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An overview of distribution management

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  1. Introduction
  2. Factors influencing marketing channels
  3. Flows of the marketing channel
  4. Members of the marketing channel
    1. Members
    2. Intermediaries
    3. End users
  5. Alternate channel formats
  6. Other channel formats
    1. Door-to-door formats
    2. Buyer initiated formats
    3. Point of consumption merchandising format
    4. Third party influencer formats
    5. Catalog & technology aided formats
  7. Study of retailing
  8. NCAER report on the retailing industry in India
  9. Special characteristics of retailing
  10. Developing a retail strategy
  11. Customer respect checklist
  12. Evolution of retail institutions
  13. Direct marketing
    1. Advantages
    2. Disadvantages
  14. Types of consumer decision making Behavior
  15. Conclusion

Distribution management is a factor of the channels of distribution which is also known as marketing channels. A marketing channel is a set of interdependent organizations involved in the process of making a product or service available for consumption. It is a strategic asset of any organization and the success or failure of the organization predominantly dependent on it. A marketing channel is more than a conduit for products or services it is also a means of adding value to the products or services. These value added services are called service outputs which are created by the channel members & consumed by end users. The word flows has been used because the activities in a marketing channel move in a predetermined way.

[...] They store manufacturer brands they provide little service post prices on shelves locate in secondary sites customers pack their own groceries their prices are much less than supermarkets brand continuity does not exist since products are brought in and as when conditions General Merchandise Retailers They could be classified as follows Specialty store Traditional departmental store Full line discount store Variety store Off price chain Factory outlet Membership clubs Flea Markets Specialty Stores They generally sell one good/ service line Though the merchandise carried is narrow it is deep in assortment, suitable to meeting the selective target market Helps in having better assortments than competitors Sales expertise is better than competition Improves control on investments & have flexibility Eg Weekender clothing Killer Category/ Power retailer is a large specialty store which has a large collection/ selection in its product category & relatively low priced eg Arvind Mills Mega Mart Disadvantages Seasonality/ or fall in demand for the product because of is popularity One stop shoppers looking for multiple product categories may not visit these places Traditional Departmental Stores Is a store with an extensive assortment of goods/ services that is organized into separate departments for purpose of buying, promotion, customer service & control. [...]


[...] Closing Gaps Demand-side gaps Offer tiered service Expand-contract provision of service outputs Channel segment targeted Supply-side gaps Change flow responsibilities of current channel members Invest in new low-cost distribution Bring in new channel members Indicative bibliography proposed by Oboulo.com http://eaglenet.lambuth.edu/facultyweb/faculty/Business/halters/berman_rm10_ppt_05.ppt http://www.manh.com/distribution_management/index.html http://www.mdm.com/ An overview of distribution management Introduction Distribution management is a factor of the channels of distribution which is also known as marketing channels. A marketing channel is a set of interdependent organizations involved in the process of making a product or service available for consumption A marketing channel is a strategic asset of any organization and the success or failure of the organization predominantly dependent on it Marketing channels can be Physical structure based Non physical structure based Introduction A marketing channel is more than a conduit for products or services it is also a means of adding value to the products or services These value added services are called service outputs which are created by the channel members & consumed by end users Factors influencing marketing channels Two important factors influence the marketing channels Demand driven factors Facilitation of search Adjustment of assortment discrepancy Sorting out Ex Various types of toiletries Accumulation Ex Procurement for various manufacturers Allocation Ex Breaking down standard packing Assorting Ex Making of the product mix Factors influencing marketing channels Supply driven factors Routinization of transactions like terms of sale, EDI, Continuous replenishment program (CRP) Reduction in number of contacts To ensure maintenance of all exchanges Easy to have control of the channel Should ensure no escalation in costs by ensuring the reduced number of contacts have higher efficiencies than the numbers reduced by Helps in market coverage Help reduce cost of channel maintenance Flows of the marketing channel The word flows has been used because the activities in a marketing channel move in a predetermined way. [...]


[...] Closing Gaps Demand-side gaps Offer tiered service Expand-contract provision of service outputs Channel segment targeted Supply-side gaps Change flow responsibilities of current channel members Invest in new low-cost distribution Bring in new channel members Indicative bibliography proposed by Oboulo.com http://eaglenet.lambuth.edu/facultyweb/faculty/Business/halters/berman_rm10_ppt_05.ppt http://www.manh.com/distribution_management/index.html http://www.mdm.com/ An overview of distribution management Introduction Distribution management is a factor of the channels of distribution which is also known as marketing channels. A marketing channel is a set of interdependent organizations involved in the process of making a product or service available for consumption A marketing channel is a strategic asset of any organization and the success or failure of the organization predominantly dependent on it Marketing channels can be Physical structure based Non physical structure based Introduction A marketing channel is more than a conduit for products or services it is also a means of adding value to the products or services These value added services are called service outputs which are created by the channel members & consumed by end users Factors influencing marketing channels Two important factors influence the marketing channels Demand driven factors Facilitation of search Adjustment of assortment discrepancy Sorting out Ex Various types of toiletries Accumulation Ex Procurement for various manufacturers Allocation Ex Breaking down standard packing Assorting Ex Making of the product mix Factors influencing marketing channels Supply driven factors Routinization of transactions like terms of sale, EDI, Continuous replenishment program (CRP) Reduction in number of contacts To ensure maintenance of all exchanges Easy to have control of the channel Should ensure no escalation in costs by ensuring the reduced number of contacts have higher efficiencies than the numbers reduced by Helps in market coverage Help reduce cost of channel maintenance Flows of the marketing channel The word flows has been used because the activities in a marketing channel move in a predetermined way. [...]

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