Channel Management
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Transcript of Channel Management
![Page 1: Channel Management](https://reader033.fdocuments.in/reader033/viewer/2022052310/5549a2d6b4c90507608b51ec/html5/thumbnails/1.jpg)
Channel Management
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![Page 2: Channel Management](https://reader033.fdocuments.in/reader033/viewer/2022052310/5549a2d6b4c90507608b51ec/html5/thumbnails/2.jpg)
A path through which goods and services flow in one direction (from vendor to the consumer), and the payments generated by them that flow in the opposite direction (from consumer to the vendor).
Channel
![Page 3: Channel Management](https://reader033.fdocuments.in/reader033/viewer/2022052310/5549a2d6b4c90507608b51ec/html5/thumbnails/3.jpg)
The total number of channel members in a channel of distribution
Channel length
![Page 4: Channel Management](https://reader033.fdocuments.in/reader033/viewer/2022052310/5549a2d6b4c90507608b51ec/html5/thumbnails/4.jpg)
Businesses or individuals who assist in moving goods and services from the producer to the consumer
Channel members
![Page 5: Channel Management](https://reader033.fdocuments.in/reader033/viewer/2022052310/5549a2d6b4c90507608b51ec/html5/thumbnails/5.jpg)
Distribution Patterns
![Page 6: Channel Management](https://reader033.fdocuments.in/reader033/viewer/2022052310/5549a2d6b4c90507608b51ec/html5/thumbnails/6.jpg)
A distribution pattern in which a producer sells a product through just one middle man in a geographic area
Exclusive Distribution
![Page 7: Channel Management](https://reader033.fdocuments.in/reader033/viewer/2022052310/5549a2d6b4c90507608b51ec/html5/thumbnails/7.jpg)
A producer sells a product through a limited number of middlemen in a geographic area.
Selective Distribution
![Page 8: Channel Management](https://reader033.fdocuments.in/reader033/viewer/2022052310/5549a2d6b4c90507608b51ec/html5/thumbnails/8.jpg)
Producer sells a product through every available wholesaler and retailer in a geographic area where consumers might look for it
Intensive Distribution
![Page 9: Channel Management](https://reader033.fdocuments.in/reader033/viewer/2022052310/5549a2d6b4c90507608b51ec/html5/thumbnails/9.jpg)
Channel Functions
![Page 10: Channel Management](https://reader033.fdocuments.in/reader033/viewer/2022052310/5549a2d6b4c90507608b51ec/html5/thumbnails/10.jpg)
Companies rely on market research to determine their target markets’ needs and wants.
Providing Marketing Information
![Page 11: Channel Management](https://reader033.fdocuments.in/reader033/viewer/2022052310/5549a2d6b4c90507608b51ec/html5/thumbnails/11.jpg)
Costs and responsibilities can be shared. Promoting Products
![Page 12: Channel Management](https://reader033.fdocuments.in/reader033/viewer/2022052310/5549a2d6b4c90507608b51ec/html5/thumbnails/12.jpg)
Offering to deliver and install products. Negotiating with Customers
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Selling large quantities of products to wholesalers and retailers
Reducing Discrepancies
![Page 14: Channel Management](https://reader033.fdocuments.in/reader033/viewer/2022052310/5549a2d6b4c90507608b51ec/html5/thumbnails/14.jpg)
Work together to finance activities to become more effective
Financing and Risk-taking
![Page 15: Channel Management](https://reader033.fdocuments.in/reader033/viewer/2022052310/5549a2d6b4c90507608b51ec/html5/thumbnails/15.jpg)
Horizontal vs. Vertical Conflict
Horizontal Conflict: Occurs between channel members at the same level Ex: two retailers selling pet supplies compete to sell to the same target market
Vertical Conflict: Occurs between channel members at different levels within the same channel Producers and wholesalers or producers and retailers
![Page 16: Channel Management](https://reader033.fdocuments.in/reader033/viewer/2022052310/5549a2d6b4c90507608b51ec/html5/thumbnails/16.jpg)