Distribution Strategies

1. Distribution Strategies Excellence in Business, Revised Edition

2. Distributing Products • Wholesalers • Retailers Excellence in Business, Revised Edition

3. Customers of Retailers • Other retailers • Wholesalers • Organizations Excellence in Business, Revised Edition

4. Types of Retail Outlets • Physical facilities • Vending machines • Virtual stores Excellence in Business, Revised Edition

5. Distribution Function of Wholesalers and Retailers • Match buyers and sellers • Provide market information • Offer promotional and sales support • Gather an assortment of goods • Transport and store products • Assume risks • Provide financing Excellence in Business, Revised Edition

6. How Intermediaries Simplify Commerce • Reduce prices • Reduce contacts • Create utility • Time • Place • Possession Excellence in Business, Revised Edition

7. Types of Wholesalers • Merchants • Agents • Brokers Excellence in Business, Revised Edition

8. The Changing Role of Wholesalers • The Internet • Distribution system • Market reach Excellence in Business, Revised Edition

9. Types of Retail Stores • Specialty store • Category killer • Discount store Excellence in Business, Revised Edition

10. Mail-order firms Automatic vending Telemarketing Door-to-door sales Electronic catalogues Cybermalls Interactive kiosks E-Commerce websites Nonstore Retailers Excellence in Business, Revised Edition

11. Retail Industry Challenges • Excess store space • Weakened economy • Consumer preferences • Nonstore retailing Excellence in Business, Revised Edition

12. Internet Retail Strategies • Pure-play • Clicks-and-bricks Excellence in Business, Revised Edition

13. Setting Distribution Strategies • Distribution mix • Kind of product being sold • Marketing practices of the industry Excellence in Business, Revised Edition

14. Length of Distribution Channels • Producer to consumer • Producer to retailer to consumer • Producer to wholesaler to retailer to consumer • Producer to agent/broker to wholesaler to retailer to consumer Excellence in Business, Revised Edition

15. Market Coverage • Distribution • Intensive • Selective • Exclusive Excellence in Business, Revised Edition

16. Cost Factors • Selling • Storage • Distribution Excellence in Business, Revised Edition

17. Control Issues • Distribution channels • Shorter • Longer • Overall control • More • Less Excellence in Business, Revised Edition

18. Channel Conflict • Inadequate product support • Too many intermediaries • Multiple sales channels Excellence in Business, Revised Edition

19. Distribution Strategies:Additional Factors • Nature and price of product • Growth rate of market • Location of customer base • Customer’s need for service • Importance of rapid delivery • Strengths and weaknesses of intermediaries • Global laws and customs Excellence in Business, Revised Edition

20. Managing Physical Distribution • In-house operations • Outbound transportation Excellence in Business, Revised Edition

21. In-House Operations • Forecasting • Order processing • Inventory control • Warehousing • Materials handling Excellence in Business, Revised Edition

22. Outbound Transportation • Rail • Truck • Water • Air • Pipeline Excellence in Business, Revised Edition