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Distribution and Location

Distribution and Location. Chapter 11 T. A. Sgritta UNC Charlotte. Distribution Overview. Direct marketing In-direct marketing International marketing Location Service Manufacturing Home based businesses. Direct Marketing. Direct sales Direct mail Telemarketing

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Distribution and Location

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  1. Distribution and Location Chapter 11 T. A. Sgritta UNC Charlotte

  2. Distribution Overview • Direct marketing • In-direct marketing • International marketing • Location • Service • Manufacturing • Home based businesses

  3. Direct Marketing • Direct sales • Direct mail • Telemarketing • Direct response advertising • “guerilla” marketing • Multi-channel marketing • Internet marketing • Ebay • Issues

  4. Industry Terminology • Distribution • Route to the market • Channel of sale

  5. Direct Marketing • Most good managers want to be at the point of sale!

  6. Direct Marketing - Tools • National trade shows • Regional trade shows • Flea markets • Door-to-door sales • Party sales • Vending machines

  7. National Trade Show

  8. National Trade Show – small booth

  9. Regional Trade Shows

  10. Flea Markets

  11. Other Marketing Techniques • Direct mail • Often the lowest cost • Mailers • Postcards • Trade show follow-up

  12. Other Marketing Techniques • Telemarketing – industrial • Telemarketing - consumer

  13. Direct Response Marketing • Can be expensive • Must define target market carefully • TV • Radio • Magazines

  14. Guerilla Marketing • Guerilla Strategy • Low cost promotion/sales

  15. Other Marketing Techniques • Multi-channel marketing

  16. Internet Marketing • E-mail • Web-sites • Electronic catalogs • Electronic ordering • Promotion • Ebay and others

  17. Non-direct Distribution or Middlemen • Wholesaler • Agent • Distributor • Dealer • Jobber

  18. International Business • Fun! • Importing • Exporting • Get help!

  19. Importing • World travel • Varied businesses, cultures • Chance to be unique (in home country) • Be careful of import laws (material, labeling)

  20. Exporting • Exporting • License • Franchise • Strategic alliance • Joint venture • Wholly owned subsidiary

  21. Exporting • Help locating customers/channels of sale • Exporting – shipping, forwarding, insurance, documentation, tariffs • Packing – CKDs • Financing • Credit issues; letters of credit, documentary drafts • Issue resolution

  22. Location • Service firms • Target market • Accessibility • Site itself • Manufacturing firms • Site itself • Facility suitability

  23. Location • Incentives • Tax • Financing

  24. Location • Facility layout • Home based business considerations • Business • Family

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