• Nature of the Product

• Perishability
• Size and weight of the product
• Unit value of product
• Standardization
• Technical Nature
• Nature of Market
In the words of Lazo and Corbin
“Marketing managements select channels on the basis of
customers wants-how, where and under what
circumstances.”
• Consumer of Industrial Market
• Number of prospective buyers
• Size of the order
• Geographical Distribution
• Buying Habits of Customers
• Nature of Middlemen
• Cost of distribution of goods
• Availability of desired middlemen
• Unsuitable marketing policies for middlemen
• Services provided by middlemen
• Ensuring greater volume of sales
• Reputation and financial soundness
• Nature of Manufacturing unit
• Manufacturers reputation and financial
stability
• Ability and experience of the undertaking
• Desire for control of channel
• Industrial conventions
• Government Regulations and Policies

May impose certain restrictions on the

wholesale trade of a particular product and
takeover the distribution of certain products
 • Conclusion
• Distribution channel is vital in today’s market, not
only it benefits the consumer by getting goods on
to your table but also benefits the producers and
intermediaries
• A distribution channel can be as short as being
direct from the vendor to the consumer or may
include several intermediaries
• In today’s world the distribution channel has
become short due to the introduction of online
marketing.