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Understanding demand management challenges in intermediary food trading: a case study

机译：了解中间食品贸易中的需求管理挑战：案例研究

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Purpose - The purpose of this paper is to present the findings of a study into demand management practices in a trading organisation. It aims to bring together a number of key principles, including forecasting, promotions management and power, and examine how they impact the operations of the organisation. On the basis of its findings, the paper also aims to propose a framework for efficient use of forecasting resources. Design/methodology/approach - A single case study approach was used. Iteratively designed semi-structured interviews with different departments were used to identify the key challenges facing the organisation. Data analysis was then used to confirm some of the issues and identify emerging issues in the industry. Findings - Intermediary trading organisations in the UK food industry occupy a vulnerable position in their supply chains. For promotional products, in particular, the supply chains are characterised by unmatchable upstream-downstream lead times and little flexibility in demand and supply requirements. Furthermore, consumers may be getting used to buying certain products only when they are on promotion. Practical implications - Trading organisations suffer disproportionately from the inefficiencies of their supply chain and, consequently, need to take a leading role in coordinating and synchronising supply chain activities. They also need to understand their supply chain positioning, relative power and the factors that are beyond their control. Originality/value - The demand management operations and challenges of intermediary food traders have not previously been studied in great depth. The paper provides new knowledge and further contributes to academic thinking by proposing a forecasting framework.
机译：目的-本文的目的是介绍贸易组织中需求管理实践的研究结果。它旨在汇集许多关键原则，包括预测，促销管理和权力，并研究它们如何影响组织的运营。根据调查结果，本文还旨在提出一个有效利用预测资源的框架。设计/方法/方法-使用了单个案例研究方法。通过迭代设计的与不同部门的半结构化访谈来确定组织面临的主要挑战。然后，使用数据分析来确认一些问题并确定行业中正在出现的问题。调查结果-英国食品行业的中间贸易组织在其供应链中处于弱势地位。特别是对于促销产品，供应链的特点是上游和下游的交货时间无与伦比，需求和供应需求的灵活性很小。此外，消费者可能只有在促销时才习惯购买某些产品。实际意义-贸易组织因其供应链效率低下而遭受的损失尤其严重，因此需要在协调和同步供应链活动中发挥领导作用。他们还需要了解他们的供应链定位，相对能力以及无法控制的因素。原创性/价值-中间食品贸易商的需求管理操作和挑战以前没有得到深入研究。该论文提供了新的知识，并通过提出一个预测框架进一步促进了学术思考。

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