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134 CHAPTER 5 The Fulfi llment Process

Figure 5-6: GBI sales areas

Western US sales organization via the Internet channel. The German com-
pany also has six sales areas. They are not depicted in the fi gure, however.

PLANT

We have discussed plants in previous chapters in the context of other pro-
cesses. In the fulfi llment process a delivering plant is a facility from which the
company delivers products and services to its customers. In the case of prod-
ucts, a plant is typically a manufacturing and/or storage facility. In the case of
services, it can simply be an offi ce. A plant can be assigned to more than one
distribution chain. Recall that a distribution chain is a unique combination of
sales organization and distribution channel. Conversely, a distribution chain
can be associated with more than one plant.
In Figure 5-7, plant 1 delivers only for distribution chain 1 and plant 3
only for distribution chain 3. In contrast, plant 2 delivers for all three distribution

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