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Session
Marketing Channels & Logistics Decisions
Session Outline
Channel Intermediaries Distribution Strategies Supply Chain Management Logistics
Weekly Activity: Census Data Market research often involves sourcing Census Data. In
Australia there is the Australian Bureau of Statistics, a federal government department that provides this information
Using the (www.google.com) website, search for Government sources providing census or statistical data in the country you intend to export to
Check to see if this website has an “English” language option
If not and you don’t have an interpreter, try using the Austrade (www.austrade.gov.au)/Foreign Affairs (www.dfat.gov.au) websites for suitable links.
This Session
The Third P - Placement
Placement is getting the right product, in the right place, at the right time, in the correct quantity subject to the organisational objectives.
Marketing channels
Marketingchannel
Supplychain
A set of interdependent organisations involved in a process of availability that eases the transfer of
ownership as products move from producer to business user or final consumer.
The connected chain of all the business entities, both internal and external to the company, that
perform or support the logistics function.
Marketing channel functions
Channels fulfill three important functions:
• specialisation and division of labour
• overcoming discrepancies• providing contact efficiency.
Specialisation & labour division
• Provides economies of scale
• Aids producers who lack resources to market directly
• Builds good relationships with customers
Overcoming discrepancies
Discrepancyof
quantity
Discrepancyof
assortment
The difference between the amount of product produced and the amount an end user wants to buy.
The lack of all the items a customer needs to
receive full satisfaction from a product or
products.
Overcoming discrepancies
Temporaldiscrepancy
Spatialdiscrepancy
A situation that occurs when a product is produced but a
customer is not ready to buy it.
The difference between the location of a producer and the location of widely scattered
markets.
Role of Distribution A distribution channel is a set of
people and firms involved in carrying out the distribution function.
A channel involves: A producer Ultimate consumers Business users Also involves intermediaries.
Product
Intermediaries
An intermediary or middleman is an independent firm that operates as a link between producers and ultimate consumers or business users.
Why are intermediaries used?
The use of intermediaries results from their greater efficiency in making goods available to target markets. Contacts Experience Specialisation Resources Scale of operations
Channel intermediaries
Retailer
Merchantwholesaler
Agents andbrokers
A channel intermediary that sells mainly to customers.
(Takes title to goods)
An institution that buys goods from manufacturers, stores them and resells
and ships them. (Takes title to goods).
Wholesaling intermediaries who facilitate or assist in the sale of a product by representing a channel member. (Do not take title to goods)
Intermediaries The role of an intermediary includes:
Negotiations between buyers and sellers. Assist in transfer of ownership. May take physical possession of goods May store products in a warehouse. Act as the transport and merchandise
agent. Aid in the creation of utilities
(Time, place, possession, form).
Role and functions
Transactional - those activities undertaken by a member of the marketing channel to consummate a sale with the next buyer in the chain
Logistical - those activities to do with the physical movement of the good through the channel
Facilitation - those activities including financing, quality standards and information on market and demand trends
Intermediary channel functions
Facilitatingfunction
Transactionalfunctions
Logistical functions
Contacting/promotion
Negotiating
Risk-taking
Researching
Financing
Physically distributing
Storing
Sorting
Intermediary channel functions
• Provides market information• Interprets consumers’ wants• Promotes producers’ products• Creates assortments• Stores products• Negotiates with customers• Provides financing• Owns products• Shares risks
• Anticipates wants• Subdivides large quantities of a product• Stores products• Transports products• Creates assortments• Provides financing• Makes products readily available• Guarantees products• Shares risks
SALES SPECIALISTFOR PRODUCERS
PURCHASING AGENTFOR BUYERSM
IDDLEMAN
Typical activities
Design and Selection
Specifythe role ofdistributionwithin themarketingmix
Selecttype ofdistribu-tion channel
Determine appropriateintensityof distri-bution
Choosespecificchannelmembers
WELL-DESIGNED
DISTRIBUTIONCHANNEL
Design and Selection
Channel strategy should be consistent with overall marketing objectives.
Suitable channel should be selected. Marketers must also decide if
intermediaries will be used and their actual role.
Direct vs indirect distribution
Direct distribution—Channel consists of producer direct to consumer without assistance from intermediaries. High level of control for marketer. High control over service needs to
customers.
Direct Vs Indirect Distribution
Indirect distribution—Channel consists of at least one level or multiple levels of intermediaries or channel members. lower level of control for marketer. lower control over service needs to
customers.
Channel levels
A layer of intermediaries that perform some work in bringing the product and its ownership closer to the final buyer
Channels are often referred to by the number of levels
Structure and levels differ for product category and whether consumer or industrial product.
Number and Level
Level - a layer of intermediaries that performs some work in bringing the product and its ownership closer to the final buyer.
Number - the number of intermediaries discussed as the length of the channel.
Flows - the movement of product, ownership, payment, information and promotion.
Major channels of distribution
ULTIMATE CONSUMERS
PRODUCERS OF CONSUMER GOODS
Retailers Retailers Retailers Retailers
Wholesalers Wholesalers
Agents Agents
Business-to-business products
Producer Producer Producer Producer
Industrialuser
Industrialuser
Industrialuser
Industrialuser
Industrialdistributor
Industrialdistributor
Agents orbrokers
Agents orbrokers
Agent/brokerchannel
Industrialdistributor
Directchannel
Producer
Governmentbuyer
Directchannel
Agent/brokerindustrialchannel
ULTIMATE CONSUMERS OR BUSINESS USERS
PRODUCERS OF SERVICES
Agents
Distribution of services
Alternative channel arrangements
• Multiple channels
• Non-traditional channels
• Adaptive channels
• Strategic channel alliances
Multiple channels of distribution
• Multiple or Dual Distribution Channel.
• Used to reach two or more target markets
• Avoid total dependence on a single arrangement
Producer
Retailer
Consumer
Flows
All of the institutions in the channel are connected by several types of flows: physical flow of products flow of ownership payment flow information flow promotion flow
Vertical marketing systems
A ‘VMS’ is a distribution channel in which the various channel members are tightly coordinated in order to achieve operating efficiencies and marketing effectiveness.
VMS characteristics: Ownership of levels Contracts members of channel Market power of members
Channel Organisation
Vertical Marketing Systems (VMS) is a structure where the producer, wholesaler and retailer act as one system. Either one owns the others or has contracts, or power that forces cooperate.
This is a system that realises technological, managerial and promotional economies.
There are three types of VMS; corporate VMS contractual VMS - wholesaler, retailer or franchise. administrative VMS - multi-channel marketing
Other systems
Corporate systems Production and distribution owned by
same company. Administered systems
Economic power of a channel member. Contractual systems
Contractual arrangement between a variety of channel members (independent).
Other systems
Horizontal marketing systems
A channel arrangement in which two or more companies at one level join together to follow a new marketing opportunity.
Hybrid marketing channels
Multi channel distribution systems in which a single firm sets up two or more marketing channels to reach one or more customer segments.
Hybrid marketing channels
Channel management decisions
Channel design decisions
In designing marketing channels, manufacturers must compromise between what is ideal and what is practical.
Designing a channel system requires that the manufacturer: analyses consumer needs sets the channel objectives and constraints identifies the major channel alternatives evaluates the channel alternatives
Channel operations Channel operations can be split into
strategic and tactical management issues. Strategic issues concern operational
decisions that, once made, will not change frequently.
Tactical issues are those that involve the myriad of daily operational decisions required to move products and services through the distribution channel.
Channel member selection
Market considerations Intermediary considerations Company considerations
Marketers will also need to determine which actual channel to choose (direct, retail, wholesale).
Analysing consumer needs
Designing the distribution channel begins with finding out what values consumers, in various target segments, want from the channel:
Do consumers want or expect to buy from nearby locations? Are they willing to travel to more distant, centralised
locations? Would they rather buy in person or through the phone or via
the mail? Do they want immediate delivery or are they willing to wait? Do consumers value breadth of assortment or do they prefer
specialisation? Do consumers want many associated services?
Channel Objectives
Channel objectives should be stated in terms of the desired service level of target consumers.
The company’s channel objectives are also influenced by: product characteristics company characteristics characteristics of intermediaries competitor’s channels environmental factors
Identifying major alternatives
The company should next identify its major channel alternatives in terms of: types of intermediaries
company sales force, manufacturers’ agency, industrial distributors
number of intermediaries intensive distribution, exclusive distribution, selective
distribution responsibilities of each channel member
price policies, conditions of sale, territorial rights, specific services to be performed
Distribution Intensity
INTENSIVE SELECTIVE EXCLUSIVE
Distributionthrough every
reasonableoutlet in a
market
Distributionthrough multiple,
but not all,reasonableoutlets in a
market
Distributionthrough a single
wholesalingmiddleman
and/or retailerin a market
Distribution Intensity
1. INTENSIVE DISTRIBUTION. Normally used for convenience goods. Objective to have products in as many
outlets as possible. 2. SELECTIVE DISTRIBUTION.
Most appropriate for shopping goods. A select number of distributors chosen.
3. EXCLUSIVE DISTRIBUTION. Usually applies to specialty products. Limited distribution outlets.
Levels of distribution intensity
Intensity level Number of intermediaries
Intensive
Selective
Exclusive
Many
Several
One
Objective
Achieve mass-market selling. Convenience goods.
Work with selected intermediaries. Shopping and some specialty goods.
Work with single intermediary. Specialty
goods and industrial equipment.
Channel strategy decisionsIssues that influence
channel strategy
Producer factors
Product factors
Market factors
Factors affecting channel choice
Exclusive distribution
Selective distribution
Intensive distribution
Levels ofdistribution
intensity
Market factors
• Customer profiles
• Consumer or industrial customer
• Size of market
• Geographic location
Product factors
• Product complexity
• Product price
• Product life cycle
• Product delicacy
Producer factors
• Producer resources
• Number of product lines
• Desire for channel control
Legal considerations Organisations are restricted in the
relationships and agreements that may develop with channel partners.
There are four areas of restrictions in relationships and agreements that need to be considered;
territorial restrictions exclusive dealings tying arrangements franchise distributions
Evaluating the major alternatives
Economic criteria What is the likely profitability of
different channel alternatives? Control
How much control should the company give the intermediary?
Adaptive criteria How much flexibility does the company
have in the long term?
Managing channel relationships
Social dimensions of channels
• Channel power
• Channel control
• Channel leadership
• Channel conflict
• Channel partnering
Power, control and leadership
Channelpower
Channelcontrol
Channel leader
A channel member’s capacity to control or influence the behaviour of other channel members
A situation that occurs when one marketing channel member intentionally affects another member’s behaviour.
A member of a marketing channel that exercises authority/power over the activities of other members.
Channel behaviour Five power bases exist for the
consideration of channel behaviour. These are; reward expertise referent legitimate coercive
Channel conflict
Disagreement among marketing channel members on goals and roles, who should do what and for what rewards. horizontal conflict vertical conflict
Channel Conflict
Horizontal Conflict• conflict between firms at the same level of
the distribution channel.• eg hardware store versus hardware store.
Vertical Conflict• conflict between different levels of the same
channel. eg producer versus wholesaler.• most common type of channel conflict.
(intermediaries)
Channel partnering
The joint effort of all channel members to create a supply chain that serves customers and creates a competitive advantage.
Channel management decisions
Selecting channel members A company may want to evaluate a channel member on history,
stability, product ranges carried, growth, financial backing, profit record, cooperativeness, technical ability and reputation
Motivating channel members Does the company use positive or negative motivators?
Evaluating channel members The company must regularly check the channel members
performance against standards - sales quotas, average inventory levels, customer delivery time, treatment of damaged or lost goods, cooperation in company promotion and training programs and services to customers.
Supply chain management
A management system that
coordinates and integrates all of
the activities performed by supply
chain members from source to the
point of consumption into a
seamless process that results in
enhanced and economic value.
Supply chain management
Results of supply chain management:• focus on innovative
solutions
• competitive with focus on customer satisfaction
• sychronised flow
• customer value.
• Communicator of customer demand from point of sale to supplier
• Physical flow process that engineers the movement of goods
Roles
Physical distribution
Also known as marketing logistics. The tasks involved in planning,
implementing and controlling the physical flow of materials, final goods and related information, from points of origin to points of consumption, to meet customer requirements, at a profit.
Key physical system concepts
The physical distribution system rests on three premises. In order they are; system objectives - getting the right goods
to the right places at the right times and at the lowest possible cost
cost trade-offs - lowering the costs of some elements whilst raising the costs of others
total cost orientation - aiming for the lowest average total costs for all distribution elements.
Total cost concept
Logistics
The process of strategically managing the efficient flow and storage of raw materials, in-process inventory and finished goods from point of origin to point of consumption.
Logistics System
Goals of the logistics system
No logistics system can both maximise customer service and minimise distribution costs.
The goal of the marketing logistics system should be to provide a targeted level of customer service at the least cost.
Customers want …
• availability
• timeliness
• quality
• undamaged goods
• minimal order effort
• consistent delivery
… balanced with costs
Major logistics functions
Order processing Materials handling Warehousing Inventory management Transportation
Order processing
Impacts on the level of customer service.
EDI has increased response rates.
Materials handling
The type of equipment influences the time, effort and money spent on materials handling.
At one extreme there may be only manual labour, whilst at the other extreme robots may be extensively used.
Warehousing
Three type of decisions; how many locations where to locate them private versus public
warehouses.
Distribution centre
A large, highly automated warehouse designed to receive goods from various producers and suppliers, take orders, fill them efficiently and deliver goods to customers as quickly as possible.
Inventory Inventory decisions are critical to the
success of manufacturing. Major inventory decisions involve;
the re-order point. This is the point at which new stock should be ordered
the economic order quantity (EOQ). This is the optimal quantity of product to purchase in one order. It can be calculated as
EOQ = Just-in-time systems are a feature of modern
business.
IC
DS2
Transportation modes The five most popular modes of
transportation are; rail - low cost, but slow truck - flexible and door-to-door air - fast and most expensive water - cheap but very slow pipeline - limited to products in
liquid or gaseous state. Intermodal - using two or more modes to
transport a product. This can reduce labour and handling costs and be more efficient.
Transportation Modes
1. Speed.2. Dependability.
3. Capability.4. Availability.
5. Cost.
Checklist for Choosing transport
Choosing Transportation Modes
The integrated logistics concept
Improved logistics requires: teamwork and close working
relationships between the functional areas inside the company
teamwork across various organisations in the supply chain
the use of cross-functional logistics teams, integrative supply management and senior logistics executives with wide authority
Integrated logistical system
Sourcing & procurement
Production scheduling
Order processing & customer service
Inventory control
Warehouse & materials handling
Transportation
Log
istic
s in
form
atio
n sy
stem
Supplychainteam
Supply chain mngmnt activities
• Determine channel strategy and level of distribution intensity
• Manage relationships in the supply chain
• Manage the logistical components of the supply chain
• Balance the costs of the supply chain with the service level demanded by customer
Benefits
• Reduced costs
• Improved service
• Enhanced revenues
Supply chain activities• Managing the movement of information
and customer requirements up and down the supply chain.
• Managing the movement and storage of raw materials and parts from their sources to the production site.
• Managing the movement of raw materials, semi-manufactured products and finished products within and among plants, warehouses and distribution centres.
Supply chain activities (cont.)
• Planning production in response to consumer demand.
• Planning and coordinating the physical distribution of finished goods to intermediaries and final buyers.
• Cultivating and coordinating strategic partnerships with supply chain members.
Trends
• Advanced computer technology
• Outsourcing of logistics functions
• Electronic distribution
Services Distibution
Areas of focus for service distribution
• Minimising wait times
• Managing service capacity
• Improving delivery through new channels
Managing customer service
Customer service components Product availability Order cycle time Response time Error rate Special handling Consistency
Setting standards
Global Markets
Global channel development
Global supplychain management
Channel structure differs
Channel types differ
‘‘Grey’ marketing channels
Awareness of trade legalities
Transportation infrastructure
Next Session Weekly Activity: Understanding Markets Select a category of passenger car from the list
used by VFACTS. To find this list, go to www.fcai.com.au and click on
“vehicle sales” in the menu on the left hand side With this category as a basis, describe (or profile) a
market segment that would be interested in buying a new vehicle, using each of the segmentation approaches discussed as sub-headings.
Explain your approach for each sub-heading.