| CLICK AND MORTAR TO PURE PLAY|

HOW APPLE AND DISNEY ARE MAKING THE MOST OF THEIR DIGITAL SUPPLY CHAINS

A Management Information Systems Project

Assignment: Select two organizations in the same

industry and study their SCM. Prepare a report on
how the companies are managing their customers
and suppliers. Make some recommendations as to
how they can improve their efficiency.

Submitted to:

Sir Waqas Saeed

Submitted by:

Muhammad Babar Suleman

Hassan Irshad

Atif Murtaza

Arslan Sadiq

Arslan Zafar Ran

Amjid Mehmood

Ehtisham-ur-Rasool
01. INTRODUCTION
1.1 AMR SUPPLY CHAIN TOP 25: STRONG SHOWINGS BY APPLE AND WALT DISNEY

The AMR Research institute recently published its

Apple stays on top with an unbeatable list of the companies boasting the best Supply
combination of killer financials and Chain Management procedures (see Appendix 01).
stellar opinion scores. Two of the top 25 players represented a radical
departure from the traditional Supply Chains.
Apple tops the list with a supply chain which is as
- AMR Research
much a revolution for traditional supply chains as it
is a negation of almost everything the supply chains
have previously been characterized by.

For one, Apple’s supply chain for its online store iTunes is completely digital in nature. It is the apex
and materialization of what Management
Information Systems and Information Technology
advancements had hinted at. Disney combines demand-driven
replenishment with new
Another company in the top 25, the entertainment collaborative models for pure
giant Walt Disney combines a digital supply chain
content distribution.
with a streamlined traditional one with spectacular
results.
- AMR Research
As lines between companies’ offers of physical and
digital products become blurred, Apple and Disney
are the forerunners of what will be the future of supply chains: The Digital Supply Chain.
Additionally, both the companies’ supply chain models are based on the “demand driven excellence”
model which is the modern solution to meeting the needs of the global market.

1.2 GROWING IMPORTANCE OF CONTENT AND INTELLECTUAL PROPERTY

The reason why the supply chains of Apple and Disney were able to rank so high is because both the
companies were able to recognize the immense significance of digital content and Intellectual
Property in the modern era. The music industry has by far experienced the most significant effects
(positive AND negative) of digitization of music (in the form of mp3s and other digital formats).
However where piracy quickly became the biggest challenge for the industry, sales of digital music
have exploded over the past couple of years, thanks to Apple’s ubiquitous online store iTunes.
iTunes started with 99 cents per song- now it’s a thriving market leader that encompasses music,
movies, TV shows, apps, eBooks, podcasts and so much more.

Disney benefits from “the best of both worlds” (as the title character of its popular Hannah Montana
TV show would say) by combining a digital supply chain with its traditional practices such as that of
supplying stores such as Blockbuster and Netflix with DVDs of its movies and TV shows.
02. THE DIGITAL SUPPLY CHAIN
2.1 WHAT IS THE DIGITAL SUPPLY CHAIN?

At the core of Apple and Disney’s fantastic success is the digital supply chain. The question arises as
to what the digital supply chain is and how it differs from traditional supply chains.

Before getting into the specifics, it is important to define the digital supply chain. According to
Wikipedia:

“Digital supply chain is a new media term that encompasses the process of the delivery of digital
media, be it music or video, by electronic means from the point of origin (content provider) to
destination (consumer). Similar to how a physical medium must go through a supply chain process in
order to mature into a consumable product, digital media must pass through various stages in
processing to get to a point where the consumer can enjoy the music or video on a computer or
television set.”

All supply chains work within the same framework- the delivery of product from its origin to the
hands of the end-user, while being worked on in every step on the way.

Broadly, the digital supply chain involves the process of transferring digital content (music/video)
from the content provider to the end consumer online and in a suitable format.

The digital supply chain is different in four major ways:

1) It exists solely online and for digital items.

2) It is highly compressed and shorter.
3) It has lower attached costs.
4) It has an unbeatable inventory turnover rate.

Recognizing the market forces and new technologies that are reshaping the industry, Capgemini has
introduced its practice of digital supply chain, the content value chain:
Capgemini is not the only company that has invested in digital supply chain solutions. Hewlett-
Packard (HP) offers Digital Entertainment Services- solutions for digital supply chain needs of
companies.

The reason why the digital supply chain works is because of the immense increase that digital
content has seen in its adoption. The results of a recent IBM digital consumer survey show a high
trend towards digital content in every leading economy.

Online access to digital content is most common in:

Media and Entertainment (Music, Movies, Games, eBooks etc).

E-learning
Software

Given the evolution in media, technology and the marketing scenario, the supply chain to manage
this evolution requires a new set of complexities and metrics. Warehouses are being replaced with
data centers, boxes replaced by bits, and trucks replaced by bandwidth. And it may very well be an
easier supply chain to manage, with no inventory carrying costs, purchase orders, supplier
scorecards, MRP, trucks, excess and obsolete, or quality issues, but it will take a new way of thinking.

Long gone is the plan, buy, and make functions supply chains have been built on. Within the digital
supply chain, you receive one item into inventory and sell it a million times over without restocking.
Vendors can be paid for each digital asset sold, without having to stock inventory that may never
move.
Combine the enormous growth of the mobile market, a highly fragmented market expertise, and the
asset costs to build and maintain a digital supply chain, and it’s clear the model is transforming
traditional practices.

So far, digital supply chains have been controlled by the innovators. But with the amount of digital
content increasing dramatically and the Internet providing a point-to-point access for customers, the
following will become increasingly important:

Innovation—This goes for product and supply chain delivery methods.

Time to market—Since digital products can be made once and sold many times, speed of
collaboration between design and delivery will be a major measure of success
Customer service—This includes quality of the transaction and product, speed of activations,
and ease of refunds.

2.2 THE DIGITAL SUPPLY CHAIN PROCESS

The digital supply chain involves three players:

- Content Provider (Task: Encoding and Ingesting)

- Content Processor (Task: Vaulting and Processing and Transformation)
- Digital/Physical Retailer (Task: Packaging and Distribution)

Intermediate components include processes like Quality Control, Digital Asset Management,
Metadata entry, Digital Rights Management and the Content Delivery Network.

Packaging and
Vaulting
•Media is converted •Content is processed Distribution
from source to file. and transferred
•File based media according to •Media files are
mezzanines are consumer needs. packaged and
stored and backed delivered to
up. customers over the
Encoding and Processing and network.
Ingesting Transformation

Apple and Disney both have a high degree of streamlining at every step of the process.

The main functions of a digital supply chain are as follows:

True on-demand product availability

Ease of use and speed for content search and activation
 Pricing and subscriptions
Quality management built on licensing and refunds

One thing to remember is that there is no ONE digital supply chain. It’s as dynamic as it is flexible as
you can see from the table below:

Different media types Audio / Video / Software / Games / Books

Different business models Electronic sell through / subscriptions / free content
Different technologies Devices / offline vs. online usage / formats / DRM
Different maturity of markets Established structures vs. new models
Different distribution models Direct-to-consumer / Aggregation

2.3 COMPARISON WITH TRADITIONAL SUPPLY CHAINS

The following table compares the digital supply chain with the traditional structure on the basis of
some key processes associated with SCM.

Value Addition Because of the inherent structure, each step of the digital
supply chain has a higher percentage of contribution to the
value delivered.

Physical Storage As mentioned earlier, computer storages have taken the

place of physical warehouses.
Security The digital supply chain is at a high risk of security issues
because of problems relating to piracy, hacking, viruses and
data mishandling.
Stocking Virtually, self-replenishing and never runs short!

Time to Market Because of superior communication, time costs are reduced.

On-demand product availability Disney is a good example of how on-demand product

availability made possible by digital supply chains
Customer Service Increasing Download Speeds, Content Quality, Speed of
Activation and Ease of Refunds are some of the benefits
offered by the digital supply chain that give it an edge over
the traditional supply chains when it comes to Customer
Service.
03. DEMAND DRIVEN EXCELLENCE
The “Demand Driven Excellence” model has three overlapping areas of corporate responsibility:

Supply Management (Manufacturing, logistics and sourcing)

Demand Management (Marketing, sales and service)
Product Management (R&D, engineering and product development)

Basically, Apple and Disney’s strength is that they

don’t treat their supply chain as an isolated
business process. It is a crucial part of what makes
the entire thing work and in order for its maximum
efficiency, management of demand and products is
essential simultaneously. Only thus, the supply
chain is able to give such top-notch results.

With visibility, communication and reliable

processes all these three functional units can be
made to work together for optimum performance.

When these overlapping areas work together,

thanks to compatible and efficient business
processes, businesses are able to respond directly,
quickly and efficiently to opportunities arising from
demands from the market or the customers.

Because all the three areas are able to rise up to

any occasion of business opportunity and the tasks keep shifting back and forth among the units as
required, in a hybrid, dynamic web of
solution formation, Apple and Disney are
able to achieve superior results while each Defining characteristics of supply chains built
of their functional area benefits from to this design [demand driven excellence]
collaboration with the other two. include the ability to manage demand rather
than just respond to it, a networked rather
AMR Research cites the demand driven
than linear approach to global supply, and the
exellence model as the reason why
ability to embed innovation in operations
companies like Apple and Disney are able
to perform so well. The new phrase that’s rather than keep it isolated in the laboratory.
making the rounds in the corporate world The demand-driven model is inherently
is that “pull” is the new “push”. Creating circular and self-renewing, unlike the push
solutions and coaxing customers to supply chains of our factory-centric industrial
purchase them is fastly becoming a past.
redundant technique. The modern
business strategy is responding
- AMR Research
dynamically to consumer needs and
making your solutions fit their demands
like a glove. The focus is to make them want what you are offering- and not wanting them to
purchase what you’ve put out. Apple’s iTunes store is the perfect example. Previously, record labels
put out albums out on the market and they were expected to sell based on the couple of singles
released to the airwaves. The albums were “pushed” to the customers. These days, iTunes allows
consumers to purchase individual tracks- and only the ones they want to- from any album. That way
they are shifting control of the purchase entirely to the customer and it has only helped in mutual
growth.

The demand driven global supply chain is assessed by two key measures:

Operational Excellence (Key Metrics: Perfect Order Rate, Total SCM costs)
Innovation Excellence (Time to Value, Return on New Product Launch)

The relationship of demand driven excellence and the key measures can be see in the following table
which differentiates between market leaders and losers on the basis of their performance in the
above mentioned areas.
04. APPLE AND DISNEY
4.1. SPECIFICS

Apple’s digital supply chain comprises procuring content from record labels and television networks
(among others), processing the content to digital format and then making it available on its iTunes
store. eBooks, Podcasts and Applications for its iPod and iPhone devices also form a big portion of
the content that is distributed on its digital supply chain.

The success of Apple’s digital supply chain is due to "an intoxicating mix of brilliant industrial design,
transcendent software interfaces and consumable goods that are purely digital”, according to the
authors of an AMR Research write-up. The authors also note that "the mechanical and financial
benefits of this approach include extremely high inventory turns, minimal material or capacity
limitations to growth, and excellent margins."

Following is an excellent article by a blogger on how iTunes manages suppliers and customers.

ARTICLE 01: By Cara Smith

As far as iTunes is concerned, both upstream and downstream supply chains apply. I feel iTunes use both
strategies simply because in the case of upstream, iTunes acquire the vast majority of its digital content from
well known music labels and film producers, who will trade with iTunes who will then use a downstream
approach in order to sell their products and services onto their customers.

Push vs pull supply models

Nowadays with the digital music market at an all time high with sales hitting the roof, customers are
experiencing a new way of purchasing. In terms of iTunes we can see that ‘pull’ is the new ‘push’ simply
because customers are able to purchase individual tracks produced by an artist rather than having to purchase
the entire album to only like one or two songs from the track listing. This then gives the customer the
opportunity to customize their very own iTunes library or playlists with a range of songs made my various
artists meaning that customers will want to hear what is in that playlist without having tracks or items pushed
towards them. With the pull strategy concentrating solely on the customer the main importance of the
company is to ensure they provide value and ensure the service will be one in order to ensure customer
satisfaction as well as attracting new customer leading to a broadened customer base as well as increased
sales rather than to deter customers from purchasing or visiting at all.

Vertical integration vs disintegration vs virtual integration

I would say that iTunes would most likely operate using ‘Virtual Integration’. I feel iTunes would operate using
this strategy in its day to day running simply because they rely on management activities being undertaken and
controlled by outside sources such as the record labels, film producers, application developers and many
others, supplying them with all their up to date, high quality digital media and services of which their
customers will purchase or subscribe to. Due to dealing with so many widely known record labels and film
producers etc, iTunes always ensures to maintain a strong relationship in order to help secure any future deals
these labels may offer as well as trying to broaden their supplier base at the same time.

Evidence of value networks

In terms of value networks I would say that by ensuring their customers are well looked after by providing
them with everything they need and are satisfied with the products and services they are receiving, including
the time in which it takes for a product to download or the quality of their purchase, iTunes will always
maintain a good relationship with its customer and supplier base in terms of how they work in partnership
with each other. By ensuring that their customers are always happy with what they are receiving it will be hard
for iTunes to loose many of its customers at any one time unless some new top of the range platform was
developed with extraordinary features of which iTunes has never thought of. Through continuously updating
its platform and interface, whilst adding new and improved features and services iTunes always has something
new for customers to explore giving them a sense of ease as they know customers will always be around to
check out what new meaning that they are more likely to stay around and use its facilities.

Evidence of efficiencies in supply chain

As Apple iTunes continuously strive to provide the best quality service and produce top of the range goods
they are always making changes to the way in which they deliver products and services to customers. With
iTunes being considered the ‘Number 1’ music platform and online digital retail store, iTunes have proved they
can be successful in every way possible by exceeding cashflow and turnaround targets through the huge
demand for online digital content of which many of music record labels and film producers supply and give
permission for iTunes to sell on to its customers at price. With this success iTunes will do anything and
everything in order to keep its existing customer and attract new customers in, so with their ideas of
continuous new and improved updates to the iTunes interface and by introducing better ways of syncing and
managing your iPod or iPhone contents on the iTunes platform. In terms of ensuring customer have all the
content they require iTunes it always up to date with the current charts and applications, however when a
customer has made a purchase the item(s) will automatically start to download and will be accessible to listen
to or view as soon as the download is complete.

http://csmithcom425.wordpress.com/2009/10/30/week-6-supply-chain-management/

Apple’s revolutionary digital supply chain (nurtured by its demand driven excellence focus) is in
addition to its distribution of its own physical products, the aforementioned iPod and iPhone as well
as Macs and Macbooks.

Whereas the line between the products that travel through Apple’s digital supply chain (music,
movies, eBooks) and the ones that are distributed through its traditional supply chain (iPods, Macs)
is quite distinct, Disney has a more blurred array of products offered on its digital and traditional
supply chains. While it maintains its practice of maintaining top-notch physical distribution channels
with its retailers (such as Blockbuster which carries Disney DVDs) the same content is also offered
through its digital network (on-demand movies, online premieres, digital books), albeit not in the
same format. The simultaneous existence of both the supply chains is necessary for Disney even
though the content distributed differs only in format because the modern market demands ask for
digital content whereas it has to fulfill the continued, if diminishing, demands of its physical retailers
and varied businesses such as the supply chain needs of its theme parks.

The Arvato
Digital Services
model can be
used to
understand
how Disney
manages the
distribution of
the same content across the two channels, digital and physical. Also, see the model on the next page
for more detailed insight on how the Digital Supply Chain relates to Disney and other entertainment
industry players.
 4.2 RECOMMENDATIONS

Our recommendation for both the companies would be to draft better licensing deals, capitalize on
the immense potential of the digital supply chain, and use the internet to distribute digital content
worldwide and not a select list of geographic locations. People in third world economies like Pakistan
can make online purchases and download digital content as well. Without incurring significant
additional costs, Apple and Disney can make their entire repository of digital content and access
available without exceptions on the basis of location, and reap the financial benefits that will surely
come.

Apple has been doing a fantastic job of managing its supply chains but whereas its physical chain is
finally sounder than it once was, the company needs to be careful not to underestimate the
incredible popularity of its online content. Recently, during the rollout of a new iPhone, the physical
supply chain was able to endure and accommodate the rush of early purchasers but the digital
supply chain became overtaxed with demands of device activation and content synchronization
which led to a slew of wait times, customer service issues and of course, unhappy customers.

Disney should start preparing for a future where

distribution of its content, that can be provided
digitally, would be extinct. That would pose several "The biggest challenge we've been
new challenges for the company- Should it form confronted with, preparing for, and
lucrative liaisons with online retailers like Apple’s
have every expectation we'll be
iTunes or sell its own content such as the TV
successful in is how technology will
Network NBC? An analysis of the pros and cons of
both the alternatives could make better decisions
dramatically change the way
possible in planning its supply chain strategies for consumers worldwide enjoy
the future. entertainment content,"

DVD sales are already facing a slump (they slid by

6.9% last year). Studios are facing the dilemma of - Bill Patrizio, senior VP of
devising profitable solutions for the new age while strategic sourcing and
trying to maintain profitability from the decreasing procurement for Disney.
momentum of the cash cow that was the DVD
market. Our recommendation in this respect would
be to brainstorm a fresh business model instead of trying to teach the old dog new tricks. A
complete overhauling of the way the company thinks of content could be the solution for the
problems that are sure to arise in the near future. The rumored “Keychest” could be a step in the
right direction. Disney has always shown business savvy (as is obvious from the quote from 2005
display above) and we’re sure the company has some smart strategies thought out.
REFERENCES
Wikipedia

Digital Supply Chain

http://en.wikipedia.org/wiki/Digital_supply_chain

AMR Research

www.amrresearch.com

PC World

“How Apple’s Supply Chain fared during the 3G Rollout”

http://www.pcworld.com/businesscenter/article/148429/how_apples_supply_chain_fared_during_t
he_3g_rollout.html

Cara’s Com425 Blog

http://csmithcom425.wordpress.com/2009/10/30/week-6-supply-chain-management/

“Understanding the Digital Supply Chain”

Presented at Media-Tech Conference, 23rd April 2009 by Sven Deutschman, CEO, Arvato Digital
Services EMEA

http://www.media-tech.net/fileadmin/templates/europe09/pdf/presentations/MEDIA-
TECH_2009_Sven_Deutschmann.pdf

Business Week

“Hollywood Is Worried as DVD Sales Slow”

http://www.businessweek.com/magazine/content/09_09/b4121056770437.htm

MESA

Disney developing ‘Keychest’ for Digital Content Access

http://mesalliance.org/blog/2009/10/21/disney-developing-‘keychest’-for-digital-content-access/

Information Week

“Q&A with Disney's Patrizio: Digital Content Is the Future”

http://www.informationweek.com/news/global-
cio/interviews/showArticle.jhtml?articleID=160403913