This document discusses business-to-business marketing channels. It defines direct and indirect channels and provides examples of each. Direct channels include direct sales, online marketing, and telemarketing. Indirect channels involve intermediaries like distributors and manufacturers' representatives. The document also discusses advantages and disadvantages of direct and indirect channels and when each is most appropriate. It provides details on key intermediaries like distributors and manufacturers' representatives. Finally, it outlines several electronic channels for distribution, including social media, blogs, and search engines.
Setting Product Strategy
What is a Product?
Components of the Market Offering
Durability and Tangibility
Use
Consumer Goods Classification
The Product Hierarchy (using life insurance example)
Product Systems and Mixes
Product Line Analysis
Packaging , labeling warranties
Packaging Objectives
Functions of Labels
Identifying Market Segments and Targets
Effective Targeting Requires
Four levels of Micromarketing
What is a Market Segment?
Flexible Marketing Offerings
Preference Segments
Segmenting Consumer Markets
Behavioral Segmentation
The Brand Funnel Illustrates Variations in the Buyer-Readiness Stage
Loyalty Status
Segmenting for Business Markets
Steps in Segmentation Process
Effective Segmentation Criteria
This presentation gives an overview about the concept of Category Management in Retail. It covers topic such as Visual Merchandising, Planogram, CM in Grocery Store vs Apparel Store
Distribution Channel
Management of Distribution Channel
Need of Distribution Channel
Need for Channel Management
Channel Partners and their Functions
Difference between Distributor and Wholesaler
Choice of Distribution System
Distribution Strategy
Factors Affecting Effective Management of Distribution Channels
Channel Conflict
Conflict Resolution
Motivating Channel Members
Selecting Channel Partners
Evaluating Channels
Channel Control
Setting Product Strategy
What is a Product?
Components of the Market Offering
Durability and Tangibility
Use
Consumer Goods Classification
The Product Hierarchy (using life insurance example)
Product Systems and Mixes
Product Line Analysis
Packaging , labeling warranties
Packaging Objectives
Functions of Labels
Identifying Market Segments and Targets
Effective Targeting Requires
Four levels of Micromarketing
What is a Market Segment?
Flexible Marketing Offerings
Preference Segments
Segmenting Consumer Markets
Behavioral Segmentation
The Brand Funnel Illustrates Variations in the Buyer-Readiness Stage
Loyalty Status
Segmenting for Business Markets
Steps in Segmentation Process
Effective Segmentation Criteria
This presentation gives an overview about the concept of Category Management in Retail. It covers topic such as Visual Merchandising, Planogram, CM in Grocery Store vs Apparel Store
Distribution Channel
Management of Distribution Channel
Need of Distribution Channel
Need for Channel Management
Channel Partners and their Functions
Difference between Distributor and Wholesaler
Choice of Distribution System
Distribution Strategy
Factors Affecting Effective Management of Distribution Channels
Channel Conflict
Conflict Resolution
Motivating Channel Members
Selecting Channel Partners
Evaluating Channels
Channel Control
Marketing (Product Strategy) - Discuss about levels of product, product classification, brand strategies, packaging and labeling of the consumer products.
Distribution channels marketing management pptGanesh Asokan
Distribution channels - their Nature and importance of channels, Channel behavior & organization, Channel design decisions and Channel Management decisions.
Presentation done by the management students of D.G Vaishnav school of management for marketing internals..
Analyzing Business Markets
What is Organizational Buying?
Top Business Marketing Challenges
Characteristics of Business Markets
Buying Situation
Participants in Business Buying ProcessThe Buying Center
Supplier SearchForms of Electronic Marketplaces
Methods for Researching Customer Value
Establishing Corporate Trust and Credibility
Factors Affecting Buyer-Supplier Relationships
What is Opportunism?
Marketing (Product Strategy) - Discuss about levels of product, product classification, brand strategies, packaging and labeling of the consumer products.
Distribution channels marketing management pptGanesh Asokan
Distribution channels - their Nature and importance of channels, Channel behavior & organization, Channel design decisions and Channel Management decisions.
Presentation done by the management students of D.G Vaishnav school of management for marketing internals..
Analyzing Business Markets
What is Organizational Buying?
Top Business Marketing Challenges
Characteristics of Business Markets
Buying Situation
Participants in Business Buying ProcessThe Buying Center
Supplier SearchForms of Electronic Marketplaces
Methods for Researching Customer Value
Establishing Corporate Trust and Credibility
Factors Affecting Buyer-Supplier Relationships
What is Opportunism?
This PPT waz submitted to IIPM Delhi. Our group i.e. Mehfuz,Manish,Divyank,Shikha,Yuvaraj...
If one needs n e more ppts den contact on mefuz@yahoo.co.in
𝟏𝟎 𝐥𝐞𝐬𝐬𝐨𝐧𝐬 𝐥𝐞𝐚𝐫𝐧𝐞𝐝 𝐟𝐫𝐨𝐦 𝐭𝐡𝐞 𝐛𝐨𝐨𝐤
"𝐁𝐞𝐥𝐢𝐞𝐯𝐞 𝐈𝐭 𝐭𝐨 𝐀𝐜𝐡𝐢𝐞𝐯𝐞 𝐈𝐭" by Brian Tracy and Christina Stein is a motivational book that focuses on the power of mindset and belief in achieving goals. Some key lessons from the book include:
1.The Power of Belief:
_______
The book emphasizes that your beliefs shape your actions and outcomes. Having a strong belief in your abilities and your goals can drive you towards success.
2.Positive Self-Talk:
_____
The authors stress the importance of using positive affirmations and self-talk to overcome self-doubt and build self-confidence.
3. Visualization:
____
The book encourages readers to visualize their goals and desired outcomes. Visualizing success can help in creating a clear mental image of what you want to achieve.
4. Setting Clear Goals:
___
Setting specific, measurable, achievable, relevant, and time-bound (SMART) goals is essential for focused progress and achievement.
5. Perseverance:
______
The book highlights the need to stay persistent in the face of challenges and setbacks. Believing in your goals and maintaining determination can help you push through difficulties.
6. Taking Action:
_____
Belief alone isn't enough; taking consistent action towards your goals is crucial. The book emphasizes the importance of continuous effort.
7. Surrounding Yourself with Positivity:
_____
Surrounding yourself with supportive and positive influences can help reinforce your beliefs and motivate you to achieve your goals.
8. Mindset Shift:
__
The book advocates for shifting from a fixed mindset to a growth mindset, where you believe that your abilities and intelligence can be developed through dedication and hard work.
9. Overcoming Fear:
______
The authors discuss strategies for overcoming fear and doubt, which often hinder progress. Cultivating courage and facing challenges head-on is essential.
10. Learning and Adaptation:
____
Embracing a mindset of learning from failures and adapting your approach can lead to continuous improvement and eventual success.
Thanks for reading.
@tongsa guy
𝟏𝟎 𝐥𝐞𝐬𝐬𝐨𝐧𝐬 𝐥𝐞𝐚𝐫𝐧𝐞𝐝 𝐟𝐫𝐨𝐦 𝐭𝐡𝐞 𝐛𝐨𝐨𝐤
"𝐁𝐞𝐥𝐢𝐞𝐯𝐞 𝐈𝐭 𝐭𝐨 𝐀𝐜𝐡𝐢𝐞𝐯𝐞 𝐈𝐭" by Brian Tracy and Christina Stein is a motivational book that focuses on the power of mindset and belief in achieving goals. Some key lessons from the book include:
1.The Power of Belief:
_______
The book emphasizes that your beliefs shape your actions and outcomes. Having a strong belief in your abilities and your goals can drive you towards success.
2.Positive Self-Talk:
_____
The authors stress the importance of using positive affirmations and self-talk to overcome self-doubt and build self-confidence.
3. Visualization:
____
The book encourages readers to visualize their goals and desired outcomes. Visualizing success can help in creating a clear mental image of what you want to achieve.
4. Setting Clear Goals:
___
Setting specific,
Putting the SPARK into Virtual Training.pptxCynthia Clay
This 60-minute webinar, sponsored by Adobe, was delivered for the Training Mag Network. It explored the five elements of SPARK: Storytelling, Purpose, Action, Relationships, and Kudos. Knowing how to tell a well-structured story is key to building long-term memory. Stating a clear purpose that doesn't take away from the discovery learning process is critical. Ensuring that people move from theory to practical application is imperative. Creating strong social learning is the key to commitment and engagement. Validating and affirming participants' comments is the way to create a positive learning environment.
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𝐓𝐉 𝐂𝐨𝐦𝐬 (𝐓𝐉 𝐂𝐨𝐦𝐦𝐮𝐧𝐢𝐜𝐚𝐭𝐢𝐨𝐧𝐬) is a professional event agency that includes experts in the event-organizing market in Vietnam, Korea, and ASEAN countries. We provide unlimited types of events from Music concerts, Fan meetings, and Culture festivals to Corporate events, Internal company events, Golf tournaments, MICE events, and Exhibitions.
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Sports events - Golf competitions/billiards competitions/company sports events: dynamic and challenging
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"𝐄𝐯𝐞𝐫𝐲 𝐞𝐯𝐞𝐧𝐭 𝐢𝐬 𝐚 𝐬𝐭𝐨𝐫𝐲, 𝐚 𝐬𝐩𝐞𝐜𝐢𝐚𝐥 𝐣𝐨𝐮𝐫𝐧𝐞𝐲. 𝐖𝐞 𝐚𝐥𝐰𝐚𝐲𝐬 𝐛𝐞𝐥𝐢𝐞𝐯𝐞 𝐭𝐡𝐚𝐭 𝐬𝐡𝐨𝐫𝐭𝐥𝐲 𝐲𝐨𝐮 𝐰𝐢𝐥𝐥 𝐛𝐞 𝐚 𝐩𝐚𝐫𝐭 𝐨𝐟 𝐨𝐮𝐫 𝐬𝐭𝐨𝐫𝐢𝐞𝐬."
Digital Transformation and IT Strategy Toolkit and TemplatesAurelien Domont, MBA
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Attending a job Interview for B1 and B2 Englsih learnersErika906060
It is a sample of an interview for a business english class for pre-intermediate and intermediate english students with emphasis on the speking ability.
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RMD24 | Retail media: hoe zet je dit in als je geen AH of Unilever bent? Heid...BBPMedia1
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Cracking the Workplace Discipline Code Main.pptxWorkforce Group
Cultivating and maintaining discipline within teams is a critical differentiator for successful organisations.
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Implicitly or explicitly all competing businesses employ a strategy to select a mix
of marketing resources. Formulating such competitive strategies fundamentally
involves recognizing relationships between elements of the marketing mix (e.g.,
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Enterprise Excellence is Inclusive Excellence.pdfKaiNexus
Enterprise excellence and inclusive excellence are closely linked, and real-world challenges have shown that both are essential to the success of any organization. To achieve enterprise excellence, organizations must focus on improving their operations and processes while creating an inclusive environment that engages everyone. In this interactive session, the facilitator will highlight commonly established business practices and how they limit our ability to engage everyone every day. More importantly, though, participants will likely gain increased awareness of what we can do differently to maximize enterprise excellence through deliberate inclusion.
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2. Importance of Channel Component
• Selecting the channel design mix is challenging
1. Marketing goals differ between channel members
2. Business markets segments vary, thus it may require numerous channels
concurrently
3. Business market environment constantly changes
4. Customer requirements change
3. Managing the Channel
• Once a channel structure is specified and goals set, marketing managers need to:
1. Develop procedures for selecting intermediaries
2. Motivate them to meet goals
3. Resolve conflict between them
4. Evaluate performance
4. Distribution Channel
• The link between the manufacturer and the customer is called the Channel of
Distribution.
• The channel accomplishes all the tasks necessary to get the product/service to
market
• Tasks can be performed by the manufacturer or be delegated throughout the
channel
5. Channel Tasks
• Contacting potential buyers
• Negotiating
• Selling
• Contracting
• Transferring title
• Training
• Financing
• Servicing the product
• Inventorying
• Transporting
• Storage
6. Direct Channels
Direct is when the manufacturer performs all the marketing functions.
• In direct distribution system the marketer reaches the target consumer
directly without the use of any intermediary.
• The distribution chain is small and no other party can take ownership of the
product being distributed.
• The direct distribution system can be further sub-divided on the basis of the
methods of communication that takes place during sale between marketer
and consumer.
7. Indirect Channels
• Indirect is when some type of intermediary sells or handles the product.
• In indirect distribution system the marketer includes intermediaries or other
members in his distribution chain.
• These resellers make sure the product reaches the end user, while performing their
duties they take complete ownership of the product.
• However the reseller may sell products on a consignment basis wherein the reseller
pays for the product only when the product is sold.
• The resellers may be expected to take up a few responsibilities to help boost the
sales of the product.
8. B2B Marketing Channels
Manufacturer
Direct Channels Indirect Channels
Direct
Sales
Online
Marketing
Telemarketing
Manufacturers’
Representatives
Industrial
Distributors
Customer Segments
9. Direct Sales Force Required When:
• Sale is complex
• Product/service is highly customized
• Customers are large
• Products are complex
• Sales involve extensive negotiations
• Professionalism is required
• Customer requires direct contact
• Then, seller must control the process to ensure proper implementation of total product
package and to guarantee quick responses to market conditions.
10. Indirect Distribution Found Where…
• Markets are fragmented and widely dispersed.
• Low transaction amounts prevail.
• Buyers typically purchase a number of items.
11. Direct methods include the following:
Direct Marketing Systems
• In this system the consumer buys the product based on information gained from
impersonal contact with the marketer like by visiting the marketer's website or ordering
from the marketer's catalogue.
• Or he buys based on information gathered through some personal communication with a
customer service personnel who is not a salesperson and can be reached through a toll-free
number.
Direct Retail System
• In this type of system the marketer operates his own retail stores. A perfect example of this
system is Starbucks.
12. Direct methods
Personal Selling Systems
• In this system the distribution of the product is carried forward by people
whose main responsibility is creating and managing sales (for instance a
salesperson).
• He persuades the buyers into placing an order.
• The sales person plays a vital role here in generating sales.
13. Direct methods
Assisted Marketing System
• In this form of distribution system the marketer handles the distribution of
his product and helps it reach directly to the end user.
• However he needs assistance from others to spread awareness about his
product among the customers.
• An example of assisted marketing system is e-bay, here the buyers and
sellers are brought together for a fee. Agents and brokers can also be
included in this category.
14. Advantages of direct distribution systems
No loss of margin through intermediaries
• As intermediaries are providing the business with a service, they are going to charge for it.
• Direct distribution effectively cuts out the middlemen and enables businesses to be more
competitive on price.
Complete control over the distribution/sales process
• Some products are very complex, that service a niche selection of customers. These products can
be explained and sold better through the companies marketing and sales team than
intermediaries.
• Direct distribution allows company employees to build relationships directly with customers.
Which could possibly be stronger, and allow for better supply chain management, and the
possibility for co-developed to occur.
15. Indirect methods include the following:
Single-Party Selling System
• In this system the marketer involves another party to sell and distribute his product to the end
user.
• An example can be when the product is sold through large store-based retail chains or through
online retailers. In this case the distribution system is also referred to as trade selling system.
Multiple-Party Selling System
• In multiple-party selling system the distributor involves two or more reseller in the distribution
process before the product reaches the end user.
• This is most likely to happen when a wholesaler buys the product from the manufacturer and
then sells it to the retailer.
16. Advantages of indirect distribution channels
Allows penetration of fragmented/widely dispersed markets
• The organisation may only have contacts in a localised geographical area, and it maybe
difficult to penetrate markets outside of that area, due to a lack of contacts/external market
knowledge.
• Intermediaries will help to connect buyers and sellers from wider geographic regions due to
the knowledge and connections that intermediaries can provide.
Increases profitability by making low transaction amounts viable
• Due to the limitations of capacity with in house marketing/direct distribution it is
sometimes only viable to work on large client orders.
• The payment mechanism that some intermediaries use, e.g. percentage of sales makes
smaller clients more viable.
17. Advantages of indirect distribution channels
Eases logistics for buyers who purchase a number of different items
• General line distributors can stock a broad array of industrial goods, for example industrial
cleaning products.
• This allows for one stop shopping and saves buyers having to order specific goods from
multiple companies.
18. Primary Intermediaries
• There are two primary intermediaries:
1.Industrial distributors
2.Manufacturers’ representatives
• These two groups handle a very sizeable share of B2B sales.
19. Distributors
Industrial Distributors are:
•Generally about 75% of all business marketers sell some product through
distributors.
•Most are small, independent businesses serving narrow geographic markets.
•Distributors are full-service intermediaries, that is they take title (carry inventory) for
the products they sell.
•They provide credit, deliver, offer an assortment, offer technical skills, maintain
customers and find new ones.
•They employ both inside and outside sales people.
20. Distributors
Distributors are in every industry.
•Food and Beverage
•Maintenance, Repair and Operations supplies
•Hardware, Electronics and Fabrication
•Furniture, Clothing, and Personal products
21. Distributor Classification
General-Line Distributors
• Stock extensive variety of low tech (commodity) products
Specialists
• Focus on one or few related lines geared around high tech or industries demanding
complex customer requirements
Combination House
• Operates in two markets: industrial and consumer
22. Manufacturers’ Reps
• Manufacturers’ Reps fill a different role than Industrial Distributors.
They:
• Perform a much higher level of service.
• Are more technically advanced
• Know their territory better
• Are able to sell professionally
• Are experienced in the industry
• Usually represent several companies
23. Manufacturers’ Reps
• Used by small, medium and large firms.
• Often, small and medium firms cannot support a full time salesperson.
• Large firms use them to supplement their direct force for introducing new
products to an area not covered by their sales force.
• The main reason for using Reps is because it is economically correct to do
so. Little or no training costs, no benefits, no outrageous risks, and Reps are
highly motivated vs. employees.
24. Manufacturer’s Rep’s are used when
1. Reps do not take title nor hold inventory
2. Reps are normally paid commission, however deals can be made to be paid a
monthly minimum
3. Commission rates can range from 3%, 20% or more
4. Gross margin is not large
5. Relatively few customers or concentrated geographically or concentrated in few
industries
6. Customers order relatively infrequently and allow fairly long lead times
25. E-Channels
• There are a number of different distribution channels available on the Internet which
could be utilised efficiently.
1. Social networks (Facebook, Myspace, Friendster)
• The current trend of the Internet is social interactions, and the trend is here to stay for a
while.
• Multi-million corporations are in the hunt to acquire popular social networking sites
because they understand the potential and the impact social networking has on Internet
users.
• Treating social networks such as Facebook and Myspace as your distribution channels
mean reaching to more people and increasing awareness of your website.
26. E-Channels
2. Social bookmarks (del.icio.us, Stumble Upon, Digg)
•Social bookmarks enable users to share, organise and store URLs of websites
they like and/or find useful.
• And because social bookmarks are created by users who understand the
content of the website they bookmark, it makes it easier for other users to find
stuff related to an interest.
27. E-Channels
3. Social media (YouTube, Flickr, Podcasts)
•As with social networks and social bookmarks, social media has become increasingly popular
among Internet users for the same reasons.
•Using a social media like YouTube or Flickr as a medium to promote your business could
bring a lot of traffics to your website.
4. Blogs
•Blogs are popular because they provide up-to-date information and enables readers to engage
in discussions via comments.
•By using blog as a distribution channel, businesses can build a loyal readership and interact
with their customer base.
28. E-Channels
5. Widgets and gadgets (Yahoo! widgets, Google gadgets, Facebook APIs)
•Widgets and gadgets deliver dynamic and updated content to the users at any time.
•They leverage the website’s content to create new opportunities, extend users and strengthen
the presence of your brand.
6. Browser extensions
•Browser extensions such as customised search engine, add-ons, and toolbars provide users
with an easy access to your website and the functionalities that it offers instantly from their
favourite browser.
•It is an effective distribution channel for both the business and end users as it maximizes
access and visibility for both parties.
29. E-Channels
7. Search engines
•According to a survey conducted in 1998 by Georgia Institute of Technology,
85% of users found websites through search engines (Tri-Media).
•Therefore, the power of search engine optimisation (SEO) and search engine
marketing (SEM) should be used to drive targeted and qualified traffic to your
website and improve visibility of your business.