April 2018
Intermediate to advanced
210 pages
4h 13m
English
Content preview from The Category Management HandbookBecome an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
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Activity 20Supplier preferencing
Overview
Originated by Paul Steele and Brian Court in the mid-1990s, this model enables procurement functions to understand how a supplier might value its account with them. It suggests that from the supplier’s perspective there is a correlation between the attractiveness of the buyer’s account and the revenue generated, which in turn affects how the supplier will manage its account with the buyer.
In many ways, this matrix provides a counterview to the Kraljic matrix in that it is a representation of the supplier’s perspective of business. ...
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