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Amity Business School MBA Class of 2010, Semester II Distribution & Logistics Management Ms.Vandana Gupta

Distribution channel management - an introduction

DISTRIBUTION STRATEGY MARKETING CHANNEL MANAGEMENT LOGISTICS MANAGEMENT

How do distribution channels contribute ,[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],[object Object],[object Object]

Role of distribution channels ,[object Object],[object Object],[object Object],[object Object]

Discrepancies in the process of exchange ,[object Object],[object Object],[object Object],[object Object]

The cost and control aspects of intermediation Direct Distribution Indirect distribution Control Cost efficiency

Distribution channel strategy ,[object Object],[object Object],[object Object],[object Object]

Distribution channel management (contd .) ,[object Object],[object Object],[object Object]

Distribution channel management (contd.) ,[object Object],[object Object]

Channel Management tasks ,[object Object],[object Object],[object Object],[object Object],[object Object],Design of the channel structure Establishing the channel Motivating Channel Members Resolving Conflicts among channel members Ex ante Phase Ex Poste Phase

Functions in marketing channels ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Facilitating functions ,[object Object],[object Object],[object Object],[object Object],Communication Function ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Logistical functions Facilitate Customers Facilitate Suppliers Functions of Intermediaries

Flows in Marketing channels ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Marketing Flows in channels Producers Wholesal- -ers Retailers Consumers Industrial And Household Physical Physical Physical Possession Ownership Possession Ownership Possession Ownership Promotion Promotion Promotion Negotiation Negotiation Negotiation Financing Financing Financing Risking Risking Risking Ordering Ordering Ordering Payment Payment Payment

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