1. Colgate Toothpaste Practicum #5 Bus 306 Spring 2014By
Patrick Sasaki
Bret Russell
Sean Curtis
Michael Isom

2. Colgate Commercial https://www.youtube.com/watch?v=_3G7vpYd3S8
3:38-4:25

3. Chapter 12: Marketing Channels -Delivering Customer Value
Chapter Objectives
-Objective 1: Marketing Channel uses and their Functions.
-Objective 2: Behavior and Organization of Market Channels.
-Objective 3: Distribution Channel Decisions.
-Objective 4: Channel Management and Distribution.
-Objective 5: Logistics and Supply Chain Management

4. Supply Chains -Supply Chains
-Consists of upstream and downstream partners.
-Downstream partners are distribution channels such as retailers and
wholesalers.
-Distribution Channels
-Marketing channels directly affect every marketing decision.

5. Colgate Distribution Relations
-Colgate’s prices are affected by its supplier type.
-Their new products must be able to adhere to channel partner operations.
-Colgate’s sales decisions are based on its downstream channels.

6. Number/Layers of Channel Levels
- Three types of channel levels.
-Channel 1 (Direct Marketing Channel)
-Company sells directly to consumers.
-Channel 2 (Indirect Marketing Channel)
-Company uses only one distribution channel.
-Channel 3 (Indirect Marketing Channel)
- Company uses more than one marketing channel.

7. Channel Levels Channel 1 Channel 2 Channel 3
Number of Levels 1 2 3
Producer
Producer
Producer
Wholesaler
Retailer
Retailer
Consumer
Consumer
Consumer

8. Colgate's Distribution Model

9. Channel Behavior and Organization...
-Channel partners rely on one another for maximum efficiency and
profit. If disagreements occur, channel conflict arises.
-Horizontal and Vertical Conflicts
-Horizontal, is conflict between same channel levels.
-Vertical, is conflict between different channel levels.

10. Channel Behavior and Organization...
-Vertical Systems
- A vertical system: Has channel leadership and includes producers, wholesalers, and retailers. Types of VMS- Corporate VMS: Ownership. Contractual VMS: Contracts Administered VMS: Power.
- Horizontal Systems
- A horizontal system is when two channels of the same level join
together to create a better marketing opportunity.

11. Vertical Marketing System Horizontal Marketing System

12. Channel Behavior and Organization...
-Multi-Channel
Distribution
- Organizations create multiple
distribution channels to reach
various segments.
-Changing Channel
Organization
-A changing world filled with
advanced technology calls for
different distribution measures.
Multi-Channel Distribution

13. Distribution Channel Decisions
-Analyzing Customer Needs
-Each channel level must be selected carefully, each level adds value to the
customers.
-Setting Channel Objectives
-A company must figure out which channels work best for each segment.
-Identifying and Evaluating Alternatives
-Marketing Channels vary in types, numbers, and responsibilities.
-International Distribution Channels
-International intermediaries face complex and challenging issues.

14. Colgate’s Distribution Decisions
-Colgate implements Intensive
Distribution: As many as outlets as
possible (Trunick, 2011)
-Colgate’s International Distribution
Channels consist of One Central
Distributor for the entire region(Trunick, 2011)

15. Channel Management Decisions
-Selecting, Managing, and Evaluating
Distribution Members.
-Distribution Policy
-Exclusive distribution is when a company allows only a certain outlets to carry its
products.
-Exclusive dealing is when a company requires a channel to not handle its
competitor’s products.

16. Logistics and Supply Chain Management
-Importance and Goals of Logistics
-Functions
-Warehousing
-Inventory Management
-Transportation
-Information
-Integration of Logistics
-Involves teamwork, building relationships, and third-parties.

17. Colgate’s Logistics Success
-Transportation- 65 Ocean Containers, 3800 Truck Loads per week. (“Colgate palmolive,”)
- Negotiated Global Tender Agreement allowing cheaper shipping overseas (Colgate palmolive,”)
-Green Logistics-Colgate cut 1.8 million miles of line haul from its system, which equates to 300,000 gallons of diesel and 3,000 tons of carbon emissions (“Colgate palmolive,”)
- Integrated -Third Party Logistics- Outsourced Logistics to Imperial Logistics Co. (“Imperial logistics, 2014)

18. What we Learned
Michael- The importance of marketing channels and the roles that they play. Also the different levels there are and how they work.
Patrick-The amount of time and effort it takes a product to go from raw material to end user. The intricate design of a supply/distribution chain and the importance of each decision.
Bret- I found it intriguing that third-party logistics can play an such important role in distribution marketing. As it is affects every other decision.
Sean- The internet has produced a lot of channel conflict and disintermediation for companies.

19. References
-Imperial Logistics. (2014, January 30). Imperial wins Colgate-Palmolive contract. Retrieved April 3, 2014,
from
-Marketing (15th th ed., p-Kotler, P., & Armstrong, G. (2014). Principles op ). Upper Saddle
River, NJ: Pearson.
-Francis, A. (2010, September 23). Concept of distributing channels in marketing. In MBA Knowledge.
Retrieved April 3, 2014,
from
-Trunick, P. (2011). Colgate logistics delivers smiles. Retrieved from
-Colgate palmolive. (n.d.). Retrieved from Palmolive