1. Lecture on Managing Marketing Channels and Wholesaling

2. You can eliminate the middleman but you can not eliminate its functions
Defining Marketing Channels of Distribution

3. Marketing intermediaries

4. NATURE AND IMPORTANCE OF MARKETING CHANNELS
Value Created by Intermediaries

5. How intermediaries minimize transactions

6. Marketing channel functions performed by intermediaries

7. CHANNEL STRUCTURE AND ORGANIZATION
Marketing Channels for Consumer Goods and Services
Direct channel
Indirect channels

8. Common marketing channels for consumer marketing

9. Common marketing channels for business marketing

10. Representative electronic marketing channels

11. CHANNEL STRUCTURE AND ORGANIZATION
Direct Marketing Channels
Multiple Channels and Strategic Alliances
Dual distribution
Strategic channel alliances

12. Nestlé and General Mills Food industry’s first strategic alliance

13. CHANNEL STRUCTURE AND ORGANIZATION
A Closer Look at Channel Intermediaries
Merchant Wholesalers
Agents and Brokers
Manufacturer’s agents
Selling agents
Brokers
Manufacturer’s Branches and Offices

14. CHANNEL STRUCTURE AND ORGANIZATION
Vertical Marketing Systems and Channel Partnerships

15. Types of vertical marketing systems

16. CHANNEL STRUCTURE AND ORGANIZATION
Vertical Marketing Systems and Channel Partnerships
Corporate Systems
Contractual Systems
Franchising
Administered Systems
Channel Partnerships

17. CHANNEL CHOICE AND MANAGEMENT
Factors Affecting Channel Choice and Management
Environmental Factors
Consumer Factors
Product Factors
Company Factors

18. CHANNEL CHOICE AND MANAGEMENT
Channel Design Considerations
Target Market Coverage
Intensive distribution
Exclusive distribution
Selective distribution
Satisfying Buyer Requirements
Profitability
Global Dimensions of Marketing Channels

19. CHANNEL CHOICE AND MANAGEMENT
Channel Relationships: Conflict, Cooperation, and Law
Conflict in Marketing Channels
Disintermediation
Cooperation in Marketing Channels
Channel captain
Legal Considerations

20. Channel strategies and practices affected by legal restrictions