Imm unit-07 (global distribution system)

07/06/10 1
By :
Prof. Amit Kumar

07/06/10 2
International marketing has become a major concern
for business schools to develop global strategies
to lead and sustain in the much expanded and
competitive arena. Liberalization thus catalyzing
market competition, poses challenge for the
managers in handling the rigors of expanding
global marketplace.
Syllabus aims at providing contemporary
knowledge & skills on issues of global
marketing management.
IILM-GSM
Importance of this course
Global Marketing Management

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Course: Global Marketing Management
1. Framework of Global Marketing Management
2. Global Marketing Research
3. Decision Making in International Marketing
4. Foreign Market Entry & Export Marketing
5. Product Planning & Development
6. Global Pricing Strategies
7. Global Distribution System
8. Promoting Product Internationally
IILM-GSM
Global Marketing Management

07/06/10 4
IILM-GSM
Global Marketing Management Global Distribution System

07/05/10 5
Contents
• International Logistics
 Material Management
 Physical Distribution (Transportation, Warehousing,
Inventory, Packaging , ICT)
• International Distribution Channel Strategies
• Factors Influencing Channel Width
• International Distribution Channels
• International Marketing Channels
 Direct Channel
 Indirect Channel
• Managing International Logistics
• Managing Ocean Transportation
IILM-GSM

07/05/10 6
International Logistics
The word ‘logistics’ is derived from a French word ‘loger’ that
means the art of transport, supply, and quartering of troops.
Thus, logistics was conceptually designed for use in military
so as to ensure meticulous planning and implementation of
supply of weapons, food , medicines and troops in the
battlefield.
Conceptualization, design, and implementation of a
system for direct flow of goods and services
across national borders is termed as
‘international logistics’.
IILM-GSM

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International Logistics
IILM-GSM
Raw material components
and other inputs
Processing / Assembly
Finished products
End Customers
Market
intermediary
COMPNAY
Materials
Management
Physical
Distribution

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Logistics & Value Chain Concepts
IILM-GSM

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International Distribution
Channel Strategies
• What is Global Marketing Research?
• Breadth & Scope of Global Marketing Research
IILM-GSM

07/05/10 10
Factors Influencing Channel Width
IILM-GSM

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International Distribution Channels
IILM-GSM
Firm
Agent
Agent
Merchant
intermediary
End user / customer
Merchant
intermediary
e-channel
International
border

International Marketing Channels
IILM-GSM
Indirect Direct
Agents Merchant
intermediaries
Agents Merchant
intermediaries
e-channel
International
border
1 2 3 4 5 6 7
D E F GA B C

Direct Channels
IILM-GSM
Direct
Agents Merchant
intermediaries
e-channel
International
border
D E F GA B C
A. Broker/ commission agent
B. Manufacturer’s agent/sales representative
C.Buying agent
D.Merchant importer
E. Distributor
F. Wholesaler
G.Retailer

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Direct Channel
IILM-GSM

Indirect Channels
IILM-GSM
Indirect
Agents Merchant
intermediaries
International
border
1 2 3 4
5 6 7
1. Broker/ commission agent
2. Importer’s buying agent
3. Country-controlled buying
agent
4. Buying office
5. Merchant exporter
6. International trading companies
7. Export/ trading house

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Indirect Channel
IILM-GSM

07/05/10 17
Managing International Logistics
IILM-GSM

07/05/10 18
Managing Ocean Transportation
IILM-GSM

Imm unit-07 (global distribution system)

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