O consumo de cervejas não alcoólicas tem aumentado nos últimos anos devido, principalmente, às novas e restritivas leis de trânsito, às preocupações com a saúde ou por razões religiosas. Entre as estratégias de produção das cervejas não alcoólicas ou com baixo teor de álcool estão os processos de separação por membranas, alternativas de grande interesse na remoção do etanol de cervejas tradicionais, pois não promovem impacto térmico no produto. A osmose direta é uma técnica de membranas que tem passado por avanços significativos na última década, apresentando potencial de aplicação na remoção de etanol de soluções aquosas e, consequentemente, na obtenção de cervejas não alcoólicas. No entanto, até o momento, nenhum estudo relacionado à sua utilização na remoção de compostos orgânicos voláteis, como o etanol de soluções aquosas ou bebidas, é encontrado na literatura. Neste contexto, o objetivo deste trabalho é avaliar a viabilidade da utilização da técnica de osmose direta para a esse fim. Em um primeiro momento, membranas comerciais de osmose direta foram caracterizadas de acordo com suas propriedades morfológicas, químicas e de desempenho hidráulico para que pudessem ser comparadas no restante do trabalho, que foi dividido em diversos estudos. Estes estudos avaliaram os efeitos de variáveis de operação sobre o desempenho do processo de remoção de etanol de soluções aquosas: a velocidade de escoamento, a temperatura, a concentração e o tipo do agente osmótico, o pH da solução osmótica e o tipo de membrana. Finalmente, um estudo efetivo sobre a desalcoolização completa de cerveja comercial foi realizado para suportar a aplicabilidade da técnica de OD. Os resultados mostraram que os parâmetros estudados possuem influência sobre as variáveis de resposta do processo, como fluxo permeado total, fluxo inverso de soluto e fluxo de etanol e que estes podem ser otimizados para aumentar o desempenho na desalcoolização. As características da cerveja sem álcool obtida no último estudo foram diferentes daquelas da cerveja tradicional com álcool e alguns motivos como elevado tempo de operação, baixa seletividade da membrana para compostos de aroma e alto fluxo inverso do agente osmótico foram responsáveis pelas alterações. O trabalho demonstrou que é possível utilizar a osmose direta para a remoção de etanol de soluções aquosas e, consequentemente, para a desalcoolização de cervejas. / The consumption of non-alcoholic beer has increased in the last years mainly due to the stricter traffic laws, to personal health concerns or even due to religious reasons. Among the strategies for production of non-alcoholic or low alcohol beers are the membrane separation processes. Membrane-based processes are alternatives of great interest for removing the ethanol from beer because low operating temperatures can be used, avoiding the thermal impact caused on the product by traditional thermal technologies. Forward osmosis (FO) is a membrane technology that has been significantly improved in the last decade, presenting a potential of application to ethanol removal from aqueous solutions and, consequently, for producing non-alcoholic beers. However, until now, no study related to the removal of ethanol from aqueous solutions or beverages using FO is found in the literature. In this context, the main objective of this doctorate thesis is to evaluate the possibility of using the forward osmosis technology for ethanol removal from beer and other aqueous solutions. Initially, commercial forward osmosis membranes were characterized according to morphological and chemical properties and to their hydraulic performance in order to be compared in the following work, which was divided in several studies. These studies evaluated the effects of operating parameters, such as the crossflow velocity, the osmotic solution temperature, concentration and pH, the osmotic agent characteristics, and the membrane characteristics on the performance of ethanol removal from aqueous solutions process. Finally, an effective study about beer dealcoholization was performed to support the applicability of the forward osmosis. Results showed that the studied parameters have influence on response variables such as total permeate flux, reverse solute flux and ethanol flux, and that these parameters can be optimized to enhance the dealcoholization performance. The characteristics of the dealcoholized beer obtained in the last study were different from that of traditional beer in the beginning of dealcoholization process and some reasons such as the prolonged experiment time, the low selectivity of the membrane to flavor compounds and high reverse osmotic agent flux were responsible for these significant changes. This thesis demonstrated that it is possible to take advantage of the forward osmosis technology to remove ethanol from aqueous solutions and consequently dealcoholize beer.

The scarcity of water poses a threat to domestic and global economic sustainability while inhibiting the operational efficiency of food and beverage industry firms. The purpose of this multiple case study was to explore the strategies some food and beverage industry leaders in the United States used for implementing sustainable water consumption practices to improve operational efficiency. The conceptual framework for the study was stakeholder theory. The primary data source was semistructured interviews with 4 food and beverage industry leaders in Wisconsin who have responsibility for implementing their firms' sustainability practices, and the secondary data source was corporate sustainability reports. Thematic analysis was used to analyze data, which resulted in 4 themes: efficient equipment, stakeholder and sustainability focus, water recycling, and supply chain support. The implications of this study for social change include the potential for leaders in the food and beverage industry to use findings to create more sustainable water supplies and demonstrate greater stewardship of the environment.

Despite several developments in logistics that strive to decrease costs, tendencies can be found for increased logistical costs (Pewe, 2011, p. 17). Some factors causing increased system complexity are increased selection and faster market movements. The Warehouse Department at Carlsberg Sverige in Falkenberg has been chosen to be studied regarding continuous quality improvements. Carlsberg Sverige implemented an automated inventory system and automated order-picking system in 2012-2013, which has had about 40% increase of stock keeping units (SKUs) since the investments. Since the implementation of the automation Carlsberg Sverige has encountered challenges with other quality of goods. The system has become more sensitive and it has become more important to eliminate deviation.The study aimed to develop a way for long-term reduction or elimination of quality errors that result in negative effects to the system. A specific area investigated was regarding both effect of the organization in a holistic perspective and on a level of detail of the analyzed area. The study did not include quality of beverages, but only external quality problems of goods, such as faulty stacking of packages or plastic wrapping hanging outside of the goods.An exploratory study was conducted with predominantly quantitative data collection methods. Initially a current state mapping was made, a flow chart was created through interviews and observations of employees. Critical activities / situations were identified in the flow chart and three areas were determined for further investigation regarding quality errors. Observations were carried out where all occurred abnormalities were registered. The results were analyzed and a focus area determined for continued deeper examination. A final model was created with the influence of theories and collected data from the case study.The examined focus area was part of the fully automated warehouse. Adaptation to the new automation was still under investigation and a need for more clarity in the continuous quality improvements . From the observations, it was revealed that in approximately 70% of the observing time in the focus area, there was an error in the area affected system. Registered errors were categorized into ten groups, seven groups were included in the research scope. Out of the seven categories there were two significance regarding amount of repetitions of registered errors; unreadable label was measured 30 times, and plastic wrapping outside goods was discovered 12 times during 7 hours of measurement. Significance regarding average duration was discovered for; system errors of labels and wood detected by sensors on conveyors.Detected errors with significance were further analyzed with fishbone diagrams to find root-causes. Several common causes were discovered in the fishbone diagrams, for instance regarding inadequate methods and measurements. The discoveries functioned as basis for the final model that consists of: Key Performance Indexes (KPI's), a flow chart of affecting processes, daily whiteboard meetings, improved communication channels and a process for implementation of routines. The model developed was to fit this case study, which represents; a complex system with lots of shift work, both manual and automated processes and handling of beverage goods. Despite this, the model is considered to function as a basis to work on continuous quality improvements for organizations outside the mentioned scope, but with modifications of the model.

O consumo de cervejas não alcoólicas tem aumentado nos últimos anos devido, principalmente, às novas e restritivas leis de trânsito, às preocupações com a saúde ou por razões religiosas. Entre as estratégias de produção das cervejas não alcoólicas ou com baixo teor de álcool estão os processos de separação por membranas, alternativas de grande interesse na remoção do etanol de cervejas tradicionais, pois não promovem impacto térmico no produto. A osmose direta é uma técnica de membranas que tem passado por avanços significativos na última década, apresentando potencial de aplicação na remoção de etanol de soluções aquosas e, consequentemente, na obtenção de cervejas não alcoólicas. No entanto, até o momento, nenhum estudo relacionado à sua utilização na remoção de compostos orgânicos voláteis, como o etanol de soluções aquosas ou bebidas, é encontrado na literatura. Neste contexto, o objetivo deste trabalho é avaliar a viabilidade da utilização da técnica de osmose direta para a esse fim. Em um primeiro momento, membranas comerciais de osmose direta foram caracterizadas de acordo com suas propriedades morfológicas, químicas e de desempenho hidráulico para que pudessem ser comparadas no restante do trabalho, que foi dividido em diversos estudos. Estes estudos avaliaram os efeitos de variáveis de operação sobre o desempenho do processo de remoção de etanol de soluções aquosas: a velocidade de escoamento, a temperatura, a concentração e o tipo do agente osmótico, o pH da solução osmótica e o tipo de membrana. Finalmente, um estudo efetivo sobre a desalcoolização completa de cerveja comercial foi realizado para suportar a aplicabilidade da técnica de OD. Os resultados mostraram que os parâmetros estudados possuem influência sobre as variáveis de resposta do processo, como fluxo permeado total, fluxo inverso de soluto e fluxo de etanol e que estes podem ser otimizados para aumentar o desempenho na desalcoolização. As características da cerveja sem álcool obtida no último estudo foram diferentes daquelas da cerveja tradicional com álcool e alguns motivos como elevado tempo de operação, baixa seletividade da membrana para compostos de aroma e alto fluxo inverso do agente osmótico foram responsáveis pelas alterações. O trabalho demonstrou que é possível utilizar a osmose direta para a remoção de etanol de soluções aquosas e, consequentemente, para a desalcoolização de cervejas. / The consumption of non-alcoholic beer has increased in the last years mainly due to the stricter traffic laws, to personal health concerns or even due to religious reasons. Among the strategies for production of non-alcoholic or low alcohol beers are the membrane separation processes. Membrane-based processes are alternatives of great interest for removing the ethanol from beer because low operating temperatures can be used, avoiding the thermal impact caused on the product by traditional thermal technologies. Forward osmosis (FO) is a membrane technology that has been significantly improved in the last decade, presenting a potential of application to ethanol removal from aqueous solutions and, consequently, for producing non-alcoholic beers. However, until now, no study related to the removal of ethanol from aqueous solutions or beverages using FO is found in the literature. In this context, the main objective of this doctorate thesis is to evaluate the possibility of using the forward osmosis technology for ethanol removal from beer and other aqueous solutions. Initially, commercial forward osmosis membranes were characterized according to morphological and chemical properties and to their hydraulic performance in order to be compared in the following work, which was divided in several studies. These studies evaluated the effects of operating parameters, such as the crossflow velocity, the osmotic solution temperature, concentration and pH, the osmotic agent characteristics, and the membrane characteristics on the performance of ethanol removal from aqueous solutions process. Finally, an effective study about beer dealcoholization was performed to support the applicability of the forward osmosis. Results showed that the studied parameters have influence on response variables such as total permeate flux, reverse solute flux and ethanol flux, and that these parameters can be optimized to enhance the dealcoholization performance. The characteristics of the dealcoholized beer obtained in the last study were different from that of traditional beer in the beginning of dealcoholization process and some reasons such as the prolonged experiment time, the low selectivity of the membrane to flavor compounds and high reverse osmotic agent flux were responsible for these significant changes. This thesis demonstrated that it is possible to take advantage of the forward osmosis technology to remove ethanol from aqueous solutions and consequently dealcoholize beer.

Made available in DSpace on 2014-06-11T19:24:41Z (GMT). No. of bitstreams: 0 Previous issue date: 2006-09-27Bitstream added on 2014-06-13T20:52:21Z : No. of bitstreams: 1 rocha_jvc_me_botfca.pdf: 649636 bytes, checksum: 10ba83687bf497762253734eace152ec (MD5) / Coordenação de Aperfeiçoamento de Pessoal de Nível Superior (CAPES) / Universidade Estadual Paulista (UNESP) / O presente trabalho teve por objetivo a análise de investimentos para implantação de unidade industrial de pequeno porte de refrigerante de acerola, planejada para ser instalada no município de Bauru - SP, onde existe um empresário potencial investidor. O mercado brasileiro de refrigerantes tem obtido crescimento considerável, e o grande potencial de consumo deste mercado tem propiciado o surgimento de pequenas indústrias de refrigerantes. Potencial que coloca o Brasil em 3º lugar no consumo de refrigerantes, apenas atrás dos Estados Unidos e México. A acerola que é uma fruta de sabor agradável e rica em vitamina C tem despertado interesse crescente no consumidor brasileiro e apresenta uso potencial como matéria-prima na produção de refrigerante. Para analisar a viabilidade econômica de uma indústria de refrigerantes de pequeno porte, utilizou-se como referência uma capacidade de produção de 300.000 litros/mês. Foram calculados os custos de implantação e os custos de operação da unidade industrial. Para determinação das receitas foram utilizados dois cenários ao longo de um ano de produção. No cenário 1, admite-se a produção constante de 300.000 litros de refrigerante por mês, sendo que no período de entressafra (maio a julho) diversificou-se a produção, com a produção de 30% (90.000 litros) de refrigerante de acerola e 70% (210.000 litros) de refrigerante de guaraná. Já no cenário 2, admite-se que no período de entressafra da acerola, o consumo de refrigerantes apresenta uma redução de 20%, passando para uma produção de 240.000 litros/mês, sendo 72.000 litros de refrigerante de acerola e 168.000 litros de refrigerante de guaraná. Sobre os fluxos de dispêndios e receitas foram determinados os indicadores de viabilidade econômica do projeto, que são: payback simples e econômico; valor presente líquido... / The aim of the present study is to analyze investments for the installation of a small-sized industry of acerola soft drink, planned to be installed in the county of Bauru - São Paulo - Brazil where there is a potential investor. The Brazilian market of soft drinks has had considerable growth and its great potential has made many small industries emerge. This potential puts Brazil in 3rd place in soft drinks consume, only behind United States and Mexico. Acerola which is a tasty fruit and rich in vitamin C has caught Brazilian continuing interest and presents potential use as prime matter in the production of soft drinks. To analyze economic viability of a small-sized soft drink industry, a production capacity of 300,000 liters per month has been used as reference. Installation and factory operation costs have been calculated. Two scenarios along one year of production have been used to determine budget revenues. In scenario 1, the constant production of 300,000 liters per month has been admitted, the off season (May to July) production being diversified with 30% (90,000 liters) acerola soft drinks and 70% (210,000 liters) guarana soft drinks. In scenario 2, acerola off season presents a 20% reduction in the consume of soft drinks, lowering to a 240,000 liters per month production, 72,000 liters of acerola and 168,000 liters of guarana. Over the flow of 4 expenses and revenues, the project indicators of economic viability were determined, which are: simple and economic payback; liquid present value; intern feedback rate and cost benefit relation. The opportunity cost of the capital was 20%. The results obtained through economic viability indicators for both scenarios were favorable to the industry installation. Scenario 1 was more favorable than scenario 2 due to not considering the lower consume in the off-season. The investment analysis for the installation... (Complete abstract, click electronic access below)

O consumo de cervejas não alcoólicas tem aumentado nos últimos anos devido, principalmente, às novas e restritivas leis de trânsito, às preocupações com a saúde ou por razões religiosas. Entre as estratégias de produção das cervejas não alcoólicas ou com baixo teor de álcool estão os processos de separação por membranas, alternativas de grande interesse na remoção do etanol de cervejas tradicionais, pois não promovem impacto térmico no produto. A osmose direta é uma técnica de membranas que tem passado por avanços significativos na última década, apresentando potencial de aplicação na remoção de etanol de soluções aquosas e, consequentemente, na obtenção de cervejas não alcoólicas. No entanto, até o momento, nenhum estudo relacionado à sua utilização na remoção de compostos orgânicos voláteis, como o etanol de soluções aquosas ou bebidas, é encontrado na literatura. Neste contexto, o objetivo deste trabalho é avaliar a viabilidade da utilização da técnica de osmose direta para a esse fim. Em um primeiro momento, membranas comerciais de osmose direta foram caracterizadas de acordo com suas propriedades morfológicas, químicas e de desempenho hidráulico para que pudessem ser comparadas no restante do trabalho, que foi dividido em diversos estudos. Estes estudos avaliaram os efeitos de variáveis de operação sobre o desempenho do processo de remoção de etanol de soluções aquosas: a velocidade de escoamento, a temperatura, a concentração e o tipo do agente osmótico, o pH da solução osmótica e o tipo de membrana. Finalmente, um estudo efetivo sobre a desalcoolização completa de cerveja comercial foi realizado para suportar a aplicabilidade da técnica de OD. Os resultados mostraram que os parâmetros estudados possuem influência sobre as variáveis de resposta do processo, como fluxo permeado total, fluxo inverso de soluto e fluxo de etanol e que estes podem ser otimizados para aumentar o desempenho na desalcoolização. As características da cerveja sem álcool obtida no último estudo foram diferentes daquelas da cerveja tradicional com álcool e alguns motivos como elevado tempo de operação, baixa seletividade da membrana para compostos de aroma e alto fluxo inverso do agente osmótico foram responsáveis pelas alterações. O trabalho demonstrou que é possível utilizar a osmose direta para a remoção de etanol de soluções aquosas e, consequentemente, para a desalcoolização de cervejas. / The consumption of non-alcoholic beer has increased in the last years mainly due to the stricter traffic laws, to personal health concerns or even due to religious reasons. Among the strategies for production of non-alcoholic or low alcohol beers are the membrane separation processes. Membrane-based processes are alternatives of great interest for removing the ethanol from beer because low operating temperatures can be used, avoiding the thermal impact caused on the product by traditional thermal technologies. Forward osmosis (FO) is a membrane technology that has been significantly improved in the last decade, presenting a potential of application to ethanol removal from aqueous solutions and, consequently, for producing non-alcoholic beers. However, until now, no study related to the removal of ethanol from aqueous solutions or beverages using FO is found in the literature. In this context, the main objective of this doctorate thesis is to evaluate the possibility of using the forward osmosis technology for ethanol removal from beer and other aqueous solutions. Initially, commercial forward osmosis membranes were characterized according to morphological and chemical properties and to their hydraulic performance in order to be compared in the following work, which was divided in several studies. These studies evaluated the effects of operating parameters, such as the crossflow velocity, the osmotic solution temperature, concentration and pH, the osmotic agent characteristics, and the membrane characteristics on the performance of ethanol removal from aqueous solutions process. Finally, an effective study about beer dealcoholization was performed to support the applicability of the forward osmosis. Results showed that the studied parameters have influence on response variables such as total permeate flux, reverse solute flux and ethanol flux, and that these parameters can be optimized to enhance the dealcoholization performance. The characteristics of the dealcoholized beer obtained in the last study were different from that of traditional beer in the beginning of dealcoholization process and some reasons such as the prolonged experiment time, the low selectivity of the membrane to flavor compounds and high reverse osmotic agent flux were responsible for these significant changes. This thesis demonstrated that it is possible to take advantage of the forward osmosis technology to remove ethanol from aqueous solutions and consequently dealcoholize beer.

Thailand is called the kitchen of the world; the country produces food and beverage products and exports around the globe. According to previous studies, there is not enough data on food waste in Thailand and worldwide. This study aims to analyse the characteristic of the loop of learning in assisting the process of organizational change and explain how it can support sustainable change in Food Waste Management. Even though a loop of learning is used frequently to develop changes in organizations, the relationship between organisational learning methods and organisational change is still not yet identified.  The qualitative method, particularly a case study, was used to accomplish the aim. The case study focuses on how production companies develop their organisational change toward sustainable Food Waste Management in Thailand by aligning the management's thinking level with a loop of learning. The data collection method is a semi-structured interview with 12 managers of different food and beverage manufacturing companies. The results show that current actions are 1) following the existing regulation and finding solutions for challenges, 2) developing better methods and re-using waste, and 3) setting new strategies to achieve sustainable Food Waste Management. Thus, those actions have the quality of single, double and triple-loop learning.  Furthermore, the research findings indicate that changing norms with environmental concerns can influence other factors, such as laws and stakeholder expectations. The organizational change process must involve continually thinking in the loop of learning from an individual and organisational perspective. These authors conclude that the nature of loop learning is a process that individuals and organizations can use to identify and reclaim problems; this process assists organization to realise the need for changes and continue developing solutions for those matters. The outcomes of continuous thinking will present changes in action which reach organisational change.

by Au Lai Hang. / Thesis (M.B.A.)--Chinese University of Hong Kong, 1997. / Includes bibliographical references (leaves 63-65). / ABSTRACT --- p.i / TABLE OF CONTENTS --- p.iv / Chapter CHAPTER I- --- INTRODUCTION --- p.1 / The Changing Distribution System in China --- p.1 / Objectives of the Study --- p.3 / Arrangement of Content --- p.4 / Chapter CHAPTER II - --- METHODOLOGY --- p.5 / Chapter CHAPTER III - --- LITERATURE REVIEW --- p.8 / Channel Selection --- p.8 / Distribution Practices Adopted in China --- p.9 / Channel Length --- p.10 / Chapter CHAPTER IV- --- CURRENT DISTRIBUTION STRUCTURE IN CHINA --- p.12 / Carbonated Soft Drinks: Coca Cola Versus Sunkist --- p.13 / Biscuits: United Biscuits Versus Nabisco --- p.19 / Chocolate : Mars Versus Ferrero --- p.25 / Generalisation of Current Distribution Channel --- p.32 / Key Factors Affecting Channel Selection in this Context --- p.33 / Chapter CHAPTER V - --- THE SHANGHAI RETAIL SCENE --- p.41 / The Shanghai Economy --- p.41 / Fast Moving Consumer Goods Handlers in Shanghai --- p.43 / Development of Chain Supermarkets in Shanghai --- p.43 / Chapter CHAPTER VI - --- SURVEY FINDINGS --- p.45 / Objectives --- p.45 / Response Rate --- p.45 / Survey Results --- p.45 / Chapter CHAPTER VII - --- IMPLICATIONS --- p.50 / To Manufacturers --- p.50 / To Current Distribution Structure --- p.52 / Chapter CHAPTER VIII - --- CONCLUSION --- p.55 / APPENDIX --- p.58 / BIBLIOGRAPHY --- p.63

Thesis (MBA)--University of Stellenbosch, 2011. / ENGLISH ABSTRACT: In the marketing of products and services to the business-to-business environment, companies need to be cognisant of the higher demands of its key accounts. This has lead to the introduction of key account management (KAM) processes to meet these demands. The key account management process, however, can lead to increased expectations from key customers and if not supported by an appropriate KAM strategy, will not necessarily replace the traditional buyer-seller relationship to build long-term relationships that are mutually beneficial for both parties. This research study examines the literature for the key dimensions required to develop a KAM strategy framework which can create a competitive advantage for Ceres Fruit Processors (CFP). The study investigates the current customer management practices at CFP and the perceptions, knowledge and attitudes of management towards KAM. These are analysed using a case study method and qualitative interviews with CFP management. The KAM strategy framework identifies four key elements that are required for the development of a KAM strategy. The strategy development requires companies to analyse (1) the selected customer‟s competitors, (2) customer‟s needs, (3) resource allocation and (4) current solutions in place to manage the strategic customer. This will result in the realisation of an appropriate KAM strategy that is integrated with the company‟s overall business strategy and structure. The research demonstrates that, although CFP has some of the KAM elements in place and the KAM principle is firmly entrenched in its business strategy, the systematic process to conceptualise a KAM strategy is lacking. The research further shows that the management of CFP have a good understanding of the basic elements of KAM. There is, however, a clear perception gap as to what management believe customer expectations are and what customers actually expect. The proposed KAM strategy framework can therefore be applied to conceptualise the implementation of a KAM programme for CFP and provide the mechanism to improve management‟s understanding of strategic customers‟ expectations. / AFRIKAANSE OPSOMMING: In die bemarking van produkte en dienste in die besigheid-tot-besigheid-omgewing is dit noodsaaklik dat maatskappye bewus is van die groter eise van hul strategiese kliënte. Om aan hierdie vereistes te kan voldoen, implementeer maatskappye kern-kliënt-verhoudingsbestuursprosesse. Dit kan egter lei tot verhoogde verwagtinge deur die strategiese kliënte en indien die program nie ondersteun word deur 'n toepaslike kliëntverhoudingsbestuur (KVB) strategie nie, sal die tradisionele koper-verkoper verhouding nie noodwendig ontwikkel in 'n langtermyn strategiese verhouding wat wedersydse voordele vir beide partye inhou nie. Hierdie navorsingstudie ondersoek die literatuur vir die kern-elemente wat benodig word vir die ontwikkeling van 'n KVB strategiese raamwerk wat 'n kompeterende voordeel vir Ceres Fruit Processors (CFP) kan bewerkstellig. Die navorsingstudie ondersoek die huidige kliëntebestuurspraktyke by CFP en die persepsies, kennis en houdings van die bestuur ten opsigte van KVB. Die analise word gedoen deur middel van 'n gevallestudie metode en kwalitatiewe onderhoude met die bestuur van CFP. Die KVB strategiese raamwerk identifiseer vier kern-elemente wat benodig word vir die ontwikkeling van 'n KVB strategie. Vir die ontwikkeling van 'n KVB strategie word vereis dat maatskappye 'n analise uitvoer ten opsigte van (1) kliënte se mededingers, (2) kliëntebehoeftes, (3) die allokasie van hulpbronne en (4) die bestaande oplossings om strategiese kliënte te bestuur. Die analise verskaf dan die nodige inligting vir die realisering van 'n toepaslike KVB strategie wat geïntegreer is met CFP se huidige korporatiewe strategie en struktuur. Die navorsing toon dat, alhoewel daar sekere elemente van 'n KVB by CFP bestaan en die KVB beginsels deel vorm van CFP se korporatiewe strategie, die sistematiese proses ontbreek om 'n KVB strategie te ontwikkel. Die navorsingsverslag dui verder aan dat die bestuur van CFP 'n goeie begrip het van die basiese elemente van 'n KVB proses. Daar bestaan egter 'n gaping in terme van CFP bestuur se persepsies van wat kliënte se verwagtings is en kliënte se werklike verwagtings. Die voorgestelde KVB strategiese raamwerk kan aangewend word om 'n KVB program te implementeer en kan dien as meganisme om bestuur se kennis ten opsigte strategiese kliënte se verwagtings te verbeter.

Thesis (MBA)--Stellenbosch University, 2002. / ENGLISH ABSTRACT: This study investigates the South African Wine industry as a viable market for CHEP SA (Pty) Ltd, using standardised pallet configurations, in the distribution of wine products. The study focuses on the global alcoholic beverage industry and how the South African wine industry is integrated within these markets. The global wine industry has experienced a decline in consumption since 1980, along with a number of changes in the way wine has been marketed. Means of marketing and consumption may vary from country to country, and remains a critical factor of consideration for CHEP SA. The results of the study indicates that in order for CHEP SA to successfully penetrate this market, CHEP SA will need to integrate themselves into the supply chain of the industry and to develop a better understanding of the global wine market. Results of interviews conducted and analysis of the industry indicates, that the market consists of a large number of producers in an industry, which is highly fragmented and uncoordinated. These producers and exporters are in the process of establishing a strategy, which will consolidate the industry and pursue the global wine industry. The identification of global export trends and markets in the alcoholic beverage industry, such as the gradual shift from European markets to North American and Asian markets provides CHEP SA with a clearer understanding of what future distribution and service requirements are needed. The importance of the retailer as well as branding in the wine industry has been identified as two critical factors which require more attention by market participants who wish to provide secondary products and services in the industry like CHEP SA. / AFRIKAANSE OPSOMMING: Hierdie studie ondersoek die Suid Afrikaanse wynbedryf as 'n lewensvatbare mark waar CHEP SA (Pty) Ltd, sy standaard draagplate kan gebruik in die verspreiding van wynprodukte. Die studie fokus in die geheel op die totale alkaholiese drank bedryf en hoe die Suid Afrikaanse wynbedryf homself integreer in hierdie wêreldmarkte. Die wêreld se wynbedryf ervaar sedert 1980 'n afname in gebruik en dit gaan gepaard met verskeie veranderinge in maniere waarop die produkte bemark word. Hierdie gebruiksyfers en bemarkingstegnieke mag verskil van land tot land, maar bly uiters belangrike faktore wat CHEP SA in oorweging sal moet neem. Die uitslag van hierdie studie toon dat vir CHEP SA om met sukses die mark toe te tree, hulle genoodsaak sal wees om hulself ten volle te integreer met die aanvoerketting van die bedryf asook 'n baie beter begrip te hê van die wêreld se wynbedryf. Die resultate van onderhoude gevoer met industrie kenners toon daarop dat die berdyf uit 'n groot hoeveelheid en hoogs gefragmenteerde en ongeköordineerde groep produsente bestaan. Hierdie produsente en uitvoerders is huidiglik in die proses om 'n strategie vas te lê, wat die industrieë sal verenig om die wêreldwynbedryf te kan aandurf. Die identifiseering van wêreld uitvoer tendensies en markte van die alkoholisie drankbedryf soos byvoorbeeld die geleidelike verskuiwing van die Europese markte na die Noord Amerikaanse en Asiatiese markte, verskaf CHEP SA 'n baie duideliker begrip vir die toekomstige vereistes wat benodig sal word met betrekking tot verspreiding en dienslewering. Die belangrikheid van die kleinhandelaar asook die gebruik van handelsmerke in die wynbedryf word geidentifiseer as twee van die mees belangrikste faktore wat aandag sal moet geniet deur markspelers wat graag sekondere produkte en dienste wil verskaf in die industrie soos CHEP SA.