Designing the Distribution Network in a Supply Chain

[Pages:42]Designing the Distribution Network in a Supply Chain

Sunil Chopra Kellogg School of Management, Northwestern University

2001 Sheridan Road, Evanston, IL 60208, U.S.A Tel: 1-847-491-8169; Fax: 1-847-467-1220; e-mail:s-chopra@kellogg.northwestern.edu

Abstract This paper describes a framework for designing the distribution network in a supply chain. Various factors influencing the choice of distribution network are described. We then discuss different choices of distribution networks and their relative strengths and weaknesses. The paper concludes by identifying distribution networks that are best suited for a variety of customer and product characteristics.

0. Introduction

Distribution refers to the steps taken to move and store a product from the supplier stage to a customer stage in the supply chain. Distribution is a key driver of the overall profitability of a firm because it directly impacts both the supply chain cost and the customer experience. Good distribution can be used to achieve a variety of supply chain objectives ranging from low cost to high responsiveness. As a result, companies in the same industry often select very different distribution networks.

Dell distributes its PCs directly to end consumers, while companies like Hewlett Packard and Compaq distribute through resellers [3]. Dell customers wait several days to get a PC while customers can walk away with an HP or Compaq PC from a reseller. Gateway opened Gateway Country stores where customers could check out the products and have sales people help them configure a PC that suited their needs. Gateway, however, chose to sell no products at the stores, with all PCs shipped directly

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from the factory to the customer. In 2001, Gateway closed several of these stores given their poor financial performance. Apple Computers is planning to open retail stores where computers will be sold [4]. These PC companies have chosen three different distribution models. How can we evaluate this wide range of distribution choices? Which ones serve the companies and their customers better?

W.W. Grainger, an MRO distributor, stocks about 100,000 skus that can be sent to customers within a day of the order being placed. The remaining slower moving products are not stocked but shipped directly from the manufacturer when a customer places an order. It takes several days for the customer to receive the product in this case. Are these distribution choices appropriate? How can they be justified? When should a distribution network include an additional stage such as a distributor? Proponents of e-business had predicted the death of intermediaries like distributors. Why were they proved wrong in many industries?

In this paper we provide a framework and identify key dimensions along which to evaluate the performance of any distribution network.

1. Factors Influencing Distribution Network Design

At the highest level, performance of a distribution network should be evaluated along two dimensions: 1. Customer needs that are met 2. Cost of meeting customer needs

The customer needs that are met influence the company's revenues, which along with cost decide the profitability of the delivery network.

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While customer service consists of many components, we will focus on those measures that are influenced by the structure of the distribution network. These include:

? Response time ? Product variety ? Product availability ? Customer experience ? Order visibility ? Returnability

Response time is the time between when a customer places an order and receives delivery. Product variety is the number of different products / configurations that a customer desires from the distribution network. Availability is the probability of having a product in stock when a customer order arrives. Customer experience includes the ease with which the customer can place and receive their order. Order visibility is the ability of the customer to track their order from placement to delivery. Returnability is the ease with which a customer can return unsatisfactory merchandise and the ability of the network to handle such returns.

It may seem at first that a customer always wants the highest level of performance along all these dimensions. In practice, however, this is not always the case. Customers ordering a book at are willing to wait longer than those that drive to a nearby Borders store to get the same book. On the other hand, customers can find a far larger variety of books at Amazon compared to the Borders store.

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Firms that target customers who can tolerate a large response time require few locations that may be far from the customer and can focus on increasing the capacity of each location. On the other hand, firms that target customers who value short response times need to locate close to them. These firms must have many facilities, with each location having a low capacity. Thus, a decrease in the response time customers desire increases the number of facilities required in the network, as shown in Figure 4.1. For example, Borders provides its customers with books on the same day but requires about 400 stores to achieve this goal for most of the United States. Amazon, on the other hand, takes about a week to deliver a book to its customers, but only uses about 5 locations to store its books.

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Changing the distribution network design affects the following supply chain costs: ? Inventories ? Transportation ? Facilities and handling ? Information

As the number of facilities in a supply chain increases, the inventory and resulting inventory costs also increase as shown in Figure 4.2. For example, Amazon with fewer facilities is able to turn its inventory about twelve times a year, while Borders with about 400 facilities achieves only about two turns per year. As long as inbound transportation economies of scale are maintained, increasing the number of facilities decreases total transportation cost, as shown in Figure 4.2. If the number of facilities is increased to a point where there is a significant loss of economies of scale in inbound transportation, increasing the number of facilities increases total transportation cost. A distribution

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network with more than one warehouse allows to reduce transportation cost relative to a network with a single warehouse. Facility costs decrease as the number of facilities is reduced as shown in Figure 4.2, because a consolidation of facilities allows a firm to exploit economies of scale.

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Total logistics costs are the sum of inventory, transportation, and facility costs for a supply chain network. As the number of facilities is increased, total logistics costs first decrease and then increase as shown in Figure 4.3. Each firm should have at least the number of facilities that minimize total logistics costs. As a firm wants to further reduce the response time to its customers, it may have to increase the number of facilities beyond the point that minimizes logistics costs. A firm should add facilities beyond the cost- minimizing point only if managers are confident that the increase in revenues because of better responsiveness is greater than the increase in costs because of the additional facilities.

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2. Design Options for a Distribution Network

We will discuss distribution network choices in the context of distribution from the manufacturer to the end consumer. When considering distribution between any other pair of stages, such as supplier to

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manufacturer, many of the same options still apply. There are two key decisions when designing a distribution network:

1. Will product be delivered to the customer location or picked up from a preordained site? 2. Will product flow through an intermediary (or intermediate location)?

Based on the choices for the two decisions, there are six distinct distribution network designs that are classified as follows:

1. Manufacturer storage with direct shipping 2. Manufacturer storage with direct shipping and in-transit merge 3. Distributor storage with package carrier delivery 4. Distributor storage with last mile delivery 5. Manufacturer / distributor storage with costumer pickup 6. Retail storage with customer pickup We now describe each distribution option and discuss its strengths and weaknesses.

2.1 Manufacturer Storage with Direct Shipping

In this option, product is shipped directly from the manufacturer to the end customer, bypassing the retailer (who takes the order and initiates the delivery request). This option is also referred to as drop shipping. All inventories are stored at the manufacturer. Information flows from the customer, via the retailer, to the manufacturer, while product is shipped directly from the manufacturer to customers as shown in Figure 4.4. In some instances like Dell, the manufacturer sells directly to the customer. Online retailers such as eBags and use drop shipping to deliver goods to the end consumer. eBags does not hold any inventory of bags and has them drop shipped directly from the manufacturer to the customer. Nordstrom carries some products in inventory while using the drop-ship

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model for slow moving footwear. W.W. Grainger also uses drop shipping to deliver slow moving items that are not carried in inventory.

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The biggest advantage of drop shipping is the ability to centralize inventories at the manufacturer. A manufacturer can aggregate demand and provide a high level of product availability with lower levels of inventory than individual retailers. The benefits from centralization are highest for high value, low volume items with unpredictable demand. The decision of Nordstrom to drop-ship low volume shoes satisfies these criteria. Similarly, bags sold by eBags tend to have high value and low relatively volume per sku. The inventory benefits of aggregation are small for items with predictable demand and low value [1]. Thus, drop shipping would not offer a significant inventory advantage to an online grocer selling a staple item like detergent.

Drop shipping also offers the manufacturer the opportunity to further lower inventories by postponing customization until after the customer order has been placed. Build-to-order companies such as Dell hold inventories as common components and postpone product customization, thus lowering the level of inventories carried.

Transportation costs are high with drop shipping because the average outbound distance to the end consumer is large and package carriers must be used to ship the product. Package carriers have high shipping costs per unit compared to truckload(TL) or less-than-truckload (LTL) carriers. With drop shipping, a customer order with items from several manufacturers will involve multiple shipments to the customer. This loss in aggregation in outbound transportation further increases cost.

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Supply chains save on the fixed cost of storage facilities when using drop shipping because all inventories are centralized at the manufacturer. There can be some savings of handling costs as well because the transfer from manufacturer to retailer no longer occurs. Handling costs can be significantly reduced if the manufacturer has the capability to ship orders directly from the production line.

A good information infrastructure is needed so that the retailer can provide product availability information to the customer even though the inventory is located at the manufacturer. The customer should also have visibility into order processing at the manufacturer even though the order is placed with the retailer. Drop shipping will generally require significant investment in the information infrastructure. The information infrastructure requirement is somewhat simpler for direct sellers like Dell because two stages (retailer and manufacturer) do not need to be integrated.

Response times tend to be large when drop shipping is used because the order has to be transmitted from the retailer to the manufacturer and shipping distances are on average longer from the manufacturer's centralized site. eBags, for example, states that order processing may take from 1-5 days and ground transportation after that may take from 3-11 business days. This implies that customer response time at eBags is 4-16 days using ground transportation and drop shipping. Another issue is that the response time need not be identical for every manufacturer that is part of a customer order. Given an order containing products from several sources, the customer will receive multiple partial shipments over time making receiving more complicated for the customer.

Manufacturer storage with drop shipping allows a high level of product variety to be made available to the customer. W.W. Grainger is able to offer hundreds of thousands of slow moving items from

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