The Idea in Brief In many industries--automotive, consumer electronics, home appliances--the after-sales service market has ballooned to four to five times the size of the original equipment business. And the aftermarket is a high-margin cash cow: in...
PHILADELPHIA -- MCA Solutions' co-founders, Dr. Morris Cohen and Dr. Vipul Agrawal, are driving new innovation in after-market service and support, sharing their research and analysis in an article called "Winning in the Aftermarket," featured in this month's issue of the Harvard Business Review. In the article, Dr....
A number of factors, including developments in Internet-based commerce and third-party logistics, have led many companies to consider engaging in direct sales. Such a company may at once be both a supplier to and a direct competitor of any existing reseller partners (e.g., land-based retailers), which can result in "channel...
MULTI-VENDOR SOURCING IN A RETAIL SUPPLY CHAIN* This paper describes a methodology for managing capacity, inventory, and shipments for an assortment of retail products produced by multiple vendors. The vendors differ in lead times, costs, and production flexibility. Product demand is uncertain and fluctuates over time. We develop an...
MORRIS A. COHEN [1] NARENDRA AGRAWAL [2] In this paper, we describe an analytical model to determine contracting policies for a firm that purchases components from external suppliers. The model evaluates the tradeoff between the flexibility offered by short...
Articles 1999-08-01
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