Distribution

&
Promotion

Half the money I spend on advertisement is wasted;

the trouble is I don’t know which half – John Wanamaker

Ron Mukerji
 Sales
Promotions
Distribution
Channels

Promotional Distribution
Mix &
Promotion
Physical
Distribution

Retailing
 Distribution channels
From the producer or
service provider to
Direct distribution customer or
business user

• Agent / broker
Using an intermediary • Distributor
• Wholesaler
• Retailer
 Physical distribution

Logistics

Warehousing
Inventory control Customer service
Materials handling

Transportation
 Retailing
Discount
store
NON-STORE STORE

Direct
response
retailing Direct Department
selling Specialty store
store

Automatic
merchandising
Internet Convenience
retailing store Supermarket
 Promotional mix
Product
Trade
placement
promotions

Public Personal
relations selling

Viral Sales Word of

marketing promotions mouth

Advertising Events
sponsorship

Endorsements
 Sales promotions
CONSUMER
INTERNAL B2B PRODUCTS
PRODUCTS

 Sales  Trade shows  Special offers

 Customer-contact  Product portfolios  Bonus
 Deals  Coupons
 Catalogs  Free samples
 In-store displays
 Catalogs
 Contests
 Promotional items
 Special events
 Personal selling
Long-term
relationship Prospecting Approach

Presentation
Follow-up

Demonstration
Closing
Answering
objections
Building customer relationships

Frequ
e
progra ncy
an d Affinity mme s
br ng
g
din ntity marketi
il
Bu ide

Using CR
M
software

Form
ing bu
comm ye
unitie r
ng Individualized s
ti
ark
e marketing
o -m
C