This document discusses channel systems and the process of designing distribution channels. It explains that channels bridge manufacturers and customers and are determined by factors like product nature, customer location/type, and market competition. The design process involves determining member roles and responsibilities, how activities achieve customer satisfaction, and performance evaluation. When choosing alternatives, companies consider available and needed intermediaries and their roles. Major alternatives are evaluated based on cost, control ability, adaptability, and volume handling ability. The three most important selection factors are product/market characteristics, company attributes, and channel member capabilities and attitudes.
concept of marketing channel refers to concept, roles, functions and flows of marketing channel. also explains the channel levels and the number of intermediaries used in the channel.
A marketing channel is a set of practices or activities necessary to transfer the ownership of goods, from the point of production to the point of consumption.
concept of marketing channel refers to concept, roles, functions and flows of marketing channel. also explains the channel levels and the number of intermediaries used in the channel.
A marketing channel is a set of practices or activities necessary to transfer the ownership of goods, from the point of production to the point of consumption.
Marketing Channels - Delivering Customer ValueFaHaD .H. NooR
Supply Chains and the Value Delivery Network
The Nature and Importance of Marketing Channels
Channel Behavior and Organization
Channel Design Decisions
Channel Management Decisions
Public Policy and Distribution Decisions
Marketing Logistics and Supply Chain Management
Upstream partners include raw material suppliers, components, parts, information, finances, and expertise to create a product or service
Downstream partners include the marketing channels or distribution channels that look toward the customer
Channel Information Systems
Purpose
Information - Advantages
Classification of Information
Information Process
Developing a Channel MIS
Use of Information
Sources of Data
Competition Tracking
Elements of a Channel Information System
Channel Performance Evaluation
IT System for Channels
Intensive Distribution
Marketing Channels - Delivering Customer ValueFaHaD .H. NooR
Supply Chains and the Value Delivery Network
The Nature and Importance of Marketing Channels
Channel Behavior and Organization
Channel Design Decisions
Channel Management Decisions
Public Policy and Distribution Decisions
Marketing Logistics and Supply Chain Management
Upstream partners include raw material suppliers, components, parts, information, finances, and expertise to create a product or service
Downstream partners include the marketing channels or distribution channels that look toward the customer
Channel Information Systems
Purpose
Information - Advantages
Classification of Information
Information Process
Developing a Channel MIS
Use of Information
Sources of Data
Competition Tracking
Elements of a Channel Information System
Channel Performance Evaluation
IT System for Channels
Intensive Distribution
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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.,
price and product quality), as well as assessing competitive and market conditions
(i.e., industry structure in the language of economics).
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2. What are Channel Systems?
• The Channel system is a bridge between the manufacturer and the ultimate customer of
the products or services offered by the company
• Factors that determine the nature of the distribution channels:
Nature of the product/ service
Location and nature of the customers
Nature of competition and its distribution systems
Intensity of the distribution required
Nature of the markets being targeted
3. Channel Design
• The process of design of the channel system answers some of
the following questions:
What activities are the channel members required to perform?
Which of these activities is to be performed by which channel
partner?
The number of channel members required in the network and
of each category.
Are the roles & responsibilities of the various channel
partners clearly defined?
How is the performance of these activities going to help the
company achieve its customer satisfaction objectives?
Are the channel members aware of how their performance is
going to be judged, by whom and at what frequency?
4. Channel Alternatives
• At the time of deciding on the alternatives, the company will scan for:
i. Business intermediaries currently available in the market
ii. The number & type of intermediaries required
iii. Any new channel members that need to be specially developed
iv. Roles of each of the channel members
5. Evaluation of Major Alternatives
• The common criteria for evaluation are as follows:
Cost
Ability to manage & control
Adaptability
Range & volume to be handled
6. Factors influencing
Channel Selection
• The three most important factors influencing
channel selection are:
a) PRODUCT AND MARKET FACTORS-
nature of product, number of customers, the
purchase frequency, cost of the product,
simple/complex product, geographical
concentration of the market
b) COMPANY CHARACTERISTICS- financial
resources of the company, degree of control,
degree of risks the company wants to share,
management abilities
c) CHANNEL CONSIDERATIONS- level of
service capabilities of the proposed partners,
availability of middlemen, attitude of
intermediaries towards company policies