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The Value of Spreadsheet Models as Sales Tools: Analyzing the Benefit of Third Party Logistics for Wine Shipments

Directory : Faculty : Intellectual Contributions

Intellectual Contribution by Susan Cholette

Contribution Title

The Value of Spreadsheet Models as Sales Tools: Analyzing the Benefit of Third Party Logistics for Wine Shipments

Conference

2005 INFORMS Annual Meeting, San Francisco

Year

2005

Description

A third-party logistics provider for direct-to-consumer wine shipments needed to demonstrate their value to potential clients. The author developed a spreadsheet model for this firm that calculates potential savings based on industry data and user inputs. Salespeople can use the tool to instantly provide wineries with a customized analysis. The tool has also helped the firm determine what types of wineries would gain the most from their services and should thus be targeted for sales visits

Complete Citation

Informs does not have a peer-review process for their conference. However, this is THE conference in my discipline and it is expected that we will attend (and recommended we present) every few years to keep involved with the greater Operations Research community, especially in years our department is looking for faculty!

Website

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