Marketing ChannelsYou gotta love trees…Value Delivery NetworkMarketing ChannelThink Efficiency and EffectivenessAdd a DistributorAnd What Needs to be Done?It is Not Always Easy: Channel ConflictVertical Marketing SystemsChannel ConsiderationsVideoMarketing ChannelsMarketing ChannelsFall 2006Fall 2006You gotta love trees…You gotta love trees…Value Delivery NetworkValue Delivery NetworkCompany, suppliers, distributors and Company, suppliers, distributors and customers who partner to improve customers who partner to improve system performancesystem performanceA demand chain orientation: start A demand chain orientation: start with the needs of customerswith the needs of customersMarketing ChannelMarketing ChannelInterdependent organizations Interdependent organizations involved in the process of making a involved in the process of making a product available for useproduct available for useThink Efficiency and EffectivenessThink Efficiency and EffectivenessAdd a DistributorAdd a DistributorAnd What Needs to be Done?And What Needs to be Done?InformationInformation–ResearchResearch–PromotionPromotionMatching and AssortingMatching and AssortingPhysical Distribution and StoragePhysical Distribution and StorageFinancingFinancingRisk TakingRisk TakingIt is Not Always Easy: Channel It is Not Always Easy: Channel ConflictConflictVertical ConflictVertical ConflictHorizontal ConflictHorizontal ConflictVertical Marketing SystemsVertical Marketing SystemsCorporate ChannelCorporate Channel–Vertical Integration: wholly owned and Vertical Integration: wholly owned and taperedtaperedContractual: CoordinatedContractual: CoordinatedAdministeredAdministeredChannel ConsiderationsChannel ConsiderationsTypes of IntermediariesTypes of Intermediaries–Company Sales Force, Manufacturer’s Company Sales Force, Manufacturer’s Agents, and Industrial DistributorsAgents, and Industrial DistributorsNumber of IntermediariesNumber of Intermediaries–Intensive distribution: SnickersIntensive distribution: Snickers–Exclusive distribution: RollsExclusive distribution: Rolls–Selective distribution: AcuraSelective distribution:
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