분야
ppt- Barilla SpA Case
II. Strategic Partnership
- Retailer-Supplier Partnerships (RSP)
- Third-Party Logistics (3PL)
- Distributor Integration
III. Examples
Reading: Barilla SpA, Harvard Business School, 9-694-046
Barilla SpA is the world’s largest pasta manufacturer
The company sells to a wide range of Italian retailers, primarily through third party distributors
During the late 1980s, Barilla suffered increasing operational inefficiencies and cost penalties that resulted from large week-to-week variations in its distributors’ order patterns
Causes for Demand Fluctuations
Transportation discounts
Volume discount
Promotional activity
No minimum or maximum order quantities
Product proliferation
Long order lead times
Poor customer service rates
Poor communication
