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6.4 Distribution strategies

Distribution strategies are concerned with making goods available to customers at the least cost while maintaining a high level of service. The strategies are concerned with that part of the supply chain which typically originates from the manufacturer and ends up with the retail outlets. In principle and in practice, any mode or a combination of transport modes can be employed to manage distribution. The predominant mode in use for distribution is, however, road. Road vehicles provide the flexibility of door to door transportation and are absolutely essential for distribution management. At the same time, it must be appreciated that rail and waterways play an important role in distribution of many products, and that air freight of time sensitive high value products is increasingly used for distribution in markets where the intervening distances are great.

We need to be mainly concerned with distribution and the integrated role of warehouses and transport units, mainly road vehicles. We are aware of the basic inventory decisions and role of warehouses in supply chain management. The capacity and use of warehouses and the average inventory level in each is dependent on the distribution strategies.

Effective distribution strategies must cater to emerging trends in the industry. Recent trends in the industry suggest that companies are, in an effort to reduce their inventory levels, pushing inventory back to the suppliers with more frequent and smaller size orders. Another recent trend is e-commerce or Internet-based sales of such products as books or CDs. These direct to consumer orders require a distribution centre designed and arranged for individual item picking and systems to effectively manage large numbers of small orders. These trends are driving shipment size even smaller and increasing frequency of shipment (Huppertz 1999).

Huppertz (1999) states that the impact of smaller order quantities is measurable and has caused the rise in overall transportation expenditure of 57% of total logistics costs in the USA in 1995 compared to 44% in 1980. One reason for this rise is the shift of firms to more costly LTL (less than truck load) shipments to manage the distribution of these smaller and more frequent shipments.

These new trends present considerable challenge to transportation management as these imply increasing costs of transportation and distribution due to more transactions, increased handling and smaller freight moves. There are several strategies available to offset some of the cost increases. We refer to three distinct distribution strategies in wide use today:

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