Ch 7 stewardship in action i supplier side case studies
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Ch. 7 Stewardship in Action I: Supplier-side Case Studies. Three Archetypes of Marketing Channels Vertically Integrated Channels: “Hierarchy” Third-party delegated Channels: “Market” Composite Channels: “PIC”. * What Other Types Exist?. Ch. 7 Stewardship in Action I: Supplier Case Studies.

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Ch. 7 Stewardship in Action I: Supplier-side Case Studies

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Ch 7 stewardship in action i supplier side case studies

Ch. 7Stewardship in Action I: Supplier-side Case Studies

  • Three Archetypes of Marketing Channels

  • Vertically Integrated Channels: “Hierarchy”

  • Third-party delegated Channels: “Market”

  • Composite Channels: “PIC”

* What Other Types Exist?


Ch 7 stewardship in action i supplier case studies

Ch. 7Stewardship in Action I: Supplier Case Studies

  • Vertically Integrated Channels

  • Zara’s Model: (Video)

    • Fast Fashion through Internal Alignment

    • 2. Key Alignment Mechanisms: IT and Empowerment

  • 2. Any other company you can think of?


Ch 7 stewardship in action i supplier case studies1

Ch. 7Stewardship in Action I: Supplier Case Studies

  • II. Third-party Delegated Channels

  • Key Alignment Mechanisms: information, trust, and

  • commitment [my thought]

  • 2. Example of a Market Leader: CISCO

  • 3. Example of a Market Follower: Atlas-Copco

  • 4. Any other company you can think of?


Ch 7 stewardship in action i supplier case studies2

Ch. 7Stewardship in Action I: Supplier Case Studies

  • III. Composite Channels

  • Meaning

  • Example 1: Becton Dickinson

  • Example 2: Hunter Douglas


Ch 7 stewardship in action i supplier case studies3

Ch. 7Stewardship in Action I: Supplier Case Studies

IV. Toward Virtual Integration

1. Meaning: From vertical integration by ownership

to vertical integration by information

2. Example: Haworth Office Furniture


Ch 8 stewardship in action ii intermediaries cases

Ch. 8Stewardship in Action II: Intermediaries Cases

  • Intermediaries often fail to take advantage of

  • their customer access  Gross (Net) Margin focus

  •  Lack of insight on individual customers

  • II. Ex 1: Wal-Mart: Channel Steward or Power Monger?

  • (Video)

  • III. How many cooks do you need in the kitchen?


Ch 8 stewardship in action ii intermediaries cases1

Ch. 8Stewardship in Action II: Intermediaries Cases

  • IV. Four Principles of Intermediary Stewardship

  • Create Offering that Addresses Demand-Chain Needs

    • Ex) Best Buy’s Evolution

    • Ex) Neiman Marcus: “Editor of Luxury Brands”


Ch 8 stewardship in action ii intermediaries cases2

Ch. 8Stewardship in Action II: Intermediaries Cases

  • IV. Four Principles of Intermediary Stewardship

  • 2. Blend the Channel Value Chain and Channel Power

    • Ex) H-E-B: Regional Concentration, Customer

    • Loyalty, and Own Brand Program.

    • = Fareway Supermarket


Ch 8 stewardship in action ii intermediaries cases3

Ch. 8Stewardship in Action II: Intermediaries Cases

  • IV. Four Principles of Intermediary Stewardship

  • 3. Gain Expertise and Leverage It

    • Ex) Arrow Electronics: pre- and post-sales

    • Assistance to SMB segment of IT industry


Ch 8 stewardship in action ii intermediaries cases4

Ch. 8Stewardship in Action II: Intermediaries Cases

  • IV. Four Principles of Intermediary Stewardship

  • 4. Influence Stewardship through Performance

    • Ex) Relationship Evolution between

    • GE and RCI Master Distributor: Focus on

    • Repair and Replacement of GE parts and components


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