1. TOURISM MARKETING
TEAM MEMBERS:
ANOOP K.C
ARUN K.A
NISHA MARY THOMAS
RHEEJA M

2. QUESTIONS
 Describe the nature of distribution channels, and
tell why marketing intermediaries are used.
 Discuss the different marketing intermediaries
available & state the benefits each of these
intermediaries offers?
 Describe the relationship between internet
marketing, database marketing, and direct
marketing?
 Describe how firms in the tourism industry are
using internet as a distribution channel?

3. Describe the nature of distribution channels,
and tell why marketing intermediaries are
used.

4. DISTRIBUTION CHANNELS
 A distribution channel is a set of independent
organizations involved in the process of
making a product or service available to the
consumer or business user.
 Distribution systems can be viewed as the
company’s circulatory system.
 Distribution systems provide a steady flow of
customers.

5. DEVELOPMENT OF DISTRIBUTION SYSTEMS
 Starts with the selection of channel
members.
 Once members have been selected, the
focus shifts to managing the channel.
 In Marketing, distribution systems are
traditionally used to move goods(tangible
products) from the manufacturer to the
consumer.

6. DISTRIBUTION CHANNELS…….
 In the hospitality and travel industries,
distribution systems are used to move the
customer to the product: the hotel,
restaurant, cruise ship or airplane.
 In the hospitality and travel industries,
distribution channels create thousands of
jobs.
 It overcomes the major time, place &
possesssion gaps that separates goods &
services from those who would use them.

7. WHY ARE MARKETING INTERMEDIARIES USED?
 The company does not have to maintain
several display rooms and a large sales force
in every major city.
 Selling through wholesalers and retailers is
much more efficient than direct sales.
 It enables the purchaser to have access to
small quantities of products, which inturn
become part of a large order.

8. WHY ARE MARKETING INTERMEDIARIES USED?
 Reduces inventory requirements, number of
deliveries, and number of processed
invoices.
 Can avoid unnecessary work and shipping
costs for both the manufacturer and the
customer.
 Intermediaries can provide economies.

9. DISTRIBUTION CHANNEL FUNCTIONS
 Information: gathering and distributing
marketing research and intelligence
information about the marketing
environment.
 Promotion: developing and spreading
persuasive communications about an offer.
 Contact: finding and communicating with
prospective buyers.

10. DISTRIBUTION CHANNEL FUNCTIONS
 Matching: shaping and fitting the offer to the
buyer’s needs.
 This includes activities such as manufacturing,
grading, assembling, and packaging.
 Negotiation: agreeing on price and other
terms of the offer so that ownership or
possession can be transferred.

11. DISTRIBUTION CHANNEL FUNCTIONS
 Physical distribution: transporting and
storing goods.
 Financing: acquiring and using funds to
cover the costs of channel work.
 Risk taking: assuming financial risks such
as the inability to sell inventory at full margin.

12. NUMBER OF CHANNEL LEVELS
 Distribution channels can be described by
the number of channel levels.
 Channel level: each layer that performs
some work in bringing the product and its
ownership closer to the final buyer.
 The number of intermediary levels determine
the length of the channel.

13. THANK YOU