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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
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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