The document discusses concerns about implementing a Just-In-Time Delivery (JITD) program from the perspectives of internal sales/marketing and external distributors and retailers. Key concerns include the potential for decreased incentives, loss of sales from promotions, interrupted warehouse operations and inventory management, and decreased flexibility in manufacturing planning. The proposed focus is on educating stakeholders, implementing point-of-sale systems to prove benefits, incentivizing appropriately, and using shipment data to improve forecasting and manufacturing planning.

2. Internal;
The sales & Marketing Organization
- The sale’s rules seem be decreased .
- Increasing in order to be inventory impact to incentives.
- Not clear that the cost of supply chain will be reduced.
- Problems of customer stock- out and replacement by
competitors.
- It seem to JITD not effective in running trade promotions.
- Loss of chance to achieve sale volume via promotions along
canvass periods.
- Concern of Barilla’s manufacturing not flexibility to planning
through JITD Program that cause of inventory load.
- To afraid that cannot keep good relation with retailers.

3. External Party;
Distributors ( GDs & DOs )
- Concern to interrupting in their warehouse and figures.
- It’s not clear that JITD will reduce cost of inventory Mnt.
- The benefit from trade promotion was decreased.
- Incentives including DC fee seem decrease cause of not full
tuck load.
- To afraid that JITD complicate to their Inventory
Management System.

4. External;
Retail outlets
- Benefit from inventory which discount in promotion period is
limited.
- To loss sale’s opportunity from out off stock.

5. Barilla Distribution Patterns (original)
Ordering
Delivery
TL = truck load LTL = Less-truck load

6. Barilla Distribution Patterns (new propose)
Ordering
Delivery
Barilla CDs and Forecasting Center
TL = truck load LTL = Less-truck load

8. Focus on External Distributors
Original;
- Contact to some DCs for get Shipment Data.
Propose;
- Find out target DCs / Outlets.
- Implement POS System to the current target.
-Try to prove the benefits and compare with
original proposal.
Inventory Cost = Holding Cost + Ordering Cost + Penalty Cost
- Collecting Data and Analysis to evaluate the
forecasting data.
- Take Care about incentive on a level with their
received.

9. Focus on Retail Outlets
Original;
- Not to directly order to Barilla.
- Order to DCs via fax.
Propose;
- Introduce POS System / Create Demand.
- Support POS and Computer Linkage to the prospects.
- Try to prove the benefits and compare with original
proposal.
- Collecting Data and Analysis to evaluate the
forecasting data.
- Take Care about incentive on a level with their
received.

10. Focus on Sales& MKT Organization
Original;
- Management & achieve sales at retail store, almost of work time.
Propose;
- Educate / try to create positive attitude.
- Assign to contact new outlets for get attractive
incentive with smart work.
- Assign MKT to effort strategies achieve new MKT
channels.
- Update the progressive of JITD implementation
continuously.
- Use the shipment data from JITD Program for
efficiency to Manufacturing Plan.