We Need a Hero
Designing distribution systems that actually work
by Mike Karst, Entira
Putting together a distribution system that works to maximize value takes time, effort and a long-term plan. Sounds like a pretty obvious concept, doesn't it? Yet, most companies still design their distribution systems on an as-needed basis and continue to modify them over time with no real long-term plan. The result? Systems that don't really service anyone in the value chain, let alone the customers.
Some companies have realized things need to change, and they've relied on technology to modify -- or create -- systems. While it's a step in the right direction, even these distribution systems contain a fatal flaw -- ownership and control are held by whichever group happens to be comprised of the strongest members of the supply chain. Weaker members feel powerless and put upon, and while the power struggle goes on, the ultimate customers feel their concerns and needs are ignored. Under these conditions, how could anyone expect to get buy-in to the distribution system? [Read More...]
The Truth about Freedom to Operate
by Mike Karst, Entira
The readers of this newsletter hold key positions in everything from startups to Fortune 100 global giants. Yet, regardless of the size of the company, many of you have the same problem when it comes to launching new products or entering new markets -- your freedom to operate (FTO).
In many of our discussions with our clients, FTO is referred to in the sense of patent protection and intellectual property rights. In fact, if you do a Google search for "freedom to operate," the first several pages of results refer only to the patent and intellectual property rights aspects of FTO. While these are certainly necessary components to a true FTO, you need much more to have the ability to commercialize your products.
Let's say your company has a new product that offers significant features and benefits to the downstream processors that buy crops from farmers. Let's also say your company owns the patents and has a high degree of FTO in the intellectual property arena. So far, so good. [Read More...]
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