2. Vocabulary Brick and Mortar Retailers E-tailing Channels of Agents Distribution Direct Distribution Intermediaries Indirect Distribution Wholesalers Rack Jobbers Drop Shippers Retailers
3. The Channel of Distribution• The channel of distribution is the path a product takes from producer or manufacturer to final user. This is a place decision, one of the four Ps of the marketing mix.
4. When does a channel end? A channel ends when the product changes form, then another channel begins. For Example:Oranges turned into Orange Juice (1st Channel)Orange Juice Food Broker (Negotiate title of goods) Retailer Consumer – (2nd Channel)
5. Channel Members All the businesses involved in sales transactions that move products from the manufacturer to the final user are called intermediaries or middlemen. Intermediaries provide value to producers because they often have expertise in certain areas that producers do not have.
6. Example of an Intermediary If four customers wanted to purchase a Canon digital camera, and they could only purchase it from the producer (Canon), the producer would have to make four sales transactions. By using an intermediary, such as Computer City, the number of contacts is reduced to one.
7. IntermediariesIntermediaries reduce the number of transactions required by manufacturersto reach their final customers. This reduces the expenses of doing businesssuch as paperwork and staff needed to process the orders, as well as thecost of invoicing, shipping, and handling.
8. Wholesalers Wholesalers buy large quantities of goods (taking title) from manufacturers, store the goods, and then resell them to other businesses. Their customers are called retailers. They may be called distributors when their customers are professional or commercial users, manufacturers, governments, institutions, or other wholesalers.
9. Two Specialized Wholesalers Two specialized wholesalers are: Rack Jobbers Drop Shippers Rack jobbers manage inventory and merchandising for retailers by counting stock, filling it in when needed, and maintaining store displays. They provide the display racks and bill the retailer only for the goods sold. Drop shippers deal in bulk items such as coal, lumber, and chemicals that require special handling. Drop shippers sell the goods to other businesses and have the producer ship the merchandise directly to the buyers. The products are owned, but never handled, by the drop shipper.
10. Retailers Retailers sell goods to the final consumer for personal use. Traditional retailers, called brick and mortar retailers, sell goods to the customer from their own physical stores. Non-store retailing operations include automatic retailing, direct mail and catalog retailing, TV home shopping, and online retailing (e-tailing).
11. Shopping on the WebTop E-tailing Sectors MILLIONS OF DOLLARS $318 Note the millions of Air Travel Books $224 dollars attributed to Hardware $224 online sales by Software $187 e-tailers in one Apparel $182 month. Which three Hotels $164 sectors lead the list? Toys/games $146 How might this list Music $143 be changed if the Health, $143 month was beauty $126 December? Electronics
12. Agents Unlike wholesalers and retailers, agents do not own the goods they sell. Agents act as intermediaries by bringing buyers and sellers together. Example: Real estate agents, food brokers, independent manufacturer’s representatives.
13. Direct and Indirect Channels Channels of distribution are classified as direct or indirect. Direct distribution occurs when the goods or services are sold from the producer directly to the customer; no intermediaries are involved. Indirect distribution involves one or more intermediaries.
14. Channels in the Consumer and IndustrialMarkets Different channels of distribution are generally used to reach the customer in the consumer and industrial markets. Both markets make use of direct and indirect distribution.
15. Distribution Channels for ConsumerProducts and Services Manufacturers / Producers Agents Wholesalers Retailers Consumers