Collaborative Channel Planning
- Topics:
- Wholesale
- Tags:
- Channel Partner,
- PRTM,
- Sales,
- Sales Strategy
- Source:
- PRTM
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Overview: The article describes how PRTM worked with our client to end this counterproductive situation with its channel partners, and the associated inventory-accumulation costs. The structure was based on sales account managers' inaccurate bottom-up forecasts of sales to end-users. Some channel partners naturally responded by placing orders in excess of their actual demand forecasts, to protect themselves. This led in turn to grossly excessive inventory levels in the supply chain.
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Format: HTML | Size: 10KB | Date: Jan 2003
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