Podcast
Questions and Answers
What is a consequence of using a model that includes intermediaries in the distribution channel?
Which advantage is primarily associated with brands using a direct sales strategy?
What responsibility do brands take on when they engage in direct sales?
Why might brands opting for direct distribution choose higher-priced products?
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What effect does selling directly to consumers have on market research?
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What is a primary characteristic of a franchise strategy?
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Which distribution strategy allows a brand to utilize multiple channels simultaneously?
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What role does a licensee typically play in a distribution strategy?
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What is a significant disadvantage of using a distributor?
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When might a brand choose a licensee for its distribution strategy?
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Which statement best describes a distribution franchise?
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Which of the following best describes the role of the franchisee in the distribution model?
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How can a distributor impact the pricing of a product?
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What aspect distinguishes a multi-brand shop from a franchise?
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What is one advantage of utilizing a distributor?
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Which role is primarily responsible for granting exclusive rights in a franchise agreement?
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What is NOT typically included in a franchise distribution strategy?
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What is a potential benefit of using a franchise in new countries?
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What risk does a brand take when working solely with a distributor?
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What is a potential drawback of a distributor representing multiple brands?
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In indirect distribution, what is the main function of a wholesaler?
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What is the primary function of distribution in a company?
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Which of the following is NOT one of the 4Ps of the marketing mix?
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Why is it important to evaluate the end-customer before selling a product?
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What might indicate that an end-user needs personalized service?
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What factor should be considered in choosing the best distribution channel?
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What is the primary responsibility of a distributor compared to an agent?
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Fierce competition in distribution leads to which of the following?
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In which scenario would a distributor be the only option for certain products?
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How do channels relate to a company’s customers?
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Which statement accurately differentiates agents from distributors?
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What is an essential service that distribution provides to an end-customer?
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What is the Brand responsible for in terms of distribution costs?
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What occurs to products in large markets like the US?
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What factor is notable in the relationship between agents and the Brand?
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What is a notable characteristic of a distributor's role?
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Which element of after-sale service is typically the distributor's responsibility?
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What is the primary role of distributors in indirect distribution?
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Which statement best describes wholesalers in the context of indirect distribution?
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In what scenario might a brand choose to sell indirectly?
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What is the traditional model of retail distribution?
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What should a brand prioritize in its relationship with wholesalers?
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Which of the following is NOT a type of distributor mentioned?
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Why are distributors often used for high volume products?
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What indicates that indirect distribution involves multiple layers of customers?
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Study Notes
International Distribution
- Distribution is a key marketing function.
- It's the most visible company activity to get products to customers.
- The "last frontier" connects the company to the end-user.
- Accessibility and experience are crucial factors.
- Distribution channels are the company's customers, with needs and expectations.
- Channels often involve competitors, and there is fierce competition with variety of choices.
Distribution as Part of the Marketing Mix
- Distribution provides essential services to end-customers.
- Channels are the company's customers.
- Channels have needs and expectations.
- Channels often distribute competing products.
- End-customer needs must be carefully evaluated before selling a product (e.g., personalization, education).
- Consideration of different potential distribution channels is vital.
Channels and Types of Distribution
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Direct Distribution:
- A channel from the brand to the end-customer.
- B2C.
- Removes intermediaries (wholesalers, distributors etc).
- Higher profit margins.
- Direct control over customer interactions
- Allows market research.
- Brands choose the selling price.
-Full responsibility over communication and marketing. - Suitable for higher-priced products with lower sales volume.
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Indirect Distribution:
- Uses intermediaries (e.g., wholesalers, distributors, agents, retailers).
- B2b.
- Lower profit margins. -Wholesalers buy from brand(s) then sell retailers; Retailers sell to customers.
- Distributors are links in the channel. They can be branded-specific or multi-brand.
- Used for high-volume products to ensure consistent supply to retailers.
- Good for products with numerous retailers
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Wholesalers:
- Buy products in bulk from a brand.
- Sell in smaller quantities either to other retailers or directly to consumers.
- Important role in distribution and the supply chain.
- They can deliver in bulk to retailers, or directly to customers.
- The "Brand's" role is to build strong relationships with wholesalers while maintaining control of the strategic vision.
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Retailers:
- This is the most traditional form of distribution.
- Brands often use wholesalers or distributors to deliver to retailers then consumers.
- Delivery to customers is delayed, and the price increases because of the additional steps in the channel.
- Brands must decide on which channel to use to deliver their products to customers, taking into account the costs and market factors.
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Franchising: A distribution agreement. -Franchisor and Franchisee. -Franchisor gives the franchisee the exclusive right to sell the brand on their given geographical location(s). -Franchisor provides training, resources, ongoing support and branding. -Franchisee pays fees and royalties. -Master Franchise: For large geographical areas or areas that are difficult to handle for economic/political reasons.
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Licensing: A distribution agreement.
- Licensing is a contract. (e.g. brand licenses a licensee the right to manufacture and sell the products.)
- The licensee is responsible for stocking, distribution, marketing etc., in the designated geographic area.
- Brand provides support and guidance.
- Licensee pays fees and royalty.
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Market Coverage: (Indirect).
- Intensive Distribution: Placing products in as many outlets as possible.
- Selective Distribution: Distributing to limited outlets based on their capacities and qualities.
- Exclusive Distribution: Granting a limited number of sellers the exclusive right to sell their products/services .
Market Factors
- The market must be assessed when forming an international distribution strategy.
- Channels need to align with business goals, resources, and risk tolerance.
Evaluating the End-Customers
- Important to consider if end customer needs personalized service or if products should be promoted online or in-store.
Direct vs Indirect Distribution Decisions
- Carefully consider a Brand's marketing mix of strategies.
- Carefully consider the advantages and disadvantages of using an agent or a distributor, taking into account the specific market or markets (local or international considerations)
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Description
Test your knowledge on the importance of distribution in marketing. This quiz covers the various types of distribution channels, their roles, and how they connect companies to end-users. Understand the intricacies of direct distribution and its impact on customer experience.