CH 13. GLOBAL CHANNELS & PHYSICAL DISTRIBUTION  Channels for Consumer Products and Services  Channels for Industrial Products  Establishing Channels and Working with Channel Intermediaries  Global Retailing  Physical Distribution and Logistics Management

Channels for Consumer Products and Services  Business to Consumer vs. Business to Business  Direct vs. Indirect Selling (See Fig 13-1)  Internet Marketing and E-commerce

Channels for Industrial Products  Manufacturer’s sales force, distributors or gents, and wholesalers, and/or a combination of these three.  See Figure 13-2  The Japanese Kyocera company’s successful entry in the U.S. electronic chip market by using a large number of salaried sales force.

Establishing Channels and working with Channel Intermediaries  Careful Selection of Distributors and Management of Distributors  Using Direct Sales Force

Global Retailing  Types of Retailers Department Stores, Specialty Retailers, Supermarkets, Convenience stores, Discount sores, Hypermarkets, Super centers, Category Killers, Outlet stores, etc.

Physical Distribution and Logistics  Order Processing  Warehousing  Inventory Management  Four Transportation Modes – See Table 13-2  Containerization and Intermodal Transportation