Lecture Nine
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Transcript Lecture Nine
MKTG 504 - MARKETING
CHANNELS
Getting the stuff to the Customer
Dr. Dennis Pitta
University of Baltimore
CHANNELS OF DISTRIBUTION
A Linkage of Institutions (A PIPELINE)
Types of Marketing Channels
0-level channel
Manufacturer
Consumer
1-level channel
Manufacturer
Retailer
Consumer
Retailer
Consumer
Retailer
Consumer
2-level channel
Mfg
Wholesaler
3-level channel
Mfg
Wholesaler
Jobber
CHANNELS OF DISTRIBUTION
Significance
Interrelationships
Long-term Commitments
Why do channels of distribution exist?
Economic rationale (they pay for
themselves)
Assorting (building an assortment)
Sorting out (weeding out the bad stuff)
Specialists (they know their customers)
Risk taking (to stock or not to stock)
Economic Rationale: How a Distributor Reduces
the Number of Channel Transactions
1
B. Number of contacts
with a distributor
M+C=3+3=6
4
Store
2
5
3
= Manufacturer
6
= Customer
= Distributor
Economic Rationale: How Lack of a Distributor
Increases the Number of Channel Transactions
1
2
3
4
5
6
A. Number of contacts
without a distributor
MxC=3X3=9
7
8
9
= Manufacturer
= Customer
Distribution Channel Functions
Information
Transfer
Payments
Physical
Distribution
Risk Taking
Communication
Negotiation
Ordering
Financing
MAJOR PROBLEM IN CHANNELS:
CONFLICT!!!!!
Causes of Channel Conflict
Opposing interests in channels
Differing objectives of channel
members
Price
Quantity
Quality
Incompatibility
The TRADITIONAL CHANNEL OF
DISTRIBUTION
a weak association of independent
organizations
most are interested in their own
interests
some members actually compete
against each other (wholesalers sell to
a retailer’s customers)
How do we get what we
need to overcome conflict?
Solution
POWER!
How do we get traditional
members to cooperate?
Solution
POWER
or the converse:
DEPENDENCE
Conventional Distribution Channel vs. Vertical
Marketing Systems
A unit!
Manufacturer
Manufacturer
Wholesaler
Weak links
Retailer
Vertical
marketing
channel
Wholesaler
Conventional
marketing
channel
Retailer
Consumer
Consumer
A Solution to the Problems of the
Traditional Channel
VERTICAL MARKETING SYSTEMS
3 TYPES:
CORPORATE SYSTEMS - Single
Ownership (Expensive, offers most
control)
Examples: SEARS, BEST BUYS,
CIRCUIT CITY
VERTICAL MARKETING SYSTEMS
(continued)
CONTRACTUAL
Manufacturer - sponsored retailer.
Dundalk Rolls Royce
Manufacturer - sponsored wholesaler.
Mid-Atlantic Coca-Cola
Service firm - sponsored retailer.
McDonald’s
VERTICAL MARKETING SYSTEM
(continued.)
ADMINISTERED SYSTEM
Programs for product promotion and
merchandising
Often partnerships among companies
Where do you find the Pillsbury
Refrigerator Rolls?
Next to the Kraft
Cheese
Kraft had pre-existing
refrigerator cases and
a staff to stock them.
A natural partnership
with Pillsbury with no
previous refrigerator
experience
An ADMINISTERED
SYSTEM
OKAY, HOW LONG SHOULD OUR
CHANNEL BE?
FACTORS INFLUENCING THE
CHANNEL DESIGN:
CUSTOMERS
Large number of customers = longer
channels
More geographically dispersed =
longer channels
FACTORS INFLUENCING THE
CHANNEL DESIGN:
PRODUCT CHARACTERISTICS
Perishability = Short
Bulky = Short
Heavy = Short
Custom Made = Short
High Unit Value = Short
CHANNEL MANAGEMENT
DECISIONS
Selecting members (Some selfselection, some search)
Motivating members (must provide an
incentive)
Evaluation - standards of performance
After selecting a type of channel design
to minimize conflict and maximize
efficiency.....
HOW MANY RETAILERS SHOULD YOU
HAVE?
Suppose you sell Rolls Royce cars in
Baltimore…….
How many dealerships do you need for
the city and surrounding areas?
Suppose you sell chewing gum in
Baltimore…….
How many dealerships do you need for
the city and surrounding areas?
Suppose you sell refrigerators in
Baltimore…….
How many dealerships do you need for
the city and surrounding areas??
HORIZONTAL CHANNEL DECISIONS
How many members at each level?
Three complementary strategies:
EXCLUSIVE - One or a few outlets
(Specialty goods)
INTENSIVE - Many outlets
(Convenience goods)
SELECTIVE - Some outlets (Shopping
goods)
In the US, which strategy
attracts the FTC?
Vertical Marketing Systems?
Horizontal Marketing System?
Why?
Upcoming Topics
Integrated Marketing Communications