Table of Contents
Distribution Channel
- Set of interdependent organizations
- Area of complex decision making for a firm
- High potential for conflict
Channel Issues
- Members and levels
- Motivation and compensation
- Channel integration
- Cost vs control
Channel Functions
- Physical possession
- Title / Payment
- Risk taking
- Financing
- Information
- Promotion
Retailing Categories
- Type of product or service
- Type of customer service
- Type of organization
- Location
Wholesaling
- Link between chain extremes
- Wholesalers
- Distributors
- Agents
- Varying levels of support
Purchasing
- Recall the business-to-business purchasing discussion
Why be Part of a Channel System?
- Reduced financial risk
- Stimulated demand
- Merchandising assistance
Advantages/Disadvantages of Particular Channels
- Company-owned dealerships
- Franchised dealerships
- Direct mail
- Direct sales