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Ch. 7 Stewardship in Action I: Supplier-side Case Studies

Ch. 7 Stewardship in Action I: Supplier-side Case Studies. Three Archetypes of Marketing Channels Vertically Integrated Channels: “Hierarchy” Third-party delegated Channels: “Market” Composite Channels: “PIC”. * What Other Types Exist?. Ch. 7 Stewardship in Action I: Supplier Case Studies.

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Ch. 7 Stewardship in Action I: Supplier-side Case Studies

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  1. Ch. 7Stewardship in Action I: Supplier-side Case Studies • Three Archetypes of Marketing Channels • Vertically Integrated Channels: “Hierarchy” • Third-party delegated Channels: “Market” • Composite Channels: “PIC” * What Other Types Exist?

  2. Ch. 7Stewardship in Action I: Supplier Case Studies • Vertically Integrated Channels • Zara’s Model: (Video) • Fast Fashion through Internal Alignment • 2. Key Alignment Mechanisms: IT and Empowerment • 2. Any other company you can think of?

  3. Ch. 7Stewardship in Action I: Supplier Case Studies • II. Third-party Delegated Channels • Key Alignment Mechanisms: information, trust, and • commitment [my thought] • 2. Example of a Market Leader: CISCO • 3. Example of a Market Follower: Atlas-Copco • 4. Any other company you can think of?

  4. Ch. 7Stewardship in Action I: Supplier Case Studies • III. Composite Channels • Meaning • Example 1: Becton Dickinson • Example 2: Hunter Douglas

  5. Ch. 7Stewardship in Action I: Supplier Case Studies IV. Toward Virtual Integration 1. Meaning: From vertical integration by ownership to vertical integration by information 2. Example: Haworth Office Furniture

  6. Ch. 8Stewardship in Action II: Intermediaries Cases • Intermediaries often fail to take advantage of • their customer access  Gross (Net) Margin focus •  Lack of insight on individual customers • II. Ex 1: Wal-Mart: Channel Steward or Power Monger? • (Video) • III. How many cooks do you need in the kitchen?

  7. Ch. 8Stewardship in Action II: Intermediaries Cases • IV. Four Principles of Intermediary Stewardship • Create Offering that Addresses Demand-Chain Needs • Ex) Best Buy’s Evolution • Ex) Neiman Marcus: “Editor of Luxury Brands”

  8. Ch. 8Stewardship in Action II: Intermediaries Cases • IV. Four Principles of Intermediary Stewardship • 2. Blend the Channel Value Chain and Channel Power • Ex) H-E-B: Regional Concentration, Customer • Loyalty, and Own Brand Program. • = Fareway Supermarket

  9. Ch. 8Stewardship in Action II: Intermediaries Cases • IV. Four Principles of Intermediary Stewardship • 3. Gain Expertise and Leverage It • Ex) Arrow Electronics: pre- and post-sales • Assistance to SMB segment of IT industry

  10. Ch. 8Stewardship in Action II: Intermediaries Cases • IV. Four Principles of Intermediary Stewardship • 4. Influence Stewardship through Performance • Ex) Relationship Evolution between • GE and RCI Master Distributor: Focus on • Repair and Replacement of GE parts and components

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