Wholesaling Chapter 15.

Slides:

Advertisements

Similar presentations

Designing and Managing

Advertisements

Michael R. Solomon Greg W. Marshall Elnora W. Stuart

Chapter Eleven Marketing Channels

McGraw-Hill/Irwin Copyright © 2009 by The McGraw-Hill Companies, Inc. All rights reserved.

MARKETING CHANNELS AND WHOLESALING. Definition of Marketing Channel A Marketing Channel... consists of individuals and firms involved in the process of.

© 2002 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin MANAGING MARKETING CHANNELS AND WHOLESALING.

Chapter 17 Designing and Managing Value Networks and Marketing Channels by PowerPoint by Milton M. Pressley University of New Orleans.

McGraw-Hill/Irwin Copyright © 2009 by The McGraw-Hill Companies, Inc. All Rights Reserved.

Part Six Distribution Decisions

Learning Goals Understand the roles of retailers and wholesalers in the marketing channel. Know the major types of retailers and marketing decisions they.

Agenda Marketing Channels Vertical Marketing Systems

Chapter 13: Marketing Channels 1 Copyright Cengage Learning 2013 All Rights Reserved Designed & Prepared by Laura Rush B-books, Ltd. Introduction to.

Chapter 8 Distribution channels and logistics management.

Objectives Know why companies use distribution channels and understand the functions that these channels perform. Learn how channel members interact and.

McGraw-Hill/Irwin Copyright © 2009 by The McGraw-Hill Companies, Inc. All Rights Reserved.

Value Chain Management: Channels of Distribution, Logistics, and Wholesaling.

Retailing and Wholesaling Chapter Definitions Retailing Retailing  All activities involved in selling goods or services directly to final.

McGraw-Hill/Irwin Copyright © 2009 by The McGraw-Hill Companies, Inc. All Rights Reserved.

Delivering Value Through Supply Chain Management: Channels of Distribution and Logistics.

Marketing Channels.

Copyright © 2012 Pearson Canada Inc Marketing Channels: Retailing and Wholesaling Chapter 11.

1 13. Marketing Channels & Supply Chains. 2 Marketing Channels Move products from producers to consumers Provide time, place, and possession utilities.

Irwin/McGraw-Hill © The McGraw-Hill Companies, Inc., 2000 MARKETING, 6/e BERKOWITZ KERIN HARTLEY RUDELIUS Irwin/McGraw-Hill C H A P T E R S I XT E E N.

Ch 8/9 Objectives Recognize the importance of marketing channels and distribution Understand marketing channels in terms of creating time, place, and possession.

McGraw-Hill/Irwin Copyright © 2009 by The McGraw-Hill Companies, Inc. All Rights Reserved.

MT 219 Marketing Unit Six Marketing Channels Retailing and Wholesaling Note: This seminar will be recorded by the instructor.

© 2006 McGraw-Hill Companies, Inc., McGraw-Hill/IrwinSlide 15-5 APPLE STORES: ADDING HIGH-TOUCH TO HIGH-TECH MARKETING CHANNELS.

© 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin MANAGING MARKETING CHANNELS AND WHOLESALING 15 C HAPTER.

Prepared by Management Department | | DISTRIBUTING PRODUCTS QUICKLY & EFFICIENTLY Week 13.

Global Supply Chain Management

Marketing: An Introduction Retailing and Wholesaling Chapter Twelve Lecture Slides –Express Version Course Professor Date.

Kotler Keller PhillipKevin Lane Marketing Management 14e.

McGraw-Hill/Irwin ©2009 The McGraw-Hill Companies, All Rights Reserved Marketing Intermediaries, Direct Marketing, Indirect Channels, Intensive Distribution,

Chapter 14 © 2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole.

Retailing and Wholesaling Chapter Objectives Understand the roles of retailers and wholesalers in the marketing channel. Understand the roles.

Marketing Management Marketing 6201

McGraw-Hill/Irwin Copyright © 2013 by The McGraw-Hill Companies, Inc. All rights reserved.

Supply chain management 15 Copyright © 2012 Pearson Education, Inc. Publishing as Prentice Hall.

15-1 Ch 15 - Place: The Final Frontier  Supply chain: –All of the activities necessary to turn raw materials into a good or service and put it in the.

MANAGING MARKETING CHANNELS AND WHOLESALING C HAPTER 15.

CHAPTER 15 Creating Value Through Supply Chain Management: Channels of Distribution, Logistics, & Wholesaling M A R K E T I N G Real People, Real Choices.

M A R K E T I N G Real People, Real Choices Fourth Edition

Marketing Channels and Supply-Chain Management

Marketing Channel Strategy The term marketing channel was first used to describe the existence of a trade channel bridging producers and users. Early writers.

Multichannel Marketing Management 6218 MANAGING MARKETING CHANNELS OF DISTRIBUTION.

Copyright 2000 Prentice Hall14-1 Chapter 14 Channel Management, Wholesaling & Physical Distribution: Delivering the Product.

Chapter 14: Supply Systems. Wholesaling  wholesaling involves any sale that is not a retail sale; to other businesses for resale, for use in other products,

© 2006 McGraw-Hill Companies, Inc., McGraw-Hill/IrwinSlide 15-1.

GLOBAL MARKETING Distribution Management. Why A Distribution Strategy? To make the right quantities of the right product or service available at the right.

Chapter 7 Marketing Channel Strategy and Management.

Chapter 16 Marketing Channels

Channel of Distribution DEFINITION—All the intermediaries that participate in the flow of products from producer to consumer GOAL—to make the product available.

Wholesaling Chapter 13. Marketing Channels What is a marketing channel? What is a marketing channel? Intermediaries Intermediaries Transactional role.

Distribution Channel Distribution role within a marketing mix is getting the product to Target Market Distribution role within a marketing mix is getting.

MM:Chapter 17 Managing Marketing Channels. Marketing Channels are sets of interdependent organizations involved in the process of making a product or.

McGraw-Hill/Irwin Copyright © 2013 by The McGraw-Hill Companies, Inc. All rights reserved.

Managing Retailing, Whole Saling and Market Logistic

Marketing Channel A set of interdependent organizations that eases the transfer of ownership as products move from producer to business user or consumer.

© 2016 Cengage Learning. All Rights Reserved. MKTG9 Lamb, Hair, and McDaniel Chapter 14 Marketing Channels.

McGraw-Hill/Irwin Copyright © 2011 by The McGraw-Hill Companies, Inc. All rights reserved.

CHAPTER 15 Creating Value Through Supply Chain Management: Channels of Distribution, Logistics, & Wholesaling M A R K E T I N G Real People, Real Choices.

MT 219 Marketing Unit Six Marketing Channels Retailing and Wholesaling Note: This seminar will be recorded by the instructor.

Copyright © 2016 Pearson Education, Inc Chapter 17 Designing And Managing Integrated Marketing Channels.

McGraw-Hill/Irwin Copyright © 2009 by The McGraw-Hill Companies, Inc. All Rights Reserved.

Copyright © 2007 McGraw-Hill Ryerson Limited

If you see a train of coal

Lecture on Managing Marketing Channels and Wholesaling

15 * * * * * Distributing Products Quickly and Efficiently

Channels of Distribution

Making and Delivering Value

Presentation transcript:

Wholesaling Chapter 15

Marketing Channels Definition Intermediaries Transactional role Logistical role Facilitation role Transactional- Buy, sell, and risk taking Logistical-Gather, store, and distribute products Facilitation- Make good more attractive to buyers

Marketing Channels- B2C Direct v. Indirect

Marketing Channels- B2B

Direct Marketing Channels Dual Distribution L.L. Bean Dual Distribution Hallmark Strategic Channel Alliances Kraft & Starbucks DMC-Customers buy products by interacting with various advertising media without a face-to-face meeting with a salesperson. Dual distribution- Sell through two different types of channels

Channel Intermediaries Merchant Wholesalers Full-service General-merchandise Specialty-merchandise Limited-service Rack jobbers Cash & carry Drop shippers Truck jobbers

Agents & Brokers Characteristics Manufacturer’s Agents Selling Agents Do not take title, make $$ from commissions MA- Carry noncompetitive, complementary merchandise in an exclusive territory SA- Single producer and work with 4 P’s (recommendations for the product) Bring buyers and sellers together. No continuous relationship with them.

Channel Partnerships Vertical Marketing Systems Corporate Contractual Forward integration: Sherwin-Williams Backward integration: Kroger Contractual Wholesaler-sponsored Voluntary Chains Retailer-sponsored Cooperatives Franchising Administered Administered Vertical Marketing Systems VMS- Professionally managed and centrally coordinated marketing channels designed to achieve channel economies and maximum marketing impact. Corporate: Under single ownership Contractual- Independent firms integrate their efforts in order to obtain better economies and marketing impact than they would working alone

Channel Partnerships Collaborative use of information and open communication Levi Strauss and Modell’s Sporting Goods

Factors Determining Channels Choice Environmental Factors Consumer Factors Product Factors Company Factors

Considerations Target Market Coverage Buying Requirements Profitability

Considerations Target Market Coverage Intensive distribution Exclusive distribution Selective distribution Intensive- Put it in as many outlets as possible. Coke- “arm’s reach of desire” Exclusive- Only one outlet in a geographical area Radio Shack and Compaq Computers Selective- Only sell in a few retail outlets

Considerations Buyer Requirements Information Convenience Variety Proximity 8-second rule Variety Breadth and depth of products offered by intermediary Attendant Services Variety-PetCo. AS- Whirpool

Considerations Profitability How are margins divided?

Global Market Must consider intermediaries in foreign markets

Types of Conflict Vertical conflict Horizontal conflict Disintermediation Profit margin distribution Attention given to products Horizontal conflict Infringement upon market area Different retailers selling same brand VC- Between different levels of the marketing channel Disintermediation- One party bypasses another for direct marketing

Cooperation Channel Captain Economic influence Expertise influence Identification influence Legitimate influence Channel Captain- Coordinates, directs and supports other channel members ID- Desire to be associated with certain group Legit- Contracts

Legal Issues Dual distribution Exclusive Dealing Tying Arrangements Too much power? Exclusive Dealing Tying Arrangements ED- Channel member restricts another member from selling competitive products TA- Supplier requires buyer to purchase other products in order to get access to products it desires