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    University of Technical Education University of Sunderland: Ho Chi Minh City - 2009

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    Đặng Thanh Thảo
    This document outlines key aspects of distribution channels and physical distribution. It discusses the definition of distribution and the chain of distribution. The five rights of distribution are described as getting the right product to the right place at the right time in the right quantity for the right price. Various distribution channels are examined, including retailers, wholesalers, distributors, dealers, agents and franchisees. Factors that affect the supply chain such as customer and product characteristics are also summarized.

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    University of Technical Education University of Sunderland: Ho Chi Minh City - 2009

    Uploaded by

    Đặng Thanh Thảo
    18 views21 pages
    This document outlines key aspects of distribution channels and physical distribution. It discusses the definition of distribution and the chain of distribution. The five rights of distribution are described as getting the right product to the right place at the right time in the right quantity for the right price. Various distribution channels are examined, including retailers, wholesalers, distributors, dealers, agents and franchisees. Factors that affect the supply chain such as customer and product characteristics are also summarized.

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    Marketing

    Original Title

    ch09

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    This document outlines key aspects of distribution channels and physical distribution. It discusses the definition of distribution and the chain of distribution. The five rights of distribution are described as getting the right product to the right place at the right time in the right quantity for the right price. Various distribution channels are examined, including retailers, wholesalers, distributors, dealers, agents and franchisees. Factors that affect the supply chain such as customer and product characteristics are also summarized.

    Copyright:

    © All Rights Reserved
    Download as PPT, PDF, TXT or read online from Scribd
    Download as ppt, pdf, or txt
    18 views21 pages

    University of Technical Education University of Sunderland: Ho Chi Minh City - 2009

    Uploaded by

    Đặng Thanh Thảo
    This document outlines key aspects of distribution channels and physical distribution. It discusses the definition of distribution and the chain of distribution. The five rights of distribution are described as getting the right product to the right place at the right time in the right quantity for the right price. Various distribution channels are examined, including retailers, wholesalers, distributors, dealers, agents and franchisees. Factors that affect the supply chain such as customer and product characteristics are also summarized.

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    © All Rights Reserved
    Download as PPT, PDF, TXT or read online from Scribd
    Download as ppt, pdf, or txt
    of 21

    University of Technical Education

    University of Sunderland

    Chapter 9

    HO CHI MINH CITY 2009

    OUTLINE
    1- Place
    2- Distribution channels
    3- Points in the chain of
    distribution
    4- Selection of distribution channel
    5- Physical distribution

    1- Place
    Distribution: process of getting
    products to consumers.
    Chain of distribution: the process
    which enables the flow of goods
    between the producer and the
    consumer.
    Distribution channel: the means of
    getting the goods to the consumer.
    3

    The five rights of distribution


    The RIGHT product
    In the RIGHT place
    At the RIGHT time
    In the RIGHT quantity
    For the RIGHT price

    2- Some basic functions contributing


    to distribution channel
    Transport
    Stockholding and storage
    Local knowledge
    Promotion
    Display

    Factors affecting the nature


    of the supply chain
    Customer characteristic
    Product characteristic
    Company characteristics

    Perishability

    Number
    Size
    of organisation
    Bulk

    Geographic
    Product
    mix dispersion

    Product
    standardisation
    Past
    Purchasing
    patterns
    channel
    mix
    Service
    support

    Buyers
    susceptibility
    to
    Past
    channel
    mix
    requirement
    different selling
    experience
    Unit
    value
    methods.

    3- Points in the chain of distribution


    Manufacture
    Wholesaler
    1

    4
    3

    Retailer

    Consumer
    Next
    Next

    Retailer
    Wholesalers (offer a range of
    products)
    Distributors and dealer (offer
    narrower product range)
    Agents (earn a commission)
    Franchisees (under the name
    of a parent organisation)
    Multiple stores (supermarkets)
    Direct selling
    8

    4- Selection of distribution channel

    Manufacturer

    Manufacturer

    Manufacturer

    tt :
    c
    e
    c
    DDirireutitoionn:
    ibibu e
    r
    t
    r
    ddisistAcctitvive
    A
    cctt :
    e
    r
    i e n:
    InInddibr utitoion
    rri ibuivee
    t
    s
    t
    ddi is assssiv
    ppa
    Wholesaler

    Consumer

    Retailer

    Consumer

    Retailer

    Consumer

    Channel design decisions


    Customer
    Product characteristics
    Distribution characteristics
    Channel chosen by competitors
    The suppliers own
    characteristics
    10

    Channel decision
    What types of distributor are to be used?
    How many of each type will be used?
    Who will carry our specific marketing
    tasks?
    How will performance of distributors be
    evaluated?

    11

    Supplier A

    Supplier B

    Supplier C

    Supplier D

    Intermediary
    Intermediary

    Customer A

    Customer B

    Customer C

    Customer D

    12

    5- Physical distribution
    Transportation
    Location of warehouses
    Logistics management

    13

    Modes of transport
    Road transport

    14

    Modes of transport
    Rail transport

    15

    Modes of transport
    Water transport

    16

    Modes of transport
    Air
    transport

    17

    Location of warehouse
    Selecting the area (market
    potential)
    Choosing the site (local transport
    facilities, its geographical
    position)
    18

    Logistic management
    Customer benefits
    Cost savings
    Trends

    19

    Just in time (JIT)


    Definition
    JIT: an inventory control system which
    delivers input to its production or distribution
    site only at the rate and time it is needed.
    Thus it reduces inventories whether it is
    used within the firms in the distribution
    system channel. It is a pull system which
    replaces buffer inventories with channel
    member cooperation.
    20

    21

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