Page 44 - UnderstandingJanSanRedistribution_flipbook

Understanding Jan-San Redistribution is a quantitative educational
tool for Distributors and Manufacturers alike to make fair, balanced, and informed business
decisions about buying/selling through wholesalers. Wholesaling is an efficiency option (with
definable and measurable benefits) for distributors to procure, and manufacturers to make
product available, and is truly a growing alternative in today’s Jan-San environment which
should be better understood by all.
Key issues addressed in this guidebook are:
• Manufacturer revenues and costs compared for Direct vs. Wholesaler sales
• Distributor costs compared for Direct vs. Wholesaler purchases
• Structuring of Manufacturer/Wholesaler programs to reflect and maximize the value of
Redistribution
• Appropriate growth expectations/trends for Manufacturers entering a redistribution
program
• Impact on Manufacturer/Distributor/Wholesaler relationships
• Appropriate expectations outlined regarding lines within a Wholesaler
• “Dollars and cents” analysis from detailed case studies within and outside of SSWA
• Math Tools and Cost-to-Serve Comparisons provided for comprehensive evaluation
Use this guidebook as an essential component in your company’s training program to
understand the impact of Redistribution on Sales, Finance, Logistics, Customer Service,
Marketing, and Supply Chain relationships.

Sponsored by SSWA. The Sanitary Supply Wholesaling Association has been a leading
professional association for wholesalers and manufacturers of cleaning and maintenance
products since 1980.

D eWalt lays out in appropriate detail the dynamics of redistribution.
“

He has a solid understanding of the dynamics and decision points a
manufacturer may confront when comparing redistribution to direct sales.”
~ Tim McLaughlin, Senior Director - Logistics

About The Author:
Dave DeWalt is President of Franklin Consultants, a firm that serves manufacturer
clients on a variety of strategic, marketing and distribution-related projects.
Dave is widely recognized as an expert on the subject of redistribution. He has been
published in Food Logistics magazine, and has conducted redistribution workshops
for the Foodservice Sales and Marketing Association and the Chain Purchasing
Conference. Dave also publishes the monthly “Foodservice Marketing Insights”
newsletter; subscriptions are available from the “Free Resources” page of his website,
www.franklin-foodservice.com.
Prior to launching Franklin Consultants, Mr. DeWalt was an Associate with A.T. Kearney. Industry
experience includes fifteen years in Marketing, Sales, and Executive positions with Sara Lee Bakery,
Vlasic Foods, and Awrey Bakeries.
Dave has a Bachelor’s Degree in Hospitality Business from Michigan State University, and a Master’s
Degree in Marketing and Finance from the Kellogg School of Management, Northwestern University.

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