1. Marketing Channels & Supply Chain Management
Universitas Atmajaya By
Stefanus Manuntun Sitinjak MM

2. Outline Supply Chains & Value Delivery Network
The Nature & Importance of Marketing Channels
Channel Behavior & Organization
Channel Design Decisions
Channel Management Decisions
Marketing Logistics & Supply Chain Management

3. Supply Chain & Value Delivery Network
Wider View of SCM
Value Delivery Network
Supply Chain
Suppliers
Distribution Channels
Customers
The Company

4. The Nature & Importance of Marketing Channels
Few Assortment
Large Quantity
Few Qty
Broad Assortment
SUPPLY
DEMAND
Match

5. Channel Levels Producer Producer Producer Wholesaler Retailer Retailer
Consumer
Consumer
Consumer

6. Channel Behavior & Organization
Channel Conflict (Traditional Channel)
Same level
Different level
Vertical Marketing System
Corporate VMS
Contractual VMS
Administer VMS
Horizontal Marketing System
Multi Channel Distribution System:
Catalog, telephone, internet, traditional
Online Store by Producer
Toshiba
Most Automotive
Carefour
Wall Mart & Mc’D

7. Channel Design Decision
Analyzing Consumer Needs
Balance Cost & Customer Price
Targeted Market Segments
Setting Channel Objectives
Types, Numbers & Responsibilities
Identifying Major Alternatives
Economic, Control Issues, Adaptive Criteria
Evaluating the Major Alternatives

8. Channel Management Decisions
Selecting Channel Members
Capability
Performance
Managing & Motivating Channel Members
Partnership relationship management
Evaluating Channel Members
Recognition & rewards
Hi-Tech Products GE

9. Marketing Logistics & SCM
Marketing Logistics = Physical Distribution
Goal : Maximize service at least cost
Major Functions:
Warehousing
Inventory Management
Transportation
Logistic Information Management:
Orders
Billing
Inventory level
Customer Data