At the CBI's 8th Annual Trade & Channel Strategies Conference, Steven delivered a comprehensive workshop on managing complex fee-for-service and inventory management agreements. This technical session provided attendees with practical frameworks for structuring agreements that align wholesaler and manufacturer incentives while maintaining supply chain efficiency and cost control.
The presentation covered critical aspects of modern distribution agreements, including performance metrics design, inventory carrying cost calculations, and service level requirements. Attendees gained insights into negotiating favorable terms, implementing effective monitoring systems, and managing the balance between service levels and costs. Special emphasis was placed on how to structure contracts that adapt to changing market dynamics while protecting both parties' interests.