A Presentation by Md.

Abrar Fahad Khan

MARKETING CHANNELS: DELIVERING CUSTOMER VALUE

Chapter 1 2
 Supply Chains and the Value Delivery Network

Channel Behavior and Organization

Chapter Outline Channel Design Decisions

Channel Management Decisions

Marketing Logistics and Supply Chain

Management
 SUPPLY CHAINS AND THE
VALUE DELIVERY NETWORK
 Marketing Channel
(Distribution Channel)

A set of interdependent
organizations that help make a
product or service available for
use or consumption by the
consumer or business user.
HOW CHANNEL MEMBERS ADD VALUE
 Information
• Gathering and distributing information about consumers, producers, and other actors and
forces in the marketing environment.

Promotion
• Developing and spreading persuasive communications about an offer.

Contact
• Finding and engaging customers and prospective buyers.

HOW CHANNEL Matching

• Shaping offers to meet the buyer’s needs, including activities such as manufacturing,
MEMBERS ADD grading, assembling, and packaging.

Negotiation
VALUE • Reaching an agreement on price and other terms so that ownership or possession can be
transferred.

Physical Distribution
• Transporting and storing goods.

Financing
• Acquiring and using funds to cover the costs of the channel work.

Risk Taking
• Assuming the risks of carrying out the channel work.
 Number of Channel Levels

A layer of intermediaries that performs some work in bringing the product and its
Channel Level ownership closer to the final buyer.

Direct Marketing
A marketing channel that has no intermediary levels.
Channel

Indirect
Marketing A marketing channel containing one or more intermediary levels.
Channel
CONSUMER AND BUSINESS MARKETING CHANNELS
CHANNEL BEHAVIOR AND
ORGANIZATION
Horizontal conflict occurs among firms at the Vertical conflict, conflict between different levels
same level of the channel. of the same channel, is even more common.

CHANNEL CONFLICT
Disagreements among marketing channel members on goals, roles, and rewards—
who should do what and for what rewards.
 Conventional Distribution
Channel vs Vertical
Marketing System (VMS)
Conventional Distribution Channel
◦ A channel consisting of one or more
independent producers, wholesalers, and
retailers, each a separate business seeking
to maximize its own profits, perhaps even at
the expense of profits for the system as a
whole.

Vertical Marketing System (VMS)

◦ A channel structure in which producers,
wholesalers, and retailers act as a unified
system. One channel member owns the
others, has contracts with them, or has so
much power that they all cooperate.
 Corporate VMS
A vertical marketing system that
combines successive stages of
production and distribution under single
ownership—channel leadership is
established through common ownership.
Contractual VMS
A vertical marketing system in which
independent firms at different levels of
production and distribution join
together through contracts.
Administered VMS
A vertical marketing system that
coordinates successive stages of
production and distribution through the
size and power of one of the parties.

VERTICAL MARKETING SYSTEM

 Horizontal
Marketing System
A channel arrangement in which two or
more companies at one level join
together to follow a new marketing
opportunity.

◦ Example: McDonald's inside Walmart

 Multichannel
Distribution System

A distribution system in which a

single firm sets up two or more
marketing channels to reach one
or more customer segments.
CHANNEL DESIGN DECISIONS
Marketing Channel Design
Analyzing Consumer Needs

Setting Channel Objectives

Designing effective marketing channels by
analyzing customer needs, setting channel Identifying Major Alternatives
objectives, identifying major channel
Evaluating the Major Alternatives
alternatives, and evaluating those alternatives.
 Intensive Distribution Exclusive Distribution Selective Distribution
Stocking the product in as many outlets Giving a limited number of dealers the The use of more than one but fewer
as possible. exclusive right to distribute the than all of the intermediaries that are
company’s products in their territories. willing to carry the company’s products.

NUMBER OF MARKETING INTERMEDIARIES

 CHANNEL
MANAGEMENT DECISIONS
MARKETING CHANNEL Selecting Channel
Members
MANAGEMENT
Selecting, managing, and
motivating individual channel Managing and
members and evaluating their Motivating
performance over time.
Channel Members
SELECTING CHANNEL MEMBERS
MANAGING AND MOTIVATING CHANNEL MEMBERS
 MARKETING
LOGISTICS AND SUPPLY
CHAIN MANAGEMENT
 Marketing Logistics
(Physical Distribution)
Planning, implementing, and
controlling the physical flow of
materials, final goods, and related
information from points of origin to
points of consumption to meet
customer requirements at a profit.
 Supply Chain
Management
Managing upstream and
downstream value-added
flows of materials, final goods,
and related information
among suppliers, the
company, resellers, and
final consumers.
Outbound Logistics
◦ Moving products from the factory to resellers and ultimately to
customers
Inbound Logistics
◦ Moving products and materials from suppliers to the factory
Reverse Logistics
◦ Reusing, recycling, refurbishing, or disposing of broken, unwanted,
or excess products returned by consumers or resellers
 Significance of Logistics

01 02 03
Companies can gain a Improved logistics can The explosion in
powerful competitive yield tremendous cost product variety has
advantage by using savings to both a created a need for
improved logistics to company and its improved logistics
give customers better customers. management.
service or lower prices.
 Major
Logistics Functions

Inventory
Warehousing
Management

Logistics
Transportation Information
Management
 Warehousing
Storage Warehouses
◦ A place to store goods for moderate to
long periods.

Distribution Center
◦ A large, highly automated warehouse
designed to receive goods from various
plants and suppliers, take orders, fill them
efficiently, and deliver goods to customers
as quickly as possible.
 Inventory Management

Many companies have greatly reduced

their inventories and related costs through
just-in-time logistics systems.
With such systems, producers and retailers
carry only small inventories of parts or
merchandise, often enough for only a few
days of operations.
 Transportation

Trucks Railroads

Internet Carriers

Water Carriers Air Carriers

 Multimodal Transportation

Piggyback • Rail and Trucks

Fishyback • Water and Trucks

Trainship • Water and Rail

Airtruck • Air and Trucks

 LOGISTICS
INFORMATION
MANAGEMENT
Example:
Walmart's Vendor
Managed Inventory (VMI)