Developing a Customer‐focused Logistics Strategy

In: International journal of physical distribution and logistics management, Band 22, Heft 6, S. 12-19

Abstract

The increasing rate of change in technologies and markets and the
search for competitive advantage, have led to a new focus on logistics
strategy and management. In the dynamic, competitive environment of the
1990s, the successful companies will be those who recognize and take
advantage of the leverage which can be gained by effective management of
the supply chain, from supplier through end users. The starting point in
developing a logistics strategy must be a thorough understanding of
final customers′ requirements. Only then is it possible to determine the
required performance of firms throughout the supply chain. Integrated
information systems and strategic alliances/partnerships will play an
important role in achieving the desired levels of service performance.
As markets fragment, it will be critical to be able to identify the
profitability of customers and products as well as how alternative
logistics strategies affect the profitability of these segments of the
business.