DISTRIBUTION + MARKETING CHANNELS

             

DISTRIBUTION + MARKETING CHANNELS

CONTENTS

Page:

      DISTRIBUTION + MARKETING CHANNELS AT THE INDUSTRY

1

~ .. DISTRIBUTION + MARKETING CHANNELS

2

~ .... INTERMEDIARIES

~ .... CHANNEL LEVELS

3

~ ............ PRODUCT CHANNELS

~ ~ ...... Channels Direct to End User

~ ~ ...... Channels Via Sales-Force

~ ~ ...... Channels Via Sales Outlet

~ ~ ...... Channels Via Wholesaler

~ ~ ...... Channels Via Jobber

~ ~ ............ Operations

4

~ ~ ............ Markets + Trade Cell

5

~ ~ ............ Products

6

~ ~ ............ Competitors

7

~ .... CHANNEL FLOWS

8

~ .... INTERMEDIARIES

9

~ ...... PHYSICAL PRODUCT FLOWS

11

~ ...... OWNERSHIP FLOWS

13

~ ...... PAYMENT FLOWS

15

~ ...... INFORMATION FLOWS

17

~ ...... PROMOTIONAL FLOWS

20

~ .... PRODUCT FUNCTION CHECKLIST

21

~ ............ PRODUCT FUNCTION CHECKLIST

~ ~ ...... Contact

~ ~ ...... Merchandising

~ ~ ...... Pricing

~ ~ ...... Propaganda

~ ~ ...... Physical Handling

~ ~ ............ Operations

22

~ ~ ............ Markets + Trade Cell

23

~ ~ ............ Products

24

~ ~ ............ Competitors

25

~ .... CHANNEL CHANGES

~ ...... DISTRIBUTION CHANNEL INVESTMENT EFFECT FORECASTS

26

~ .... Distribution Channel Improvement Balance Sheet Forecast

27

~ ...... Distribution Channel Improvement Operational Costs Forecast

28

~ ........ Distribution Channel Improvement Financial Ratios

29

~ .......... Distribution Channel Improvement Operational Margins

30

~ .... VERTICAL CHANNEL

~ ...... Corporate system

~ ...... Administered system

~ ...... Contractual system

32

~ .... HORIZONTAL CHANNELS

~ .... CHANNEL POSITION

33

~ .... CHANNEL COMPETITION

~ ...... MARKETING EXPENDITURE EFFECT FORECASTS

34

~ .... Marketing Expenditure Balance Sheet Forecast

35

~ ...... Marketing Expenditure Operational Costs Forecast

36

~ ........ Marketing Expenditure Financial Ratios

37

~ .......... Marketing Expenditure Operational Margins

38

~ .... CHANNEL DESIGN

~ .... CHANNEL OBJECTIVES

~ ...... Customer Characteristics

~ ...... Product characteristics

39

~ ............ CHANNEL CHARACTERISTICS

~ ~ ...... Customer Strengths

~ ~ ...... Product Strengths

~ ~ ...... Competitive Strengths

~ ~ ...... In-House Strengths

~ ~ ...... Environmental Strengths

~ ~ ............ Operations

40

~ ~ ............ Markets + Trade Cell

41

~ ~ ............ Products

42

~ ~ ............ Competitors

43

~ ...... Distribution Channel characteristics

~ ...... Competitive characteristics

~ ...... Company characteristics

~ ...... Environmental characteristics

44

~ .... CHANNEL ALTERNATIVES

~ ...... Distinguishing the major channel alternatives

~ ...... Types of intermediaries

~ ...... Number of Intermediaries

45

~ ...... Specific marketing tasks of channel members

46

~ ...... Terms and responsibilities of channel members

~ ...... Price policy

~ ...... Conditions of sale

~ ...... Distributors' territorial rights

~ ...... Mutual services and responsibilities

47

~ ............ CHANNEL ALTERNATIVES

~ ~ ...... Type of Intermediaries

~ ~ ...... Numbers of Intermediaries

~ ~ ...... Marketing Effectiveness of Channels

~ ~ ...... Trading Terms of Channel Members

~ ~ ...... Responsibilities of Channel Members

~ ~ ............ Operations

48

~ ~ ............ Markets + Trade Cell

49

~ ~ ............ Products

50

~ ~ ............ Competitors

51

~ .... CHANNEL EVALUATION

~ ...... Economic criteria

52

~ ...... Control criteria

~ ...... ~ Vertical relations in the channel

~ ...... ~ Horizontal relations in the channel

~ ...... ~ Inter-channel conflict

~ ...... ~ Legal conflict

~ ...... Adaptive criteria

53

~ ............ CHANNEL EVALUATION

~ ~ ...... Channel Evaluation: Direct to End User

~ ~ ...... Channel Evaluation: Via Sales-Force

~ ~ ...... Channel Evaluation: Via Sales Outlet

~ ~ ...... Channel Evaluation: Via Wholesaler

~ ~ ...... Channel Evaluation: Via Jobber

~ ~ ............ Operations

54

~ ~ ............ Markets + Trade Cell

55

~ ~ ............ Products

56

~ ~ ............ Competitors

57

~ ............ PRODUCT CHANNEL EVALUATION

~ ~ ...... Vertical Relations

~ ~ ...... Horizontal Relations

~ ~ ...... Interchannel Conflict

~ ~ ...... Legal Conflict

~ ~ ...... Motivation

~ ~ ............ Operations

58

~ ~ ............ Markets + Trade Cell

59

~ ~ ............ Products

60

~ ~ ............ Competitors

61

~ ............ PRODUCT CHANNEL ADAPTABILITY

~ ~ ...... Probability of Channel Change

~ ~ ...... Easy of Exit from existing channels

~ ~ ...... Penalties in Exit from existing channels

~ ~ ...... Flexibility of Existing Channels

~ ~ ...... Potential for developing Existing Channels

~ ~ ............ Operations

62

~ ~ ............ Markets + Trade Cell

63

~ ~ ............ Products

64

~ ~ ............ Competitors

65

~ .... CHANNEL MANAGEMENT

~ ...... Selecting channel members

~ ...... Motivating channel members

66

~ ...... Evaluating channel members

67

~ ............ PRODUCT CHANNEL MANAGEMENT

~ ~ ...... Channel Selection Screening

~ ~ ...... Channel Motivation Programmed

~ ~ ...... Channel Evaluation & Rating

~ ~ ...... Channel Monitoring procedure

~ ~ ...... Channel Trouble-shooting procedure

~ ~ ............ Operations

68

~ ~ ............ Markets + Trade Cell

69

~ ~ ............ Products

70

~ ~ ............ Competitors

71

~ .... CHANNEL MODIFICATIONS

73

~ .... HISTORIC FINANCIAL DATA

74

~ .... Historic Balance Sheet

75

~ ~ ...... Historic Costs & Margins

76

~ ~ ........ Historic Financial Ratios & Margins

77

~ ~ .......... Historic Operational Ratios & Margins

78

~ .... Financial forecast notes

79

~ .... DISTRIBUTION + MARKETING CHANNELS FINANCIAL FORECASTS : Current to 2028

80

~ .... Base Forecast : Median Market Scenario Balance Sheet Forecast

81

~ ...... Base Forecast : Median Market Scenario Operational Costs Forecast

82

~ ........ Base Forecast : Median Market Scenario Financial Ratios

83

~ .......... Base Forecast : Median Market Scenario Operational Margins

84

~ .... Distribution & Product Delivery Cost Objectives Balance Sheet Forecast

85

~ ...... Distribution & Product Delivery Cost Objectives Operational Costs Forecast

86

~ ........ Distribution & Product Delivery Cost Objectives Financial Ratios

87

~ .......... Distribution & Product Delivery Cost Objectives Operational Margins

88

~ .... Customer / Order Processing Systems Investment Balance Sheet Forecast

89

~ ...... Customer / Order Processing Systems Investment Operational Costs Forecast

90

~ ........ Customer / Order Processing Systems Investment Financial Ratios

91

~ .......... Customer / Order Processing Systems Investment Operational Margins

92

~ .... Systems Investment Balance Sheet Forecast

93

~ ...... Systems Investment Operational Costs Forecast

94

~ ........ Systems Investment Financial Ratios

95

~ .......... Systems Investment Operational Margins

96

~ .... Customer Handling Improvements Balance Sheet Forecast

97

~ ...... Customer Handling Improvements Operational Costs Forecast

98

~ ........ Customer Handling Improvements Financial Ratios

99

~ .......... Customer Handling Improvements Operational Margins

101

~ .... Financial data definitions

INDEX


 

INDEX

Adaptive criteria, 52
Administered system, 30

Balance Sheet Base Forecast : Median Market Scenario, 80
Balance Sheet Customer Handling Improvements, 96
Balance Sheet Customer / Order Processing Systems, 88
Balance Sheet Distribution Channel Improvement, 26
Balance Sheet Distribution & Product Delivery Cost, 84
Balance Sheet Historic, 74
Balance Sheet Marketing Expenditure, 34
Balance Sheet Systems Investment, 92

CHANNEL ALTERNATIVES, 44, 47
CHANNEL CHANGES, 25
CHANNEL CHARACTERISTICS, 39
CHANNEL COMPETITION, 33
Channel conflict, 33
CHANNEL DESIGN, 38
CHANNEL EVALUATION, 51, 53
Channel Evaluation & Rating, 67
Channel Evaluation: Direct to End User, 53
Channel Evaluation: Via Jobber, 53
Channel Evaluation: Via Sales Outlet, 53
Channel Evaluation: Via Sales-Force, 53
Channel Evaluation: Via Wholesaler, 53
CHANNEL FLOWS, 7
CHANNEL LEVELS, 2
CHANNEL MANAGEMENT, 65
CHANNEL MODIFICATIONS, 71
Channel Monitoring procedure, 67
Channel Motivation Programmed, 67
CHANNEL OBJECTIVES, 38
CHANNEL POSITION, 32
Channel Selection Screening, 67
Channel Trouble-shooting procedure, 67
Channels Direct to End User, 3
Channels Via Jobber, 3
Channels Via Sales Outlet, 3
Channels Via Sales-Force, 3
Channels Via Wholesaler, 3
Company characteristics, 43
Competitive characteristics, 43
Competitive Strengths, 39
Complementor, 32
Conditions of sale, 46
Contact, 19, 21
Contractual system, 30
Control criteria, 52
Corporate system, 30
Costs & Margins Historic, 75
Customer Characteristics, 38
Customer Strengths, 39

Distinguishing the major channel alternatives, 44
Distribution Channel characteristics, 43
DISTRIBUTION CHANNEL INVESTMENT EFFECT FORECASTS, 25
DISTRIBUTION + MARKETING CHANNELS, 1
DISTRIBUTION + MARKETING CHANNELS FORECASTS, 79
Distributors' territorial rights, 46

Easy of Exit from existing channels, 61
Economic criteria, 51
Environmental characteristics, 43
Environmental Strengths, 39
Evaluating channel members, 66
Exclusive distribution, 44

Financial data definitions, 101
Financial forecast notes, 78
Financial Ratios Base Forecast : Median Market Scenario, 82
Financial Ratios Customer Handling Improvements, 98
Financial Ratios Customer / Order Processing System, 90
Financial Ratios Distribution Channel Improvement, 28
Financial Ratios Distribution & Product Delivery Cost, 86
Financial Ratios Marketing Expenditure, 36
Financial Ratios Systems Investment, 94
Financial Ratios & Margins Historic, 76
Flexibility of Existing Channels, 61
Franchise organization, 31
Functional change, 72

HISTORIC FINANCIAL DATA, 73
HORIZONTAL CHANNELS, 32
Horizontal Relations, 57
Horizontal relations in the channel, 52

Information flow, 7
INFORMATION FLOWS, 15
Insiders, 32
Intensive distribution, 44
Inter-channel conflict, 52, 57
INTERMEDIARIES, 2, 8
In-House Strengths, 39

Legal conflict, 52, 57

Manufacturer-sponsored retailer franchise system, 31
Manufacturer-sponsored wholesaler franchise system, 31
Marketing Effectiveness of Channels, 47
MARKETING EXPENDITURE EFFECT FORECASTS, 33
Merchandising, 19, 21
Motivating channel members, 65
Motivation, 57
Mutual services and responsibilities, 46

Number of Intermediaries, 44
Numbers of Intermediaries, 47

Operational Costs Base Forecast : Median Market, 81
Operational Costs Customer Handling Improvements, 97
Operational Costs Customer / Order Processing System, 89
Operational Costs Distribution Channel Improvement, 27
Operational Costs Distribution & Product Delivery, 85
Operational Costs Marketing Expenditure, 35
Operational Costs Systems Investment, 93
Operational Margins Base Forecast : Median Market, 83
Operational Margins Customer Handling Improvements, 99
Operational Margins Customer / Order Processing Sys, 91
Operational Margins Distribution Channel Improvement, 29
Operational Margins Distribution & Product Delivery, 87
Operational Margins Marketing Expenditure, 37
Operational Margins Systems Investment, 95
Operational Ratios & Margins Historic, 77
Outside innovator, 32
OWNERSHIP FLOWS, 11

Payment flow, 7
PAYMENT FLOWS, 13
Penalties in Exit from existing channels, 61
Physical flow, 7
Physical Handling, 19, 21
PHYSICAL PRODUCT FLOWS, 9
Potential for developing Existing Channels, 61
Price policy, 46
Pricing, 19, 21
Pricing policies, 46
Probability of Channel Change, 61
PRODUCT CHANNEL ADAPTABILITY, 61
PRODUCT CHANNEL EVALUATION, 57
PRODUCT CHANNEL MANAGEMENT, 67
PRODUCT CHANNELS, 3
Product characteristics, 38
PRODUCT FUNCTION CHECKLIST, 20, 21
Product Strengths, 39
Promotional flow, 7
PROMOTIONAL FLOWS, 17
Propaganda, 19, 21

Responsibilities of Channel Members, 47
Retailer co-operatives, 31

Selecting channel members, 65
Selective distribution, 45
Service-firm sponsored retailer franchise system, 31
Specific marketing tasks of channel members, 45
Specific performance of each party, 46
Strivers, 32
Structural change, 72

Task, 45
Terms and responsibilities of channel members, 46
Territorial rights, 46
Title flow, 7
Trading Terms of Channel Members, 47
Transients, 32
Type of Intermediaries, 47
Types of intermediaries, 44

VERTICAL CHANNEL, 30
Vertical marketing systems (VMS), 30
Vertical Relations, 57
Vertical relations in the channel, 52

Wholesaler-sponsored voluntary chain, 31