1. Distribution

2. Where to sell? Price Target Market Positioning Inventory Channel relationship

3. Two types of Channels Direct to Consumer Indirect Channels – Agents/brokers – Wholesalers – Retailers Also, single channel vs Multichannel

5. Value of Channel Transactional – Contact and promotion – Negotiation – Risk Logistical – Physical distribution – Storing – Sorting

7. Problems in the channel Power  control/influence behavior of other channel members Control  one channel member intentionally affects another’s behavior Leadership  member who exercises authority and power over activities of other Conflict  clash between members – Horizontal – Vertical

8. Factors affecting channel choice Market – Customer behavior – Geography – Size Product – Complexity – PLC – Is product fragile

9. Three Distribution Strategies Intensive Selective Exclusive

10. Types of Retailers Food General Merchandise Service – AutoRental – Spas – Bank

11. Food SuperMarket SuperCenter Convenience Warehouse Club

12. General Merchandise Full-Line Discount Category Specialist Drug Specialty Department Off Price Extreme Value

13. Benefits of Stores Browse Touch/Feel Personal Service Cash and Credit Entertainment/Social Immediate Gratification Risk Reduction

14. Benefits of Online Presence Deeper and broader selection Personalization Insights into Customer Shopping Increase satisfaction and loyalty Expand Market presence