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Making and Delivering Value

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Presentation on theme: "Making and Delivering Value"— Presentation transcript:

1 Making and Delivering Value

2 Generic Value Chain

3 Supply Chain Management
Software programs help to manage the supply chain

4 Supply Chain Management
The supply chain includes all the firms that engage in activities that are necessary to convert raw materials into a good or service and put it in the hands of the consumer or business customer Supply chain management is the management of flows among the firms in a supply chain to maximize total profitability

5 Supply Chain

6 What is a Distribution Channel?
Series of firms or individuals that facilitate the movement of a product from the producer to the final customer Direct Indirect

7 Functions of Distribution Channels
Time, place, and ownership utilities Logistics functions Transportation and storage functions Efficiency creation Facilitating functions Repair and maintenance functions Risk-taking Communications and transaction functions

8 Supermarkets as Channel Members

9 Creating Efficiencies
Breaking bulk - channel members purchase large quantities from manufacturers and sell smaller quantities to many different customers Creating assortments - channel members provide a variety of products in one location

10 Reducing Transactions

11 The Internet Even small firms with limited resources can enjoy competitive advantages by making products available to customers around the globe at a very low cost Disintermediation - process by which traditional intermediaries are eliminated as companies question the value added by layers in the distribution channel

12 Types of Wholesaling Intermediaries
Wholesaling intermediaries are firms that handle the flow of products from the manufacturer to retailer or business user Independent Manufacturer owned

13 Independent Intermediaries
Merchant wholesalers Full-service Limited-service Cash-and-carry wholesalers Truck jobbers Drop shippers Mail-order wholesalers Rack jobbers Merchandise Agents or Brokers Manufacturers’ agents Selling agents Commission merchants Merchandise brokers

14 Rack Jobbers

15 Wholesalers

16 Manufacturer-Owned Intermediaries
Sales Branches Sales Offices Manufacturers’ Showrooms

17 Independent Intermediaries

18 Types of Distribution Channels

19 Types of Distribution Channels
Consumer channels Direct Manufacturer-retailer-consumer Manufacturer-wholesaler-retailer-consumer Business-to-business channels Manufacturer-industrial distributor-business customer

20 Consumer Channels

21 B2B Channels

22 Dual Distribution Systems
Multiple channel usage Example: pharmaceutical industry sells to hospitals, clinics, and organizational customers directly and to consumers indirectly through drug retailers

23 Dual Distribution Systems

24 Steps in Distribution Planning

25 Vertical System

26 Vertical Marketing Systems
Administered Corporate Contractual

27 Contractual VMS Wholesaler-Sponsored Retailer-Cooperative
Franchise Organizations

28 Distribution Intensity
Decision Factors: Company, Customers, Channels, Constraints, and Competition Intensive, Exclusive, or Selective Distribution

29 Exclusive Distribution

30 Selective Distribution

31 Selective Distribution

32 Intensive Distribution

33 Managing the Channel Selecting channel partners
Managing the channel of distribution Channel leader is the dominant firm that controls the channel Channel leaders have some form of power relative to other members Economic Reward Legitimate

34 Logistics Process of designing, managing, and improving the movement of products through the supply chain purchasing manufacturing storage transport

35 Logistics and Customer Satisfaction
Traditionally, logistics was thought of as physical distribution order processing, warehousing, materials handling, transportation, and inventory control objective to deliver product at lowest cost Now, customers’ goals become the logistics provider’s goals

36 Logistics Functions Order Processing Materials Warehousing Handling
Inventory Control Transportation

37 Transportation Mode Considerations
Dependability Cost Speed of Delivery Accessibility Capability Traceability

38 Modes of Transportation
Water Internet Pipeline Truck Rail Air

39 Water Transportation Water transportation is best for large, bulky,
nonperishable goods


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