Overview
We often think of
great battles as having been won by superior strategy, bravery, or weaponry.
Often, however, the greatest battles are decided by a much more mundane factor:
logistics.
In war, logistics is the art of moving supplies and reinforcements along a
supply chain in order to support the war effort and keep soldiers well fed and
ready to fight. For even the greatest army to achieve victory it must be
properly supplied. In business, logistics is the art of moving the product or
service to the customer where and when the customer needs it—to be fast enough
and flexible enough to win the customer’s business. The same fundamental truth
that governs war also governs business: without an efficient supply chain,
victory is impossible. An army without supplies cannot win wars, just as a
business that fails to deliver its product on time cannot win customers. In
business, as in war, superior logistics makes all the difference.
Delivering the Goods looks at business logistics through the history of
successful military logistical operations undertaken by leaders from Alexander
the Great to General Norman Schwarzkopf. After exploring some of the most
inventive solutions ever devised for logistical problems, the authors apply the
lessons learned to modern business. In the process they include real-world
examples of techniques for supply chain optimization used by various
organizations—from the modern U.S. Army to the computer company Sun
Microsystems.
In the increasingly competitive and cost-conscious corporate environment of the
next few decades, the question of delivery—how rapidly, how well, and how
cheaply you deliver goods and services to the customer—will be the paramount
differentiating factor for companies. In fact, one fifth or more of sales for a
typical American company is represented by transportation and distribution
costs, or what are essentially supply chain costs. Therefore, even a slightly
more efficient delivery system can become a significant competitive advantage
for large companies.
Delivering the Goods provides case studies and histories of successful
logistical operations throughout history, but it also offers practical guidance
on applying proven logistical principles to your business. Manage your supply
chain properly, and you just might bring home the ultimate spoils of
war—customers.
DAMON SCHECHTER is CEO of LOC Global, Inc., which helps corporations deal with
the problems and challenges of moving goods from the factory to the marketplace,
to the consumer. Mr. Schechter was educated at Stanford University, from which
he holds a Bachelor of Arts degree in economics and a Master of Science degree
in engineering.
GORDON SANDER is a writer, editor, and historian. He is a frequent contributor
to the Financial Times, as well as the BBC. His articles and essays have
appeared in The New York Times, Rolling Stone, and many other publications. He
is the author of Serling: The Rise and Twilight of Television’s Last Angry Man,
which was nominated for the Pulitzer Prize. Mr. Sander was educated at Cornell
University and has been a writer-in-residence at Cornell and other universities.
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Book Reviews
"While it's difficult to top Sander's Pulitzer nomination and
Schechter's Stanford degrees, we must gladly admit that your book
ROCKS!"
—Tom
Peters Company
“The
supply chain is corporate America’s last frontier. Conquering it
is the key to reducing costs and maximizing profits. Damon
Schechter and Gordon Sander have done a remarkable job of
demonstrating the importance of supply chain management—to today’s
business. They also show how the art of supply chain management
evolved out of the military art of logistics, and how the most
successful military leaders, from Alexander the Great forward,
were, for the most part, successful supply chain managers as well.
Great reading and a must for any forward-looking business
executive’s library.”
—William “Gus” Pagonis, Senior Vice President of Supply Chain
Management, Sears, Roebuck and Co., and Lieutenant General, U.S.
Army (retired)
“Delivering the
Goods is an important milestone in helping educate business
executives in the importance of logistics. Schechter and Sander
skillfully articulate both the historic and contemporary value of
logistics, making the book a must-read for any executive looking
to enhance customer satisfaction and reduce the cost of doing
business.”
—Yossi Sheffi, Director, MIT Center for Transportation Studies,
and recipient of the Distinguished Service Award, Council of
Logistics Management
“With Delivering the Goods, Schechter and Sander have taken
a previously neglected aspect of business and shown how supply
chain management can transform an enterprise. Using examples from
military history and modern industry, they show conclusively that
sound logistics and their Tri-Level View can improve any
organization’s bottom line.”
—David Kelley, Founder and CEO, IDEO Product Development, the
creators of the Apple Mouse, and Professor, Stanford University
Product Design program
“Logistics is the
basis of strategy in the business world, as well as the military.
In Delivering the Goods, the authors accord it the importance it
deserves.”
—Sir John Keegan, bestselling author of The Face of Battle
and A History of Warfare
“A fascinating history of logistics coupled with a pragmatic
approach for turning your supply chain into a strategic
differentiator. This is a great book to get marketers and supply
chain leaders on the same page!”
—Ralph Drayer, former Chief Logistics Officer, Procter & Gamble
“Damon Schechter and Gordon Sander have made a valuable
contribution to management thought. Their book, Delivering the
Goods is exceptionally clear. Readers who had the benefit of
learning logistics during their military service will appreciate
the attention that this book provides. Other readers will benefit
from their application of the Tri-Level View which the authors use
to extend business logistics into supply chain management. The
Tri-Level View is an interesting concept, one that is fresh.”
—Robert Delaney, author of the annual State of Logistics Report
“The book is terrific and fun to read. Damon Schechter and Gordon
Sander discuss past business logistical practices of firms like
Ford and Sears, and ask why so many firms today have not followed
in their footsteps, given current market realities. The book is
bound to enlighten all those looking for a better understanding of
what it takes to compete and survive in today’s marketplace.”
—Robert Tamilia, Professor of Marketing, University of Quebec at
Montreal
“Delivering the Goods is reminiscent of my entire 30 year
career in logistics, from the military’s longtime mastery of the
field, to the business world’s recent recognition of its strategic
importance. This is the first book I have read which contains an
insider’s perspective of both the military and business facets of
this exciting field. It is an excellent primer for what is likely
to be the most important field of business management during the
coming decade.”
—John Kenny, Vice President of Logistics, 3Com Corp.
“Supply chain management has become the key differentiator for
today’s competitive business world, and Delivering the Goods is
one of the best books that I have read for conceptualizing this
often misunderstood field. Schechter and Sander have refreshing
viewpoints, drawing a particularly great analogy between military
and business logistics.”
—Hokey Min, Executive Director, Logistics and Distribution
Institute, U. of Louisville
“Effective, integrated supply chain management can and does
generate enormous value for organisations, particularly those with
global distribution needs. The authors creatively compare modern
business cases with military-based logistics scenarios to
demonstrate the need for supply chain efficiency and the
importance of logistics for today’s managers.”
—John Allan, Chief Executive, Exel
“Damon Schechter and Gordon Sander have clearly illustrated the
importance of logistics and supply chain management to business
success. The historical context demonstrates how logistics and
supply chain skills are both critical today just as they were in
the past. In addition, the Tri-Level View provides managers a
framework for better management.”
—Donald Rosenfield, Director, MIT Leaders for Manufacturing
Fellows program, and author of Modern Logistics Management
“Damon Schechter and Gordon Sander get it…business is war!
Companies like Wal-Mart, Procter & Gamble and Toyota have created
tremendous shareholder value by embracing supply chain management
as a competitive weapon. In Delivering the Good, the
authors skillfully convey the elevation of logistics as a key
differentiator on the battlefields of business based on the
lessons of successful military campaigns.”
—John Lanigan, CEO, Logistics.com, and Commanding Officer of a
Coast Guard Port Security Unit during Operation Desert Storm
“Damon Schechter and Gordon Sander bring a fresh approach to
business logistics. Their tri-level model and analogies to
military logistics ensure their book is far more insightful and
interesting than a typical ‘how to’ tract.”
—Graham Sharman, Professor of Logistics and Supply Chain
Management, Technical University of Eindhoven, The Netherlands
“Both as a consultant and a venture investor I have seen the
critical importance of supply chain management in creating
competitive advantage for the few who master it, as well as the
disadvantage for the many who do not. Delivering the Goods
is all about obtaining that advantage.”
—Geoffrey Moore, Venture Partner, Mohr Davidow Ventures, and
bestselling author of Crossing the Chasm
“Damon Schechter and Gordon Sander have delivered a very readable
and entertaining book that examines the importance of logistics in
supply chain management. The examples are lively and comprehensive
and the authors’ tracing of the development of logistics in the
business enterprise is a fascinating and informative narration
that makes “history come alive.” Overall, Delivering the Goods is
a recommended read for those involved in the day-to-day practice
of supply chain management.”
—James Stock, Professor of Marketing & Logistics, University of
South Florida, and co-author of Strategic Logistics Management
“Damon Schechter and Gordon Sander take the reader on a far
ranging historical ride, highlighting the importance of logistics
to military victory through the ages. What is the relevance of
this to modern business? Critical, the authors argue, and provide
insights and tools aimed at improving the performance of both
public and private enterprises today.”
—Sheila Widnall, Abby Rockefeller Mauze Professor of Aeronautics
and Astronautics, MIT, and Secretary of the U.S. Air Force,
1993-1997
“Delivering the Goods uses historical perspectives and
concise case examples to bring a much-needed clarity to the
definition of logistics, while also presenting a compelling case
for the value that can be gained by managers who improve logistics
as a top business priority. The core tenets of this book represent
the same values and business-results orientation that are key
drivers of Ryder’s worldwide logistics and transportation
solutions.”
—Gregory Swienton, CEO, Ryder System, Inc.
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Search this book:
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Damon Schechter
with
Gordon Sander, New York: John Wiley & Sons
Available November 2002
$29.95 US /
Cloth / 272 pp
ISBN: 0-4712-1114-1
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