Rockwell Automation: The Channel Challenge

2017 ◽  
pp. 1-21
Author(s):  
Mohanbir Sawhney ◽  
Michael Biddlecom ◽  
Robert Day ◽  
Patrick Franke ◽  
John Lee-Tin ◽  
...  
Keyword(s):  
Competitive Strategy ◽  
Distribution Channel ◽  
Value Added ◽  
Virtual Network ◽  
National Account ◽  
Industrial Automation ◽  
Channel Conflict ◽  
Link Type ◽  
Channel Strategy ◽  
A Company

Rockwell Automation's Allen-Bradley division was considering how to deal with the threat posed by national distributors in the maintenance, repair, and overhaul (MRO) business for its industrial automation products. National distributors were consolidating the MRO distribution channel, offering national account customers an integrated multichannel solution for their MRO needs. Allen-Bradley had traditionally served its customers through high-touch, high-value-added local distributors, but this channel was inadequate for the demands of large MRO customers. An effort by Allen-Bradley and other manufacturers to create an industry-wide electronic sourcing consortium called SourceAlliance.com had failed. Now the company had to choose between redesigning its traditional channel by creating a virtual network of local distributors, striking an alliance with a national distributor, or withdrawing from the MRO market. It had to contend with difficult channel conflict issues in choosing a channel strategy.To analyze the competitive strategy of a company serving the MRO market.

scholarly journals Risk Profiles Along the Lifecycle in Dynamic Markets

2015 ◽  
Vol 6 (3) ◽  
pp. 35-46
Author(s):  
Tamas Koplyay ◽  
Brian Mitchell ◽  
Sorin Cohn ◽  
Maria Fekete ◽  
Abdelkader Jazouli
Keyword(s):  
Value Chain ◽  
Critical Role ◽  
Distribution Channel ◽  
Operating Mode ◽  
Life And Death ◽  
Dynamic Markets ◽  
Start Up ◽  
Distribution Channel Management ◽  
A Company

Abstract That supply chain management and logistics are a determining factor for the long term success of a company was well documented by Forrester over a half century ago [1], with the importance of the statement only growing through the intervening years.Whether consciously factored into the operating mode or not, logistics and distribution channel management plays a critical role in the life, and death, of a firm. From the rudimentary beginnings of the start-up company to the hectic world of the growth company and onto the relatively secure existence in mature markets, the value chain consisting of logistics and distribution channel linkages follows the firm, until it solidifies into immutable form of the mature value chain and begins to exert an inexorable pressure on the survival of the entire chain, and conversely the chain imposes its will on the members. The emergence of mature industry value chains is often driven by the need to monopolistically control logistics and distribution channels which provides a competitive advantage but also introduces a serious exposure to pending shock loadings of the chain.

scholarly journals SALES CHANNELS FROM ORGANIC FOOD PROCESSING COMPANIES

2019 ◽  
Vol XXI (4) ◽  
pp. 436-445
Author(s):  
Joanna Smoluk-Sikorska
Keyword(s):  
Food Processing ◽  
Organic Food ◽  
Distribution Channel ◽  
Value Added ◽  
Cereal Products ◽  
Sales Channels ◽  
A Value ◽  
High Transaction Cost ◽  
Processed Products ◽  
Food Sales

The objective of the paper is identifying the main organic food sales channels from processing companies and attempting to determine their influence on organic food processing. Recently, the dynamic development of organic farming and its market has been observed. Nevertheless, the elements of this market show a number of weaknesses. One of the weakest links of the studied market is the processing of organic food, which bears a high transaction cost resulting from, among others, low distribution development. The paper presents the results of an inquiry research carried out in the first half of 2019 on 55 organic food processors. Conducted research shows that the production structure of the examined companies, mainly focused on fruit, vegetable and cereal products, is only partly adjusted to consumer expectations, who increasingly prefer organic dairy and meat. The main distribution channel is sales to small retail outlets. Wholesale trade came second, although still too underdeveloped, to assure effective products flow from processors to retail. More than half of the studied processors sell their products abroad, mainly to EU countries, North America and Asia. However, it is low-processed products, which are mostly exported. This is an unfavourable phenomenon from a value-added generating perspective.

scholarly journals Resource and Internal Process Management in Third Party Logistics

2018 ◽  
Vol 32 (1) ◽  
pp. 228-246
Author(s):  
Aleksandrs Kotlars
Keyword(s):  
System Dynamics ◽  
Process Management ◽  
Value Added ◽  
Third Party ◽  
Third Party Logistics ◽  
Internal Resources ◽  
Commercial Activities ◽  
Model Of Management ◽  
And Performance ◽  
A Company

Abstract Contemporary third-party logistics (3PL) companies tend to broaden their competences in different fields and apart from traditional logistics services provide various value-added services to their customers. A systematic approach of 3PL resource management, as well as performance and quality indicator measurement are needed to forecast development of key performance indicators of a company. The purpose of this study is to discover contemporary tendencies of 3PL with regard to resources, performance and quality related issues, to determine resources, processes and quality indicators of 3PL, and to develop a system dynamics model for optimization of internal resources and processes of a company. The paper provides a systematic review of literature related to management of 3PL resources, quality and performance measurement. A model of management and optimization of 3PL resources and internal processes is developed by applying System Dynamics. The developed model consists of six blocks, namely, commercial activities, operations, procurement, administration, personnel management and quality management, representing different areas of internal activities of 3PL.

scholarly journals ADDED VALUE ANALYSIS ON FRIED ONION OF UD. SAFARI BAWANG GORENG IN KELURAHAN KEBUN TEBENG BENGKULU CITY

2018 ◽  
Vol 8 (1) ◽  
pp. 62-70
Author(s):  
Zuhardi Perdana Putra ◽  
Reswita Reswita Reswita ◽  
Irnad Irnad Irnad
Keyword(s):  
Economic Growth ◽  
Raw Materials ◽  
Value Added ◽  
Raw Material ◽  
Added Value ◽  
Value Analysis ◽  
Horticultural Crops ◽  
Processed Products ◽  
A Company

ABSTRACTAgroindustry is an agriculture based industry that has an important role in economic growth in Indonesia. One of the agricultural subsector is horticultural crops, namely onion. The need for onion consumption in Indonesia has always increased. In the Bengkulu city there is a company engaged in the industry of fried onions are "UD. Safari Bawang Goreng". This research is done with consideration of the company has long standing, big enough company, and produce about 336 kg/day. Fried onions are processed products that are processed from the main source of raw material is onion. The processed onion comes from Brebes Java. To know the process can be done by the method of observation, and participation. Processed red onion products produce added value that can be analyzed by Hayami method. The process of onion processing into fried onions consists of several stages, namely the provision of raw materials, onion gaebage, sorting, slicing onion, affixing onion with flour, frying, pressing, packaging. The process of onion treatment into fried onions is called value added. The added value obtained in this study amounted to Rp 9549.65 / Kg BB.Keywords: Fried Onion, Hayami Method, Added Value.

scholarly journals Innovation measurement: An extensive literature analysis

2021 ◽  
Vol 129 ◽  
pp. 05003
Author(s):  
Katarina Janoskova ◽  
Pavol Kral
Keyword(s):  
Literature Review ◽  
Web Of Science ◽  
Value Added ◽  
Extensive Literature ◽  
Literature Analysis ◽  
Scientific Publications ◽  
The Past ◽  
Econometric Methods ◽  
Innovation Measurement ◽  
A Company

Research background: There is no doubt that innovation is an important source of a company´s competitiveness, but it is very difficult to measure the extent to which it contributes to the growth of competitiveness. Opponents of measuring innovation argue that measuring innovation is a measurement of the immeasurable. How to measure innovations and is it possible to measure innovations, is a question constantly posed by academics, managers, and economists all over the world. To find answer to these questions, this review article analyses scientific publications on innovation measurement published between 1968 and 2021. Purpose of the article: The main purpose of this article is to increase the understanding of the metrics landscape and to identify differences in the methods used in the past and present with emphasis on identification of statistical and econometric methods used to study innovation. Methods: To achieve the purpose of the article, literature review as a method of qualitative research was used. Data for literature review were gained from the Web of Science database. Findings & Value added: The analysis finds several metrics that can be used for evaluation of company´s innovation. The results can helps managers, academics, and economists to better understand the innovation measurement..

scholarly journals Individualized Quality Control Plan (IQCP): Is It Value-Added for Clinical Microbiology?

2015 ◽  
Vol 53 (12) ◽  
pp. 3719-3722
Author(s):  
Susan E. Sharp ◽  
Melissa B. Miller ◽  
Janet Hindler
Keyword(s):  
Quality Control ◽  
Clinical Microbiology ◽  
Clinical Laboratory ◽  
Value Added ◽  
Control Plan ◽  
It Value ◽  
Link Type

The Center for Medicaid and Medicare Services (CMS) recently published their Individualized Quality Control Plan (IQCP [https://www.cms.gov/regulations-and-guidance/legislation/CLIA/Individualized_Quality_Control_Plan_IQCP.html]), which will be the only option for quality control (QC) starting in January 2016 if laboratories choose not to perform Clinical Laboratory Improvement Act (CLIA) [U.S. Statutes at Large 81(1967):533] default QC. Laboratories will no longer be able to use “equivalent QC” (EQC) or the Clinical and Laboratory Standards Institute (CLSI) standards alone for quality control of their microbiology systems. The implementation of IQCP in clinical microbiology laboratories will most certainly be an added burden, the benefits of which are currently unknown.

Online Consumer Behaviors Trigger Drastic Distribution Changes

2021 ◽  
pp. 303-321
Author(s):  
Mitsunori Hirogaki
Keyword(s):  
Consumer Behavior ◽  
Case Studies ◽  
Distribution Channel ◽  
Retail Market ◽  
Online Technology ◽  
Online Consumer Behavior ◽  
Channel Strategy ◽  
Retail Strategy ◽  
Online Consumer ◽  
The Impact

In this chapter, the author investigated the characteristics of online consumer behavior regarding the grocery retail market and their impact on retailers' distribution channel strategies. It examined the impact of recent innovations and the globalization of online technology on retail strategy. To achieve these goals, this study analyzed case studies of online consumer behavior in the Japanese online grocery market. Not only has there been a dramatic increase in sales over the last decade, but there have also been significant changes in both online technology and distribution channel strategy in this market. Underlying this transformation is the influence of Japan's characteristic online consumer behavior. Based on an empirical analysis of Japanese consumers and several case studies, this chapter predicts the future features of the online grocery market.

Financial Behaviour in a Mandatory Conversion Process: Empirical Evidence from Colombia

2020 ◽  
pp. 097215092096400
Author(s):  
Juan David González-Ruiz ◽  
Maria Isabel Acosta-García ◽  
Ramón Villa-García
Keyword(s):  
Economic Value ◽  
Weighted Average ◽  
Value Added ◽  
Convertible Bonds ◽  
Economic Value Added ◽  
Operating Profit ◽  
Financing Costs ◽  
Financial Behaviour ◽  
A Company

Convertible bonds are attractive because they offer alternatives for both issuers and investors. Therefore, several companies have used this financial mechanism to raise capital. Although several studies have been published on this topic, mandatory convertible bonds (MCBs), which are subsets of convertible bonds, and their effect on economic value added (EVA) have not been explored deeply. This study analyses what happens to the EVA before, during and after the issuance when investors are involved as shareholders of a company issuing MCBs. A Colombian company is used as a case study. The results reveal that one of the main reasons behind the change in the EVA is not only the weighted average cost of capital or the invested capital but also the operating profit. The net operating profit after tax (NOPAT) depends on operating profit. Therefore, to generate a positive EVA, the NOPAT margin needs to be higher than the margin of financing costs.

Managing Internal Marketing Channel Conflict: A Proposal for Narrative Epistemology

2019 ◽  
Vol 20 (4) ◽  
pp. 901-916
Author(s):  
Asad Aman
Keyword(s):  
Narrative Analysis ◽  
Distribution Channel ◽  
Marketing Channel ◽  
Internal Marketing ◽  
Management Research ◽  
Channel Conflict ◽  
Positive Interventions ◽  
Industrial Marketing ◽  
Sales Teams ◽  
Fast Moving Consumer Goods

This article calls for extending the understanding and management of the channel conflict that occurs between competing sales teams inside a manufacturer organization. This internal battle occurs as the sales teams try to sell manufacturer products to two different channel members (e.g., retailers, wholesalers, etc.) in the same market and, as a result, compete for quotas, sales targets, promotional budgets, etc. The article argues that by drawing on narrative epistemology, which has extensively been applied in management research, marketing scholars and practitioners can gain novel insights through which understanding and management of internal channel conflict could be enhanced. An epistemological review of the extant literature on the topic in the field of Industrial Marketing is presented. Drawing on the narrative method, three narratives told by competing groups in the context of Pakistan’s evolving fast moving consumer goods (FMCG) distribution channel are constructed, and an empirical model is developed for narrative analysis. It is shown that the understanding of various narrative logics and alignments can help in positive interventions in the channel story network.

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