This document discusses considerations for international distribution and logistics. It covers selecting foreign intermediaries, distribution channels for business and consumer goods, using a company-owned sales force, differing patterns of retailing globally, implications for developing a distribution strategy, and effective systems for physical distribution of exports. Logistics approaches focus on customer service and using information technology to streamline operations.

1. MANAGEMENT OF INTERNATIONAL DISTRIBUTION AND LOGISTICS Session 10

3. DISTRIBUTION CHANNELS FOR BUSINESS GOODS

4. DISTRIBUTION CHANNELS FOR CONSUMER GOODS

5. 11 C MODEL: Selecting Appropriate Channel Intermediaries C ustomer characteristics C ulture C ompetition C ompany objectives C haracter of the market C ost Source: Czinkota & Ronkainen (2006) C apital required C overage needed C ontrol issues C ontinuity provided C ommunication effectiveness

8. RETAILERS - TYPICAL DIFFERENCES BETWEEN DEVELOPING & DEVELOPED COUNTRIES

11. Top 10 Global Food Retailers www.supermarketnews.com (2006)

12. GLOBAL RETAILER CATEGORIES

20. THE EXPORT ORDER & PHYSICAL DISTRIBUTION