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9.2. Key Success Factors<br />
Before achieving these benefits, the following problem<br />
areas must be overcome:<br />
• Thinking beyond the ‘half chain’ view and<br />
appreciating the optimum within a ‘total’<br />
supply chain context. This will involve<br />
identifying where the two half chains are<br />
disjointed. Figure 35 illustrates the six main<br />
differences.<br />
Figure 35: Key differences between manufacturers and retailers<br />
Manufacturers and retailers have a different<br />
tertiary focus.<br />
Manufacturer and pallet<br />
Retailer and roll cage<br />
Manufacturers and retailers have different<br />
levels of sophistication.<br />
Manufacturer automated<br />
packing<br />
Retailer manual unpacking<br />
Manufacturers and retailers have a different<br />
business approach.<br />
Dedicated<br />
product/primary<br />
package driven<br />
Universal<br />
shelf/assortment<br />
driven<br />
Manufacturers Retailers<br />
Source: A.T. Kearney<br />
• Accepting only a limited number of fixed<br />
constraints and challenging the many variable<br />
ones. Adjusting existing standards to reflect<br />
technological developments<br />
• Adopting a ‘process’ rather than a functional<br />
perspective and jointly designing unit loads to<br />
suit basic category requirements and supply<br />
flow models<br />
Manufacturers and retailers have a different<br />
secondary item focus.<br />
0.0%<br />
0.3%<br />
17.1%<br />
4.5%<br />
31.0% One-way modular<br />
Returnable,<br />
modular<br />
21.9%<br />
One-way,<br />
76.1%<br />
non-modular<br />
Returnable,<br />
46.8%<br />
non-modular<br />
Other<br />
0.0%<br />
Manufacturers<br />
Manufacturers and retailers can have different<br />
infrastructure sizes.<br />
Manufacturer long<br />
distance transport<br />
Retailer local<br />
distribution<br />
Manufacturers and retailers have different<br />
cost impacts.<br />
The Efficient Unit Loads Report 63<br />
2.40m<br />
2.40m<br />
2.0 – 2.5%<br />
4.0 – 4.5%<br />
Retailers<br />
Handling<br />
efficiency<br />
Space<br />
utilisation<br />
0.0%<br />
2.30m<br />
3.4 – 4.5%<br />
1.5 – 2.0%<br />
0.5 – 0.8% Other 0.5 – 0.7%<br />
Manufacturers Retailers<br />
2.10m