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Marketing Channels: Delivering Customer Value Copyright ©2014 by Pearson Education, Inc. All rights reserved Supply Chains and the Value Delivery Network The Importance of Marketing Channels Channel Behavior and Organization Channel Design Decisions Channel Management Decisions Public Policy and Distribution Decisions Marketing Logistics and Supply Chain Management Copyright ©2014 by Pearson Education, Inc. All rights reserved Supply Chain Partners Upstream partners include raw material suppliers, components, parts, information, finances, and expertise to create a product or service Copyright ©2014 by Pearson Education, Inc. All rights reserved Supply Chain Partners Downstream partners include the marketing channels or distribution channels that look toward the customer Copyright ©2014 by Pearson Education, Inc. All rights reserved Supply Chain Views Demand chain “sense and respond” view suggests that planning starts with the needs of the target customer, and the firm responds to these needs by organizing a chain of resources and activities with the goal of creating customer value Copyright ©2014 by Pearson Education, Inc. All rights reserved Value Delivery Network Value delivery network is the firm’s suppliers, distributors, and ultimately customers who partner with each other to improve the performance of the entire system Copyright ©2014 by Pearson Education, Inc. All rights reserved Group it up… Ok how about $1,000,000. How would I would I allot the cash 7 groups each group will present a definition of what it is they do and how they would allot the Mil to each group. 8 Distribution Marketing Research Buying Promotion Pricing Functions Performed in a Channel of Distribution Product Planning Customer Services Multichannel Distribution System Copyright ©2014 by Pearson Education, Inc. All rights reserved Analyzing consumer needs Setting channel objectives Identifying major channel alternatives Evaluation Copyright ©2014 by Pearson Education, Inc. All rights reserved Analyzing Consumer Needs Finding out what target consumers want from the channel What segments to serve Best channels to use Minimizing the cost of meeting customer service requirements Copyright ©2014 by Pearson Education, Inc. All rights reserved Setting Channel Objectives Targeted levels of customer service Balance consumer needs not only against the feasibility and costs of meeting these needs but also against customer price preferences Copyright ©2014 by Pearson Education, Inc. All rights reserved Identifying Major Alternatives Intensive distribution • Candy and toothpaste Exclusive distribution • Luxury automobiles and prestige clothing Selective distribution • Television and home appliance Copyright ©2014 by Pearson Education, Inc. All rights reserved Evaluating the Major Alternatives Each alternative should be evaluated against: Economic criteria Control Adaptive criteria Copyright ©2014 by Pearson Education, Inc. All rights reserved Exclusive distribution is when the seller allows only certain outlets to carry its products Copyright ©2014 by Pearson Education, Inc. All rights reserved Exclusive dealing is when the seller requires that the sellers not handle competitor’s products Copyright ©2014 by Pearson Education, Inc. All rights reserved Exclusive territorial agreements are where producer or seller limit territory Copyright ©2014 by Pearson Education, Inc. All rights reserved Tying agreements are agreements where the dealer must take most or all of the line Copyright ©2014 by Pearson Education, Inc. All rights reserved Nature and Importance of Marketing Logistics Marketing logistics (physical distribution) involves planning, implementing, and controlling the physical flow of goods, services, and related information from points of origin to points of consumption to meet consumer requirements at a profit Copyright ©2014 by Pearson Education, Inc. All rights reserved Nature and Importance of Marketing Logistics Copyright ©2014 by Pearson Education, Inc. All rights reserved Nature and Importance of Marketing Logistics Supply chain management is the process of managing upstream and downstream valueadded flows of materials, final goods, and related information among suppliers, the company, resellers, and final consumers Copyright ©2014 by Pearson Education, Inc. All rights reserved Warehousing Decisions How many What types Where to locate Warehouses Distribution centers Copyright ©2014 by Pearson Education, Inc. All rights reserved Inventory Management Just-in-time systems RFID Knowing exact product location Smart shelves Placing orders automatically Copyright ©2014 by Pearson Education, Inc. All rights reserved Major Logistics Functions Transportation affects the pricing of products, delivery performance, and condition of the goods when they arrive Truck Rail Water Pipeline Air Internet Copyright ©2014 by Pearson Education, Inc. All rights reserved Logistics Information Management Logistics information management is the management of the flow of information, including customer orders, billing, inventory levels, and customer data EDI (electronic data interchange) VMI (vendor-managed inventory) Copyright ©2014 by Pearson Education, Inc. All rights reserved Integrated Logistics Management Integrated logistics management is the recognition that providing customer service and trimming distribution costs requires teamwork internally and externally Copyright ©2014 by Pearson Education, Inc. All rights reserved Topic Outline Supply Chains and the Value Delivery Network The Nature and Importance of Marketing Channels Channel Behavior and Organization Channel Design Decisions Channel Management Decisions Public Policy and Distribution Decisions Marketing Logistics and Supply Chain Management Copyright ©2014 by Pearson Education, Inc. All rights reserved What distribution channels would you use for the following: 1) a textbook 2) Cabbage 3) Winter jackets Think about how you would get them to the customer. National distribution or? Website/ Warehouses?
