Insights From Implementation

Understanding Retailer Behavior

One of the typical hurdles of rolling out pull system based material movement at the retail point is the widely held belief that retailers’ significant need is better margins. When the buying decisions are biased towards taking maximum gains from margin opportunities, the relationship becomes a lose proposition for both the retailer and the brand supplier.

Fill Rate Measure

The measure of fill rate is widely used amongst many consumer goods distribution companies to measure performance of their distribution chain. Is this an erroneous measure which can drive wrong behaviors?


Many proprietary auto parts companies have aggressive plans to expand their after market sales to make up for drop in oem sales during recession. The typical method to ramp up sales in after market usually boomerangs. Understand the sustainable method to increase sales.