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Part 2

Developing the Marketing Channel

Chapter 5
Strategy in Marketing Channels

Objective 1:

Marketing Channel Strategy

Channel Strategy: The broad principles by which the firm expects to achieve its distribution objectives for its target market(s)

Objective 2:

Distribution Decisions
1. 2. The role of distribution in the firms overall objectives & strategies The role distribution should play in the marketing mix The design of the firms marketing channels The selection of channel members The management of the marketing channel in order to implement the firms channel design effectively & efficiently on a continuing basis The evaluation of channel member performance

3. 4. 5.


Objective 3:

Channel Strategy as Overall Corporate Objective

The higher the priority given to distribution, the higher the level at which it should be considered in formulating the organizations overall objectives and strategies

The Value Chain

Firm infrastructure Support Activities Human resource management Technology development Human resource management

Inbound logistics


Outbound Marketing logistics & sales


Primary Activities

Determining the Priority Given to Distribution

Distribution does increasingly warrant the attention of top management, because competition has made the issue of distribution too important for top management to ignore.

Rayovac Corp. WD-40 Coca-Cola Procter & Gamble Company

Objective 4:

Channel Strategy & the Marketing Mix

The essence of modern marketing management:

To develop a marketing mix of product, price, promotion, & distribution (place)

Objective 5:

Emphasis on Distribution Strategy

IF : or or

Distribution is the most relevant variable for satisfying target market demands. Parity exists among competitors in the other three variables of the marketing mix. A high degree of vulnerability exists because of competitors neglect of distribution. Distribution can enhance the firm by creating synergy from marketing channels.
The firm should choose distribution strategy for strategic emphasis


Target Market Demand

Firms should stress distribution when it serves customers needs in the target market.

Marketing channels are so closely linked to customer need satisfaction because it is through distribution that firms can provide the kinds and levels of service that make for satisfied customers.

Competitive Parity
Distribution advantages are not easily copied by competitors.

Distribution advantages are based on a combination of superior strategy, organization, and human capabilities.

Distribution Neglect
Competitors neglect of distribution strategies provides excellent opportunities.

The channel manager must analyze target markets to determine whether competitors have neglected distribution and whether vulnerabilities exist that can be exploited.

Distribution and Synergy

Hooking up with a mix of cooperative channel members will strengthen the channel.

Because each channel member is an independent entity, rewarding opportunities exist for channel managers to cultivate cooperation among members.

Objective 6:

Differential Advantage & Channel Design

Differential advantage, also called sustainable competitive advantage, occurs when a firm attains a long-term, advantageous position in the market relative to competitors.


Positioning the Channel

A firm that plans the channel and makes decisions by viewing the relationship with channel members as a partnership or strategic alliance that offers recognizable benefits to the manufacturer & channel members on a long-term basis


Objective 7:

Selection of Channel Members

Because customers perceive channel members as an extension of the manufacturers own organization, members should:

Reflect channel strategies the firm has developed to achieve its distribution objectives Be consistent with the firms broader marketing objectives & strategies Reflect the objectives & strategies of the organization as a whole

Objective 8:

Channel Strategy & Managing the Channel

How close a relationship should be developed with the channel members?
3 Strategic Questions How should the channel members be motivated to cooperate in achieving the manufacturers distribution objectives? How should the marketing mix be used to enhance channel member cooperation?

Closeness of Channel Relationships

Factors to consider

Distribution intensity Targeted markets Products Company policies Middlemen Environment Behavioral dimensions

Marketing Mix in Channel Management

Product strategy

Distribution strategy

Marketing Mix

Pricing strategy

Promotion strategy

Objective 9:

Motivation of Channel Members

Portfolio concept:

A tool for motivating different types and sizes of channel members participating in various channel structures who may respond differently to various motivation strategies.

Objective 10:

Evaluation of Channel Member Performance

Channel managers involvement in evaluating member performance is integral to developing & managing channel

Have provisions been made in the design and management of the channel to assure that channel member performance will be evaluated effectively?