1.
Эффективное
взаимодействие поставщика
и ритейлера — стратегия
win2win

2.
What is it?
Customer Collaboration
Why we need it?
How it works?
Scope?
Benefits?

3.
Не было гвоздя - подкова пропала.
Не было подковы - лошадь захромала.
Лошадь захромала - командир убит.
Конница разбита - армия бежит.
Враг вступает в город, пленных не щадя,
Оттого, что в кузнице не было гвоздя.

4.
Industry Insights are addressing importance
of building collaborative relationship
Initial successful
collaboration practices
evolve into collaboration
relationship with selected
customers
Gartner: 2013

5.
Types of Communications
Used to Be
NOW
From Butterfly to Diamond
You need to change communication scheme.
Usually all communication runs through
commercials department.
By building Diamond structure you’ll be able to
act more efficiently
Top
Management
Logistics
Marketing
Finance
IT
Top
Management
Logistics
Marketing
Finance
IT
BuyersSales
Sales
Top
Management
Logistics
Marketing
Finance
IT
Buyers
Top
Management
Logistics
Marketing
Finance
IT
Direct and clear internal communication
with strict timing
Customers
Type A
Type B
Type C
Type N
Entry point A
Entry point B
Entry point C
Entry point N
Function
1
Function
2
Function
3
Function
4

6.
 One window for all questions
• You need to have one entry point
 Fast & Competent replay
• You need clear & effective links inside your Company
 Efficient problem solving
• You need to have typical problems solvation base
 Support & Care
• You need to be proactive
 New ideas & innovations
• You need to be Best Practice provider
What Customer Need and What Should
You Have on Your Side

7.
Main Customer Collaboration Areas
Demand
Management
E-Business
Operational
Efficiency
Business
Innovation
CSR
5 WIN2WIN areas to:
To enhance efficiency
To increase turnover
To save more
To earn more
And even try to make the
World better
CCR BLT 2014 Ivan Kanaev 7

8.
Customer Service Cycle
Покупатель
Диспетчерская
Группа обработки
заказов
Служба продаж
Производство
Прогноз продаж
и планирование
Склад
Транспортный
участок
ЦЕЛЬ:
Обеспечить
максимальное
присутствие
продукции
нашей
компании на
полке