1. Whast’s Happening? Sport Chek is having a friends and family event on March 23 and 24 and would like to extend the great discounts we are offering to yourselves and anyone involved with Hockey Nova Scotia and Minor hockey. If you have anyone in your email contacts who you feel will benefit from these deals please forward this on to them, and they can do the same. Also along with our Hockey Experts store that opened last August, we now have a Nevada Bob`s Golf open within our Dartmouth Crossing location.

2. Marketing Distribution and Logistics Chapter 12

3. The Nature of Distribution Channels The objective is to create place utility, the value of having the products where the customer wants them, when they want them Distribution has two aspects: Logistics: physical movement of goods Strategy: who participates and what they do Distribution channel: a set of interdependent organizations involved in the process of making a product or service available for use or consumption by the consumer or business user

4. Distribution Channel Functions *For specific functions of Retailers and Wholesalers see your text Why use marketing intermediaries? Contractual efficiency Specialization of labour Economies of scale in operations Match supply with demand Functions performed: Gathering and distributing market information Promotion of products Contact with customers Matching the offer with customer needs Negotiation with customers and producers Physical distribution of products Financing to cover costs of channel functions Risk taking from performing channel functions

5. ANUFACTURER ONSUMER HOLESALER ETAILER GENT For B2B & B2C Examples visit Exhibit 12-5 on page 335. Typical Channels of Distribution

6. Hybrid Marketing Channel Consumer segment 1 Business segment 1 Consumer segment 2 Business segment 2 RetailersDealers Distributors Producer Catalogue telephone Internet Sales force

7. Discussion Question – page 350, question 8

8. Types of Marketing Distribution Systems Conventional distribution channel: Channel members are independently owned Pursue their own corporate objectives Conflict may occur when goals differ Vertical marketing system: Channel members act as a unified system May have common ownership May contract for this arrangement Franchise systems are the most popular Horizontal marketing systems Two or more companies on the same level join together for mutual gain Airline alliances http://www.staralliance.com/en/travellers/index.html http://www.staralliance.com/en/travellers/index.html

9. Channel Behaviour Channel conflict: disagreement between channel members over goals and roles, who should do what and for what rewards Horizontal conflict: conflict between firms on the same level Vertical conflict: conflict between firms on different levels Disintermediation: displacement of a traditional member from the marketing channel Selling direct via the Internet has caused much conflict between producers and their intermediaries

10. Distribution Alternatives Intensive distribution: stocking the product in as many outlets as possible (per given market area) Used for convenience goods Exclusive distribution: giving a limited number of dealers the exclusive right to distribute the company’s products in their territories Used for specialty or luxury goods Selective distribution: the use of more than one, but fewer than all, of the intermediaries who are willing to carry the company’s products Used for shopping goods

11. Discussion Question – page 350, question 11

12. General Packaging Case