Purchasing Flashcards

1
Q

Strengths & Disadvantages of highway

A

Strengths:

  • Flexibility to deliver where and when needed
  • Often the best balance among cost, flexibility and reliability/speed of delivery

Weaknesses: Neither the fastest or cheapest option

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2
Q

Strengths & Disadvantages of water

A

Highly cost-effective for bulky items
Most effective when linked to a multi modal system

Limited locations
Relatively poor delivery reliability/speed

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3
Q

Strengths & Disadvantages of rail

A

Highly cost-effective for bulky items
Can be most effective when linked to a multi modal system

Limited locations, less than water Better reliability/speed of delivery than water

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4
Q

Strengths & Disadvantages of air

A

Quickest mode of delivery
Flexible, especially when linked to highway mode

Often most expensive mode on a per-pound basis

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5
Q

Multi modal solution

A

Transportation solution that seeks to exploit the strengths of multiple transportation modes through physical, information monetary flows that are as seamless as possible

Roadrailer ➔ Specialized rail car the size of a standard truck that can be quickly switched from rail to ground transportation without changing the wheels

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6
Q

Warehousing

➔ Any operations that stores, repackages, stages, sorts or centralizes goods or materials

A

● Reduce transportation costs
● Improve operational flexibility
● Shorten customer lead times
● Lower inventory-related costs

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7
Q

Consolidation warehousing

A

warehousing that pulls together shipments in the same geographic area and combines them into larger and more economical loads
◆ Example: cross-docking, break-bulk, hub-and-spoke system

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8
Q

Postponement warehousing

A

combines classic warehouse operations with light manufacturing and packaging duties to allow firms to put off final assembly or packaging of goods until the last possible moment

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9
Q

Types of Warehouses

A

Assortment warehouses ➔ Form of warehouses in which a wide array of goods is held close to the source of demand in order to assure short customer lead times

Spot stock warehouses ➔ Form of warehouses that attempts to position seasonal goods close to the marketplace

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10
Q

Assortment warehouses

A

wide array of goods is held close

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11
Q

Spot stock warehouse

A

attempts to position seasonal good close

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12
Q

Logistics Information Systems

A

Decision support tools
• Real-time simulation and optimization
• Cost estimations

Planning systems
• Carrier selection
• Scheduling deliveries

Execution systems
• RFID

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13
Q

Material handling system

A

A system that includes the equipment and procedures needed to move goods

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14
Q

packaging

A

The way goods and materials are packed in order to facilitate physical, informational, and
monetary flows through the supply chain

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15
Q

Marketing channel

A

Exchange relationships that create customer value in the acquisition, consumption and disposition of products and services

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16
Q

The economic rationales for marketing channels

A

● The efficiency rationale for intermediaries
● The discrepancy of assortment and sorting
● Routinize
● Searching

17
Q

Functions in marketing channels

A
● Carrying of inventory 
● Demand generation 
● Physical distribution 
● After-sale service 
● Extending credit to customers
18
Q

Flows in marketing channels

A
  • Physical possession - Ownership
  • Promotion - Negotiation
  • Financing - Risking
  • Ordering - Payment
19
Q

Distribution Objectives and Related Marketing Strategies

Account development
Distributor support

A

Account development
● Increase availability relative to competitors
● Gain access to new segment
● Increase ability to buy

Distributor support 
● Increase inventory 
● Increase consumption rate 
● Reduce competitive opportunities 
● Increase promotional support
20
Q

Distribution Objectives and Related Marketing Strategies

Account maintenance
Account penetration

A

Account maintenance
● Assure user satisfaction
● Reduce competitive opportunities
● Simplification

Account penetration
● Increase consumption rate and purchase volume
● Head-to-head competition
● Complementary product sales

21
Q

Power Bases in Distribution

reward

coercive

expert

A

Reward ➔ Ability to offer product with low prices, quantity discounts

Coercive ➔ Ability to withdraw product

Expert ➔ Ability to offer superior or needed technical assistance

22
Q

Power Bases in Distribution

referent
legitimate

A

Referent ➔ Ability to offer prestige brand name

Legitimate ➔ Contractual provision that requires distributor to carry full line

23
Q

result-oriented of evaluating distributors

A
● Sales volume 
● Sales volume as a percentage of quota 
● Sales profitability 
● Number of new accounts 
● Number of stock-outs 
● Percentage volume increase in key accounts 
● Number of customer complaints 
● Number of lost accounts
24
Q

effort-oriented of evaluating distributors

A

● Number of sales calls made
● Number of checks on re seller stocks
● Number of inquires followed up
● Number of demonstrations completed