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(Forces Pushing Consolidation, and What's Next?)Tj
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(5)Tj
/T1_1 11 Tf
-502 -28 Td
(because customers cannot get specialty items. Many )Tj
0 -14 TD
(manufacturers cannot currently get special items into )Tj
0 -13 TD
(stores' logistic systems. In the future, stores will be )Tj
0 -14 TD
(supported by what we call a "barrier buster." A )Tj
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(barrier buster is the infrastructure that gets any )Tj
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(product to any consumer. A barrier buster connects )Tj
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(the shoppers, agents and manufacturers with )Tj
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(products, information and fund transfers.)Tj
20 -24 Td
(As consumers, we need to have an agent to get )Tj
-20 -13 Td
(the products. Manufacturers, or suppliers, need an )Tj
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(agent to get their products to the shoppers. This is )Tj
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(going to become a requirement within the next two )Tj
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(years. What will happen is that retailers will pay for )Tj
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(the products at the standard cost, and receive )Tj
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(promotional dollars from the manufacturers and )Tj
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(suppliers based on actual performance judged at the )Tj
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(time of sale by consumers, not the quantity purchased )Tj
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(by the retailers. For virtual sales, the manufacturers )Tj
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(will give retailers an agent distribution fee and, in )Tj
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(return, the manufacturer will receive and understand )Tj
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(real marketing data and what is happening store by )Tj
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(store.)Tj
/T1_2 13 Tf
80 -24 Td
(Conclusion)Tj
/T1_1 11 Tf
-60 -25 Td
(In the saturated future, a retailer has two assets: )Tj
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(financial assets \(store square footage\) and marketing )Tj
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(assets \(true loyal shoppers\). These assets are )Tj
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(developed at the individual store level, not the chain )Tj
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(level. Retailers who understand this and get this right )Tj
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(will be successful long-term. In the future, the )Tj
0 -13 TD
(industry is not going to be just a supply-side creature. )Tj
0 -14 TD
(What we really need to work on as both retailers and )Tj
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(suppliers is: How do we maximize the "frictionless" )Tj
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(marketing performance of each store? We face the )Tj
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(issue of how to survive in the future. Will the answer )Tj
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(to this question be based on supply chain management )Tj
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(or in marketing productivity? There are a lot of things )Tj
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(to be learned outside of the food and citrus industries. )Tj
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(We would suggest the answer is not only supply )Tj
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(chain management, but also marketing productivity.)Tj
20 -24 Td
(If you would like to read more about )Tj
/T1_3 11 Tf
(Agentry )Tj
-20 -14 Td
(Agenda)Tj
/T1_1 11 Tf
(\252, you may purchase Glen Terbeek's book by )Tj
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(logging on to his website at )Tj
0 -13 TD
(http://www.agentryagenda.com.)Tj
20 -24 Td
(Your comments and suggestions are always )Tj
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(welcome and you may email me directly at )Tj
265 661 Td
(wysocki@fred.ifas.ufl.edu or respond via my )Tj
0 -14 TD
(extension web page at )Tj
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(http://webct.nerdc.ufl.edu:8900/public/)Tj
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(WysockiExtension/index.html. As the need arises, I )Tj
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(will post and respond to reader comments and )Tj
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(questions regarding wholesaling and retailing.)Tj
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