Datenbasierte Vertriebsplanung in der Intralogistik am Beispiel der TGW Logistics Group

Abstract

In the current era, where existing customers already use automated warehouse systems, a central challenge in intralogistics becomes apparent: suppliers often only become active when customers express a need or when problems become evident. This reactive approach limits the potential for proactive and strategic customer support. At the time a need is expressed, neither the solution nor the associated scope of delivery, customer budget approval, nor the implementation resources on the supplier's side are clarified. This thesis addresses this critical issue and aims to effect a strategic realignment through proactive use of data from Warehouse Management Systems (WMS). Instead of waiting for customer inquiries, intralogistics suppliers should be capable of identifying the future needs of their customers through precise data analysis and interpretation. A key aspect of this is the analysis of WMS data, particularly inventory fill levels, to preemptively recognize stock shortages. This approach allows for a proactive action plan that enables companies to anticipate needs based on insights gained from WMS data and to offer corresponding solutions before the customer formally identifies a requirement or issues become apparent. This enables customers not only to plan their budgets in a timely manner but also allows suppliers to refine their sales forecasts and plan their resources more effectively. As a result, a more strategic partnership emerges that transcends conventional supplier-customer interactions. This approach has the potential to fundamentally transform the collaboration between intralogistics suppliers and their clients while simultaneously enhancing the competitiveness of suppliers. By analyzing and leveraging this data, combined with industry knowledge and expertise, sales teams in existing customer business can conduct anticipatory client consultations.

Date of Award	2024
Original language	German (Austria)
Supervisor	Stefan Rotter (Supervisor)