- Aarti.G.

Lulla BBA Dept II year

 An

area in which the forces leading to the transfer of title to a particular product operate and towards which and from which the actual good travels. - Clark & Clark

 An

activity, set of institutions and process for creating, communicating,delivering and exchanging offerings that have value for the customers and society at large. - American Marketing Association

Product Marketing Mix

Promotion

Price

Place

 Process

of moving goods / services from the point of production to the point of consumption is termed as DISTRIBUTION

Physical Distribution

Distribution Channels

Packaging Warehousing Transport

Inventory

Physical Distribution

Order Processing

 According

to AMA The structure of intra company organisation units and extra company agents and dealers, wholesalers and retailers through which a commodity, product or service is marketed. According to Kotler A channel is a set of independent organisations involved in the process of making a product or service available for the use of consumption.

 Specialization
Effective

division of labour To Bridge the gap between the producer and user To create utility for the consumer Place utility Time utility Form utility Information utility

Transactional Functions Buying Selling Risk-taking

Logistical Functions Rearrangerment Storing Sorting Physical Distribution

Facilitating Functions Financing Grading Marketing research

 Communications
Contact Matching/Customizing Negotiation Service Relationship

Management Product Assembly

 Source

of Market Information Stabilizing the Prices Promotional Activities Routinisation of Decision Help in Pricing Forecasting Financing Title

 Customer

Characteristics Product Characteristics Perishability Bulky Products Fashion Products Specialised Products Standardised Products

 Characteristics

of the Manufacturer Characteristics of the Existing Distribuiton System Competitive Characteristics Environmental Characteristics

 Agent
Broker Commision Dealer Distributors Jobbers Rack

House/Commision Merchant

Jobbers

 Resident
Retailers

Buyers

Wholesalers Retailers Facilitating

Agencies in marketing Manufacturers agent

 The

Wholesaler is the first important link in the field of distribution of goods. He connects both the manufacturer and retailers.

 Assembling

and dispensing function Large quantities of goods Specialized business Generally sells it to retailers Helps in sorting, grading, transportin and financing

 Relieves

the manufacturer from the trouble of finding a market by buying the entire stock Makes large orders for goods Provides financial help in the form of advances to producers Provides storage facility Keeps the manufacturer informed about the market information

 Provides

all the requirements to the retailers Takes the trouble of selling the goods in small quantities Provide financial assistance by providing credit facilities Provides information about the new products Retailer can inspect the goods Provides a ready market for the retailers

trade which consists of selling to the ultimate customers of a variety of products in small lots. It is the last link in the chain of distribution of goods.

 He

gets his supplies usually from wholesalers and sometimes directly from the manufacturers Sells it directly to consumers Sells it in small quantities Deals in a variety of goods

 Sells

goods in small quantities according to the requirements of the consumer. Keeps adequate stock of many goods needed by his customers everyday Operates mostly in residential areas Brings new products & varieties to the notice of the consumer

 Grants

credit facilities to reliable customers Provision of after-sale service Undertakes home delivery & door delivery services

 Information

about the customers feedback and their changing taste and preferences is provided to the manufacturers Manufacturer is free to concentrate on production as retailers buy the products from the wholesalers

Types of retailers

Itinerant traders

Fixed shop retailers

Small Scale Retail shops

Large scale retail shops

Itinerant Traders

Hawkers

Pavement shops

Market Traders

Cheap traders

Street stalls

Speciality shops

Small scale retail shops

General stores

Secondhand goods dealer

Mail Order Business Customers so-operative societies

Departmental stores

Multiple Shops

Vending machine

Discount houses

Supermarket

Shopping centres

One-price shop

Manufacturer

Consumer

Manufacturer
Retailer

Consumers

Manufacturer

Wholesaler

Retailer

Consumer

Manufacturer

Wholesaler

Jobber

Retailer

Consumer

Manufacturer

Industrial Consumer

Manufacturer Industrial Distributor Industrial Consumer

Industrial consumers Industrial Distributors Manufacturers representative

Manufacturer

Manufacturer

Manufacturers sales branch

Manufacturers representative

Industrial consumer

Industrial distributor

Principles of Marketing Sherlekar,Nirmala Prasad & Salvadore Vector 2005 - (230 - 247) Marketing Management - Kotler - 13th edition - (408) Marketing management - Czinkota & Kotabe - 2nd edition -(339) Marketing management - Winer - 3rd edition - (330) Marketing Management-By M. C. Cant, J. W. Strydom, C. J. Jooste- (406) Marketing Management - N.Kumar - (196)
Marketing Management- 4E By Saxena - (447) Marketing management - Arun kumar - (280) Introduction to Marketing By Johan Botha, Johan Strydom, Annekie Brink - (130) Principles of Marketing - Ashok Jain - 2009-10 -(82) Basics of Distribution Management: A Logistical Approach By Satish K. Kapoor, Purva Kansal -(29,30) Marketing Management By F. Lao - first edeition - (443)