Case Study

Case Study: Dunham & Smith Increases Field Productivity By More Than 30 Percent And Improves On Inventory Investment (ROII) By 65 By Using A Highly Collaborative Business Model With The Help Of SC-ID And Motorola

Source: Motorola Mfg.

A division of EURPAC Service, Inc., Dunham & Smith Agencies is a selling organization specializing in U.S. military commissaries and convenience stores around the world. The company is headquartered in St. Louis, Missouri and has 120 employee-owners and over 800 contract workers. Since 1999, Dunham & Smith has been an employee owned company and has sustained steady growth for its employee shareholders. Advanced technology is a strategic tool that helps Dunham & Smith's fi eld team effectively execute manufacturers' plans and serve the military channel. In 2006, the company received CIO magazine's CIO 100 Award for its achievement in creating new business value through IT-enabled innovation.

The challenge: Enhancing speed and efficiency in the retail supply chain
There are approximately 250 Dunham & Smith sales team members in the field serving about 1,600 retail locations worldwide.

"Dunham & Smith provides three services to clients: one is administrative, helping with tasks like order processing; another is fi eld sales; and third, Dunham & Smith personnel are involved in category management and marketing. The Dunham & Smith team works with buyers, creates promotion and pricing strategies, and quickly implements distribution and display strategies at the shelf," said Mike Skinner, Vice President and CIO, EURPAC Service, Inc.