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Viable Vision: Transforming Total Sales into Net Profits by Gerald Kendall

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7

Distribution: From Push to Pull

“McDonald’s has so many inventory turns, there is a high probability that the hamburger you are eating was mooing yesterday.”

The average life of a golf club is nine months. In bowling, specialty balls have a life of less than six months. Many medical products, including surgical rubber gloves, have a life of less than two years. We are not talking about shelf life or the product physically decaying.

What we are describing is the perception created by the entry of new or replacement products, making existing products seem obsolete or not as valuable. No wonder distributors and retailers hate carrying large amounts of inventory! At the same time, retailers and distributors have the opposite paranoia - not ...

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