for supplier-distributor relationships - ppai …expo.ppai.org/sessions/handouts/best practices for...
TRANSCRIPT
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Building Professional Best Practices
for
SUPPLIER-DISTRIBUTOR
RELATIONSHIPS
Christopher Duffy, MAS
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Ou
r M
issi
on
To
day
Mapping Our Presentation
We’ll have dialog every step of the way
Identify
Essential Best Practices
Understand and
Appreciate
Learn & Apply
Strategies
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»How many supplier personnel are here today?...Distributors?
»And from what type of job roles? »How long have you been in the
industry?
BUT FIRST, SOME QUESTIONS:
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Our rules of engagement today… It’s all about discovery!
No War Stories
No Griping
Or Bashing
No Naming
Names
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Top-Level Player Form & Function
Distributors Suppliers
Position
Workflow
Leading Value
Focus On
Governed By
Middleperson
Sales
Channel
Creativity
Partnerships
Client Needs
Off-Center
Production
Environment
D.P.I.
Time & Logistics
Due Dates
OUR SUPPLY CHAIN
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How The Channel Works
OUR SUPPLY CHAIN
Distributors End Buyers Suppliers
Multi-Line Reps
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So what’s it like to be a The Other Person?
We’re switching roles for a few minutes
Let’s find out!
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We’re Switching Hats… Gauge the level of understanding
Reverse Your Current
Role
Create A List of 10
Challenges
Write Your Findings On
An Easel
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What Have We Learned So Far?
» What are our key points here?
» How easy or difficult was it to switch roles?
» Is there any greater understanding so far?
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Communications
Order Management
Artwork & Imprinting
Finance
Sales & Marketing
Technology
Shipping
How would you say these relate to your challenges?
7 Core Best Practices
Best Practices
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We’re Switching Hats Again… The value of suppliers & distributors
Continue To Wear The Other’s Hat
Create A List of 5 Points
What Do They Bring
To The Table?
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Using the results from your two exercises,
How is our supply chain evolving into its next evolutionary phase?
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»Please be back at 1:15 p.m.
»We’ll start again promptly »And we’ll be discussing each of
the 7 core best practices
IT’S TIME FOR OUR BREAK
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Communications
Order Management
Artwork & Imprinting
Finance
Sales & Marketing
Technology
Shipping
7 Core Best Practices
Welcome Back!
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Your Hallmark to Profitability
Communications
Distributors Suppliers
Responsive & Accessible
Contact Details
Supplier Catalogs/Web
Never Stop Learning
Create Winning
Negotiations
Customer-Centric Focus
Communications Stds
Role As Educator
Written Confirmations
Charges & Policies
Problem Solving
Service-Based
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Own The Process
Order Management
Distributors Suppliers
Thorough & Accurate
Track Conversations
Contact Details
True “In Hands” Dates
Manufacturing-Based
Acknowledgements
Track Conversations
Build A Solid Process
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90% of your…
Artwork
Distributors Suppliers
Become An Expert
Electronic Artwork
Complete Instructions
PMS Color Matching
Hard Copy Art
Review Proofs Carefully
Art Requirements
Confirmations
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Get Excellent in MATH
Finance
Distributors Suppliers
Your Credit Rating
Get Excellent at Cash Flow
Pay Your Invoices
Resolve Credit Issues
Industry Credit Firms
Timely Invoices
Cash Flow
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It’s All About The Resources
Sales & Marketing
Distributors Suppliers
Supplier Marketing Tools
Your Sales Team
Support Trade Shows
End-User Friendly Tools
Customize Them
Date Everything
Case Histories
Digital Image Library
Benefits Vs Features
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Where Does This Rank For You?
Technology
Distributors Suppliers
Your Top Suppliers
Your Website
What Are Your Top Tools?
Online Status
Relevant Web Presence
What Are Your Top Tools?
It’s really all about communications and access to information
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It’s Really All About Logistics
Shipping
Distributors Suppliers
Specify Your Method
Specify Your Transit Time
Validate Addresses
Shipping Schedules
Communicate Info
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Something For All Of Us…
Joint Best Practices
» Develop A Code Of Ethics
» Take Responsibility For Mistakes
» Provide Extensive Training
» Be Respectful Of Each Other’s Place In The Supply Chain
» Get Excellent in Product Safety
» Stay Informed on Legislative Affairs
» Adopt Social Media
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Our last exercise… Turning negatives into positives…
Wear Your Own Hat
Ask “Why Can’t
I…”
Let’s Educate
Each Other
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Review Our Key Takeaways
» The Value of Switching Roles
» The Core Differences Between Suppliers & Distributors
» The Value Each Brings to the Supply Chain
» Our Next Evolutionary Step
» The 7 Core Best Practices
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? Lots to think about… Your questions?
Has this helped your understanding? Can you use these strategies?
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Building Professional Best Practices
for
SUPPLIER-DISTRIBUTOR
RELATIONSHIPS
Christopher Duffy, MAS
THANK YOU!