MANAGING IN AN UNCERTAIN ECONOMY: BEST PRACTICES: SALES GROWTH THROUGH INVENTORY REINVESTMENT
In his latest post on Managing in an Uncertain Economy, Texas A&M’s Dr. Barry Lawrence addresses another best practice, Sales Growth Through Inventory Reinvestment.
Managing in an Uncertain Economy Excerpt:
One step forward and two steps back is what it seems at times with this economy. Still, most are starting to look at growth as the next objective. Distributor growth will, in fact, be the next consortium for the Council for Research on Distributor Competitiveness (CRDC), the joint research effort of the NAW Institute for Distribution Excellence and Texas A&M’s Supply Chain Systems Laboratory. The NAW Institute Board of Directors selected the topic even before the recovery began, and the concept is now gaining momentum in the industry.
In last month’s blog, we addressed growing sales from a customer stratification and sales force redeployment perspective. This month we will discuss another growth perspective: Inventory Reinvestment. Distributor growth can be thought of as moving along in three dimensions: organic, vertical and horizontal integration, and expansion.