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Marketing Channels. Fall 2006. You gotta love trees…. Value Delivery Network. Company, suppliers, distributors and customers who partner to improve system performance A demand chain orientation: start with the needs of customers. Marketing Channel.

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PowerPoint Slideshow about 'Marketing Channels' - Albert_Lan


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Presentation Transcript


Value delivery network
Value Delivery Network

  • Company, suppliers, distributors and customers who partner to improve system performance

  • A demand chain orientation: start with the needs of customers


Marketing channel
Marketing Channel

  • Interdependent organizations involved in the process of making a product available for use




And what needs to be done
And What Needs to be Done?

  • Information

    • Research

    • Promotion

  • Matching and Assorting

  • Physical Distribution and Storage

  • Financing

  • Risk Taking


It is not always easy channel conflict
It is Not Always Easy: Channel Conflict

  • Vertical Conflict

  • Horizontal Conflict


Vertical marketing systems
Vertical Marketing Systems

  • Corporate Channel

    • Vertical Integration: wholly owned and tapered

  • Contractual: Coordinated

  • Administered


Channel considerations
Channel Considerations

  • Types of Intermediaries

    • Company Sales Force, Manufacturer’s Agents, and Industrial Distributors

  • Number of Intermediaries

    • Intensive distribution: Snickers

    • Exclusive distribution: Rolls

    • Selective distribution: Acura



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