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Effective Distribution Strategy Guide

The document discusses distribution strategy and channels. It defines distribution as the middleman between manufacturer and retailer who ships and sells products. Distribution channels include consumer channels for selling directly to end users, business-to-business channels for selling between companies, and services channels where a service provider uses agents. The document outlines factors for channel strategy selection including market needs, producer resources, product type, and competitors. It also discusses channel management and physical distribution systems.

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Meghana S
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10 views10 pages

Effective Distribution Strategy Guide

The document discusses distribution strategy and channels. It defines distribution as the middleman between manufacturer and retailer who ships and sells products. Distribution channels include consumer channels for selling directly to end users, business-to-business channels for selling between companies, and services channels where a service provider uses agents. The document outlines factors for channel strategy selection including market needs, producer resources, product type, and competitors. It also discusses channel management and physical distribution systems.

Uploaded by

Meghana S
Copyright
© All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd

Distribution Strategy

Peter Angele
Ileana Szczepanski
Niklas Reissinger
Overview
Definition
Distribute Channels
Channel Strategy
Channel Management
Physical Distribution
Physical Distribution System
Ethical Issues

Distribution Strategy
Definition
Distribution is one of the four aspects of
marketing. A distributor is the middleman
between the manufacture and retailer. After a
product is manufactured it is typically shipped
(and usually sold) to a distributor. The distributor
then sells the product to retailers or customers

Distribution Strategy
Distribution Channels
To reconcile the needs of producers and
consumers.
To improve efficiency by reducing the number of
transactions and creating bulk.
To improve accessibility by lowering location
and time gaps between producers and consumers.
To improve specialist services to customers.

Distribution Strategy
How a channel intermediary
increases distribution efficiency

Distribution Strategy
Distribution Channels
Consumer Channels

Distribution Strategy
Distribution Channels
B2B Channels

Distribution Strategy
Distribution Channels
Services Channels
Consumer or
Service business
provider customer

Consumer or
Service Agent business
provider customer
Channel Strategy
Channel strategy decisions involve
Selection of the most effective distribution
channel.
Most appropriate level of distribution intensity
and
Degree of channel integration.
Channel
Strategy

Distribution Channel
Service
intensity integration
Provider
Channel Strategy
Channel Selection
Market factors
Buyer behaviour ,buyer needs, willingness of channel
intermediaries, location of costumers
Producer factors
Lack of financial resources, product mix, desired degree of control
Product factors
Direct distribution
Competitive factors
Innovative approach, sales force or producer-owned distribution
network, direct marketing

Distribution strategy

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