在1990年代，供应商拥有渠道力量。成功的秘诀似乎万无一失。推出了新产品，广告在国家电视台和 “poof” 创建了一个新品牌。随着国家媒体的去中介化，这一切都改变了。
With the shifts in power, the 关系s in the value chain are morphing. Each year I go to the Consumer Goods and Technology (CGT) conference where speaker after speaker talks about 零售/supplier collaboration. I usually sit in the back of the room and watch the event with a wry smile on my face. Why? I am a disbeliever. Collaboration is evasive. Today it is more talk than action. In this post I want to share what I think really needs to happen to spawn 真正 collaboration.
I define collaboration as a lasting win/win value proposition for both parties. Today we have 合作的 数据共享, and 合作 processes, but we seldom have what I term 真正 collaboration. Instead, we have had situations where one party wins at the expense of the other. In the 1990s the supplier won at the expense of the 零售er. In the last decade the 零售er won at the expense of the supplier. It is for this reason that I sit on the back row at most conferences watching, listening, and smiling.
I have watched the evolution of consumer value chains for many years. I have studied the building of 合作的 processes, and written about the shifts, and highlighted where we are gaining value. I know we have talked about collaboration for many years, but all I see is pilots: good intentions defined by fits and starts. In my research, I do not see that any 零售er has really redefined value chains through collaboration. Based on what is happening in the industry and the need to drive excitement in assortment in the store, I would like to share three things I would do if I were you to build a 合作的 framework to enable 真正 collaboration between you and your suppliers.
1. 通过专用网络自由开放地共享数据。 如今，如图1所示，大多数零售数据是通过门户共享的。共享数据的最有效方法是通过专用网络。门户无法实现有效的数据共享和协作实践的支持。通过门户共享数据时，缺少持久层。随着事情的变化，没有记录系统。如今，只有3％的零售商正在使用专用网络进行数据共享。我知道这需要投资，但从长远来看值得。考虑沃尔玛的影响’沃尔玛的零售链接。
2.善于数据共享。 有效的永续库存信号推动了补货。它锚定优化引擎进行补货。供应链需要它。没有永久的库存信号，您将永远无法管理缺货和促销 ions. Today, as shown in Figure 2, 57% of 零售ers have a perpetual 库存 signal in the warehouse, and 47% have a perpetual 库存 signal in the store. Collaborative 关系s need a good signal for 库存. It needs to be an accurate signal reflecting real-time changes as orders are shipped throughout the day. So, to be a 合作的 trading partner, build a good perpetual 库存 signal …在卓越的供应链中，没有任何替代精确的PI信号。
3.从供应商手中伸出援助之手’s Pocket. For many, deductions and penalties for performance have become a budget line item (often a profit center). And 84% of 零售ers charge for deductions with 1/3 of 零售ers having a budget for deductions with many taking them into income. As a result, it has become a systemic way of making money for the retailer which is a lose/lose. In this 关系 no one wins. Suppliers cannot get to the root cause to solve problems, and revenue recognition is delayed. Instead, it becomes waste, or Muda, in the 供应链 to track and manually audit. Instead, focus on clean transactions. Carrots drive better performance than sticks.