Future Trends in Food Service Logistics Smurfit Business School October 21st 2014

Future Trends of Food Service
Logistics in Europe and China

2020+
Paul Brennan FCILT
2012 THE MARTIN-BROWER COMPANY, L.L.C.
MARTIN BROWER | 1
Todays Agenda
8 Steps Towards the Future

FSL in 2020 and beyond.
Meeting future customer
expectations.
Closing ranks in FSL.
Innovating the FSL business
Sustainable living ; products &
services
MARTIN BROWER | 2
Todays Agenda
Extreme Scenarios Extending

the Outlook of the Future.
Opportunity Radar Roadmap to
the Future
Wildcards Thinking Out of the
Box.
The Future is Now-The Value
Chain in 2020.
MARTIN BROWER | 3
8 Steps Towards
the Future.
MARTIN BROWER | 4
Customers will become more demanding.

Step 1
What:
SERVICES
Drivers
The range of services will have to be

broadened because customers will
prefer a full service portfolio from their
Food Service Logistics Company.
Supply
planning
Removal of
waste
Quality systems
Flexibility
Open book pricing
Measurable Benefit:
Safety and Hygiene
Customers will not be
will be assumed to
willing to pay additional
be part of the existing fees for this service.
service
MARTIN BROWER | 5
Customers and FSL companies will support each other and

collaborate more intensely
Step 2
What:
Services:
FSL companies
FSL COMPANIES AND THEIR CUSTOMERS
will take over in
FACE A FUTURE OF CLOSE COOPERATION
store logistics
BASED ON TRUST.
services
Drivers:
Design and
operation of
the supply
chain
Measurable Benefit:
Business partner trust will remain a
major factor in investment and long
term relations
MARTIN BROWER | 6
Innovations will be the root of competitiveness

Step 3
What:
Services:
Drivers:
The pressure to innovate will be enormous in

2020+
The challenge
of urban
deliveries
Customised
services
Measurable Benefit:
FSL companies will need to develop
customised services.
SMEs will be tremendously challenged since it
is assumed that they will be unable to fund high
investments in innovations or technological
progress.
Technological innovations will enable FSL
companies to improve customer satisfaction
RFID and apps applications will facilitate the
process of ordering and tracking deliveries.
MARTIN BROWER | 7
Sustainability is the dominant megatrend in all areas

Step 4
What:
Services:
Drivers:
Public awareness of sustainable products and

processes will increase, therefore , fulfilling or
outperforming sustainability requirements will
be beneficial in the future .
New modes of
transport
Legislation on
carbon
footprint.
Measurable Benefit:
Legislation aiming to reduce the carbon footprint is likely to
become more restrictive and customers will demand more
than just compliance.
The potentials of more sustainable road transportation will
have to be exploited.
Sustainability not only means ecological sustainability In
times of demographic changes , employers need to sustain
an aging workforce and therefore have to engage in
initiatives, such as ergonomic workplace design , to prevent
a lack of skilled workers.
MARTIN BROWER | 8
Outlook of future needs to be extended

Steps 5
What:
When:
The probable future is only one aspect of the

One stop
future. It is just as important to look at unlikely , shopping
but high impact developments
Long term
contracts to
extend the
probable future
Who:
To think out
of the box.
Measurable Benefit:
This study looked at four extreme scenarios :

The negotiators world
The collaborators world
The speculators world
The specialists world
MARTIN BROWER | 9
Loads of opportunities ahead

Step 6
What:
Services:
Drivers:
By 2020, FSL companies will find many

opportunities to successfully develop their
businesses. The opportunity landscape is rich
with new business models , strategies ,
product solutions and services .
In this study
50 ideas
were
generated &
consolidated
Innovation
management
is a key
competence
Measurable Benefit:
Strategy & Policy

Cooperation & policy
Products & Services
People & Culture
Processes & Organisations
MARTIN BROWER | 10
Thinking will become out of the box.

Step 7
What:
Vision:
Drivers:
Unforeseeable events take place everyday.

They , can be systematically evaluated in
scenario planning work. Such wildcard
events were identified via extensive Delphi
data analysis and futures workshops.
The FSL sector

needs to be aware
of possible future
disruptions
Effective
crisis mgt.
Risk mgt
A
prerequisite
Four dramatic wildcard scenarios

1data scandal /IT systems crash
Time and quantity limitations for trucks in
cities
Truck driver strike
Solar powered gyrocopters
MARTIN BROWER | 11
The value chain will be challenged by sustainability and supported by

technology
Step 8
What:
Tools:
Driver
Martin Brower is shaping the future with

its customer Mc Donalds and partners.
Technology
Sustainability
Measurable Benefit:
A broad spectrum of technological
developments was identified in this study that
might influence MBs value chain; from prefreight to storage and handling , secondary
distribution , in storage logistics and reverse
logistics.
MARTIN BROWER | 12
Extreme Scenarios Extending the Outlook of the Future .

Scenarios foster a culture of curiosity and create an
atmosphere of creative thinking :
Extreme scenarios venture beyond the boundaries of
what is already known and assumed , and introduce
dramatic developments which could possibly occur in the
future .
Therefore , two projections which were of particular
relevance to the Delphi panels were selected :
The demand for one stop shopping concepts has
significantly decreased within the FSL industry
MARTIN BROWER | 13
Extreme Scenarios Extending the Outlook of the Future .

And long term contracts between customers and FSL are
the exception.
These projections were plotted on axes with two extreme
poles.
Four extreme scenarios were derived from the
combination of the extreme poles.
These are shown on the next slide.
MARTIN BROWER | 14
The negotiators world The collaborator world
The speculators world
The specialists world

MARTIN BROWER | 15
The Negotiators World
Customer Behaviour
Technology &
Innovations
Market
Structure
People &
Culture
Service
Portfolio
Outcomes
MARTIN BROWER | 16
The Negotiators World.

In the year 2020
The world in which FSL providers operate is
characterised by high uncertainty .Long term planning is
quite difficulty due to the customers willingness to
quickly change business
MARTIN BROWER | 17
Technology
&
Innovations
Customer
Behaviour
Cost oriented ,switch for better prices
Major concessions from suppliers.
No compromising on negotiations
Reactive innovations or CIPS are

developed to improve the planning and
coordination of procedures and
technologies rather than product
innovations. Goal is lean management.
The Negotiators World

Market
Structure
A small number of large FSL companies
offer a broad range of services and
combine various competencies .FSL
providers act in a highly dynamic but not
complex market .Franchising is common
People
Culture
Service
FSL employees have special consultancy
skills : diversification is not relevant.
LLPs are full service providers with
standardised one stop shopping services
Customers develop VAS to save costs
The Speculators World.

In the year 2020
The world is dominated by short term profit
maximisation and orientation, lack of trust, and
unwillingness for long term commitment in business
relation.
Customers prefer to spread their risk by signing short
term contracts with many different suppliers
MARTIN BROWER | 19
The Speculators World
Customer Behaviour
Technology &
Innovations
Market
Structure
People &
Culture
Service
Portfolio
Outcomes
MARTIN BROWER | 20
Technology
&
Innovations
Customer
Behaviour
Cost driven , willing to switch suppliers.

Risk averse customers split their orders
among highly specialist FSL providers.
Innovations are developed by

customers .
FSL companies merely implement them
and do not innovate themselves. .
The Speculators World

Market
Structure
The market is both highly dynamic and
highly complex.
There are many medium sized
businesses with little differentiation and a
large customer base.
People
Culture
Service
FSL providers search for employees with
sales competence , they do not strive for
a diverse workforce .
The portfolio of
The Collaborators World
In the year 2020

The world is characterised by a high level of trust and
commitment among FSL providers and their customers.
MARTIN BROWER | 22
Customer Behaviour
Technology &
Innovations
Market
Structure
People &
Culture
Service
Portfolio
Outcomes
MARTIN BROWER | 23
Customer
Behaviour
Long term partnerships drive the market.
Customers prefer single sourcing. Ling
to switch suppliers.
Willingness to engage in long term
partnership Risk averse customers split
their orders among highly specialist FSL
providers.
Technology
&
Innovations
Innovations are developed by
customers .
FSL companies merely implement them
and do not innovate themselves. .

Market
Structure
The market is both highly dynamic and
highly complex.
There are many medium sized
businesses with little differentiation and a
large customer base.
People
Culture
Service
FSL providers search for employees with
sales competence , they do not strive for
a diverse workforce .
The portfolio of
The Specialists World
In the year 2020

Customers are not willing to reply on only one FSL
company ; rather they shop around for different service
elements.
MARTIN BROWER | 25
Customer Behaviour
Technology &
Innovations
Market
Structure
People &
Culture
Service
Portfolio
Outcomes
MARTIN BROWER | 26
Customer
Behaviour
Technology
&
Innovations
FSL providers create alliances and

coordinate competencies because
customers demand specialisation.
Companies conduct proactive innovation

management due to increased
competition and pressure to innovate . .

Market
Structure
Due to high complexity but a low degree

of change in the market , niche providers
are prevalent but serve only a few
customers.
People
Culture
Service
The highly skilled workforce is
technologically friendly .
FSL providers offer a handful of value
added services , which are highly
customised
Opportunity Radar Roadmap to the Future
MARTIN BROWER | 28
Opportinunity Radar Roadmap to the Future
It is designed to provide a pragmatic , but creative

perspective on the future.
In order to provide to provide a tool which supports
decision making , the radar presents opportunities with
different degrees of innovativeness.
Some are already close to implementation , whilst others
still lie far in the future.
MARTIN BROWER | 29
Strategy & Policy

2014
2014 One-stopOne-stopshopping
shopping
2015
2015 Scenario
Scenario
culture
culture development
development
2020
2020 Innovation
Innovation
leader
leader strategy
strategy
2017
2017 Blue
Blue ocean
ocean
strategy
strategy
2020
2020 Open
Open
innovation
innovation strategy
strategy
MARTIN BROWER | 30
Strategy and Policy : 2014 :One stop -shopping
The importance of one-stop shopping services offered in

the FDSL industry is likely to remain at a very high level
or even increase in the future .
An FSL provider will not only have to offer the entire
range of groceries from fresh products such as meat,
salad or dairy products , it will have also offer packaged
goods such as canned goods , bottled beverages , or
baking goods. In essence everything related to eating ,
such as napkins , plastic wrap , cleaning materials ,must
be supplied.
MARTIN BROWER | 31
Strategy and Policy :

2014:One stop -shopping
By providing one stop shopping solutions , FSL
companies can offer value added service of convenient
purchasing and order processing to increase customer
satisfaction.
MARTIN BROWER | 32
2015: Scenario culture development
The development of future scenarios is an established

tool to support business leaders in critically evaluating
information, thinking and planning strategically ,
optimizing decision making and generating new ideas for
innovation in various possible business situations .
Scenario exercises aim to create an environment of
imaginative thinking and venture beyond the boundaries
of what is already known and assumed.
After analysing the companys environment , possible
scenarios are developed which identify key drivers of
change.
MARTIN BROWER | 33
2015 Scenario culture development
Those FSL companies that establish scenario cultures

might be more successful in anticipating future changes
and improving the companys future state of health.
Decision makers should use scenario planning to assess
how competitive business strategy would be in certain
situations.
Since it is not viable to image every possible scenario ,
firms should apply scenario planning to monitor
developments and recognise warning signs in order to
react accordingly.
MARTIN BROWER | 34
2017: Blue ocean strategy
Blue ocean refers to markets which do not yet exist

That means the demand for a certain product or service
is yet to be created .
One way to open a completely new market is to combine
different market segments by offering a diversified
product of quality .
Innovation adds value to the product , at the same time
allows the innovator to reduce or even eliminate other
features in order to reduce costs.
MARTIN BROWER | 35
2017: Blue ocean strategy
Competition in this market develops over time since not

many other companies might try to enter the market after
its initial creation.
MARTIN BROWER | 36
2020: Open innovation strategy
FSL companies may also benefit from open innovation

activities .
Thereby , the idea is that innovators are not realised only
by internal efforts but also with the help of companies
external environments .
The aim is to use the know how of customers ,
suppliers , or any other stakeholders to develop new
products or services , thereby optimally suiting customer
needs and improving supply chain interfaces .
MARTIN BROWER | 37
2020 : Open innovation strategy
For instance ,customers can suggest new product

characteristics : suppliers might recommend changes in
certain processes to optimise workflow .
In doing so , the innovation process becomes more
efficient and new innovations are developed more
frequently.
In order for open innovation to be successful , the
company has to reveal or make it transparent for interest
groups to be integrated in the innovation process.
MARTIN BROWER | 38
2020 Innovation leader strategy
FSL providers that position themselves as innovation

leaders might become the most preferred logistics
service providers in the market.
The ability to provide cutting- edge innovations designed
to enhance customer satisfaction and convenience
generates above average margins.
Thereby , innovation leaders should widen their focus of
innovations: from technology based to demand oriented
to open network innovations.
.
MARTIN BROWER | 39
The potential for innovation is not only present in a

company's own products and services , but also along
the entire value chain.
Competitive advantage is achieved via customer
orientation and the application of technologies to create
and exploit market opportunities .
Innovative leaders foster a culture of critical thinking and
creativity , break the rules , persevere in the face of
failure , and are not afraid of change.
MARTIN BROWER | 40

company's own products and services . Customers are
not willing to reply on only one FSL company ; rather they
shop around for different service elements.
company's own products and services , but also along
the entire value chain.
Competitive advantage is achieved via customer
orientation and the application of technologies to create
and exploit market opportunities .
MARTIN BROWER | 41

MARTIN BROWER | 42
Cooperation & Networks
2014
2014 Partnerships
Partnerships
and
and alliances
alliances
2017
2017 Continuous
Continuous
innovation
innovation process
process
MARTIN BROWER | 43
2014 : Partnerships and Alliances
The idea of collaboration is not new .

Partnerships and alliances support firms in being more
successful in their endeavours.
Collaboration may involve the integration of customers
and suppliers in product or service development , for
example , logistics service providers and truck
manufacturers working together to find solutions to
problems , optimise capacity , or design trucks with
reduced CO 2 emissions .
Or the collaboration scope can even be broadened to
include tire manufacturers to develop CO2 efficient tires.
MARTIN BROWER | 44
2014 : Partnerships and Alliances
Alliances to lever specific capabilities can help firms in

acquiring new projects .
Moreover , research collaborations with universities and
institutes can provide companies with cutting edge
information and enable them to stay one step ahead of
competitors.
MARTIN BROWER | 45
2017 : Continuous innovation process
Similar to the continuous improvement process , the

principle of continuous innovation is sensitising
employees to the importance of all forms of innovation.
The aim is not to achieve large , revolutionary innovations
but numerous small innovations that Alliances to lever
specific capabilities can help firms in acquiring new
projects .
Moreover , research collaborations with universities and
institutes can provide companies with cutting edge
information and enable them to stay one step ahead of
competitors.
MARTIN BROWER | 46
Products & Services

2020
2020 Convenient
Convenient
last
last mile
mile
2017
2017 Resource
Resource
logistics
logistics
2014
2014 CO
CO22 labels
labels
2015
2015 Modular
Modular
container
container
2015
2015 Food
Food
stations
stations
MARTIN BROWER | 47
2014: CO 2 Labels
The carbon footprint of logistics services will be major
ethical sales and marketing argument in the future.
Our German colleagues through the Fraunhofers
Sustainability Index , already exist which gauge different
of sustainability in the logistics sector.
The pressure to comply with sustainability restrictions
will increase .Logistics service providers will be closely
scrutinized .
MARTIN BROWER | 48
2014: CO 2 Labels
Similar to the trend of consumer expecting environmental labels on
consumer goods , business customers as well consumers will
demand certified sustainable logistics services , as public awareness
increases.
FSL companies could work together with food producers
To find a universally accepted and commonly understood measure
for the carbon footprint.
FSL companies which adhere to CO2 , emission requirements and
provide labels to inform the consumer about the carbon dioxide
emissions associated with the production and transport of food , are
likely to be the most successful in the future.
MARTIN BROWER | 49
2015 Modular container
Containers enable efficient and safe transport of

products. Since the dimensions of containers are
standardised , many different types of vehicles can be
loaded to carry the containers.
However ,since shipping amounts vary , the capacity of a
container is not always used efficiently in FSL, which
leads to idle capacities or additional shipping tasks.
Modular containers might offer a solution to these
problems.
In the frame of a standard container , various smaller
containers could be inserted .
MARTIN BROWER | 50
This construction allows for a secure and efficient

transport of standard containers for long distance
transport via waterway or railway.
At the final destination , these modular containers could
then be unloaded from the standard container and
individually delivered to the final customer .
Reloading would not be necessary and transport
efficiency could be improved both in terms of time saving
and capacity utilisation .
MARTIN BROWER | 51
Information system integrated in the container could

ensure traceability of the transported goods and provide
an additional value added service.
MARTIN BROWER | 52
2015 Food stations

Consumers will continue to demand convenient shopping 24 hours a
day.
A new , large scale , possibly even automated form of online
shopping might evolve.
The consumer would order groceries online and FSL companies
would deliver the product to a central freight station , similar to a
parcel station for parcels , where the food storage is refrigerated .
The consumer could pick up the ordered goods when it is convenient
and does not have to worry about opening hours or having to be at
home when food delivery arrives .A pilot project has already been
launched by Fraunhofer's IML in Dortmund , Germany , which
developed such a decentralised pick up - station
MARTIN BROWER | 53
2017 Resource Logistics

Due to increasing awareness of global warning , carbon emissions ,
and scare raw materials , alternative sources of energy are
desirable.
Waste can be used as a secondary raw material to generate
energy.
Urban mining is the process of reclaiming compounds and elements
from waste.
In the Food Service sector , various forms of waste can be recycled .
For example , biomass energy uses plant matter and garbage m
amongst other materials , to generate energy from waste.
Animal fat and oil can also be recycled from waste.
MARTIN BROWER | 54
2017 Resource Logistics

Reverse logistics , in this case moving waste back into the supply
chain , is of high commercial interest to the logistics service
provider .
However , customers would also benefit from being able to receive
goods and dispose of waste from the same provider.
FSL providers that are able to gain a foothold in this promising
market are likely to significantly increase their profits
MARTIN BROWER | 55
2020 . Convenient last mile

FSL providers could extend their customer portfolio and follow the
trend of increasing convenience.
Thus , they could increase their range of services offered and supply
products beyond business to business (B2B) to private households.
Thereby, consumers could order groceries online and FSL suppliers
could deliver these very small order quantities to the recipient.
In Germany , companies such as Bofost and Eismann are growing
this segment with deliveries to automated stores and vending
machines , cinemas , cafeterias , and many other areas where food
is sold, could be served
MARTIN BROWER | 56
People & Culture

2020
2020 Competence
Competence
centre
centre for
for innovation
innovation
management
management
2014
2014 Diversity
Diversity
management
management
2017
2017 Scholarships
Scholarships
MARTIN BROWER | 57
2014 : Diversity management
Creative thinking and problems solving are triggered by

several variables. One is diversity , not only in
professions , but also in age gender and culture.
Diversity management is one possible way of offering a
wide range of perspectives to a given problem .
Since customers are likely to demand full service
offerings , it would be beneficial for FSL providers to have
specialist employees with very diverse backgrounds in
order to be able to fulfil every possible request .
MARTIN BROWER | 58
2014 : Diversity management
Consequently , leading FSL , providers should recognise

the benefits of diversity management .It is essential to
create a positive environment where the uniqueness of
every employee is valued so that they can achieve their
individual potential and thereby contribute to corporate
goals.
MARTIN BROWER | 59
2017 : Scholarships
In times of increasing skills shortage, it is more important

to bond potential employees to a company as arly as
possible .
Therefore , FSL providers could start collaborations with
schools and universities , which would include practice
exercises in lectures and workshops , recruitment fairs ,
company presentations , summer schools or in class
case studies related to the FSL industry .
Moreover , outstanding students could be offered
scholarships , e.g. for foreign exchange programmes.
.
MARTIN BROWER | 60
2017 : Scholarships
In this way , the best talented graduates could be

attracted to the FSL industry and later contribute to its
success as employees.
MARTIN BROWER | 61
2020 : Competence centre for innovation management
Continuous competition and changes in the business

environment will drive the importance of innovative ideas
in the FSL sector.
There is a strong need for up to date , practice oriented ,
and well found research in this industry .
Reacting to customer demands is no longer sufficient.
FSL companies have to proactively generate
innovations ,new business models , value added
services , revolutionary strategies and seize opportunities
.
MARTIN BROWER | 62
2020 : Competence centre for innovation management
Therefore , FSL companies might invest in collaborative

university research for leading edge business
innovation.
An institutionalised joint competence centre would ensure
continuous transfer of research results into business
practice , thereby positioning the business partner as a
thought leader in the market .
Furthermore , close cooperation with a reputable
university facilitates in the recruitment of skilled
graduates.
MARTIN BROWER | 63
Process & Organization

2014
2014 Fully
Fully
automated
automated
container
container handling
handling
2014
2014 M-commerce
M-commerce
&& F-commerce
F-commerce
2017
2017 Paperless
Paperless
logistics
logistics
2020
2020 Generic
Generic
benchmarking
benchmarking
2020
2020
Forecasting
Forecasting
tools
tools
MARTIN BROWER | 64
2014 : Fully automated container handling
In the near future , loading and unloading containers from

ships or trains could be organised with full automation on
a large scale in the FSL industry.
For example , automation crane could pick the
containers from the carrier and place them on a rail
system with small carriages or trailer for truck delivery.
One vehicle would have the appropriate size to cart just
one container .The routes would be submitted
electronically and the vehicle would deliver each to its
specific destination.
MARTIN BROWER | 65
2014: Fully automated container handling
Electronic data interchange (EDI) , and optimization tools

for loading and unloading as well as for the carrier routes
improve the process efficiency and thereby reduce costs..
MARTIN BROWER | 66
2014: M-commerce & F- commerce
In January 2013, the Apple App store hit the 13 billion

mark for App downloads.
In the future , mobile commerce (M- commerce ), or the
market for such applications for use with smartphones ,
will increase tremendously.
Recent trends even indicate an increase in F- commerce
or the integration of web shops into Facebook.
FSL providers could add customer value in building up
such new sales channels for the future .
MARTIN BROWER | 67
2014: M-commerce & F- commerce
Via an App, customers could trace FSL trucks on their

routes through the city and the urban hinterland.
The end customer would see when a truck is nearby
and which products it has loaded , such as groceries.
The consumer might then buy directly from truck driving
via the App.
MARTIN BROWER | 68
2017 :Paperless logistics
The logistics industry is experiencing ongoing

digitalisation of all kinds of processes.
Operations that were formerly paper based are
increasingly performed via wireless communication .
In the future ,FSL providers could become technology
pioneers working towards fully paperless logistics .
Radio Frequency Identification (RFID ), and storing
applications for handheld devices will lead to storing
systems completely relying on electronic data.
MARTIN BROWER | 69
2017 :Paperless logistics
Portable systems will become more convenient , while

the data exchange will be quicker and more reliable .
Since redundancies can be avoided by central
information storage and errors eliminated by scanning of
the articles , there will be less mistakes and
misinformation in systems .
The service level and process efficiency in FSL industry
could be enhanced.
MARTIN BROWER | 70
2020 :Forecasting tools
Due to increased customisation of product , the volatility

the FSL market will be even greater than before as
consumers change their demands regularly and quickly.
More flexibility will required in the food supply chain.
To meet this challenge , improved forecasting systems
could be developed which adapt better to volatile demand
by aggregating historical data , current information about
recent events and changes in customer behaviour.
Integrating such a system would require sufficient IT
system.
MARTIN BROWER | 71
2020 :Forecasting tools
Integrating such a system would require sufficient IT

system capacity beforehand , as well as more intense
data exchange and cooperation between FSL providers ,
partners and customers.
For example, proactively investing in joint research
programmes with universities perhaps publicly funded ,
might make it possible to implement such endeavours.
MARTIN BROWER | 72
2020 :Generic benchmarking
During the past decades , great advancements have

been achieved by comparing standard status quo and
best practices across different industries and sectors,
Successful solutions could thereby be generated for
specific challenges based on proved ideas of other
disciplines .
Such benchmarking could also leverage further
innovation potentials for the FSL industry.
In generic benchmarking , the chosen benchmark
partner operates in a different industry , which renders
MARTIN BROWER | 73
2020 :Generic benchmarking
In generic benchmarking , the chosen benchmark

partner operates in a different industry , which renders
the opportunity to compare processes and methods along
varying industries and functions.
The benchmark partner should have comparable ,
transparent processes that can be investigated.
For example , the aviation industry was able to
significantly improve certain processes by benchmarking
them with Formula 1 pit stops.
MARTIN BROWER | 74

Future Trends in Food Service Logistics Smurfit Business School October 21st 2014

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Future Trends in Food Service Logistics Smurfit Business School October 21st 2014

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Future Trends of Food Service

Logistics in Europe and China

2012 THE MARTIN-BROWER COMPANY, L.L.C.

8 Steps Towards the Future

2012 THE MARTIN-BROWER COMPANY, L.L.C.

Extreme Scenarios Extending

2012 THE MARTIN-BROWER COMPANY, L.L.C.

Customers will become more demanding.

The range of services will have to be

2012 THE MARTIN-BROWER COMPANY, L.L.C.

Customers and FSL companies will support each other and

2012 THE MARTIN-BROWER COMPANY, L.L.C.

Innovations will be the root of competitiveness

The pressure to innovate will be enormous in

Sustainability is the dominant megatrend in all areas

Public awareness of sustainable products and

Outlook of future needs to be extended

The probable future is only one aspect of the

This study looked at four extreme scenarios :

2012 THE MARTIN-BROWER COMPANY, L.L.C.

Loads of opportunities ahead

By 2020, FSL companies will find many

Strategy & Policy

2012 THE MARTIN-BROWER COMPANY, L.L.C.

Thinking will become out of the box.

Unforeseeable events take place everyday.

The FSL sector

Four dramatic wildcard scenarios

2012 THE MARTIN-BROWER COMPANY, L.L.C.

The value chain will be challenged by sustainability and supported by

Martin Brower is shaping the future with

Extreme Scenarios Extending the Outlook of the Future .

2012 THE MARTIN-BROWER COMPANY, L.L.C.

Extreme Scenarios Extending the Outlook of the Future .

2012 THE MARTIN-BROWER COMPANY, L.L.C.

The negotiators world The collaborator world

The speculators world

The specialists world

The Negotiators World

The Negotiators World.

2012 THE MARTIN-BROWER COMPANY, L.L.C.

Reactive innovations or CIPS are

The Negotiators World

The Speculators World.

2012 THE MARTIN-BROWER COMPANY, L.L.C.

The Speculators World

Cost driven , willing to switch suppliers.

Innovations are developed by

The Speculators World

The Collaborators World

In the year 2020

2012 THE MARTIN-BROWER COMPANY, L.L.C.

The Collaborators World

The Collaborators World

The Specialists World

In the year 2020

2012 THE MARTIN-BROWER COMPANY, L.L.C.

The Specialists World

FSL providers create alliances and

Companies conduct proactive innovation

The Specialists World

Due to high complexity but a low degree

Opportunity Radar Roadmap to the Future