A large manufacturer in the structural sector wanted a complete overview of the logistics function (supply, storage, delivery) as it is organised in material merchanting.

In particular, it was seeking to determine the strategic benefits that could result from the development of the function in the manufacturer-builders' merchant-company relationship.

For the field phase, the remit was based on conducting 170 in-depth person-to-person interviews by phone. They enabled the organisational layouts to be identified that are used in the big distribution groups and with local independent builders' merchants.

It was thus possible to ascertain distributors' logistics organisation means and methods, their supply, storage and delivery policies, their requirements as regards their suppliers, etc.

It was possible to cross-link these aspects with information from a second series of 100 interviews with user companies.

Logistics costs specific to merchanting were also modelled.

The results obtained

The results of the remit at once made the client aware of the specific features of its distribution strategy in relation to the practices current on the market.

They were then used as an essential support for understanding what the client wanted to acquire from the logistics function to direct and confirm its future strategic choices.