Marketing Channels

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Marketing Channels

• Fall 2006

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You gotta love trees
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Value Delivery Network

• Company, suppliers, distributors and customers
  who partner to improve system performance
• A demand chain orientation start with the needs
  of customers

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Marketing Channel

• Interdependent organizations involved in the
  process of making a product available for use

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Think Efficiency and Effectiveness
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Add a Distributor
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And What Needs to be Done?

• Information
• Research
• Promotion
• Matching and Assorting
• Physical Distribution and Storage
• Financing
• Risk Taking

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It is Not Always Easy Channel Conflict

• Vertical Conflict
• Horizontal Conflict

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Vertical Marketing Systems

• Corporate Channel
• Vertical Integration wholly owned and tapered
• Contractual Coordinated
• Administered

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Channel Considerations

• Types of Intermediaries
• Company Sales Force, Manufacturers Agents, and
  Industrial Distributors
• Number of Intermediaries
• Intensive distribution Snickers
• Exclusive distribution Rolls
• Selective distribution Acura

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Video