Use This Information for Questions That Refer to the United

question 212

Multiple Choice

Use this information for questions that refer to the United Tools case. Terry Harter is marketing manager for United Tools,and Mike O'Reilly is the firm's logistics manager.They work together to make decisions about how to get United's hand and power tools to its customers-a mix of manufacturing plants and final consumers (who buy United tools at a hardware store) .United Tools does not own its own transport facilities,and it works with wholesalers to reach its business customers.
Together,Harter and O'Reilly try to coordinate transporting,storing,and product-handling activities to minimize cost while still achieving the customer service level their customers and intermediaries want.This usually requires that United keep an inventory of most of its products on hand; but demand for its products is fairly consistent over time,so inventory is easy to manage.
Harter has identified four options for physical distribution systems she could use to reach two of her key wholesalers,Ralston Supply and Ricotta Tool Co.The total cost for each option-and the distribution service levels that can be achieved-are as follows:
$\begin{array}{c}\begin{array}{lll}\\1.\\2.\\3.\\4.\\\\\end{array}\begin{array}{lll}\text{Main feature of system:}\\Airfreight\\Inland ~waterways\\Trucks\\Rail ~and ~regional\\warehouses\\\end{array}\begin{array}{lll}\begin{array}{rc}\text { Total Cost}&\text { Distribution Service Level }\\\$ 1,000,000 & 95 \text { percent } \\\$ 300,000 & 60 \text { percent } \\\$ 500,000 & 70 \text { percent } \\\$ 650,000 & 80 \text { percent }\\\\\end{array}\end{array}\end{array}$
Ralston Supply expects a very high level (90 percent) of distribution customer service.Ricotta Tool Co.is willing to settle for a 70 percent customer service -leveleven if that means some products will occasionally be out of -stockif it gets products at a lower price.
For its large retail hardware customers (like Home Depot) ,United regularly ships smaller orders directly to individual stores or in some cases to the retail chain's warehouses.Cross-country shipments usually go by rail,while regional shipments usually go by truck.
In designing the right physical distribution system,United Tools should primarily focus on

• A)the inventory level that its current warehouse can support.
• B)the lowest-cost transportation method for each of its products.
• C)where customers store their inventory.
• D)the desired customer service level.
• E)the physical characteristics of each product.

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Definitions:

Market Trends

Market trends indicate the general movement or direction in which a market or an industry's prices are headed, influenced by various factors including economic indicators, consumer behaviors, and technological advancements.

Modern Selling Strategies

Innovative sales methods and practices that leverage technology, psychology, and market research to meet the changing demands of customers.

New-Business Salesperson

A sales professional whose primary role is to acquire new customers or clients for a business.

Missionary Salesperson

A sales representative whose primary duty is to promote the goodwill of the company rather than directly selling a product.