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Chapter  15 Channels of Distribution: Conflict, Cooperation, and Management Sommers     Barnes Ninth Canadian Edition Presentation by Karen A. Blotnicky Mount Saint Vincent University, Halifax, NS Copyright © 200 1  by McGraw-Hill Ryerson Limited
Chapter  Goals ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
The Distribution Function ,[object Object],[object Object],[object Object],[object Object]
Distribution 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],[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],[object Object],[object Object],[object Object],[object Object],[object Object],SALES SPECIALIST FOR PRODUCERS PURCHASING AGENT FOR BUYERS I N T E R M E D I A R Y The Distribution Functions
Designing the Channel ,[object Object],[object Object],[object Object],[object Object],[object Object]
Specify the role of distribution within the marketing mix Select type of distribu- tion  channel Determine  appropriate intensity of distri- bution Choose specific channel members The Well-Designed  Distribution Strategy
Selecting the Type of Channel ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Major Distribution  Channels ,[object Object],[object Object],[object Object],[object Object],[object Object]
ULTIMATE CONSUMERS PRODUCERS OF CONSUMER GOODS Retailers Retailers Retailers Retailers Merchant wholesalers Merchant wholesalers Agents Agents Consumer Channels
BUSINESS USERS PRODUCERS OF BUSINESS GOODS Merchant wholesalers (industrial distributors) Agents Agents Merchant wholesalers (industrial distributors) Business Channels
ULTIMATE CONSUMERS OR BUSINESS USERS PRODUCERS OF SERVICES Agents Service Channels
Multiple Distribution Channels ,[object Object],[object Object],[object Object],[object Object]
Vertical Marketing  Systems (VMS) ,[object Object],[object Object],[object Object],[object Object]
INTENSIVE SELECTIVE EXCLUSIVE Distribution through every reasonable outlet in a  market Distribution through multiple, but not all, reasonable outlets in a market Distribution through a single wholesaling middleman and/or retailer in a market Intensity of Distribution
Considerations in  Channel Choice ,[object Object],[object Object],[object Object],[object Object]
Conflict and Control  in Channels ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Producer/Retailer Conflict ,[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],More Complaints
Legal Considerations ,[object Object],[object Object],[object Object],[object Object]
Channels for Entering  Foreign Markets ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
More Foreign Market Entry Channel Options ,[object Object],[object Object],[object Object],[object Object],[object Object]
The Changing Face  of Distribution ,[object Object],[object Object],[object Object]

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9fms Pp15

  • 1. Chapter 15 Channels of Distribution: Conflict, Cooperation, and Management Sommers  Barnes Ninth Canadian Edition Presentation by Karen A. Blotnicky Mount Saint Vincent University, Halifax, NS Copyright © 200 1 by McGraw-Hill Ryerson Limited
  • 2.
  • 3.
  • 4.
  • 5.
  • 6.
  • 7. Specify the role of distribution within the marketing mix Select type of distribu- tion channel Determine appropriate intensity of distri- bution Choose specific channel members The Well-Designed Distribution Strategy
  • 8.
  • 9.
  • 10. ULTIMATE CONSUMERS PRODUCERS OF CONSUMER GOODS Retailers Retailers Retailers Retailers Merchant wholesalers Merchant wholesalers Agents Agents Consumer Channels
  • 11. BUSINESS USERS PRODUCERS OF BUSINESS GOODS Merchant wholesalers (industrial distributors) Agents Agents Merchant wholesalers (industrial distributors) Business Channels
  • 12. ULTIMATE CONSUMERS OR BUSINESS USERS PRODUCERS OF SERVICES Agents Service Channels
  • 13.
  • 14.
  • 15. INTENSIVE SELECTIVE EXCLUSIVE Distribution through every reasonable outlet in a market Distribution through multiple, but not all, reasonable outlets in a market Distribution through a single wholesaling middleman and/or retailer in a market Intensity of Distribution
  • 16.
  • 17.
  • 18.
  • 19.
  • 20.
  • 21.
  • 22.
  • 23.