Boise Automation Essay Example

is the strict process employed by Boise's upstream suppliers, who deliver only premium products.

This supply/demand structure does not allow downstream customers' specifications to be fulfilled. In this case, the requirements of a low-cost system could not be met due to the mismatch between the raw materials, hardware, and technology available from upstream suppliers and Boise and the needs of downstream customers. This report has created a Multi-channel integration Map to analyze the different marketing channels utilized by Boise to secure the Northern Paper Inc. Contract. These channels are referred to as the Boise employees involved in delivering products and services for use or consumption (Slouching et al, 2006).

The Multi-channel Integration map showcases the Sales Operation for Figure 3, which includes various channels such as Channel Rob, Allison, N/A, Jenny, Devour, Dieter, Hawse, Victor, Kormas, N/A, N/A. This map outlines the different stages of sales progression from Lead Generation to Customer Support. However, it highlights that the marketing channels have relatively small length and breadth. The limited number of employees responsible for accomplishing a wide range of sales objectives can lead to underperformance in these channels. While the implementation of the Walt tans system can simplify transactions and reduce complexity, it may also result in a decline in service quality and overall value.

Walt manages a wide range of possible suppliers in the market for Boise. It is crucial for Boise to meet all customer requirements in order to secure contracts, like in the case of Northern Paper Inc. Unfortunately, competitors were able to produce their product at a lower cost than Boise, resulting in the loss of the contract.

This incident highlights a disconnected network strategy between Boise and its customers and suppliers. In the proposal process, Boise had four decision makers, but only two of them had any connection with the employees of Northern Paper Inc. This breakdown in the network can be explained by communication issues that ultimately affected the deal. It is important to consider the physical locations of employees within the Boise organizational network.

The lack of communication and collaboration between employees due to distance can result in a breakdown in communication and hinder the development of a proposal. This report suggests three recommendations to increase sales by assessing Boise's marketing channels and supply chain. One recommendation is to increase elasticity within the supply chain. In this particular case, Boise couldn't lower the price due to advanced inputs in hardware and genealogy. Therefore, Boise should closely consider the demand of downstream customers within their demand/supply chain. By prioritizing customer demands, upstream supply to Boise can be tailored to meet customer needs effectively.

A centralized decision-making unit should be created in order to ensure collaborative teamwork throughout all sales and marketing processes. This unit will consist of a centralized proposal and supply team. The centralization of decision making will strengthen the network between Boise employees and customers, avoiding situations where decision-makers are uninformed or not fully aware of all customer requirements. In order to strengthen its position within the customer network, Boise should lengthen its marketing channels to extend to more than one channel. By doing so, Boise will be able to meet desired service outputs more accurately for end-users. If Boise wishes to continue demanding high-end hardware and technology

from upstream suppliers for a competitive advantage, it is crucial to establish a consistent supply policy. This policy should outline the criteria by which Boise will select proposals based on price and specifications. Additionally, a screening process must be implemented to analyze the proposal and customer specifications before entering into any agreements. It is important for the centralized decision-making unit to be involved in the proposal process. Boise has no rivals in terms of delivering the highest quality products in the automation systems market. However, there are challenges related to customer insights, communication, marketing channels, and network structure.

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