Supply Chain & Channel Management

Learning Objective: Give Participants Meaningful Experience

‡ ‡ ‡ ‡ Integrating demand and supply activities across firms Developing business to business relationships Working with and managing a supply chain/channel Developing insight into
± ± ± ± ± Selling Negotiating Business Deals Cultivating Trust Managing Dependence Delivering Service Quality - Purchasing - Managing Conflict - Using Power - Applying Influence - Dealing with Ethical Issues

Game Scenario
Each firm can choose to be either a reseller or a supplier.

Resellers Can Setup 3 Regional Web Centers for e-Commerce, and/or 12 International Sales Offices

Suppliers Can Setup a Factory in Any of Three Locations

Suppliers and Resellers Have Specialized Functions and Must Work Together to Satisfy the Market
Supplier
Market Research Capacity Investments Production Scheduling Lean Manufacturing Quality Control Financial Management

Reseller
Market Research Marketing (brand, price advertising) Sales Channel (web, offices) Sales Force Management Financial Management

Negotiations
Quantities & Prices Shipping Options Supply Chain Improvements Special Payments

Channel Relations Are Free To Form and Dissolve

Suppliers Resellers 1 1

End Users
2 2

3 3

n n

The complete presentation is available to registered instructors.