Pam Grey
October 21, 2010
Marketing Channels
“Companies are looking for different ways to
sell, distribute and service their products or
services”
Understanding Customer Needs
Buyer categories
• Habitual shopper
• High value deal seeker
• Variety loving shopper
• High ...
Why Use Marketing Channels
• Products more available
• Financial need
• Experience
Consumer Channel Levels
A B C D E
Intermediary Distribution Strategies
Selective
Exclusive
Intensive
Identifying Major Channel Alternatives
Direct
Marketing
Internet
Telemarketing
Retail stores
Indirect
Retail stores
Distri...
Quantitative
Telemarketing
Retail stores
Distributers
Value added
partners
Sales Force
Cost per Transactionlow hig
h
Value...
Selecting Channel Members
• One that promotes the image of the company
• Location
• Stability and financially sound
• Grow...
Conflicts
Ecommerce Marketing Practices
Pureclick
Brick and Click
Mobile Commerce (m-commerce)
$1.2 billion in 2009
$2.42 billion in 2010
We Made it!
P grey kotlerdeliveringvalue
P grey kotlerdeliveringvalue
P grey kotlerdeliveringvalue
P grey kotlerdeliveringvalue
P grey kotlerdeliveringvalue
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P grey kotlerdeliveringvalue

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P grey kotlerdeliveringvalue

  1. 1. Pam Grey October 21, 2010
  2. 2. Marketing Channels “Companies are looking for different ways to sell, distribute and service their products or services”
  3. 3. Understanding Customer Needs Buyer categories • Habitual shopper • High value deal seeker • Variety loving shopper • High involvement shopper
  4. 4. Why Use Marketing Channels • Products more available • Financial need • Experience
  5. 5. Consumer Channel Levels A B C D E
  6. 6. Intermediary Distribution Strategies Selective Exclusive Intensive
  7. 7. Identifying Major Channel Alternatives Direct Marketing Internet Telemarketing Retail stores Indirect Retail stores Distributors Value added partners Direct sales Value added partners Sales force
  8. 8. Quantitative Telemarketing Retail stores Distributers Value added partners Sales Force Cost per Transactionlow hig h Value-addofSalehig h Internet
  9. 9. Selecting Channel Members • One that promotes the image of the company • Location • Stability and financially sound • Growth potential
  10. 10. Conflicts
  11. 11. Ecommerce Marketing Practices
  12. 12. Pureclick
  13. 13. Brick and Click
  14. 14. Mobile Commerce (m-commerce) $1.2 billion in 2009 $2.42 billion in 2010
  15. 15. We Made it!

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