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商品編號： 9-689-083 出版日期： 1989/04/24 作者姓名： Hammond, Janice H. 商品類別： Operations management 商品規格： 11p 再版日期： 1990/03/27 地域： Illinois 產業： Railroads;Transportation 個案年度： 1988 - 1988
商品敘述：
Describes the experiences of a seasoned Burlington Northern (BN) sales representative after the introduction of ShipSmart, a decision support system developed by the BN to help its employees and customers analyze logistics problems. After a brief description of a logistics training program for sales representatives, the case describes an opportunity for new business for the BN (shipping beer from a brewery to beer distributors by rail, rather than truck) identified by the sales representative. Realizing the new business will require the coordination of logistics channel partners (the brewery, the distributors, and the railroad) as well as interfunctional coordination (between marketing, engineering, and operations) within the railroad. The sales representative weighs the complexities of the problem and considers the use of ShipSmart to demonstrate the value of switching to rail transport to the distributors and the brewery.
涵蓋領域：
Change management;Distribution channels;Expansion;Innovation;Logistics;Models;Sales strategy
相關資料：
Case Teaching Note, (5-690-077), 28p, by Janice H. Hammond
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