , *u" al$% al%n
"(e en")re alue (a)n.
C%/#e")")e a'an"ae )$ a()ee' )a u$"%/er
%r)en"a")%n an' "(e a##l)a")%n % "e(n%l%)e$ "% rea"e
an' e#l%)" /are" %##%r"un)")e$ .
Inn%a")e lea'er$ %$"er a ul"ure % r)")al "()n)n an'
rea"))"+ , *rea "(e rule$ , #er$eere )n "(e ae %
a)lure , an' are n%" ara)' % (ane.
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2012 THE MARTIN-BROWER COMPANY, L.L.C. MARTIN BROWER | 2
2020 ,nnovation &eader strategy
Inn%a")e lea'er$ %$"er a ul"ure % r)")al "()n)n an'
rea"))"+ , *rea "(e rule$ , #er$eere )n "(e ae %
a)lure , an' are n%" ara)' % (ane.
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2012 THE MARTIN-BROWER COMPANY, L.L.C. MARTIN BROWER | 3
9Cooperation ; 8et"or4s
201G Par"ner$()#$
an' all)ane$
201 C%n")nu%u$
)nn%a")%n #r%e$$
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2012 THE MARTIN-BROWER COMPANY, L.L.C. MARTIN BROWER |
201 )
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2012 THE MARTIN-BROWER COMPANY, L.L.C. MARTIN BROWER | $
201 )
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2012 THE MARTIN-BROWER COMPANY, L.L.C. MARTIN BROWER |
201 ) Continuous innovation process
!)/)lar "% "(e %n")nu%u$ )/#r%e/en" #r%e$$ , "(e
#r)n)#le % %n")nu%u$ )nn%a")%n )$ $en$)")$)n
e/#l%+ee$ "% "(e )/#%r"ane % all %r/$ % )nn%a")%n.
T(e a)/ )$ n%" "% a()ee lare , re%lu")%nar+ )nn%a")%n$*u" nu/er%u$ $/all )nn%a")%n$ "(a" All)ane$ "% leer
$#e)) a#a*)l)")e$ an (el# )r/$ )n a=u)r)n ne&
#r%:e"$ .
M%re%er , re$ear( %lla*%ra")%n$ &)"( un)er$)")e$ an'
)n$")"u"e$ an #r%)'e %/#an)e$ &)"( u"")n e'e
)n%r/a")%n an' ena*le "(e/ "% $"a+ %ne $"e# a(ea' %
%/#e")"%r$.
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2012 THE MARTIN-BROWER COMPANY, L.L.C. MARTIN BROWER |
9 F%%'
$"a")%n$
2020 C%nen)en"la$" /)le
201 Re$%ure
l%)$")$
201> M%'ular%n"a)ner
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2012 THE MARTIN-BROWER COMPANY, L.L.C. MARTIN BROWER | !
201) C 2 La'e&s
T(e ar*%n %%"#r)n" % l%)$")$ $er)e$ &)ll *e /a:%r
e"()al $ale$ an' /are")n aru/en" )n "(e u"ure.
Our er/an %lleaue$ "(r%u( "(e Fraun(%er
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2012 THE MARTIN-BROWER COMPANY, L.L.C. MARTIN BROWER |
201) C 2 La'e&s
!)/)lar "% "(e "ren' % %n$u/er e#e")n en)r%n/en"al la*el$ %n
%n$u/er %%'$ , *u$)ne$$ u$"%/er$ a$ &ell %n$u/er$ &)ll
'e/an' er"))e' $u$"a)na*le l%)$")$ $er)e$ , a$ #u*l) a&arene$$
)nrea$e$.
F!L %/#an)e$ %ul' &%r "%e"(er &)"( %%' #r%'uer$ T% )n' a un)er$all+ ae#"e' an' %//%nl+ un'er$"%%' /ea$ure
%r "(e ar*%n %%"#r)n".
F!L %/#an)e$ &()( a'(ere "% CO2 , e/)$$)%n re=u)re/en"$ an'
#r%)'e la*el$ "% )n%r/ "(e %n$u/er a*%u" "(e ar*%n ')%)'e
e/)$$)%n$ a$$%)a"e' &)"( "(e #r%'u")%n an' "ran$#%r" % %%' , arel)el+ "% *e "(e /%$" $ue$$ul )n "(e u"ure.
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2012 THE MARTIN-BROWER COMPANY, L.L.C. MARTIN BROWER | $0
201$ .odu&ar container
C%n"a)ner$ ena*le e))en" an' $ae "ran$#%r" %
#r%'u"$. !)ne "(e ')/en$)%n$ % %n"a)ner$ are
$"an'ar')$e' , /an+ ')eren" "+#e$ % e()le$ an *e
l%a'e' "% arr+ "(e %n"a)ner$.
H%&eer ,$)ne $()##)n a/%un"$ ar+ , "(e a#a)"+ % a
%n"a)ner )$ n%" al&a+$ u$e' e))en"l+ )n F!L, &()(
lea'$ "% )'le a#a)")e$ %r a'')")%nal $()##)n "a$$.
M%'ular %n"a)ner$ /)(" %er a $%lu")%n "% "(e$e
#r%*le/$.
In "(e ra/e % a $"an'ar' %n"a)ner , ar)%u$ $/aller
%n"a)ner$ %ul' *e )n$er"e' .
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2012 THE MARTIN-BROWER COMPANY, L.L.C. MARTIN BROWER | $1
201$ .odu&ar container
T()$ %n$"ru")%n all%&$ %r a $eure an' e))en"
"ran$#%r" % $"an'ar' %n"a)ner$ %r l%n 5')$"ane
"ran$#%r" )a &a"er&a+ %r ra)l&a+.
A" "(e )nal 'e$")na")%n , "(e$e /%'ular %n"a)ner$ %ul'"(en *e unl%a'e' r%/ "(e $"an'ar' %n"a)ner an'
)n'))'uall+ 'el)ere' "% "(e )nal u$"%/er .
Rel%a')n &%ul' n%" *e nee$$ar+ an' "ran$#%r"
e))en+ %ul' *e )/#r%e' *%"( )n "er/$ % ")/e $a)n
an' a#a)"+ u")l)$a")%n .
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2012 THE MARTIN-BROWER COMPANY, L.L.C. MARTIN BROWER | $2
201$ .odu&ar container
In%r/a")%n $+$"e/ )n"era"e' )n "(e %n"a)ner %ul'
en$ure "raea*)l)"+ % "(e "ran$#%r"e' %%'$ an' #r%)'e
an a'')")%nal alue 5a''e' $er)e.
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2012 THE MARTIN-BROWER COMPANY, L.L.C. MARTIN BROWER | $3
201$ Food stations
C%n$u/er$ &)ll %n")nue "% 'e/an' %nen)en" $(%##)n 2G (%ur$ a
'a+.
A ne& , lare 5$ale , #%$$)*l+ een au"%/a"e' %r/ % %nl)ne
$(%##)n /)(" e%le.
T(e %n$u/er &%ul' %r'er r%er)e$ %nl)ne an' F!L %/#an)e$&%ul' 'el)er "(e #r%'u" "% a en"ral re)(" $"a")%n , $)/)lar "% a @
#arel $"a")%n %r #arel$ , &(ere "(e %%' $"%rae )$ rer)era"e' .
T(e %n$u/er %ul' #) u# "(e %r'ere' %%'$ &(en )" )$ %nen)en"
an' '%e$ n%" (ae "% &%rr+ a*%u" %#en)n (%ur$ %r (a)n "% *e a"
(%/e &(en %%' 'el)er+ arr)e$ .A #)l%" #r%:e" (a$ alrea'+ *eenlaun(e' *+ Fraun(%er$ IML )n 8%r"/un' , er/an+ , &()(
'eel%#e' $u( a 'een"ral)$e' #) 5u# - $"a")%n
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2012 THE MARTIN-BROWER COMPANY, L.L.C. MARTIN BROWER | $
201 *esource Logistics
8ue "% )nrea$)n a&arene$$ % l%*al &arn)n , ar*%n e/)$$)%n$ ,
an' $are ra& /a"er)al$ , al"erna")e $%ure$ % ener+ are
'e$)ra*le.
Wa$"e an *e u$e' a$ a $e%n'ar+ ra& /a"er)al "% enera"e
ener+. 9r*an /)n)n )$ "(e #r%e$$ % rela)/)n %/#%un'$ an' ele/en"$
r%/ &a$"e.
In "(e F%%' !er)e $e"%r , ar)%u$ %r/$ % &a$"e an *e re+le' .
F%r ea/#le , *)%/a$$ ener+ u$e$ #lan" /a""er an' ar*ae /
a/%n$" %"(er /a"er)al$ , "% enera"e ener+ r%/ &a$"e. An)/al a" an' %)l an al$% *e re+le' r%/ &a$"e.
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2012 THE MARTIN-BROWER COMPANY, L.L.C. MARTIN BROWER | $$
201 *esource Logistics
Reer$e l%)$")$ , )n "()$ a$e /%)n &a$"e *a )n"% "(e $u##l+
(a)n , )$ % ()( %//er)al )n"ere$" "% "(e l%)$")$ $er)e
#r%)'er .
H%&eer , u$"%/er$ &%ul' al$% *ene)" r%/ *e)n a*le "% ree)e
%%'$ an' ')$#%$e % &a$"e r%/ "(e $a/e #r%)'er. F!L #r%)'er$ "(a" are a*le "% a)n a %%"(%l' )n "()$ #r%/)$)n
/are" are l)el+ "% $)n))an"l+ )nrea$e "(e)r #r%)"$
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2012 THE MARTIN-BROWER COMPANY, L.L.C. MARTIN BROWER | $
2020 # Convenient &ast %i&e
F!L #r%)'er$ %ul' e"en' "(e)r u$"%/er #%r"%l)% an' %ll%& "(e
"ren' % )nrea$)n %nen)ene.
T(u$ , "(e+ %ul' )nrea$e "(e)r rane % $er)e$ %ere' an' $u##l+
#r%'u"$ *e+%n' *u$)ne$$ "% *u$)ne$$ JB2BK "% #r)a"e (%u$e(%l'$.
T(ere*+, %n$u/er$ %ul' %r'er r%er)e$ %nl)ne an' F!L $u##l)er$%ul' 'el)er "(e$e er+ $/all %r'er =uan")")e$ "% "(e re)#)en".
In er/an+ , %/#an)e$ $u( a$ B%%$" an' E)$/ann are r%&)n
"()$ $e/en" &)"( 'el)er)e$ "% au"%/a"e' $"%re$ an' en')n
/a()ne$ , )ne/a$ , ae"er)a$ , an' /an+ %"(er area$ &(ere %%'
)$ $%l', %ul' *e $ere'
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2012 THE MARTIN-BROWER COMPANY, L.L.C. MARTIN BROWER | $
9
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2012 THE MARTIN-BROWER COMPANY, L.L.C. MARTIN BROWER | $!
201 ) -iversity %anage%ent
Crea")e "()n)n an' #r%*le/$ $%l)n are "r)ere' *+
$eeral ar)a*le$. One )$ ')er$)"+ , n%" %nl+ )n
#r%e$$)%n$ , *u" al$% )n ae en'er an' ul"ure.
8)er$)"+ /anae/en" )$ %ne #%$$)*le &a+ % %er)n a&)'e rane % #er$#e")e$ "% a )en #r%*le/ .
!)ne u$"%/er$ are l)el+ "% 'e/an' ull 5$er)e
%er)n$ , )" &%ul' *e *ene))al %r F!L #r%)'er$ "% (ae
$#e)al)$" e/#l%+ee$ &)"( er+ ')er$e *ar%un'$ )n
%r'er "% *e a*le "% ul)l eer+ #%$$)*le re=ue$" .
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2012 THE MARTIN-BROWER COMPANY, L.L.C. MARTIN BROWER | $
201 ) -iversity %anage%ent
C%n$e=uen"l+ , lea')n F!L , #r%)'er$ $(%ul' re%n)$e
"(e *ene)"$ % ')er$)"+ /anae/en" .I" )$ e$$en")al "%
rea"e a #%$)")e en)r%n/en" &(ere "(e un)=uene$$ %
eer+ e/#l%+ee )$ alue' $% "(a" "(e+ an a()ee "(e)r
)n'))'ual #%"en")al an' "(ere*+ %n"r)*u"e "% %r#%ra"e
%al$.
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2012 THE MARTIN-BROWER COMPANY, L.L.C. MARTIN BROWER | 0
201 ) Scho&arships
In ")/e$ % )nrea$)n $)ll$ $(%r"ae, )" )$ /%re )/#%r"an"
"% *%n' #%"en")al e/#l%+ee$ "% a %/#an+ a$ arl+ a$
#%$$)*le .
T(ere%re , F!L #r%)'er$ %ul' $"ar" %lla*%ra")%n$ &)"($(%%l$ an' un)er$)")e$ , &()( &%ul' )nlu'e #ra")e
eer)$e$ )n le"ure$ an' &%r$(%#$ , reru)"/en" a)r$ ,
%/#an+ #re$en"a")%n$ , $u//er $(%%l$ %r )n la$$
a$e $"u')e$ rela"e' "% "(e F!L )n'u$"r+ .
M%re%er , %u"$"an')n $"u'en"$ %ul' *e %ere'
$(%lar$()#$ , e.. %r %re)n e(ane #r%ra//e$.
.
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2012 THE MARTIN-BROWER COMPANY, L.L.C. MARTIN BROWER | 1
201 ) Scho&arships
In "()$ &a+ , "(e *e$" "alen"e' ra'ua"e$ %ul' *e
a""ra"e' "% "(e F!L )n'u$"r+ an' la"er %n"r)*u"e "% )"$
$ue$$ a$ e/#l%+ee$.
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2012 THE MARTIN-BROWER COMPANY, L.L.C. MARTIN BROWER | 2
2020 ) Co%petence centre for innovation %anage%ent
C%n")nu%u$ %/#e")")%n an' (ane$ )n "(e *u$)ne$$
en)r%n/en" &)ll 'r)e "(e )/#%r"ane % )nn%a")e )'ea$
)n "(e F!L $e"%r.
T(ere )$ a $"r%n nee' %r u# "% 'a"e , #ra")e %r)en"e' ,an' &ell %un' re$ear( )n "()$ )n'u$"r+ .
Rea")n "% u$"%/er 'e/an'$ )$ n% l%ner $u))en".
F!L %/#an)e$ (ae "% #r%a")el+ enera"e
)nn%a")%n$ ,ne& *u$)ne$$ /%'el$ , alue 5a''e'$er)e$ , re%lu")%nar+ $"ra"e)e$ an' $e)e %##%r"un)")e$
.
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2012 THE MARTIN-BROWER COMPANY, L.L.C. MARTIN BROWER | 3
2020 ) Co%petence centre for innovation %anage%ent
T(ere%re , F!L %/#an)e$ /)(" )ne$" )n %lla*%ra")e
un)er$)"+ re$ear( %r lea')n 5e'e *u$)ne$$
)nn%a")%n.
An )n$")"u")%nal)$e' :%)n" %/#e"ene en"re &%ul' en$ure%n")nu%u$ "ran$er % re$ear( re$ul"$ )n"% *u$)ne$$
#ra")e , "(ere*+ #%$)")%n)n "(e *u$)ne$$ #ar"ner a$ a
"(%u(" lea'er )n "(e /are" .
Fur"(er/%re , l%$e %%#era")%n &)"( a re#u"a*le
un)er$)"+ a)l)"a"e$ )n "(e reru)"/en" % $)lle'
ra'ua"e$.
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9
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2012 THE MARTIN-BROWER COMPANY, L.L.C. MARTIN BROWER | $
201 ) Fu&&y auto%ated container hand&ing
In "(e near u"ure , l%a')n an' unl%a')n %n"a)ner$ r%/
$()#$ %r "ra)n$ %ul' *e %ran)$e' &)"( ull au"%/a")%n %n
a lare $ale )n "(e F!L )n'u$"r+.
F%r ea/#le , au"%/a")%n rane %ul' #) "(e%n"a)ner$ r%/ "(e arr)er an' #lae "(e/ %n a ra)l
$+$"e/ &)"( $/all arr)ae$ %r "ra)ler %r "ru 'el)er+.
One e()le &%ul' (ae "(e a##r%#r)a"e $)e "% ar" :u$"
%ne %n"a)ner .T(e r%u"e$ &%ul' *e $u*/)""e'
ele"r%n)all+ an' "(e e()le &%ul' 'el)er ea( "% )"$
$#e)) 'e$")na")%n.
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2012 THE MARTIN-BROWER COMPANY, L.L.C. MARTIN BROWER |
201) Fu&&y auto%ated container hand&ing
Ele"r%n) 'a"a )n"er(ane JE8IK , an' %#")/)a")%n "%%l$
%r l%a')n an' unl%a')n a$ &ell a$ %r "(e arr)er r%u"e$
)/#r%e "(e #r%e$$ e))en+ an' "(ere*+ re'ue %$"$..
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2012 THE MARTIN-BROWER COMPANY, L.L.C. MARTIN BROWER |
201) .:co%%erce ; F: co%%erce
In anuar+ 201, "(e A##le A## $"%re ()" "(e 1 *)ll)%n
/ar %r A## '%&nl%a'$.
In "(e u"ure , /%*)le %//ere JM- %//ere K, %r "(e
/are" %r $u( a##l)a")%n$ %r u$e &)"( $/ar"#(%ne$ ,&)ll )nrea$e "re/en'%u$l+.
Reen" "ren'$ een )n')a"e an )nrea$e )n F- %//ere
%r "(e )n"era")%n % &e* $(%#$ )n"% Fae*%%.
F!L #r%)'er$ %ul' a'' u$"%/er alue )n *u)l')n u#
$u( ne& $ale$ (annel$ %r "(e u"ure .
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2012 THE MARTIN-BROWER COMPANY, L.L.C. MARTIN BROWER | !
201) .:co%%erce ; F: co%%erce
6)a an A##, u$"%/er$ %ul' "rae F!L "ru$ %n "(e)r
r%u"e$ "(r%u( "(e )"+ an' "(e ur*an ()n"erlan'.
T(e en' 5u$"%/er &%ul' $ee &(en a "ru )$ near*+
an' &()( #r%'u"$ )" (a$ l%a'e' , $u( a$ r%er)e$. T(e %n$u/er /)(" "(en *u+ ')re"l+ r%/ "ru 'r))n
)a "(e A##.
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201 )
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201 )
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2020 )Forecasting too&s
8ue "% )nrea$e' u$"%/)$a")%n % #r%'u" , "(e %la")l)"+
"(e F!L /are" &)ll *e een rea"er "(an *e%re a$
%n$u/er$ (ane "(e)r 'e/an'$ reularl+ an' =u)l+.
M%re le)*)l)"+ &)ll re=u)re' )n "(e %%' $u##l+ (a)n. T% /ee" "()$ (allene , )/#r%e' %rea$")n $+$"e/$
%ul' *e 'eel%#e' &()( a'a#" *e""er "% %la")le 'e/an'
*+ area")n ()$"%r)al 'a"a , urren" )n%r/a")%n a*%u"
reen" een"$ an' (ane$ )n u$"%/er *e(a)%ur.
In"era")n $u( a $+$"e/ &%ul' re=u)re $u))en" IT
$+$"e/.
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2020 )Forecasting too&s
In"era")n $u( a $+$"e/ &%ul' re=u)re $u))en" IT
$+$"e/ a#a)"+ *e%re(an' , a$ &ell a$ /%re )n"en$e
'a"a e(ane an' %%#era")%n *e"&een F!L #r%)'er$ ,
#ar"ner$ an' u$"%/er$.
F%r ea/#le, #r%a")el+ )ne$")n )n :%)n" re$ear(
#r%ra//e$ &)"( un)er$)")e$ #er(a#$ #u*l)l+ un'e' ,
/)(" /ae )" #%$$)*le "% )/#le/en" $u( en'ea%ur$.
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2020 )>eneric 'ench%ar4ing
In @ener) *en(/ar)n , "(e (%$en *en(/ar
#ar"ner %#era"e$ )n a ')eren" )n'u$"r+ , &()( ren'er$
"(e %##%r"un)"+ "% %/#are #r%e$$e$ an' /e"(%'$ al%n
ar+)n )n'u$"r)e$ an' un")%n$.
T(e *en(/ar #ar"ner $(%ul' (ae %/#ara*le ,
"ran$#aren" #r%e$$e$ "(a" an *e )ne$")a"e'.
F%r ea/#le , "(e a)a")%n )n'u$"r+ &a$ a*le "%
$)n))an"l+ )/#r%e er"a)n #r%e$$e$ *+ *en(/ar)n
"(e/ &)"( F%r/ula 1 #)" $"%#$.