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This document outlines key concepts in marketing channels and distribution. It discusses customers' desired service levels, types of intermediaries and exclusive distribution agreements. It also covers terms of channel partnerships, evaluating and managing channel members, eliciting cooperation, and dealing with channel conflicts. The roles of wholesalers and retailers are defined. Finally, it discusses major communication skills and developing effective marketing communication strategies.
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Channels of distribution
slide contains more information about channels of distribution, types pf middleman who are engaged in distribution of drug, their roles and responsibilities. complete information about retailer and wholesaler
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This document discusses different distribution structures and strategies. It describes the traditional importer-oriented structure and the Japanese structure dominated by small middlemen and retailers. The Japanese structure benefits consumers through frequent small purchases at conveniently located small stores. Manufacturers control the Japanese channel through inventory financing, sales incentives, returns policies and promotional support. The document also discusses domestic vs foreign middlemen and factors to consider in developing an international distribution strategy.
Channel of distribution
Distribution channels are an important element of marketing mix and are the routes through which products reach target customers. Indirect channels utilize middlemen like merchants and agents to distribute products from producers to consumers. Direct channels do not involve middlemen and producers sell directly to consumers. Companies may also use mixed channels that employ both direct and indirect methods simultaneously in different markets.
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This document defines and describes different types of marketing intermediaries, including retailers, wholesalers, and logistical organizations. Retailers sell directly to final consumers, and include both store and non-store retailers like department stores, specialty stores, discount stores, vending machines, and direct marketing. Wholesalers sell goods and services to businesses for resale. Logistical organizations plan and control the physical flow of materials and goods to meet customer demand profitably.
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all channels of distribution in business explained in easy and understandable language along with beautiful presentations and examples of all different channels one can use for their business
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Channels of distribution refer to the routes by which goods move from producers to customers. There are two types of channels: direct selling from manufacturer to consumer, and indirect selling which involves intermediaries. Indirect channels can involve retailers, wholesalers, distributors, and other middlemen. Wholesalers purchase large quantities from manufacturers and sell to retailers. Retailers purchase smaller quantities from wholesalers and sell directly to consumers. Middlemen like brokers bring buyers and sellers together, while commission agents sell goods on behalf of owners. Middlemen play an important role by facilitating the flow of goods from producers to consumers.
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The document discusses marketing channels and factors that influence channel choice. It defines marketing channels as the path taken by products to move from production to consumption. Several intermediaries may function between producers and consumers. The number of intermediaries determines the channel length. Key factors that influence which channel to use include the product, market characteristics, company strengths, competition, and the business environment. Choosing the appropriate channel is important for effectively distributing products to customers.
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The document summarizes channels of distribution for pharmaceutical drugs. It discusses direct selling from manufacturer to consumer as well as various indirect channels involving distributors, wholesalers, and retailers. It outlines the functions and types of wholesalers and retailers. Some advantages of channels of distribution are reducing costs and widely distributing goods. Disadvantages include increased prices from commissions and potential supply issues. The choice of appropriate distribution channels depends on market, product, and company factors.
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This document discusses different distribution structures and strategies. It describes the traditional importer-oriented structure and the Japanese structure dominated by small middlemen and retailers. The Japanese structure benefits consumers through frequent small purchases at conveniently located small stores. Manufacturers control the Japanese channel through inventory financing, sales incentives, returns policies and promotional support. The document also discusses domestic vs foreign middlemen and factors to consider in developing an international distribution strategy.
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Distribution channels are an important element of marketing mix and are the routes through which products reach target customers. Indirect channels utilize middlemen like merchants and agents to distribute products from producers to consumers. Direct channels do not involve middlemen and producers sell directly to consumers. Companies may also use mixed channels that employ both direct and indirect methods simultaneously in different markets.
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all channels of distribution in business explained in easy and understandable language along with beautiful presentations and examples of all different channels one can use for their business
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Channels of distribution refer to the routes by which goods move from producers to customers. There are two types of channels: direct selling from manufacturer to consumer, and indirect selling which involves intermediaries. Indirect channels can involve retailers, wholesalers, distributors, and other middlemen. Wholesalers purchase large quantities from manufacturers and sell to retailers. Retailers purchase smaller quantities from wholesalers and sell directly to consumers. Middlemen like brokers bring buyers and sellers together, while commission agents sell goods on behalf of owners. Middlemen play an important role by facilitating the flow of goods from producers to consumers.
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The document discusses marketing channels and factors that influence channel choice. It defines marketing channels as the path taken by products to move from production to consumption. Several intermediaries may function between producers and consumers. The number of intermediaries determines the channel length. Key factors that influence which channel to use include the product, market characteristics, company strengths, competition, and the business environment. Choosing the appropriate channel is important for effectively distributing products to customers.
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The document summarizes channels of distribution for pharmaceutical drugs. It discusses direct selling from manufacturer to consumer as well as various indirect channels involving distributors, wholesalers, and retailers. It outlines the functions and types of wholesalers and retailers. Some advantages of channels of distribution are reducing costs and widely distributing goods. Disadvantages include increased prices from commissions and potential supply issues. The choice of appropriate distribution channels depends on market, product, and company factors.
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Briefly Explain all these points below
A. Marketing channels VS changes in technology (online marketing)
B. Vertical marketing system (VMS) VS Conventional marketing system
C. Role of marketing intermediaries
D. Distribution strategies
E. Levels of service that retailers can offer
F. Types of retailers
Solution
c) Role of marketing intermediaries:
Marketing Intermediaries can be defined as the individuals or organizations the link the producer
to ultimate customer.The marketing intermediaries play a very important role in the development
of business by selling and promoting the products and services.The marketing intermediaries can
also be termed as agents of organizations.The different marketing intermediariers are agents,
wholesalers and retailers.They get the product at a certain price from organization and then they
sell it at somewhat higher price to the customer.The link the retail chain and are a part of supply
chain.Their exists different levels of channels in supply chain.
1) One level channel:
Producer---retiler----customer
2) two level channel:
producer---wholesaler---retailer---customer
3)Three level channel
Producer---distibutor---wholesaler---retailer---customer
4) Four level channel
Producer---agent-----distibutor---wholesaler---retailer---customer.
The detailed role of the marketing intermediaries is :
1) They facilitate or improve the salesby physically available to or close to customers.
2) They act as a sub distribution channel
3)They divide the bulk according to the minimum requirements of customers.
4) they provide according to suitability of customers.
5) They give presale and post sale service to customers.
6) They also bare risk of organization
7) They act as chain and chane agents of both technology and products.
D) Distribution strategies:The distribution startegies are ainly decided by the top
management.They are generally decided by keeping in view the 4Psof marketing i.e.,
product,price,place and promotion.There are different types of distribution strategies:
1) Exclusive distribution:It includes few intermediaries and usage of less retail outlets.
2)Selective distribution : It is one in which the manufacturer uses few selected intermediariers to
pass the product.
3)Intensive distribution: It is the one in which a firm sells through more number of outlets or
intermediaries.
F) Types of retilers:Retailers are individuals who direcly sell to the ultimate customer the
products.They mainly reach the customers who require less amont of goods.
The different types of retaiilers are:
1) spetiality stores: such retailers carry very narrow product line and offer high level of service.
2)Department stores:these type of retailers provide high range of producta and services.They
offer different levels of service at diffrent pricing.
3)Supermarkets: such type of retailers sell food and bevarage products and services.
4)Convienece retailers: These retailers sell few products at higher prices and are usually located
at the housin.
Role of Distribution Channel in Marketing of Food
For manufacturers, it is very important to create a mix of distribution channels that allow for ease of availability for the consumer, i.e., a good marketing mix. Based on the diversity and scope of a manufacturing business or any other business that can be found in the distribution process, the respective business needs to settle on a channel or channels that allow for good sales generation and ease of access for consumers.
Marketing Channels
The document discusses business marketing channels. It covers the critical role of industrial distributors and manufacturers' representatives in business channels. It also discusses requirements for successful channel strategy, including designing the channel structure to meet marketing objectives and managing the channel to achieve goals. The document outlines different channel alternatives for business markets and considerations for channel design, administration, and motivating channel members.
G:\mba\6th term\markma\10 questions for designing and managing integated mark...
This document provides answers to 10 multiple choice questions about marketing channels. The questions cover topics like levels of marketing channels, types of channel conflicts, channel member functions, examples of channel systems, and factors that affect marketing channel choices.
channel management.pptx.ppt
This document discusses channel management and distribution. It covers the following key points in 3 sentences:
Channel members add value by performing activities like marketing, packaging, storage and delivery to move a product from production to consumption. The document outlines various channel functions such as providing information, promotion, negotiation, physical distribution and financing. It also discusses selecting, managing, motivating and evaluating channel members to effectively distribute products through intermediaries to target markets.
Unit 4_Marketing Notes.pptx
Channel of Distribution – importance – Selection of distribution channel – Promotion Mix – Advertising – Personal Selling – Kinds of Salesmen – Sales Promotion
H:\Mba\6th Term\Markma\10 Questions For Designing And Managing Integated Mark...
This document contains a series of questions and answers about marketing channels and buyer behavior. It discusses the following key points:
- There are four main categories of buyers: habitual shoppers, high-value deal seekers, variety-loving shoppers, and high-involvement shoppers.
- A second-level marketing channel involves at least three parties: a manufacturer, a wholesaler, and a retailer between the manufacturer and consumer.
- The main types of channel conflicts are vertical between different levels, horizontal between same levels, and multichannel between independent channels.
- Channel members' functions include facilitating exchange through agreements, storage, and transfer of ownership but not modifying the product itself.
Channels of distribution
This document discusses marketing channels and distribution. It defines marketing channels as the interconnected organizations involved in making a product available for consumption. Channels of distribution include multiple levels from manufacturers to consumers, such as wholesalers and retailers. Intermediaries are middlemen that take ownership of goods and sell them for profit. Key intermediaries discussed are wholesalers, retailers, and agent middlemen like brokers. Important factors in choosing distribution channels include product characteristics, market forces, institutional capabilities, and environmental considerations.
Marketing Mix-Place Decisions
The document discusses marketing mix place decisions, which involve how to distribute products to target customers. It covers channel distribution systems that perform transactional, logistical, and facilitating functions. Distribution decisions include location, market coverage, channel member selection, logistics, and service levels. Most producers use intermediaries like distributors and retailers rather than selling directly to end users. Effective channel management requires selecting and motivating intermediaries. The document provides examples of Apple Stores and Vodafone stores as direct marketing channels.
Distribution_Management.docx
This document is a chapter from a marketing textbook about marketing channel strategy. It discusses the key decisions involved in developing an effective channel strategy, including determining the role of distribution in a firm's overall objectives and strategies, and how distribution fits within the marketing mix. The chapter also defines marketing channel strategy and outlines the six basic distribution decisions that firms must address to achieve their distribution objectives.
Mm.13.10
This document discusses marketing channels and channel management. It defines marketing channels as interdependent organizations that make a product available for consumption. It describes push and pull strategies and discusses channel design considerations like length, intermediaries, and terms. It also covers channel integration, managing conflict, and achieving cooperation between members. The key topics covered are channel structure and flow, designing channels, selecting and evaluating members, and addressing vertical and horizontal conflicts.
Marketing Channels and Types.pptx
Definition, functions and objectives of marketing channels. Channel strategies and policies. Channel design and channel management decisions. selecting the channel partners. training the channel members. Motivating channel members. Evaluating the channel members. Formulating channel objectives. Channel design. terms and responsibilities of channel members. Types of intermediaries. Identifying major channel alternatives. Functions of marketing channels. Consumer behaviour and marketing channels.
Com. marketing ppt
This document discusses key concepts related to marketing channels and logistics. It defines marketing channels as the set of interdependent organizations involved in making a product available for consumption. It also discusses types of retailers like specialty stores, department stores, and convenience stores. It covers wholesaling functions like selling, buying, warehousing, and risk bearing. The document emphasizes integrated logistics planning and objectives like minimizing total costs while meeting customer requirements.
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More from Dr.Brahm Sharma
Mm18
This document discusses pricing objectives and strategies that companies can pursue, including survival, maximum current profit, maximum market share, and market skimming. It also covers determining demand curves and the factors that influence price sensitivity. Finally, it outlines the key considerations in selecting and managing marketing channels, such as identifying intermediaries, evaluating channel members, and the different types of power that can help manage channels.
Mm17
Companies that fail to develop new products risk becoming vulnerable to changing customer needs, new technologies, and increased competition. New product development is also risky, as new products often fail at a high rate. A brand is a name, term, sign, symbol or design that identifies a product and differentiates it from competitors. There are various branding strategies a company can take such as using individual product names, a blanket family name, or combining a company name with individual product names. Packaging and labelling fulfill important functions like identification, grading, description, promotion and legal compliance. Factors like consumer affluence, convenience and company image influence the growth of packaging. Pricing is a key marketing mix element that generates revenue. Companies
Mm16
This document contains a quiz with questions about marketing management concepts such as product ideas, product concepts, concept testing, and new product development. It also discusses reasons for new product failures, challenges in new product development, and definitions of brands and branding. Branding provides advantages like easier order processing, legal protection, attracting loyal customers, market segmentation, and building corporate image. Strong brands help launch new products and gain acceptance from distributors and consumers.
Mm15
This document provides an overview of key concepts in marketing, including:
1) It defines marketing orientation models like production, product, selling, and holistic marketing concepts.
2) It explains the importance of understanding customers' needs and delivering value through the value delivery process of choosing, providing, and communicating value to customers.
3) It discusses the key elements of an effective marketing plan, including mission statements, SWOT analysis, goal setting, strategy formulation, budgets/forecasts, and feedback controls.
Mm14
This document discusses marketing strategies across the four stages of a product's life cycle: introduction, growth, maturity, and decline. In the introduction stage, strategies include rapid or slow skimming or penetration using price and promotion tactics. In growth, companies improve quality, add features, and expand distribution. During maturity, firms convert non-users, enter new segments, and modify products or other marketing mix elements. Finally, in decline strategies involve reducing investment, maintaining it until uncertainties pass, harvesting cash quickly, or divesting assets to dispose of the business.
Mm11,12
This document contains information about key elements of a marketing plan, including a mission statement, SWOT analysis, goal setting, strategy formulation, and budgets/forecasts. It discusses the importance of defining goals and strategies to achieve them. SWOT involves analyzing internal strengths/weaknesses and external opportunities/threats. The strategy section outlines Porter's three generic strategies of cost leadership, differentiation, and focus. It also discusses strategic alliances between companies. Budgeting puts costs and expected returns in financial terms for the plan period and beyond. Feedback allows course correction and plan revision as needed.
Mm10
The document provides information on various marketing strategies, including:
1. Product differentiation focuses on distinguishing a company's offering from competitors through meaningful differences in features, quality, design, etc.
2. Target marketing identifies distinct customer groups (market segmentation), selects segments to target, and positions products to communicate key benefits to the targeted segments.
3. Companies must choose their target markets carefully, considering segment attractiveness, resources, ethical implications, and relationships between segments. Both differentiated and undifferentiated marketing strategies are discussed.
Mm8,9
The document discusses product differentiation and positioning strategies for companies. It defines differentiation as designing meaningful differences between a company's offering and competitors' offerings. Companies can differentiate their products, services, personnel, channels, and image. Positioning is designing the company's offering and image to occupy a distinctive place in customers' minds. When positioning, companies must decide how many benefits to promote and avoid errors like underpositioning or overpositioning.
Mm6,7,8
This document contains information about marketing information systems (MIS) and marketing research. It defines MIS as consisting of people, equipment, and procedures to gather, analyze, and distribute market information to decision makers. It discusses the components of MIS, including internal records, marketing intelligence systems, and marketing research. It also provides details about key aspects of marketing research such as the problem definition, research design, data collection, sampling, data analysis, and application steps.
Mm3,4
This document discusses various marketing concepts used by organizations, including the production concept, product concept, selling concept, marketing concept, and holistic marketing concept. It provides details on each concept, such as the production concept focusing on inexpensive mass-produced goods. The holistic marketing concept recognizes the interdependencies between marketing programs, processes, and activities. It has four components - relationship marketing, integrated marketing, internal marketing, and social responsibility marketing. The document also discusses fundamental marketing concepts like customer value, needs, wants, demands, and value delivery processes.
Mm1
This document provides an overview of marketing concepts and definitions. It discusses that marketing is everyone's responsibility from receptionists to board members. Marketing management focuses on applying marketing techniques and managing resources. The document also defines marketing in several ways and notes they are all correct. Marketing is about meeting customer needs profitably. It discusses what can be marketed, the core of marketing as exchange/transactions, key customer markets, and a company's orientation towards customers from production to holistic marketing concepts.
Mm5
The key tasks of marketing management are developing marketing strategies and plans, capturing marketing insights, connecting with consumers, building strong brands, shaping market offerings, delivering value, communicating value, and creating long term growth. This involves identifying short and long term potentials, monitoring the marketing environment, gathering information, establishing marketing systems, developing strong customer relationships, understanding the competition, determining distribution channels, and running marketing communications and growth programs.
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Mm19
- 1. Customers desired service output levels: 1. Lot size 2. Waiting time 3. Spatial convenience 4. Product Variety 5. Service backup
- 2. Identifying major channel alternatives: 1. Types of intermediaries : The firm need to identify the types of intermediaries avilable to carry on its channel work
- 3. 2. Number of intermediaries: Exclusive distribution i. Exclusive ii. Selective iii. Intensive
- 4. Terms and responsibility of channel partners: Each channel member must be treated respectfully and given opportunities to be profitable.
- 5. Trade-relation mix: 1. Price policy 2. Conditions of sale 3. Territorial rights 4. Mutual services and responsibilities
- 6. Evaluating channel members: 1. Economic 2. Control 3. Adaptive
- 7. Channel management decisions: 1. Selecting channel members: 2. Training channel members 3. Motivating channel members: Channel offering, Channel building programs
- 8. Eliciting power to Co-operate: 1. Coercive power 2. Reward power 3. Legitimate power 4. Expert power 5. Referent power
- 9. Channel Dynamics: distribution channels do not stand still. 1. Conventional Marketing system 2. Vertical Marketing System i. Corporate ii. Administered iii. Contractual
- 10. 3. Horizontal Marketing systems: Symbiotic marketing 4. Multi-channel marketing systems
- 11. Conflict , co-operation and Competition: 1. Types: Vertical, Horizontal, Multichannel 2. Causes
- 12. 3. Managing Channel Conflict: i. Superordinate goals, ii. Exchange persons, iii. Cooptation, iv. Joint membership, v. Diplomacy vi. Mediation vii. Arbitration
- 13. Legal & Ethical Issues in Marketing: i. Exclusive Dealing ii. Exclusive territories iii. Tying arrangements: Full-line forcing iv. Dealers Rights
- 14. Wholesaling includes all the activities involved in selling goods or services to those who buy for resale or business use. They are also called as distributors
- 15. Functions of wholesalers; i. Selling and promoting ii. Buying and assortment building iii. Bulk breaking iv. Warehousing v. Transportation vi. Financing vii. Risk bearing viii. Market information ix. Management services and counselling
- 16. Retailing includes all activities involved in selling goods or services directly to final consumers for personal, non business use. Levels of service: i. Self-service ii. Self selection iii. Limited service iv. Full service
- 17. Four broad positioning strategies: i. Bloomingdale ii. Tiffany iii. Sunglass hut iv. Wal-Mart
- 18. Bloomingdale Wal-mart Tiffany Sunglass hut Product line Value Added Broad Narrow
- 19. Communication Major Communication Skills 1. Encoding 2. Decoding 3. Response 4. Feedback
- 20. Developing effective communications: 1. Identify the target audience 2. Determine the communication objective 3. Design the message 4. Select the communication channel 5. Establish the total communication budget 6. Decide on the communication mix 7. Measure the communication results 8. Manage the integrated marketing communication approach.
- 21. Communication strategy Marketing communication mix: 1. Advertising 2. Sales promotion 3. Public relation 4. Personal selling 5. Direct marketing