DASAR-DASAR PEMASARAN MINGGU KE XII DASAR-DASAR PEMASARAN Pokok Bahasan: Fungsi saluran distribusi dan perilakunya Tujuan Instruksional Khusus: Menjelaskan saluran distribusi, fungsi dan tingkatannya Perilaku saluran distribusi Keputusan saluran distribusi DASAR2 PEMASARAN

Chapter 13 Marketing Channel DASAR2 PEMASARAN

What is a Distribution Channel? A set of interdependent organizations (intermediaries) involved in the process of making a product or service available for use or consumption by the consumer or business user. Marketing Channel decisions are among the most important decisions that management faces and will directly affect every other marketing decision. DASAR2 PEMASARAN

Why are Marketing Intermediaries Used? The use of intermediaries results from their greater efficiency in making goods available to target markets. Offer the firm more than it can achieve on it’s own through the intermediaries: Contacts, Experience, Specialization, Scale of operation. Purpose: match supply from producers to demand from consumers. DASAR2 PEMASARAN

How a Marketing Intermediary Reduces the Number of Channel Transactions DASAR2 PEMASARAN

Distribution Channel Functions These Functions Should be Assigned to the Channel Member Who Can Perform Them Most Efficiently and Effectively to Provide Satisfactory Assortments of Goods and Services to Target Customers. Risk Taking Information Financing Promotion Physical Distribution Contact Negotiation Matching DASAR2 PEMASARAN

Number of Channel Levels (Fig. 12.2) Channel Level - Each Layer of Marketing Intermediaries that Perform Some Work in Bringing the Product and its Ownership Closer to the Final Buyer. M Channel 1 C Direct Channel M R Channel 2 C Indirect Channel M W R Channel 3 C M W J R Channel 4 C DASAR2 PEMASARAN

Channel Behavior & Conflict The channel will be most effective when: each member is assigned tasks it can do best. all members cooperate to attain overall channel goals and satisfy the target market. When this doesn’t happen, conflict occurs: Horizontal Conflict occurs among firms at the same level of the channel, i.e retailer to retailer. Vertical Conflict occurs between different levels of the same channel, i.e. wholesaler to retailer. For the channel to perform well, each channel member’s role must be specified and conflict must be managed. DASAR2 PEMASARAN

Conventional Marketing Channel Vs. a Vertical Marketing System (Fig. 12.3) Manufacturer Manufacturer Retailer Wholesaler Wholesaler Retailer Consumer Consumer DASAR2 PEMASARAN

Types of Vertical Marketing Systems Corporate Common Ownership at Different Levels of the Channel i.e. Sears Types of Vertical Marketing Systems Contractual Contractual Agreements Among Channel Members Administered Leadership is Assumed by One or a Few Dominant Members i.e. Kraft Degree of Direct Control DASAR2 PEMASARAN

Types of Vertical Marketing Systems Systems (VMS) Contractual VMS Retailer Cooperatives Franchise Organizations Wholesaler Sponsored Voluntary Chain Service-Firm- Sponsored Franchise System Manufacturer- Sponsored Wholesaler Sponsored Retailer Corporate VMS Administered VMS DASAR2 PEMASARAN

Innovations in Marketing Systems Horizontal Marketing System Two or More Companies at One Channel Level Join Together to Follow a New Marketing Opportunity. Example: Banks in Grocery Stores Hybrid Marketing System A Single Firm Sets Up Two or More Marketing Channels to Reach One or More Customer Segments. Example: Retailers, Catalogs, and Sales Force DASAR2 PEMASARAN

Channel Design Decisions Analyzing Consumer Service Needs Setting Channel Objectives & Constraints Identifying Major Alternatives Channel Design Decisions Evaluating the Major Alternatives Designing International Distribution Channels Intensive Distribution Selective Distribution Exclusive Distribution DASAR2 PEMASARAN