Managing Distribution Channels Chapter 14
Managing Distribution Channels Chapter 14
Learning objectives Typical Channels of Distribution Vertical Marketing Systems Distribution functions Managing the channel
Learning Objectives Typical Channels of Distribution Vertical Marketing Systems Distribution Functions Managing the Channel
How a distributor reduces the Number of channel transactions A Number of contacts 567 ithout a distributor MXCE3X3=9 8 Manufacturer Customer
How a Distributor Reduces the Number of Channel Transactions = Manufacturer = Customer A. Number of contacts without a distributor M x C = 3 X 3 = 9 1 3 2 4 5 6 7 8 9
How a Distributor Reduces the Number of channel transactions 4 B. Num ber of contacts with a distributor Mxc=3+3=6 Store 5 Manufacturer Customer TmmT=Distributor
How a Distributor Reduces the Number of Channel Transactions = Manufacturer = Customer = Distributor B. Number of contacts with a distributor M x C = 3 + 3 = 6 Store 1 2 3 4 5 6
Datri ution hanellinetione Information Transfer Communication Payments Negotiation Physical Distribution Ordering Risk Taking Financing
Distribution Channel Functions Ordering Payments Communication Transfer Negotiation Financing Risk Taking Physical Distribution Information