物流管理 3 What is AA Doing in the Marketplace? 3 Trends/Hot Buttons in Wholesale Distribution 3  Service Line Examples Customer Satisfaction Channel Marketing 3 Wholesale Distribution Industry Program Focus on reducing costs Focus on providing basic services Retention and penetration of customers Increased outsourcing (delivery; drop-shipments direct from suppliers) Shift to inside salesforce Focus on revenue growth Increased importance of innovative value-added services Strategic alliances for integrated supply Emphasis on reinventing the business and redeploying the workforce Reengineer the salesforce W/Ds do not agree with their suppliers on key issues Margins and profitability continue to be pressured Alternate channel formats are here to stay Mergers and acquisitions continue at a rapid rate W/Ds are improving productivity Attracting and retaining strong management talent remains a challenge Large companies still growing; small/medium companies turn to buying groups Marketing alliances emerge Integrated supply programs flourish Some segments shift from supply “push” to demand “pull” in Alternate channels shake out