Order winners and qualifiers

The relative importance of the above logistics performance objectives is usually 

Increased performance in an order winner, shown by the solid line, increases 

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Select the top two product lines (in terms of sales) for your firm or one that you know well. Using the headings in Table 1.1, fill in the details for characteristics of both product lines. Aim to use precise details, so identify the actual sales figures instead of putting high or low. Use additional or other headings if they describe the situation better. Go on to identify the principal order winners and qualifiers for each product. 

Logistics strategy usually demands systemic strategy setting between network partners, who may have to coordinate order winners and qualifiers across different market segments. 

Characterise the changes using the concept of order winners and qualifiers. 

Sketch out what the basic structure of the new logistics and supplier network might look like. From a lean and an agile supplier s perspective, what would be the order winners and qualifiers in dealing with Aristocrat ... 

What were the order winners and order qualifiers at TA ... 

Fig. 9.4 Listing of criteria describing order qualifiers and order winners , referring to Gilmour et al. (1994)...

However, the most important issues to be determined in this context with regard to the requirements of a specific customer segment are the order qualifiers and order winners . This concept, initially developed by Hill in 1985 (Hill 1993), comes from the field of manufacturing theory. Christopher and Towill (2000), however, adapted it and developed a wider supply chain oriented concept. 

Based on a survey, Gilmour et al. (1994) generated a ranking of criteria which are important for satisfying the customers depicted in Fig. 9.4. Hence, it shall be determined which criteria describe the order qualifiers and the order winners hest as requirements that a given customer segment possesses. 

Whatever technique is used it is important to understand which are the qualifiers and which are the order winners amongst the different customer groups. This understanding must then drive the design of the supply chain processes that will enable success in the marketplace. 

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