Chapter 12 & 13

1. Chapter 12 & 13 Distribution and Marketing Channel

2. Distribution • Consists of distribution channels and physical distribution. • Physical distribution or market logistics involves planning the infrastructure to meet demand, then implementing and controlling the physical flows of materials and final goods from point of origin to point of use, to meet customer requirements at a profit.

3. What is a Distribution Channel? • A set of interdependent organizations (intermediaries) involved in the process of making a product or service available for use or consumption by the consumer or business user. • Marketing Channel decisions are among the most important decisions that management faces and will directly affect every other marketing decision.

4. Why are Marketing Intermediaries Used? • The use of intermediaries results from their greater efficiency in making goods available to target markets. • Offer the firm more than it can achieve on it’s own through the intermediaries: • Contacts, • Experience, • Specialization, • Scale of operation. • Purpose: match supply from producers to demand from consumers.

5. How a Marketing Intermediary Reduces the Number of Channel Transactions

6. Distribution Channel Functions These Functions Should be Assigned to the Channel Member Who Can Perform Them Most Efficiently and Effectively to Provide Satisfactory Assortments of Goods and Services to Target Customers. Information Risk Taking Financing Promotion Physical Distribution Contact Negotiation Matching

7. Number of Channel Levels (Fig. 12.2) Channel Level - Each Layer of Marketing Intermediaries that Perform Some Work in Bringing the Product and its Ownership Closer to the Final Buyer. M C Channel 1 Direct Channel M R C Channel 2 Indirect Channel M W R C Channel 3 M J W R Channel 4 C

8. Channel Behavior & Conflict • The channel will be most effective when: • each member is assigned tasks it can do best. • all members cooperate to attain overall channel goals and satisfy the target market. • When this doesn’t happen, conflict occurs: • Horizontal Conflict occurs among firms at the same level of the channel, i.e retailer to retailer. • Vertical Conflict occurs between different levels of the same channel, i.e. wholesaler to retailer. • For the channel to perform well, each channel member’s role must be specified and conflict must be managed.

9. Wholesaling • Wholesaling includes all activities involved in selling goods and services to those buying for resale or business use. Wholesaler is a firm engaged primarily in wholesaling activity.

10. Types of wholesalers • Merchant wholesaler is independently owned business that takes title to the merchandise it handles. Broker is a wholesaler who does not take title to goods and whose function is to bring buyers and sellers together and assist in negotiation. Agent is a wholesaler who represents buyers or sellers on a relatively permanent basis, perform only a few function, and does not take title to goods.

11. Types of wholesalers • Manufacturers’ branches and sales offices are wholesaling by sellers themselves rather than through independent wholesalers.

12. Retailing • Retailing includes all activities involved in selling goods and services directly to final consumers for their personal, non business use. Retailer is a business whose sales come primarily from retailing.

13. Types of retailers – amount of services • Self-service retailers serve customers who are willing to perform their own “locate-compare-select” process to save money - e.g. supermarkets. Limited-service retailers provide more assistance because they carry more shopping goods about which customers need information – e.g. Sears. Full-service retailers provide assistance in every phase of the shopping process – e.g. specialty stores and first-class department stores.

14. Types of retailers – product line • Convenience store is a retail store that carries a narrow product line with a deep assortment within that line. Department store is a retail organization that carries a wide variety of product lines; each line is operated as a separate department manage by specialist buyers or merchandisers. Supermarket is a large, low cost, low margin, high-volume, self service store that carries a wide variety of food, laundry, and household products.

15. Types of retailers – product line • Specialty store is a small store, located near a residential areas, that is open long hours 7 days a week and carries a limited line of high-turnover convenience goods. Superstore is a store much larger that a regular supermarket that carries a large assortment of routinely purchased food products, nonfood items, and services. Category killer is a giant specialty store that carries a very deep assortment of a particular item and is staffed by knowledgeable employees.

16. Types of retailers – product line • Hypermarket is a huge superstore, perhaps as large as six football fields. Service retailers such as hotels, motels, banks, airlines, colleges, restaurants, etc.

17. Types of retailers – organizational approach • Chain stores are two or more outlets that are owned and controlled in common, have central buying and merchandising, and sell similar lines of merchandise – e.g. corporate chain stores, voluntary chains, and retailer cooperatives. Franchise organization is a contractual association between a manufacturer, wholesaler, or service organization (a franchiser) and independent businesspeople (franchisees) who buy the right to own and operate one or more units in the franchise system. Merchandising conglomerate is corporation that combine several different retailing forms under central ownership.

18. Conventional Marketing Channel Vs. a Vertical Marketing System (Fig. 12.3) Vertical Marketing System Conventional Marketing Channel Manufacturer Manufacturer Retailer Wholesaler Wholesaler Retailer Consumer Consumer

19. Corporate Common Ownership at Different Levels of the Channel i.e. Sears Types of Vertical Marketing Systems Contractual Contractual Agreements Among Channel Members Administered Leadership is Assumed by One or a Few Dominant Members i.e. Kraft Degree of Direct Control

20. Horizontal Marketing System Two or More Companies at One Channel Level Join Together to Follow a New Marketing Opportunity. Example: Banks in Grocery Stores Hybrid Marketing System A Single Firm Sets Up Two or More Marketing Channels to Reach One or More Customer Segments. Example: Retailers, Catalogs, and Sales Force Innovations in Marketing Systems

21. Analyzing Consumer Service Needs Setting Channel Objectives & Constraints Identifying Major Alternatives Channel Design Decisions Evaluating the Major Alternatives Designing Distribution Channels Intensive Distribution Exclusive Distribution Selective Distribution