Spring 2008

FEATURED ARTICLES

Spring 2008 Analytics

DEPARTMENTS

Inside Story

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Welcome to Analytics

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Was It Something I Said

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The Trouble with ROI

When we left off last time, I had just finished ranting about the first salesperson who came rolling into my presence with a slick return-on-investment model and tried to shove it down our throat in order to somehow close a deal before the close of his fiscal quarter. Sales managers refer to this as “pulling a rabbit out of a hat.”

Viewpoint

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Analyzing Decisions to Counter Terrorism

As the defining issue of his presidency, the decision to invade Iraq is without question the most important event of George W. Bush’s political career. Had he used decision analysis in making this momentous choice, as proposed in “Should the U.S. Have Attacked Iraq” (OR/MS Today, December 2006), perhaps the process would have been more systematic, and perhaps Bush would have found a way to retain public support for his eventual choice. But had he used decision analysis, I hope that Bush would have gone well beyond exploration of the odds that Iraq did or did not possess weapons of mass destruction (WMD), for the success or failure of the mission should certainly not be judged by this question.

Roundtable Profile

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The Schneider Enterprise

FROM ITS BEGINNING IN 1935 WHEN AL SCHNEIDER SOLD THE FAMILY CAR TO BUY HIS FIRST TRUCK, Schneider National, Inc. has grown to become a premier provider of transportation, logistics and intermodal services. With combined revenues of $3.7 billion, the Schneider enterprise portfolio of integrated services includes truckload, intermodal, transportation management, dedicated, bulk, supply chain management, warehousing and international logistics services. Schneider operates more than 14,000 tractors and 48,000 trailers with over 15,000 drivers. Last year, Schneider trucks moved two million loads and drove 2.5 billion miles. Schneider Logistics, a part of the Schneider National enterprise, is an international logistics provider to two-thirds of the FORTUNE 500 companies.

Last Word

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Should Analytics or Rules Drive e-Sales?

Businesses devote tremendous effort to managing rules. Whether the rules dictate payment terms under a contract or compliance with government regulations, rules are an important part of running a business.

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