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MKT F24 > #10 PLACE > Flashcards

#10 PLACE Flashcards

1
Q

What is distribution?

A

Activities required to get the right product to the r place at the r time in the rquantity

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2
Q

What is a distribution channel?

A

The transferring of goods

Move them from the point of production to the point of consumption

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3
Q

Distribution channels add value by…

A
  1. making products accessible
  2. reducing inefficiencies
  3. providing specialized functions (like promotion and storage).
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4
Q

Managing distribution channels involves…

A

balancing cooperation and conflict
- using systems like contracts to ensure smooth operations.

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5
Q

Types of Distribution Channels (2)

A
  1. Direct goods 2 consumers
  2. Indirectthrough intermediaries
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6
Q

Supply Chain

A

road the product makes from factory to consumer

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7
Q

Basic supply chain

A

manufactures make products and sell them to intermediaries

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8
Q

Intermediaries (2)

A
  1. Wholesalers
  2. Retailers
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9
Q

Intermediaries

Wholesalers

A

Buy in Bulk
buy from manufacturers and them 2 stores

Costco

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10
Q

Intermediaries

Retailers

A

Stores we shop
Stores buy from whole or directly from manu and sell to consumers

Zara

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11
Q

The more steps there are in the chain…

A

everything is more complicates
- more transactions
- more people involved

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12
Q

What is a Distribution strategy?

A

How to sell good to consumers

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13
Q

Types of distribution strategies (2)

A
  1. direct
  2. indirect
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14
Q

Types of distribution strategies

Direct Distribution

A

no intermediaries between seller and buyer
- seller often manu

artesanos vendiendo artesanias en pueblitos

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15
Q

Types of distribution strategies

Indirect Distribution

A

one or more intermediaries work with manus to provide to consumers

car agencies: Ford 2 inflable 2 customers
- extra inter can be wholesale

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16
Q

What is Distribution Intensity?

A

how widely a product is distributed

how many places sell it

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17
Q

companies decide their distribution intensity based on…

A

brand image & type of product

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18
Q

Types of Distribution Intensity (3)

A
  1. intensive
  2. exclusive
  3. selective
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19
Q

Types of Distribution Intensity

Intensive Distribution

A

get the product in as * many places as possible*
- the more places people see it, the more they will buy it

soft drinks or snacks

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20
Q

Types of Distribution Intensity

Exclusive Distribution

A

Sell only thorugh a few specific retailers
- keep the product prestigious and mantains its premium image

luxury items

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21
Q

Types of Distribution Intensity

Selective Distribution

A

sell trought a few, carefully* choosen stores*
- balances brand control with wider availability

San Pellegrino @ gourmet grocery stores

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22
Q

Specialization

A

each member focuses on what they are best at

23
Q

Specialization @ manufactures

A

create products

24
Q

Specialization @ wholesalers

A

buy in bulk 2 distribute to retailers

25
Q

Specialization @ retailers

A

provide products to consumers & offers services like customer education, delivery and installation

26
Q

Value Addition

A

at each step in supply chain the product become more valuable

27
Q

Value Addtion @ raw materials

A

are turned into finished products

28
Q

Value Addtion @ Transportation

A

bring products closer to consumers

29
Q

Value Addtion @ Retailers

A

offer product comparision, customer service, installation

30
Q

Distribution Channels

Vertical Channel Conflicts

A

between members of different levels

manufactures vs retailers: arriving late

31
Q

Distribution Channels

Horizontal Channel Conflict

A

between members at the same level

2 retailers

32
Q

Power in Distribution Channels

A

when one member can influence another

33
Q

Types of Power in Distribution Channels (3)

A
  1. Reward
  2. Coercive
  3. Referent
34
Q

Power in Distribution Channels

Reward

A

offering incentives

Coca paga more por estar centro de shelves

35
Q

Power in Distribution Channels

Coercive

A

Threatening penalties

delaying payments for later deliveries

36
Q

Power in Distribution Channels

Referent

A

big desirable to partner with

brands wants to be walmart suppliers

37
Q

Key Functions of an Effective channel of distribution (4)

A
  1. Efficency
  2. Sorting
  3. Facilitation
  4. Standardization
38
Q

Key Functions of an Effective channel of distribution

Efficiency

A

Reduces the number of marketplace interactions needed for products to reach customers.

39
Q

Key Functions of an Effective channel of distribution

Sorting

A

Matches customers’ needs with the right products or services.

40
Q

Key Functions of an Effective channel of distribution

Facilitation

A

Ensures smooth flow of products, information, promotions, payments, and ownership transfers.

41
Q

Key Functions of an Effective channel of distribution

Standardization

A

Makes transactions fair and efficient for all parties involved.

42
Q

Channel Types of Supply Chains

Vertical (3)

A
  1. Administered
  2. Contractual
  3. Corporate
43
Q

Vertical Channel Type in Supply Chains

Administered

A

One channel member uses power to control others

Walmart

44
Q

Vertical Channel Type in Supply Chains

Contractual

A

Members are bound by contracts

Franchises Mc Donalds

45
Q

Vertical Channel Type in Supply Chains

Corporate

A

A single company owns multiple levels of the supply chain

Tesla

46
Q

Channel Selection and Design (4)

A

Factors:
1. Customer/market
2. Product
3. Organizational
4. Competitive

47
Q

Channel Selection and Design

Customer/ Market Factors

A
  • Customer expectations (e.g., convenience or customization).
  • Geographic dispersion of the market.
  • Typical order size or quantity.
  • Service requirements.
48
Q

Channel Selection and Design

Product Factors

A
  • Product type (specialty, shopping, convenience, or unsought).
  • Perishability.
  • Complexity or customization.
  • Distribution intensity (intensive, selective, or exclusive).
49
Q

Channel Selection and Design

Organizational Factors

A
  • Company size and resources.
  • Scope of the product line.
  • Desired level of control over the channel.
50
Q

Channel Selection and Design

Competitive Factors

A
  • Market positioning and how competitors structure their channels.
51
Q

Retailing Strategies at the Store (3)

A
  1. Product
  2. Pricing
  3. Distribution
52
Q

Retailing Strategies at the Store

Product Strategy

A
  • Merchandise categories (e.g., private labels, branded products).
  • Services offered (e.g., delivery, installation).
  • Atmospherics: Store design to enhance brand image and engage customers.
53
Q

Retailing Strategies at the Store

Pricing Strategy

A
  • Markups: Setting retail prices above cost to earn profit.
  • Markdowns: Discounts or promotional pricing to attract customers.
54
Q

Retailing Strategies at the Store

Distribution Strategy

A
  • Location of stores (physical, online, or catalog).
  • Hours of operation.
  • Merchandising organization (how products are arranged in-store).

MKT F24 (10 decks)

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