Professional Documents
Culture Documents
Channels
PARAMJIT SHARMA
Distribution
Channels
Who Are They?
M C
M C
M C
Distribution
Channels
M c
M D c
M c
Distribution
Channels Functions
2Title Flow
Suppliers M D Customers
3 Payment Flow
4 Information Flow
5 Promotion Flow
Suppliers
Adv
Agency M Adv.
Agency D Customers
Distribution Channel
Channels
flow
1 Physical Flow
Suppliers T&W,s
M TW D T Customers
Distribution Channel
Channels
flow
2Title Flow
Suppliers
M D Customers
Distribution Channel
Channels
flow
3 Payment Flow
5 Promotion Flow
Suppliers
Adv
Agency M Adv.
Agency D Customers
Consum
Distribution er
Channels Marketi
ng
0-level 1-level
Channel 2-level 3-level
Wholesaler Wholesaler
Jobber
Type
Company Sales Force Number Of Intermediaries
Manufactures’ Agency
Selective Distribution
Intensive Distribution
Distribution
Other Types
Channels
Conditions
Price
of
Policy Sales
Territorial Specific
Rights Services
Distribution
Channels
High
Sales Force
Distributors
channel
telemarketing
Economic
Control Adaptive
Distribution Channel
Channels Management
Decisions
Modifying
Evaluating
Channel
Motivating Channel
Training Members
Channel Members
Selecting Channel Members
Channel Members
Members
Distribution Channel
Channels Management
Decisions
Characteristics
Motivating Powers
1 Introductory 4 Declining
-PC’s :hobbyist -P C’ s
Low Mail Order
Stores
-Designer Apparel -DA’s
Market Growth
Modifying
Boutiques Off-Price Stores
Channel
Members 2 Growing 3 Mature
-PC’s: Specialty
Rate
-PC
Stores Mass Merchandise
High
-Designer Apparel -Designer Apparel
Better Dept Mass Merchandise
Stores
Distribution Channel
Channels Dynamics
Vertical
Marketing
System
Multi
Channel
Horizontal Marketing
Marketing Systems
System
Distribution Channel
Channels Dynamics
Vertical
Marketing Corporate Administered
System VMS VMS
Producer
Channel Contractual
Wholesalers Captain VMS
Retailers
Contractual
Distribution
Channels
VMS
Value Added
Partnerships Wholesaler-sponsored
voluntary Chains
Retailer Cooperatives
Franchise Organisations
Manufacturer-sponsored
Wholesale franchise
Horizontal
Distribution
Channels Marketing
System
Multi
Channel Single Firm uses two or more marketing
Multi Channels to reach one or more marketing
Marketing
Channel segment
Systems
Marketing
Systems
Distribution Channel
Channels Dynamics
Multi Channel
Direct
sales
Consumers
Vendors
Tele
marketing
Retail
distributor
wholesaler
Distribution Channel
Channels Conflicts
Exclusive territories
Exclusive Dealing
Tying Agreements
Distribution
Channels
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