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Punchout - Moving EDI into Real Time

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Everyone talks about the benefits of EDI (Electronic Data Interchange) and how it makes it so much easier to send data between different systems. We can debate the merits and costs and see what makes sense, But often many people overlook a major issue with the current EDI model.   Because it was based on an offline model all of EDI is based on files and responses. So the concept is you send me a file I send you a message saying I got your file and then I respond with any issues and or status updates. In todays real time world, that just doesn't always work. And while EDI is here to stay at least for a while, Today we wanted to introduce to you another alternative that offers similar functionality with a number of added benefits. The biggest being it allows for real time interactivity. Punchout Catalogs - Why is Mike Tyson Involved in Purchasing?  Punchout catalogs are websites that are maintained by a procurement vendor, In this model that would be you. These websites ar...
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Do you know what your Inventory (D)ogs are?

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TSH Releases Inventory Management Enhancements  The ultimate goal for all distributors is to:    Minimize Inventory Carrying Costs While Maximizing Service Levels.  The well-known ABC classification is simple-to-understand and easy-to-use. However, ABC analysis is based on only single measurement such as annual dollar usage. It has been recognized that other criteria are also important.  The MDS system now offer multiple methods for finding those "D" or dog items - If they dont make it to the A,B,C levels in your inventory ranking convention wisdom says.... They are your dogs items and should be removed from inventory as they are not making you any money..  MDS offer options for:  Ranking by a Percentage or an actual number I.E Top 100 or Top 10% - whichever makes more sense for your business.  Each Criteria is then weighted and used to help you determine your items..  Criteria offered now include:  n Unit volume n Sales volume n Gr...
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Disrupting the Sales Cycle

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There is a lot of talk of disruption today, taking old business concepts and shaking up the status quo , by changing the model and re-inventing it. If you are not familiar with the whole disruption movement you check out The Forbes Top 5 technology disruptions from CES .   But there is a school of thought that is showing that disruption is not always the the best way forward, and the current process isn't in need of disruption. Perhaps all we need is just the judicious application of some existing technology and some good old fashioned elbow grease. Here are some reasons I don't think the Business to Business Sales cycle is in need a of disruption. The message is simple, B2B sales is, was and should be about bringing value to your client. I don’t believe that most buyers have a linear process . Just like your sales process isn’t linear, and just like you might go over the same ground a few times, your buyer’s process isn’t a straight line from point A to point B, even if we som...
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