Presentation examples for class 5 distribution channels
 

Presentation examples for class 5 distribution channels

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Presentation examples for class 5 distribution channels Presentation examples for class 5 distribution channels Presentation Transcript

  • The Lean LaunchPadPresentation examplesused inClass 5 - Distribution Channels 07/02/12
  • Book PublishingChannel Example
  • Example: Book Publishing NationalPublisher Printer Wholesaler Retailer Customer Distributor 2
  • Book Publishing National Publisher Distributor Retailer Customer Wholesaler•Percent of 35% 15% 10% 40% Retail $7.00 $3.00 $2.00 $8.00 $20.00 • You get -35% of retail - the distributor gets 10% - the wholesaler gets 15% - the retailer gets 40% -less any discount they offer the customer 3
  • Book Publishing Economics NationalPublisher Wholesaler Retailer Customer Distributor Allowances Wholesale costs Bills Markup Credit guarantees Payment guarantees Payment guarantees Return rights Credits Payments 4
  • Book Publishing Delivery NationalPublisher Printer Wholesaler Retailer Distributor Prepare film Receive (content)  Schedules  Print orders Determine Merchandise  Bundle allocations titles counts  Film Sell Deliver orders magazines Establish Prepare galleys Print and ship identity magazines Create demand Dispose of Acknowledge returns returns 5
  • Medical DeviceChannel Example
  • Product flow/ChannelElectronic Partners/ Health Fluid Synchrony OEMS Records Electronic Support Pump + Bundled Records Services Controller Kits Hospitals (AnesthesiologistsPatients Neurosurgeons) Pain Clinic (Anesthesiologists Neurosurgeons)
  • HospitalsPain Clinics Channels (Direct) • Direct to institutions • Some formularies involved in purchase decisions • Some doctors make purchase decision directly • Device company/Doctor relationship is key • Heavily influenced by : • Clinical study results • Regulatory approval • Reimbursement
  • Farm Sensor Industry Channel Example
  • Channel Model: Service Provider Product Money OEM Nutrient Data Large farmUs Small farm USDA/EPA Licensing/sales
  • Channel Model: Service Provider Product Money OEM Nutrient Data Large farm ProductUs Small farm Service USDA/EPA Licensing/sales
  • Dental ProductChannel Example
  • COST / PROFIT ANALYSIS Licensing Revenue ModelPer unit cost and profit estimation Our revenue 4-8% revenues List price End user Univ. Manufacturing Maintaining Raw LicenseR&D License & Distribution IP fee materials fee Packaging 13
  • Licensing of Technology Ecosystem University Insurance Agencies 2-4% license fee $$$ DMX R&D Products Procedures Health-Care IPs Providers: $$ End4-8% royalty Hospitals User ~$40 Practitioners Customer Clinics segment: Large corporations J&J, GSK, 3M 14
  • Medical DeviceChannel Example 2
  • ••••••
  • Dental Product 2Channel Example
  • Channels Direct Sales Big DistributorsPrivate Practice Institutional Purchasing Dentist Dentist Department
  • Channels Direct Sales Big Distributors 80% Market Share 30% MarginPrivate Practice Institutional Purchasing Dentist Dentist Department
  • Channels Continuing Education Magazines Trade Courses & Email Shows Direct Sales Big Distributors 80% Market Share 30% MarginPrivate Practice Institutional Purchasing Dentist Dentist Department
  • Online RentalChannel Example
  • PM Tools Rentpost.com Listings Rentjuice.com Provider Buildium.com Craigslist Rentingsmart.co Potential Padmapper.com Propertyware.com Landlords Rent.com Apartment.com propertymanagemnt360 Show, Advise, Valuate Forrent.com Rentjuice.com Realtors Propertyware.co Trulia.com Sell, Advise Credit Checks Landlords Safetenantcheck.c Erenter.com Buildium.com Property Listings, Managers Checks Payment Facilitator Maintenance Rent Payment Listings, Rentpayment.com Ratings Checks Clearnow.com Rent Payment Yelp.com Tenants Online Cheque Angie’s List Rentingsmart.coMaintenanceFurnishing Moving Find information Maintenance Finding Service Zoospi.com Providers Redbeacon.com Taskrabbit.com Servicemagic.com Schedule Tools Setster.com Web Info Zoospi.com 23
  • Dental Product 3Channel Example
  • COST / PROFIT ANALYSIS Direct Sales Revenue Model Our revenue $27 List price $40 * Per unit cost and profit estimation %32 cut End user Raw active Manufacturing & Profit + R&D + License Distributor ingredient Packaging fee $6 ? ($5) ~$11 ~$13* Competition• NuProprophy paste (Novamin$50)• NuPro desensitizer (Novamin$93)• MI varnish (Recaldent$100)• Gluma desensitizer (Glutaraldehyde$130)• Health-Dent desensitizer (Fluoride $49) 25
  • Direct Sales Ecosystem R&D & University Insurance Regulation Agencies $? $$?? Raw Materials Manufacturing $6/pk DMX R&D Products Customer $5/pk Procedures Segments; Formulations IPs Health-Care $$?? End &Packaging -32%($27) Providers: User - Hospitals Product - Practitioners Sales & $40/pk - Clinics Distribution 26
  • Channel Example
  • • F-dopa iodonium intermediate • F-dopamine iodonium intermediate Precursor SynthesisReagents • ABX • Siemens Explora GMP • Eckert & Ziegler Precursor in Cassette Cassette • GE MX module for TracerLabComponents • Eckert & Ziegler • Synthra GMP • Siemens Explora Cassette (device) Compliant • Neoprobe • TracerLab/ GESynthesizer • Siemens PETNet • GE Amersham PET Drug • Cardinal Health Finished productDistributor • AAA • Iason 28 I-Corps Final Presentation 12/14/11
  • Channel Example
  • Travel IndustryChannel Example
  • Travel Services:Impact of Changing Technology
  • The Advent of GDS Systems (1980 -1995)
  • Turning the Screen Around Online Travel (1995-2010)