1. Marketing Channels Fall 2006

2. You gotta love trees…

3. Value Delivery Network • Company, suppliers, distributors and customers who partner to improve system performance • A demand chain orientation: start with the needs of customers

4. Marketing Channel • Interdependent organizations involved in the process of making a product available for use

5. Think Efficiency and Effectiveness

6. Add a Distributor

7. And What Needs to be Done? • Information • Research • Promotion • Matching and Assorting • Physical Distribution and Storage • Financing • Risk Taking

8. It is Not Always Easy: Channel Conflict • Vertical Conflict • Horizontal Conflict

9. Vertical Marketing Systems • Corporate Channel • Vertical Integration: wholly owned and tapered • Contractual: Coordinated • Administered

10. 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

11. Video