Dell Computer has used one simple supply chain system—direct sales over the Internet or by phone to both business and consumer users.
--If you were a marketing executive at Dell, what new supply chain options would you suggest?
– Exclusive Distribution (独家分销)
Giving a limited number of dealers the exclusive right to distribute the company's products in their territories
Used for Specialty Goods
Dell, Direct-distribution model
– Eliminates wholesalers and retailers. – Complete control over inventory levels and
distribution costs. – Direct monitor its customers’ needs.
1. Manufacturer’s Representatives 2. Distributors 3. Foreign-Country Brokers 4. Managing Agents and Compradors 5. Dealers 6. Import Jobbers, Wholesalers, and
4. Trading Companies
11. Webb-Pomerene Export Associations
5. U.S. Export Trading Companies 12. Foreign Sales Corporation
6. Complementary Marketers
13. Export Merchants
7. Manufacturer’s Export Agent 14. Export Jobbers
Foreign-Country Middlemen
• Some of the more important foreign-country middlemen, who find markets for foreign manufacturers include:
without intermediaries?
2.Channel-of-Distribution Strategies
Types of intermediaries (Length of Distribution Channel)
Distribution Intensity (Width of Distribution Channel )
3.Channel-of-Distribution Structures
All consumer and industrial products eventually go through a distribution process.
– Physical handling and distribution of goods – Passage of ownership – Buying and selling negotiations between producers and
International Marketing
国际市场营销学
Chapter 11
International Distribution Channels
Chapter Outline
1. Nature of Distribution Channels
2. Distribution Channels Strategy 3. Distribution Channel Structures 4. Locating Selecting and Motivating Channel
“You can eliminate the middleman, but not the function.”
2.Channel-of-Distribution Strategies
Types of intermediaries (Length of Distribution Channel)
2.Channel-of-Distribution Strategies
Types of intermediaries (Length of Distribution Channel)
– Direct Distribution (short)
A channel whereby goods and services are sold directly from producer to final user without involvement of other independent middlemen.
Frequently used types of domestic intermediaries include:
1. Manufacturers’ Retail Stores 8. Home-Country Brokers
2. Global Retailers
9. Buying Offices
3. Export Management Companies 10. Selling Groups
– Indirect Distribution (long) A channel whereby goods and services are sold indirectly from producer through independent middlemen to final users.
Think and Answer
Japan VS. US Channel structure (P251)
German, Japan, US Retail structure (P251)
Think and Answer
Learning the above materials, what can you tell the distinguishing differencies that Japan’s Distribution Channelபைடு நூலகம்structure has between US’s?
1.2 Distribution channel functions
1. Information 2. Promotion 3. Contact 4. Matching
(including such things as manufacturing, grading, assembling, and packaging) 5. Negotiation 6. Physical Distribution (transporting and storing) 7. Financing 8. Risk Taking
Home-Country Middlemen
• Home-country middlemen, or domestic middlemen, provide marketing services from a domestic base and find foreign markets for products for local manufacturers
Members 5. Internet and Distribution Channels
1. Nature of Distribution Channels
1.1 Distribution channel
– Channels of Distribution is known as "Place" in the "4 P's" model of Marketing. Distribution Channels provide the utility of place, of having products where the customer wants when the customer wants them.
– Merchant middlemen include wholesalers and retailers. Agent middlemen include manufacturer's representatives, brokers, and sales agents.
Nature of Distribution Channels
2.Channel-of-Distribution Strategies
Distribution Intensity (Width of Distribution Channel )
– Intensive Distribution (广泛分销)
Stocking the product in as many outlets as possible Used for Convenience Goods
– Those who actually take title to the products and resell them are merchant middlemen. Those who act as brokers but do not take title are agent middlemen.
– Selective Distribution (选择性分销)
Using more than one but fewer than all of the intermediaries who are willing to carry the company's products