1. Marketing Management Marketing 6201
MANAGING MARKETING CHANNELS OF DISTRIBUTION AND LOGISTICS
Marketing Management Marketing 6201

2. The variety of terms used for marketing intermediaries that vary in use in consumer and business markets

3. Intermediaries minimize transactions and the cost of distribution for producers and customers

4. Marketing channel intermediaries perform three functions, each consisting of different activities

5. Direct Channel Indirect Channel
CHANNEL STRUCTURE & ORGANIZATION MARKETING CHANNELS FOR CONSUMER GOODS AND SERVICES
Direct Channel
Indirect Channel
Retailers
WholesalersRetailers
AgentsWholesalersRetailers

6. Common marketing channels for consumer offerings by the kind and number of intermediaries

7. Direct Channel Indirect Channel
CHANNEL STRUCTURE & ORGANIZATION MARKETING CHANNELS FOR BUSINESS GOODS AND SERVICES
Direct Channel
Indirect Channel
Industrial Distributor
Agents
AgentsIndustrial Distributors

8. Common marketing channels for business offerings by the kind and number of intermediaries

9. Electronic Marketing Channels
CHANNEL STRUCTURE & ORGANIZATION ELECTRONIC & DIRECT MARKETING CHANNELS; MULTICHANNEL MARKETING
Electronic Marketing Channels
Direct Marketing Channels
Multichannel Marketing

10. Consumer electronic marketing channels are similar to those for consumer and business offerings

11. Strategic Channel Alliances
CHANNEL STRUCTURE & ORGANIZATION DUAL DISTRIBUTION & STRATEGIC CHANNEL ALLIANCES
Dual Distribution
Strategic Channel Alliances

12. HELP YOUR CHILD FEEL BETTER WITH TRIAMINIC® PRODUCTS AND A REDBOX MOVIE RENTAL

13. The Top Five Reasons for Selling Through Distributors
1. Customers demand it.
2. Market access.
3. Lower marketing and selling expenses.
4. Distributors perform necessary functions.
5. Reduced collection problems. 15

14. Functions performed by independent wholesaler types

15. CHANNEL STRUCTURE & ORGANIZATION CHANNEL INTERMEDIARIES
Merchant Wholesalers
Full-Service Wholesalers
General Merchandise (Full-Line) Wholesalers
Specialty Merchandise (Limited-Line) Wholesalers

16. CHANNEL STRUCTURE & ORGANIZATION CHANNEL INTERMEDIARIES
Merchant Wholesalers
Limited-Service Wholesalers
Rack Jobbers
Cash and Carry Wholesalers
Drop Shippers/Desk Jobbers
Truck Jobbers

17. CHANNEL STRUCTURE & ORGANIZATION CHANNEL INTERMEDIARIES
Agents and Brokers
Manufacturer’s Agents
Selling Agents
Brokers
Manufacturers
Branch Offices
Sales Offices

18. Three types of vertical marketing systems: corporate, contractual (most popular), and administered

19. CHANNEL STRUCTURE & ORGANIZATION VERICAL MARKETING SYSTEMS
Vertical Marketing Systems
Corporate Systems
Forward Integration
Backward Integration
Contractual Systems
Wholesaler-Sponsored Voluntary Chains
Retailer-Sponsored Cooperatives

20. CHANNEL STRUCTURE & ORGANIZATION VERICAL MARKETING SYSTEMS
Contractual Systems
Franchising
Manufacturer-Sponsored Retail Franchise Systems
Manufacturer-Sponsored Wholesale Systems
Service-Sponsored Retail Franchise Systems
Service-Sponsored Franchise Systems

21. McDonalds and H&R Block What vertical marketing system does each use?

22. CHANNEL CHOICE AND MANAGEMENT CHANNEL CHOICE CONSIDERATIONS
Target Market Coverage
Intensive Distribution – you are everywhere
Selective Distribution – specialty retailers
Exclusive Distribution – very limited *
* Think Neiman Marcus or Sak’s Fifth Avenue

23. CHANNEL CHOICE AND MANAGEMENT CHANNEL CHOICE CONSIDERATIONS
Profitability
Margins Earned
Channel Costs
Global Dimensions of Marketing Channels

24. USING MARKETING DASHBOARDS Channel Sales and Profit at Charlesburg Furniture

25. CHANNEL CHOICE AND MANAGEMENT CHANNEL RELATIONSHIPS
Legal Considerations
Dual Distribution
Tying Arrangements
Vertical Integration
Refusal to Deal
Exclusive Dealing
Resale Restrictions

26. The Clayton Act and Sherman Act place legal restrictions on specific marketing channel strategies and practices

27. SIGNIFICANCE OF SUPPLY CHAIN AND LOGISTICS MANAGEMENT KEY CONCEPTS
Logistics – getting the right amount of the right products to the right place at the right time at the lowest possible cost.
Logistics Management – the practice of organizing the cost-effective flow of raw materials, in-process inventory, finished goods from the point of origin to the point of consumption to satisfy customers requirements.

28. Relating logistics management and supply chain management to supplier networks and marketing channels

29. The automotive supply chain includes thousands of firms that provide the 5,000 or so parts in a typical car

30. Supply chain managers balance total logistics cost factors against customer service factors

31. Advantages and disadvantages of five modes of transportation

32. KEY LOGISTICS FUNCTIONS IN A SUPPLY CHAIN
TRANSPORTATION
Railroads
Intermodal Transportation
Piggy-Back or Trailer on Flatcar (TOFC)
Containers

33. KEY LOGISTICS FUNCTIONS IN A SUPPLY CHAIN
TRANSPORTATION
Motor Carriers
Air Carriers and Express Companies
Freight Forwarders/ Express Companies

34. KEY LOGISTICS FUNCTIONS IN A SUPPLY CHAIN
TRANSPORTATION
Pipelines
Water

35. KEY LOGISTICS FUNCTIONS IN A SUPPLY CHAIN
WAREHOUSING AND MATERIALS HANDLING
Storage Warehouses
Distribution Centers
Materials Handling