Sales and Distribution

The distribution of medicinal products is regulated by the rules of GDP. According to that, only approved medicinal products may be distributed, and delivered exclusively to persons authorized for dispensing. In most countries, these persons are the pharmacists. However, in some countries radioactive compounds do constitute an exception to this rule, and have to be delivered directly to the physicians who use them for diagnostic or therapeutic purposes in patients (nuclear medicine physicians and radiotherapists). 

The distribution mode is very important for the withdrawal from the market of any product if necessary (lack of the required quality, unexpected adverse effects, etc.). 

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Enterprise level - supply chain of materials or components, network of production sites, inventory hubs, sales and distribution centres, R D and the integration of various plants. 

The purchase orders, sales and distribution order quantities can be higher or lower each day depending on the available number of transportation units e.g. trucks or ships. The production quantity, however, each day is limited by production capacity and cannot be so easily changed day-by-day. These different volume structures need to be matched by integrating order schedules and availabilities of materials. 

The relaxation variables focus on the front-end of the value chain in sales and distribution excluding production and procurement due to the commodity value chain characteristics with long production lead times and less flexibility in the backend. Of course, it is possible to have relaxation variables for all constraints and areas of the value chain. However, this would lead to higher complexity for the planner as well as longer solution times with more integer variables. Therefore, relaxation is kept limited. 

The regional demand input data consists of monthly spot demand quantity qsa and spot demand price pT by article and customer cluster / a,k e Is1, te T. These regional businesses differ not only by price, but also by sales and distribution costs for the individual customer or article. Payment terms rRRp, /ke K measured in days reflect the specific number of days the company concedes the customer for order payment. Higher payment terms lead to increased working capital due to debts outstanding longer and consequently to higher capital costs. 

Regional sales planning objective is to maximize discounted regional spot sales profit considering sales turnover and the described sales- and distribution-oriented costs ... 

Bromomethane is produced by reaction of methanol with hydrobromic acid, followed by distillation of the product (HSDB 1989 lARC 1986 Windholz 1983). Table 4-1 summarizes information on U.S. companies that reported the manufacture or use of bromomethane in 1987 (TRI 1989). The quality of the TRI data must be viewed with caution since the 1987 data represent first-time, incomplete reporting by these facilities. Not all facilities that should have reported have done so. Of the companies that did report, only two facilities produced bromomethane for sale and distribution the Ethyl Corporation production facility in Magnolia, Arkansas, and the Great Lakes Chemical Corporation production facility in El Dorado, Arkansas (HSDB 1989 SRI 1987, 1988, 1989 TRI 1989). The current combined production volume of these two facilities is approximately 19,500 metric tons (43 million pounds) (HSDB 1989 lARC 1986). This is nearly a two-fold increase over the production volume of 11,200 metric tons (25 million pounds) reported for 1972 (lARC 1986). 

Food and Drug Administration (1996) Regulations restricting the sale and distribution of cigarettes and smokeless tobacco to protect children and adolescents final rule. Fed Regist 61 44396 5318... 

Uses. Powerful methylating agent for acidic compounds such as carboxylic acids, phenols, enols not manufactured for sale and distribution because of toxicity and explosivity... 

Laws have been enacted in many states in an attempt to prevent the sale and distribution of deleterious antifreeze products, such as salt solutions or petroleum coolants. Even ethylene glycol engine coolants must be evaluated by testing and comparison of test results with specifications for engine coolant concentrate, such as ASTM D 3306. These tests ensure desired levels of antifreeze coolant concentrate and inhibitor are available to adequately protect cooling systems against freezing, boilover and corrosion (Fig. 2). 

The sales and distribution channels of plastic mill shapes are less sophisticated and not as structured as distribution of ferrous and non-ferrous metals. The industry growth has been so rapid that maturity of distribution as found in other mill shapes industries has not had time to evolve. Currently there are almost twenty mill shape producers of mechanical plastics. These producers supply the market through distributors, direct to the O.E.M. and in one instance a national producer employs the above marketing modes plus utilizing its own fifty stocking service centers. This places the company in the closest possible contact geographically with all its markets. 

CMC preparation and global registration Marketing, sales, and distribution... 

Opiates were legal in the United States until a federal law was enacted in 1914. Until then, it was legal to put opiates into patent medicines, for example, that were sold over-the-counter. The 1914 law was the first to regulate the sale and distribution of controlled substances. This law was not enacted to benefit public health, however, but to generate tax revenue. 

In some areas of the country, such as Texas, Rohypnol abuse and illegal sales and distribution of the drug has become prevalent among gang members. 

Decision support Sales and distribution Sourcing and procurement Manufacturing Logistics/transportation Human resources Finance and accounting... 

Ralf Dingeldein is a consultant based in McKinsey s Asia House office in Frankfurt. He is a core group member of the firm s global chemicals and strategy practices, and has worked in various fields of the chemical industry. His main areas of emphasis within McKinsey are the Chinese market, business strategy, sales and distribution, as well as private equity transactions. Ralf holds a Dipl.-Wirtsch.-Ing. from the TH Karlsruhe and a PhD in business administration from the University of Essen. 

SAFETY in Academic Chemistry Laboratories, 1990 by the American Chemical Society, Washington, D.C. This excellent booklet on safety is available from the American Chemical Society. To obtain a copy, call 1-800- 227-5558 and ask Sales and Distribution for further information. 

Appendix 35D Example Sales and Distribution Business Processes with SOPs.797... 

SAP R/3 Modules CO (Costing), FI (Finance), MM (Materials Management), PP-PI (Production Planning — Process Industries), QM (Quality Management), and SD (Sales and Distribution). 

EXAMPLE SALES AND DISTRIBUTION BUSINESS PROCESSES WITH SOPs... 

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