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Wholesaling Chapter 13 Marketing Channels Definition Intermediaries Transactional role Logistical role Facilitation role Marketing Channels- B2C Marketing Channels- B2B Direct Marketing Channels Dual Distribution L.L. Bean Hallmark Strategic Channel Alliances Kraft & Starbucks Channel Intermediaries Merchant Wholesalers Full-service General-merchandise Specialty-merchandise Limited-service Rack jobbers Cash & carry Drop shippers Truck jobbers Agents & Brokers Characteristics Manufacturer’s Agents Selling Agents Brokers Channel Partnerships Vertical Marketing Systems Corporate Forward integration: Sherwin-Williams Backward integration: Kroger Contractual Wholesaler-sponsored Voluntary Chains Retailer-sponsored Cooperatives Franchising Administered Administered Vertical Marketing Systems Channel Partnerships Collaborative use of information and open communication Levi Strauss and Modell’s Sporting Goods Factors Determining Channels Choice Environmental Factors Consumer Factors Product Factors Company Factors Considerations Target Market Coverage Buying Requirements Profitability Considerations Target Market Coverage Intensive distribution Exclusive distribution Selective distribution Considerations Buyer Requirements Information Convenience Proximity 8-second rule Variety Breadth and depth of products offered by intermediary Attendant Services Considerations Profitability How are margins divided? Global Market Must consider intermediaries in foreign markets Types of Conflict Vertical conflict Disintermediation Profit margin distribution Attention given to products Horizontal conflict Infringement upon market area Different retailers selling same brand Cooperation Channel Captain Economic influence Expertise influence Identification influence Legitimate influence Legal Issues Dual distribution Too much power? Exclusive Dealing Tying Arrangements