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| White Papers and Reports |
Cash
from Collaboration: Profiting from partnerships Essentially collaboration is about making money and enhancing competitive position through trust. The White Paper maintains that this is about developing relationships as assets. Sets of measures for operationalising trust and monitoring the cash flows generated from the relationship asset are summarised.(2002) |
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Category
Management in Produce: Incentives for growth This White Paper presents a number of the fundamental issues regarding collaboration in the non-branded produce industry. The paper discusses the importance of (1) new incentive structures and (2) developing marketing capabilities along the chain.(2001) |
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The
Perishable Food Industry: ripe e-Commerce Part one: Juxtaposing the attributes of the Internet and the perishable food industry Written in conjunction with Sandy McEachern, this White Paper - the first in a series of three - provides a reader friendly assessment of the long-term potential of e-Commerce in the perishable food industry. The three unique attributes of the Internet mesh neatly with the three distinguishing characteristics of the perishable food industry. Opportunities will be particularly available at the supplier level. (2001) |
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The
Perishable Food Industry: ripe fore-Commerce Part two: Opportunities and benefits The second white paper in the series investigates the implication that with the Internet the network - or value chain - can now be the unit of management, as well as the unit of strategy. The implications for retailers, supplies and primary producers are discussed. (2001) |
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The
Perishable Food Industry: ripe for e-Commerce Part three: The quest for competitive advantage The final White Paper in the series discusses the importance of relationships as intangible assets to exploit the value of new information technologies. The characteristics and options value of intangible assets is summarised. (2001) |
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| FORTHCOMING
WHITE PAPERS AND REPORTS |
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Value
Chains: A project management and mentoring guide Written in conjunction with Allen Roberts, David Gregory and Fiona Cornwell from Agri Chains Solutions Limited (a subsidiary of the Prime Minister's Supermarket to Asia Council) this report provides a robust framework and a series of checklists to assist companies evaluate and monitor their value chain strategies. |
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Land
Use Change in Australia This White Paper, commissioned by the CSIRO Sustainable Ecosystems, maintains that environmental issues with respect to land use will be off the political agenda in 20 years time. In reader-friendly language the paper discusses the role and the potential of auction markets. The fundamental difference between auctions and other so-called 'Market Based Instruments' is clarified. |
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The
Produce Company in the 21st Century: a capability perspective Based on a major consulting project with the UK retailer Waitrose and its fruit suppliers, this white paper summarises a capability audit of leading global produce suppliers and buyers. Initial data analysis is revealing a number of insightful - and somewhat counter-intuitive - findings. Additional self-assessment programs are provided to assist clients diagnose and manage the key capabilities from the research. |
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| Articles |
Soft
Assets: tough to manage Australian
Institute of Management's "Management Today". July 2002, page 36. Co-authored with Professor James Guthrie, this article presents a framework for understanding and managing the intangible assets - or intellectual capital - of the firm. |
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Chain
Gang CIO Magazine, June
2002 page 50. We feature in this article written by Sue
Bushell looking at the information management implications
of value chain management. |
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The
Tank - Buy Ways Australian
Financial Review's BOSS Magazine, February 2001 page 58.
A roundtable discussion with Terry Cutler
(Cutler and Company) and Don Carroll
(then BHP) investigating the use of information technology to drive
the total business, from customer to procurement. |
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Myths
and realities of e-Commerce in the perishable foods industries
Supply Chain Management:an international
journal Vol 6:1 page 12, 2001. The Internet does not signal
the end of business relationships, in fact the opposite. Those firms
who have invested in relationships with their customers and suppliers
are best positioned to capture the value of new information management
technologies. |
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| The Club - Inside the Bombers Australian Financial Review's BOSS Magazine, August 2000 page 46. This article investigates the issues of corporate culture and leadership through the lenses of an elite sporting club. | |
| The 'Locus of Value': the hallmark of firms that learn Supply Chain Management: an international journal (forthcoming). This article, co-authored with Professors Tony Dunne and Ray Collins, applies the principles of learning organisations to value chains | |
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| "Retail World" Fresh Food Column |
Back
copies of the monthly fresh food column contributed to Retail World
are available. |
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| Where are the goal posts? Feb 4-15, page 22. Getting the performance measures right is the secret to success in fresh food retailing. | |
| Price and promotion offer the big opportunities in 2002 Mar 4-15, page 31. Discusses the differences between grocery and fresh food - and the implications to fresh food suppliers. | |
It's
the relationship that matters
April 15-26, page 35. Focuses
on the relationship between the retailer and supplier, with a practical
checklist to assist firms evaluate the status of their business
relationships. |
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Promotions
- a question of judgment
May 27-June 7, page 40. Based
on a project conducted for UK retailer Waitrose, this column outlines
an approach to improve promotion performance. |
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Polkinghorne's:
the art and science of meat retailing
July 8 - 19, page 41. A case
study on Polkinghorne's development of a new concept for red meat
retailing based on Meat Standards Australia. |
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Lenard's:
the secrets to success
August. Lenard
Poulter discusses his philosophy regarding meat retailing
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| Case Studies |
From
Commodity Marketing to Category Management: Insights from the Waitrose
Category Leadership program in Fresh Produce
Supply Chain Management: an international
journal (forthcoming). Co-authored with Dr
Andy Fearne. The case study and supporting analysis document
the issues and lessons from the Waitrose strategy of working closely
with their key fruit suppliers. |
The
development of value chain relationships in a fresh produce category:
A well-proven case study that looks at managing relationships along
the value chain from the perspective of the grower, the supplier
(agent) and retailer. (1999) |
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