This document discusses pharmaceutical marketing channels. It defines distribution channels and describes their key functions like sorting, accumulating, allocating, assorting, promoting, physically distributing, negotiating, and risk taking. It outlines different types of distribution channels based on the number of intermediary levels, including direct and indirect channels. It also examines designing marketing channels, including analyzing customer needs, establishing objectives, identifying alternatives, and evaluating alternatives. Finally, it briefly discusses wholesaling and retailing intermediaries and their roles and types.
Unit 1 Chp 2 Motivation and prescribing habites.pptxRoshanKumarDubey2
Pharmaceutical market:
Quantitative and qualitative aspects; size and composition of the market; demographic
descriptions and socio-psychological characteristics of the consumer; market segmentation &
targeting. Consumer profile; Motivation and prescribing habits of the physician; patient's choice
of physician and retail pharmacist. Analysing the Market; Role of market research.
Pharmaceutical market:
Quantitative and qualitative aspects; size and composition of the market; demographic
descriptions and socio-psychological characteristics of the consumer; market segmentation &
targeting. Consumer profile; Motivation and prescribing habits of the physician; patient's choice
of physician and retail pharmacist. Analysing the Market; Role of market research.
Unit 1 Chp 2 Motivation and prescribing habites.pptxRoshanKumarDubey2
Pharmaceutical market:
Quantitative and qualitative aspects; size and composition of the market; demographic
descriptions and socio-psychological characteristics of the consumer; market segmentation &
targeting. Consumer profile; Motivation and prescribing habits of the physician; patient's choice
of physician and retail pharmacist. Analysing the Market; Role of market research.
Pharmaceutical market:
Quantitative and qualitative aspects; size and composition of the market; demographic
descriptions and socio-psychological characteristics of the consumer; market segmentation &
targeting. Consumer profile; Motivation and prescribing habits of the physician; patient's choice
of physician and retail pharmacist. Analysing the Market; Role of market research.
A program that combines the study of basic and pharmaceutical sciences with marketing and management studies; and that prepares individuals for careers in pharmaceutical sales, marketing, management, and related fields within the health care industry.
These slides make an argument that marketing channels in pharmacy are not limited to distribution channels. They include information, financing, and more.
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Function of community pharmacy, Organization and structure of retail and wholesale drug store, Legal requirement for establishment, Maintenance of records
A program that combines the study of basic and pharmaceutical sciences with marketing and management studies; and that prepares individuals for careers in pharmaceutical sales, marketing, management, and related fields within the health care industry.
These slides make an argument that marketing channels in pharmacy are not limited to distribution channels. They include information, financing, and more.
Social health program; role of world health organization in Indian national p...Dr. Sharad Chand
This topic explains the Social health program; the role of the world health organization in the Indian national program. This is useful for understanding the importance of social health and the role of WHO.
The presentation is about: Drug Regulatory Affairs as a profession, Scope & Responsibilities in life cycle management of a drug and role of RA in the drug approval process.
Function of community pharmacy, Organization and structure of retail and wholesale drug store, Legal requirement for establishment, Maintenance of records
Channel institutions wholesaling
Functions of Wholesalers
Need for Wholesalers
Characteristics of Wholesalers
Difference with Retailers
Functions of Wholesalers
Types of Wholesalers
Limitations of Wholesalers
Major Wholesaling Decisions
Managing Distributors
Need for Distributors
Expectations from a Distributor
Cost of Servicing
Dealer
Distributor
Favourable Factors
UnFavourable Factors
presentation on channel design "Marketing"Sanower Azad
WHAT IS CHANNEL DESIGN??
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Pediatric nurses play a vital role in the health and well-being of children. Their responsibilities are wide-ranging, and their objectives can be categorized into several key areas:
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This includes tasks like:
Monitoring vital signs and physical condition.
Administering medications and treatments.
Performing procedures as directed by doctors.
Assisting with daily living activities (bathing, feeding).
Providing emotional support and pain management.
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This includes tasks like:
Administering vaccinations.
Providing education on nutrition, hygiene, and development.
Offering breastfeeding and childbirth support.
Counseling families on safety and injury prevention.
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Objective: Collaborate effectively with doctors, social workers, therapists, and other healthcare professionals to ensure coordinated care for children.
Objective: Advocate for the rights and best interests of their patients, especially when children cannot speak for themselves.
This includes tasks like:
Communicating effectively with healthcare teams.
Identifying and addressing potential risks to child welfare.
Educating families about their child's condition and treatment options.
4. Professional Development and Research:
Objective: Stay up-to-date on the latest advancements in pediatric healthcare through continuing education and research.
Objective: Contribute to improving the quality of care for children by participating in research initiatives.
This includes tasks like:
Attending workshops and conferences on pediatric nursing.
Participating in clinical trials related to child health.
Implementing evidence-based practices into their daily routines.
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Alongside the 77th World Health Assembly in Geneva on 28 May 2024, we launched the second version of our Index, allowing us to track progress and give new insights into what needs to be done to keep populations healthier for longer.
The speakers included:
Professor Orazio Schillaci, Minister of Health, Italy
Dr Hans Groth, Chairman of the Board, World Demographic & Ageing Forum
Professor Ilona Kickbusch, Founder and Chair, Global Health Centre, Geneva Graduate Institute and co-chair, World Health Summit Council
Dr Natasha Azzopardi Muscat, Director, Country Health Policies and Systems Division, World Health Organisation EURO
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2. • A distribution channel is the path or route
decided by the company to deliver its good
or service to the customers.
or
• Philips kotler defines channel of
distribution as “ a set of independent
organizations involved in the process of
making a product or service available for
use or consumption.
Distribution:
3. Functions of Distribution
Channels
• Sorting: it obtain the supplies of goods from various suppliers
and sort them out into similar groups on the basis of size, quality.
• Accumulation: ensure a continuous supply of goods and maintain
a large volume of stocks.
• Allocation: Packing of sorted goods into small marketable lots
like 1kg,500gms etc.
• Assorting: Varity of goods from different manufactures.
• Promotion: Special displays of many products.
• Physical distribution: Transporting and storing goods.
• Negotiation: Negotiate with the producer and customer
• Risk taking: Assuming the risks of carrying out the channel work
(e.g. storing).
4. Distribution
Channels
• A channel level is each layer of marketing
intermediaries that performs some distribution work.
• The number of intermediary levels indicates the
length of a marketing channel. (see next slide…)
• Based on the number of levels, a channel can be
Direct or Indirect:
• Direct marketing channel has no intermediary
levels; the company sells directly to consumers
(direct marketing).
• Indirect marketing channel contains one or
more intermediaries.
• From the producer’s point of view, a greater
number of levels mean less control and greater channel
complexity.
7. Analyzing
consumer
needs
• Analyzing consumer needs: main questions to be addressed:
• Do consumers want to buy from nearby locations or
are they willing to travel?
• Do they want to buy-in person, by phone, or online?
• Do they value breadth of assortment or do they prefer
specialization?
• Do consumers want many add-on services?
• Firm must balance needs against costs and consumer price
preferences.
8. Channel Design
Decisions (cont’d)
10- 8
Establishing channel objectives: Objectives
are stated in terms of targeted levels of
customer service.
ü Channel objectives are influenced by:
Ø Cost of customer-
service requirements.
Ø Nature of the company.
Ø The firm’s products.
Ø Marketing intermediaries.
Ø Competitors.
Ø Environment.
9. Direct marketing is Required
The products are that are colossal in size
need channels that will reduce the shipping
distance
Product sold directly by sales representative
of the company
10. Channel Design Decisions (cont’d)
Identifying major alternatives: A firm should identify the types, number,
and responsibilities of channel members available to carry out its channel work.
• Types of intermediaries:
• Retailers, “value-added” retailers, independent distributors, dealers,
…etc.
• Number of marketing intermediaries to use:
• (1) Intensive,
• (2) selective, or
• (3) exclusive distribution.
• Responsibilities of channel members, include:
• Price policies, conditions of sale, territorial rights, and specific
services to be performed by each party.
11. Channel Design Decisions (cont’d)
4. Evaluating major alternatives: involves comparing each alternative in terms
of:
Economic criteria, a company compares the likely sales, costs, and
profitability of different channel alternatives.
Control issues means deciding how much control to give, and to
whom.
For example, the level of control a company will maintain over its
product in the channel depends on its marketing strategy.
Giving the channel some control over the marketing of the
product can be preferable.
Some intermediaries may take more control than others.
10-
11
12. Designing International Channels
• Channel design for international markets can be very challenging, because:
• Each country has its own unique distribution system, which is sometimes
hard to penetrate.
• Distribution systems can be very complex with many layers and a large
number of intermediaries.
• Distribution systems in developing countries may be scattered or inefficient.
• Customs and government regulation can restrict distribution in global
markets.
13. WHOLESELLING
INTERMEDIARIES
WHOLESALERS -
• Wholesalers are independently owned
firms that take title to the merchandise
they handle. The wholesalers own
the products they sell. Wholesalers
purchase product in bulk and store it until
they can resell it.
• Wholesalers generally sell the products
they have purchased to other
intermediaries, usually retailers, for a profit.
• Wholesaling is concerned with the
activities of those persons or
establishments that sell to retailers and
other merchants and / or industrial,
institutional and commercial users but do
not sell in large amounts to consumers. This Photo by Unknown author is licensed under CC BY-SA.
14. WHOLESALERS ROLE
Wholesaler acts as a middlemen in the channel of distribution as he buys goods in large
quantity from the manufacturer and sells these to retailers in small quantities.
• Buying and Assembling
• Selling and dispersing
• Transportation
• Storage
• Packing and grading
• Advertising and Sales Promotion
• Financing
• Risk taking
15. WHOLESALERS ADVANTAGES
• Bring efficiencies to selling process
• Assist small organizations in selling
• Specialist role on selling so that manufacturers can focus on
production
• Bring economies of scale
• Give / make assortment of products
• Important link between manufacturers and retailers
17. RETAILERS ROLE
• Retailers buys goods from wholesaler and sells
them directly to consumers. Thus he acts as
a direct link between the wholesaler and consu
mers.
• Wide choice to Consumers
• Availability of goods in small quantities
and at convenient locations
• Home Delivery
• Assurance of regular supply
• Credit Facility
• Close Interactions with Customers
18. Retail Type
• Store retailers
• Non-store retailers
• Other retailers
• Retail organizations
19. STORE
RETAILERS -
TYPES
1. Specialty stores
• Few lines but deep assortment
• e.g. Mobile shops, Camera
shops
2. Department stores
• Many product lines
• e.g. Westside, Shoppers Stop
3. Super Markets
• Many product lines – large
stores and chains
• e.g. Big Bazaar, Walmart,
Reliance Fresh
This Photo by Unknown author is licensed under CC BY-NC-ND.
20. STORE RETAILERS – TYPES
4. Convenience Stores
•Well located – convenient
•Few FMCG type lines
•E.g. Kirana shops, Petrol pump stores
5. Discount Stores
•Limited / broad product lines
•Low prices, limited service
•E.g. Dollar Stores
21. This Photo by Unknown author is licensed under CC BY-SA.
22. NON STORE
RETAILERS - TYPES
• Mail order catalogues
• Direct mail
• Telemarketing
• TV marketing
• Internet retailing
• E-shopping
• OTHER RETAILERS- TYPES
• Direct selling – Door to door
• Multi-level marketing
• Through Machine
• Automated Vending Machines ATMs
This Photo by Unknown author is licensed under CC BY.
23. MARKETING
DECISIONS FOR
RETAILERS
1.Target market
• Which consumers? Who are the buyers?
2. Product Assortment
• Which product lines / products to take on?
3. Pricing
• Margins,ROI
4. Services / facilities
• What level of services / facilities to provide?
5. Store formats / layouts
• Convenience, premium, discount
6. Promotion
• How to reach consumers?
• Print media, in-store promotions, POPs
• Campaigns, schemes, discount coupons / sales
24. Conflict in Channels
Channel conflict can be explained as any dispute,
differences or discord arising between two or more
channel partners.
Types of Channel Conflict
1. Vertical level conflict
2. Horizontal Level Conflict
3. Inter-type Channel Conflict
4. Multi channel Conflict