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Distribution Strategies for the Asia Pacific Asia-Pacific Marketing Federation Certified Professional Marketer Copyright Marketing Institute of Singapore
Outline ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Introduction ,[object Object]
Basic Channels of Distribution Manufacturers/products Agents/brokers Wholesalers/distributors Retailers Retailers Consumers and organizational end users
Typical Distribution of Drugs Manufacturers Marketing Agents Retailers/Wholesalers/Distributors Patient Public Hospitals / Institutions Private GPs/specialists Group Procurement Office Retail Pharmacy
Distribution Objectives ,[object Object],[object Object],[object Object],[object Object]
Discussion ,[object Object],[object Object],[object Object],[object Object]
Transaction Cost by Channels ,[object Object],[object Object],[object Object],[object Object]
Competitive Advantage of Channels ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Aligning Channels With How Customers Buy ,[object Object],[object Object],[object Object],[object Object],[object Object]
Example of buying criteria ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Distribution-Scope Strategies ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Example of Exclusive Distribution ,[object Object],[object Object],[object Object]
Exclusive Distribution: Advantages ,[object Object],[object Object],[object Object],[object Object]
Exclusive Distribution: Disadvantages ,[object Object],[object Object]
Example of Intensive Distribution ,[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object],Intensive Distribution
Example of Selective Distribution ,[object Object],[object Object],[object Object],[object Object]
Selective Distribution ,[object Object],[object Object],[object Object],[object Object],[object Object]
Selective Distribution (cont’d) ,[object Object],[object Object],[object Object]
Multiple-Channel Strategy ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Complementary Channels ,[object Object],[object Object],[object Object],[object Object]
Competitive Channels ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Modifying Distribution Strategies ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Channel-Control Strategy ,[object Object],[object Object],[object Object],[object Object]
Channel-Control Strategy (cont’d) ,[object Object],[object Object],[object Object],[object Object]
E-Commerce: Online Distribution ,[object Object],[object Object],[object Object],[object Object]
The Future: M-Commerce ,[object Object],[object Object],[object Object],[object Object],[object Object]

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EPANDING THE CONTENT OF AN OUTLINE using notes.pptx
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Lt8 -distri strategiesforaspac

  • 1. Distribution Strategies for the Asia Pacific Asia-Pacific Marketing Federation Certified Professional Marketer Copyright Marketing Institute of Singapore
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  • 4. Basic Channels of Distribution Manufacturers/products Agents/brokers Wholesalers/distributors Retailers Retailers Consumers and organizational end users
  • 5. Typical Distribution of Drugs Manufacturers Marketing Agents Retailers/Wholesalers/Distributors Patient Public Hospitals / Institutions Private GPs/specialists Group Procurement Office Retail Pharmacy
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Editor's Notes

  1. Pharmaceutical Companies--R&D ($900M--$1.08M) Price of drugs sold by pharmaceutical companies covers the cost of research and development, And the cost of bringing the product to the market. GPs and specialists in private practice sell medicine at a price decided by individual doctors on a case-by-case basis. Mark up may be as high as 200% Govt doctors get their medicine from their own hospital pharmacies. Retail pharmacies sell at a price marked up from the cost of drugs sold to them by pharmaceutical companies—usually bet 20-25%
  2. e.g. My Fashion, 7-Eleven, McDonalds
  3. South Koreans and HongKongers have the highest click-rate for ad-banners