1. Industrial Distribution Channels #3 Today’s Objectives: 1) Compare channels of distribution for industrial products 2) Identify businesses functioning within the four different industrial channels

2. Two general types of distribution channels Consumer Industrial Five Channels Four Channels

3. Industrial Distribution Channel Manufacturers/Producers Agents Distributors Industrial Users A B C D Most used 1)Channel A is by far the most common. Producers hire their own sales force 2)Distributors are similar to wholesalers on the Consumer side, but incorporate a strong sales element 3)Agents work representing small companies