1. Section 21.1 Distribution Chapter 21 channels of distribution Section 21.2 Distribution Planning

2. Explain the concept of channel of distribution. Identify channel members. Compare different channels of distribution. Section 21.1 Distribution

3. Section 21.1 To make a place decision, marketers must decide on a channel of distribution. channel of distribution The path a product takes from its producer or manufacturer to the final user. Distribution: How It Works

4. Distribution Section 21.1 Merchant intermediaries take title of goods and services. Agent intermediaries do not. intermediary Middleman business involved in sales transactions that move products from the manufacturer to the final user. Distribution: How It Works

5. Distribution Distribution: How It Works Section 21.1 Wholesalers wholesaler A business that obtains goods from manufacturers and resells them to organizational users, other wholesalers, and retailers, also called distributors. Rack Jobbers Drop Shippers rack jobber One who manages inventory and merchandising for retailers by counting stock, filling the shelves when needed, and maintaining store displays. drop shipper One who owns the goods he or she sells, but does not physically handle the actual products.

6. Distribution Distribution: How It Works Section 21.1 Retailers retailer A business that buys goods from wholesalers or directly from manufacturers and resells them to consumers. Brick-and-Mortar Retailer E-Tailing brick-and-mortar retailer A traditional retailer who sells goods to customers from a physical store. e-tailing Online retailing that involves retailers selling products over the Internet to customers.

7. Distribution Distribution: How It Works Section 21.1 Descriptions for Rack Jobbers, Drop Shippers, Brick-and-Mortar, and E-Tailers.

8. Distribution Distribution: How It Works Section 21.1 Channels of Distribution direct distribution A channel of distribution that occurs when the producer sells goods or services directly to the customer with no intermediaries. Direct Distribution Indirect Distribution indirect distribution A channel of distribution that involves one or more intermediaries.

9. Distribution Distribution: How It Works Section 21.1 Comparing Distribution Channels for Consumer Products and for Industrial Products

10. Distribution Planning Main Components of Distribution Planning Section 21.2

11. Distribution Planning Section 21.2 Understanding Distribution Planning Describe Each Type of Distribution

12. Section 22.1 Transportation Chapter 22 physical distribution Section 22.2 Inventory Storage

13. Describe the nature and scope of physical distribution. Identify transportation systems and services that move products from manufacturers to consumers. Section 22.1 Transportation

14. The Nature and Scope of Physical Distribution Section 22.1 physical distribution Activities for delivering the right amount of product to the right place at the right time. Physical Distribution Key link between a business and its customers Goods can be stored in convenient locations Also known as logistics Each link in the system affects the other links Needs to be as efficient and cost effective as possible

15. Transportation The Nature and Scope of Physical Distribution Section 22.1 Three Factors Affecting Transportation Costs

16. Transportation Types of Transportation Systems Section 22.1 Percentage of Freight Shipped by Each Type of Single-Mode Transportation in the United States

17. Transportation Types of Transportation Systems Section 22.1 Advantages of Truck Transportation Disadvantages of Truck Transportation Convenient door-to-door delivery Rapid delivery reduces the need for large inventories Cost more than rail and water carriers Susceptible to delays

18. Transportation Types of Transportation Systems Section 22.1 Trains transport nearly 15 percent of the total ton-miles of freight shipped in the United States. Rates charged for less-than-carload shipments are more expensive. ton-mile Movement of one ton (2,000 pounds) of freight one mile. carload Minimum number of pounds of freight needed to fill a boxcar.

19. Transportation Types of Transportation Systems Section 22.1 Advantages of Railroad Transportation Disadvantages of Railroad Transportation Low cost Requires less energy than motor carriers Seldom slowed by bad weather Lack of flexibility of delivery locations

20. Transportation Types of Transportation Systems Section 22.1 Advantages of Pipelines Disadvantages of Pipelines Low operational costs Safety record Low instances of damage or theft Not subject to weather delays Leaks can damage the environment

21. Transportation Types of Transportation Systems Section 22.1 Advantages of Marine Shipping Disadvantages of Marine Shipping Low costSlow Freight must be off-loaded onto railroad cars or motor carriers Affected by bad weather

22. Transportation Types of Transportation Systems Section 22.1 Advantages of Air Cargo Services Disadvantages of Air Cargo Services Speed Reduced inventory expenses and storage costs High cost Mechanical breakdowns Weather delays

23. Inventory storage allows a business to keep its products in a safe location until they are needed or ready to be sold. Inventory Storage Section 22.2

24. Section 23.1 The Role of the Buyer Chapter 23 purchasing Section 23.2 The Purchasing Process

25. The Role of the Buyer Write Two or Three Sentences Describing These Markets Section 23.1

26. The Role of the Buyer Getting Ready to Sell Section 23.1 organizational buyer One who purchases goods for business purposes, usually in greater quantities than that of the average consumer. Organizational buyers must have knowledge about: §The products they buy §The manufacturing and service operations of their firm

27. The Role of the Buyer Getting Ready to Sell Section 23.1 Wholesaler and Retail Buyers Forecasting customers’ needs and buy necessary products Planning far in advance of the selling season wholesale and retail buyers Buyers who purchase goods for resale.

28. The Role of the Buyer Getting Ready to Sell Section 23.1 Six-Month Merchandise Plan Goal of the current year is derived from last year’s sales Buyers ensure there is enough stock for planned sales The end-of-month (EOM) stock figure is related to the beginning-of-the-month (BOM) figure Buyers take into account planned retail reductions During the buying season, a buyer may want to know the open-to-buy (OTB) six-month merchandise plan The budget that estimates planned purchases for a six-month period. open-to-buy (OTB) The amount of money a retailer has left for buying goods after considering all purchases received, on order, and in transit.

29. The Role of the Buyer Getting Ready to Sell Section 23.1 Four Common Causes of Retail Reduction

30. The Role of the Buyer Getting Ready to Sell Section 23.1 Benefits of Centralized Buying Coordinates Buyers’ Efforts Creates a Unified Image Power to Negotiate Prices centralized buying The buying process for all branches in a chain-store operation done in a central location.

31. The Role of the Buyer Getting Ready to Sell Section 23.1 Benefits of Decentralized Buying More Sales Potential More Local Control decentralized buying The buying process in which local store managers or designated buyers are authorized to make special purchases for their individual stores.

32. The Purchasing Process Section 23.2 Understanding the Process Three Types of Purchase Situations New-Task Purchase (want slip) Modified Rebuy Straight Rebuy want slip Customer request for an item or items not carried in the store.

33. The Purchasing Process Section 23.2 Understanding the Process Criteria for Selecting Suppliers

34. The Purchasing Process Section 23.2 Understanding the Process Negotiated Terms PricesDating Terms Delivery Arrangements Discounts

35. Section 24.1 Stock Handling Chapter 24 stock handling and inventory control Section 24.2 Inventory Control

36. Describe the receiving process. Explain stock handling techniques used in receiving deliveries. Section 24.1 Stock Handling

37. Inventory Control Section 24.2 Inventory Management inventory Amount of merchandise on hand at any particular time, including raw materials, parts from suppliers, manufactured subassemblies, work-in-process, packing materials, or finished goods. The inventory managed by a business depends on the type of business.

38. Stock Handling Key Steps in the Stock Handling Process Section 24.1

39. Stock Handling Section 24.1 Checking Methods and Facts About Each Method

40. Inventory owned by a business represents a capital investment until the products are sold. Effective inventory management and accurate inventory systems increase profits. Inventory Control Section 24.2

41. Inventory Control Notes on Inventory Systems Section 24.2

42. Inventory Control Section 24.2 Inventory Management inventory management The process of buying and storing materials and products while controlling costs for ordering, shipping, handling, and storage. What Can Inventory Management Prevent? Storing the wrong merchandise Too high inventories Too low inventories Misuse of storage space Increased personnel costs Increased interest and insurance expenses

43. Inventory Control Section 24.2 Stock Control Different Types of Stock Lists and Details About Each

44. Inventory Control Section 24.2 The Impact of Technology Real-Time Inventory Systems Standardized Shipping Container Marking (SCM) Radio Frequency Identification (RFID) Warehouse Management Systems (WMS) Universal Product Codes (UPCs) Quick Response Delivery (QRD) Electronic Data Interchange (EDI) real-time inventory system A system that uses Internet technology that connects applications, data, and users in real time.