1. Value Delivery Networks and Communication: Manage Awareness and Availability
Michael F Smith

2. Guest Speaker
Kimberly Jaindl Head of Communications Lockheed Martin Advanced Technology Laboratories August 2014 – Present (1 year 3 months)Greater Philadelphia AreaLeads communications organization for Lockheed Martin’s group of applied research laboratories focused on cyber security, materials science, robotics, informatics, spectrum systems and more. Responsible for overseeing a team charged with media relations, executive and employee communications, community outreach, and marketing communications and graphic design.

3. Tonight’s Theme
Beauty in the Beast

4. Evening Overview
It’s not what people don’t know that causes them problems. It’s what they know that ain’t so.
Will Rogers

5. Evening Overview

6. Evening Overview

7. Evening Overview

8. Vertical Marketing System
Progressive Differentiation
Value Added
Market Exchange

9. System Organization Vertical Marketing 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

10. REFLECTION: YouTube Red

11. Supply Chain Management

12. Disintermediation? ESSENTIAL CHANNEL FUNCTIONS Logistical Functions
Facilitating Functions
Transactional Functions
Contacting and Promoting
Negotiating
Risk Taking
Physical Distribution
Sorting
Research
Financing
Sorting out
Assorting
Accumulation
Allocation

13. Promotion Overview
Ericturchila.com

14. REFLECTION: HBS Nokia 8
• Please address the specific questions at the end of the case. • Perform a SWOT analysis of Nokia’s competitors. • Is there an alternative campaign or strategy that would have a greater long term impact on market share?