Understanding Jan-San Redistribution

Understanding Jan-San Redistribution provides a thorough look at the costs and benefits of redistribution for manufacturers, wholesalers, and distributors in the Sanitary Supply Industry

This guide is written for Jan-San (Sanitary Supply) manufacturers who are exploring the opportunity to go to market via wholesalers, as well as those who have a long history of working with wholesalers. It is also a resource for Jan-San distributors who are considering using wholesalers as a source for certain lines, particular product types, or at various times throughout the year. In all cases, our intent is to help Jan-San manufacturers, wholesalers, and distributors create programs which will foster long-term success for all parties. This manual pinpoints real economic and supply chain efficiencies. 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 force in today's Jan-San environment which should be better understood by all. Key issues addressed in the manual 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 value of Re-D Appropriate growth expectations/trends for Manufacturers entering Re-D program Impact on Manufacturer/Distributor 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, Marketing, Customer Service, and Supply Chain relationships.

Since 1974 I have worked in the foodservice industry. I started as a dishwasher, busboy, and short-order cook in Charlevoix, Michigan. Then I attended Michigan State University, and received a degree in Hotel and Restaurant Management (with a Foodservice Marketing emphasis) in 1979. From 1979 through 1994 I held a variety of Foodservice Marketing and Sales Management positions with Sara Lee Bakery, Vlasic Foods, and Awrey Bakeries. During this time I earned a Master’s Degree in Marketing and Finance from the Kellogg School of Management, Northwestern University. In 1994 I joined A.T. Kearney as a Management Consultant specializing in strategic and supply chain projects for food industry clients. In 1996 I started Franklin Foodservice Solutions. My goal: "To serve food industry clients on a variety of strategic, marketing and distribution-related projects". In 2007 I wrote and published Understanding Foodservice Redistribution, then in 2008 wrote and published Understanding Jan-San Redistribution. Currently, I am writing a book about the Foodservice Supply Chain and the interactions among manufacturers, distributors, operators, brokers, and the many other participants in this fascinating business.