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Questions and Answers
What is a consequence of using a model that includes intermediaries in the distribution channel?
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?
Which advantage is primarily associated with brands using a direct sales strategy?
What responsibility do brands take on when they engage in direct sales?
What responsibility do brands take on when they engage in direct sales?
Why might brands opting for direct distribution choose higher-priced products?
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?
What effect does selling directly to consumers have on market research?
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What is a primary characteristic of a franchise strategy?
What is a primary characteristic of a franchise strategy?
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Which distribution strategy allows a brand to utilize multiple channels simultaneously?
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?
What role does a licensee typically play in a distribution strategy?
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What is a significant disadvantage of using a distributor?
What is a significant disadvantage of using a distributor?
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When might a brand choose a licensee for its distribution strategy?
When might a brand choose a licensee for its distribution strategy?
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Which statement best describes a distribution franchise?
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?
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?
How can a distributor impact the pricing of a product?
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What aspect distinguishes a multi-brand shop from a franchise?
What aspect distinguishes a multi-brand shop from a franchise?
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What is one advantage of utilizing a distributor?
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?
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?
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?
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?
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?
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?
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?
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?
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?
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?
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?
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?
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?
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?
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?
How do channels relate to a company’s customers?
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Which statement accurately differentiates agents from distributors?
Which statement accurately differentiates agents from distributors?
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What is an essential service that distribution provides to an end-customer?
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?
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?
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?
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?
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?
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?
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?
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?
In what scenario might a brand choose to sell indirectly?
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What is the traditional model of retail distribution?
What is the traditional model of retail distribution?
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What should a brand prioritize in its relationship with wholesalers?
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?
Which of the following is NOT a type of distributor mentioned?
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Why are distributors often used for high volume products?
Why are distributors often used for high volume products?
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What indicates that indirect distribution involves multiple layers of customers?
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.