1.

1 Wholesaler: sponsored voluntary chains wholesaler has relationship with small and
independent retailers to standardize and coordinate purchasing habits, merchandising
programs and inventory management
1.2 Retailer-sponsored cooperatives: independent small retailer form an organisation that
works as a wholesaler
1.3 Franchising: contract agreement between parent company and individual that allows
the individual to work under the established name

2. Administered systems: coordination at successive stages of production and distribution

by size and influence of one channel member rather than through owner

Intensity of distribution
1- Intense
o Achieve mass market
o Convenience good
2- Selective
o Work with selected places,
o Shopping, and some specialty goods
3- Exclusive:
o Work with single intermediary
o Specialty goods and industrial equip

Channel conflicts:
- Gray marketing or diverting: unauthorized seller
- Incompatible goals: achieving goal of supplier/producer hinders goals of other

Solutions of channel conflict

- Strong brand
- Channel captain
- Different products for different
channel
- Same price for same product
- VMS
- Communication often with members
of the marketing channel
- Offer sufficient margin
Reverse logistic: take back product at end of life

Retailing, E-tailing, M-tailing

Main goals: attract shoppers, make them consumers, provide best consumer service at cheapest
operating cost