Earlier this week, I met with the top sales executive at a leading supply chain software company. We talked about many things, but one topic interested me the most. He mentioned that after neglecting sales training for some time, the company is now investing in this area again. Why? Here are some paraphrased comments:
The buying audience today is very different than years ago, and much more educated
In my “What Causes Shelf Out-of-Stocks?” posting last week, I reviewed some research conducted by Walmart on the major causes of shelf-level out-of-stocks. One reason, occurring about 20 percent of the time, is phantom inventory. Phantom inventory occurs when the store system shows inventory available but none really exists. It also occurs when the system shows more inventory than what is actually available in the store; this can be… Continue reading
Has the recession tossed a wet towel on the green movement? Recent developments suggest this is the case. Last month, for example, the Pew Research Center published the results of its latest survey on this topic (see “Fewer Americans See Solid Evidence of Global Warming”). Here are some excerpts:
The latest national survey by the Pew Research Center for the People & the Press, conducted Sept. 30-Oct
Once upon a time there was a global, medical products company that was very unhappy with the way it was treating its customers in Asia. The company’s main customers are hospitals that use its products in emergency room surgeries. Not surprisingly, its customers wanted a high level of product availability. But this was a problem because the company’s factories are primarily located in North America and Europe, even though Asia… Continue reading
Earlier this year, I wrote a piece highlighting the expanding footprint of transportation management systems (TMS)—i.e., how software vendors are transforming TMS from a fragmented collection of applications to a unified platform where users across the enterprise and value chain can execute role-specific processes via configurable user interfaces, workflows, and web services. Yesterday, I participated in a webcast sponsored by RedPrairie (an ARC client) on this very topic… Continue reading
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