1. Channels of Distribution

2. The concept of a channel of distribution Who channel members are
What you’ll learn
The concept of a channel of distribution
Who channel members are
The different non-store retailing methods
How channels of distribution differ for consumer and business-to-business products

3. Channel of Distribution
The path or routes, that goods and services take from the producer to the ultimate consumer or industrial user.

4. Producer (Manufacturer)
Makes or provides goods and services.

5. Ultimate Consumer
Is anyone who personally uses a good or service to satisfy her/his own wants or needs.

6. Industrial User
Is a business that buys materials, services, or goods that will be used to make other goods or used in the operation of the company.

7. Channel Members are called intermediaries
Operate between producer and consumer or user to help in the movement of goods and services.

8. Types of Intermediaries-Retailers
Retailers: Businesses that buy consumer goods and sell them to the ultimate consumers.

9. Types of Intermediaries-Wholesalers
Wholesalers: Businesses that buy goods from producers or agents and sell them to retailers.
Wholesalers buy a variety of goods from many producers and sell groups of related products to retailers.

10. Types of Intermediaries-Agents
Agents: Businesses or individuals that assist in the sale and/or promotion of goods and services but do not buy them from the producer.

11. Importance of intermediaries
Through the use of intermediaries, producers are able to match their production to the wants and needs of consumers or industrial users.
Intermediaries will have products and services at the right place, at the right times and at the least costs.

12. Direct and Indirect Channels
Direct distribution occurs when the goods or services are sold from the producer directly to the customer – no intermediaries are involved.
Example: A farmer sells corn at a street market.
Indirect distribution involves one or more intermediaries.

13. Channels in the consumer markets

14. Channels in industrial markets