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Delivering Value: Distribution Strategies

Delivering Value: Distribution Strategies. Marketing Intermediaries. Wholesalers Retailers. Wholesalers and Retailers. Unity value Place Time Possession. Seven Roles of Wholesalers and Retailers. Match buyers and sellers Provide market information Provide promotional and sales support

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Delivering Value: Distribution Strategies

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  1. Delivering Value:Distribution Strategies Excellence in Business, 3e

  2. Marketing Intermediaries • Wholesalers • Retailers Excellence in Business, 3e

  3. Wholesalers and Retailers • Unity value • Place • Time • Possession Excellence in Business, 3e

  4. Seven Roles ofWholesalers and Retailers • Match buyers and sellers • Provide market information • Provide promotional and sales support • Gather an assortment of goods • Transport and store products • Assume risks and provide financing Excellence in Business, 3e

  5. How Intermediaries Simplify Commerce • Reduce prices • Reduce contacts • Create utility Excellence in Business, 3e

  6. Full-Service Real Estate Agents Rack Jobbers Securities Brokers Limited-Service Insurance Brokers Drop Shippers Manufacturer’s Reps Types of Wholesalers Merchants Agents or Brokers Excellence in Business, 3e

  7. Customers of Retailers • Other retailers • Wholesalers • Organizations Excellence in Business, 3e

  8. Benefits of Retailers • Save time • Save money • Build traffic • Add convenience Excellence in Business, 3e

  9. Types of Retail Stores • Specialty store • Department store • Category killer • Discount store Excellence in Business, 3e

  10. Retail Industry Challenges • Excess store space • Weakened economy • Consumer preferences • Nonstore retailing Excellence in Business, 3e

  11. E-Commerce and Non-Store Formats • Clicks-only Internet • Clicks-and-bricks • Mail-order firms • Automatic vending • Interactive kiosks Excellence in Business, 3e

  12. Retailing Innovations • Multichannel retailing • Hybrid formats • Retail theater • Pop-up stores Excellence in Business, 3e

  13. Setting Distribution Strategies • Distribution mix • Kind of product being sold • Marketing practices of the industry Excellence in Business, 3e

  14. Length of Distribution Channels • Producer to consumer • Producer to retailer to consumer • Producer to wholesaler to retailer to consumer • Producer to agent/broker to wholesaler to retailer to consumer • Producer to business user • Producer to wholesaler to business user Excellence in Business, 3e

  15. Channel Selection • Market coverage • Cost • Control • Channel conflict Excellence in Business, 3e

  16. Market Coverage • Distribution • Intensive • Selective • Exclusive Excellence in Business, 3e

  17. Market Coverage • Distribution • Intensive • Selective • Exclusive Excellence in Business, 3e

  18. Cost Factors • Selling • Storage • Distribution Excellence in Business, 3e

  19. Control Issues • Distribution channels • Shorter • Longer • Overall control • More • Less Excellence in Business, 3e

  20. Channel Conflict • Inadequate product support • Too many intermediaries • Multiple sales channels Excellence in Business, 3e

  21. Managing Physical Distribution • In-house operations • Outbound transportation Excellence in Business, 3e

  22. In-House Operations • Forecasting • Order processing • Inventory control • Warehousing • Materials handling Excellence in Business, 3e

  23. Outbound Transportation • Rail • Truck • Water • Air • Pipeline Excellence in Business, 3e

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