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15: Distribution and Marketing Logistics (The Role of Marketing…
15: Distribution and Marketing Logistics
The Role of Marketing Intermediaries
Marketing intermediaries
Matching buyers and sellers
Distribution strategy
Providing market information
Gathering assortments of goods
Providing promotional and sales support
Transporting and storing products
The Outlook for Wholesaling
Threat of disintermediation
Unbundling of services
Integrated logistics management
Industry consolidation
Wholesaling and Industrial Distribution
Merchant wholesalers
Agents and brokers
Distributors
Retailing Formats
Discount stores
Off-price retailers
Specialty stores
Online retailers
Department stores
E-commerce
Wheel of retailing
Market Coverage
Selective distribution : uses a limited number of chosen outlets
Exclusive distribution : gives intermediaries exclusive rights
Intensive distribution : tries to place a product as many outlets as possible
Physical Distribution and Logistics
Logistics
Order processing
Physical distribution
Distribution centers
Intermodal transportation
Distribution Strategies
Product support requirements
Segmentation, targeting, and positioning
Customer needs and expectations
Competitors’ distribution channels
Established industry patterns and requirements
Distribution mix