SUPPLY CHAIN

摘要

For 3M, the arrangement is beneficial in a number of ways. "One of the advantages is compensation for our own sales folks, so they can feel they're getting credit for sales by a distributor. Equally important is the marketing potential that we have with that data—to be able to aggregate it and look at commonalities among the data that suggest where demand might be," he says. "We have channel specialists in the marketplace, folks that are dedicated to trying to engage distribution. This data allows them to be more professional and more capable, to providing more value to those distributors. It's part of our whole value structure for distribution."