1. To accompany Basic Marketing, Shapiro, 8th Cdn Ed. ppt slides created and Copyright by Tim Richardson Chapter 11 Marketing 106 Slide 1

2. To accompany Basic Marketing, Shapiro, 8th Cdn Ed. ppt slides created and Copyright by Tim Richardson Chapter 11 Marketing 106 Slide 2 PROBLEM: 1. Industrial sales to auto assemblers OK 2. Retail sales of replacement tires doing poorly

3. To accompany Basic Marketing, Shapiro, 8th Cdn Ed. ppt slides created and Copyright by Tim Richardson Chapter 11 Marketing 106 Slide 3 COMPETITION: 1. Bridgestone / Firestone from Japan 2. Michelin from France / Germany 3. Both companies will sell at low low price to increase North American market share

4. To accompany Basic Marketing, Shapiro, 8th Cdn Ed. ppt slides created and Copyright by Tim Richardson Chapter 11 Marketing 106 Slide 4 SOLUTION re: PLACE 1. Sell replacement tires where people buy them - SEARS 2. Sell higher quality tire through dealerships so dealers can still bring in high end customers 3. Convert some stores to no-frills quick-serve

5. To accompany Basic Marketing, Shapiro, 8th Cdn Ed. ppt slides created and Copyright by Tim Richardson Chapter 11 Marketing 106 Slide 5 Chpt 11 is about the distribution channels - how do you get the product, physically, from where it is made, to where people are going to buy it Chpt 12 is about storing, transporting etc. Chpt 13 is about different types of retailing and wholesaling firms

6. To accompany Basic Marketing, Shapiro, 8th Cdn Ed. ppt slides created and Copyright by Tim Richardson Chapter 11 Marketing 106 Slide 6 Marketing / Distribution Channels create - Time - Place - Possession/ownership utility Delivered at the right time - time utility Delivered to the right place - place utility With appropriate legal requirements - possession / ownership utility Page 287

7. To accompany Basic Marketing, Shapiro, 8th Cdn Ed. ppt slides created and Copyright by Tim Richardson Chapter 11 Marketing 106 Slide 7 Product Classes - Place Remember page 303 The different Product Classes have different PLACE situations Place decisions can be aided by knowing about the product classes

8. To accompany Basic Marketing, Shapiro, 8th Cdn Ed. ppt slides created and Copyright by Tim Richardson Chapter 11 Marketing 106 Slide 8 Product Classes - Place Convenience Products - have to be in convenient places - small stores, vending machines Shopping Products - have to be where shoppers go, malls, superstores etc. Specialty Products - have to available where people want to buy them - ie. Movie theatres have to be located where many people go, and where you can park easily

9. To accompany Basic Marketing, Shapiro, 8th Cdn Ed. ppt slides created and Copyright by Tim Richardson Chapter 11 Marketing 106 Slide 9 Place and PLC PLACE must be considered in terms of the Product Life Cycle In the beginning Growth Stage - it might be good to have your product sold in a certain location, but in the maturity or decline stage, you may have to change locations to make it better for customers who are no longer so strongly interested in buying

10. To accompany Basic Marketing, Shapiro, 8th Cdn Ed. ppt slides created and Copyright by Tim Richardson Chapter 11 Marketing 106 Slide 10 Place and PLC PLACE must be considered in terms of the Product Life Cycle Changing PLACEs, as you move through the PLC, is very hard to do because it is expensive and usually involves Real Estate Place decisions are usually harder to change than other marketing mix decisions Page 366

11. To accompany Basic Marketing, Shapiro, 8th Cdn Ed. ppt slides created and Copyright by Tim Richardson Chapter 11 Marketing 106 Slide 11 Discrepancies Discrepancy of Quantity Discrepancy of Assortment Page 369

12. To accompany Basic Marketing, Shapiro, 8th Cdn Ed. ppt slides created and Copyright by Tim Richardson Chapter 11 Marketing 106 Slide 12 Discrepancies Discrepancy of Quantity the mfg. Makes much more than individual consumers want to buy each time middlemen, wholesalers and retailers break this amount down into smaller amounts for individual consumers to buy Page 369

13. To accompany Basic Marketing, Shapiro, 8th Cdn Ed. ppt slides created and Copyright by Tim Richardson Chapter 11 Marketing 106 Slide 13 Discrepancies Discrepancy of Quantity … the difference between the quantity of products it is economical for an individual producer to make and the quantity normally wanted by individual consumers or users... Page 369

14. To accompany Basic Marketing, Shapiro, 8th Cdn Ed. ppt slides created and Copyright by Tim Richardson Chapter 11 Marketing 106 Slide 14 Discrepancies Discrepancy of Assortment the difference between ALL the product lines a mfg. Makes, and what the wholesaler wants to sell, and what the consumer will buy middlemen, break this amount down into different selections which the wholesalers want Page 369

15. To accompany Basic Marketing, Shapiro, 8th Cdn Ed. ppt slides created and Copyright by Tim Richardson Chapter 11 Marketing 106 Slide 15 Discrepancies middlemen, break this amount down into different selections which the wholesalers want EG. KRAFT makes many many different types of salad dressing A no-frills store just wants to sell 7 types cause its customers don’t buy the fancy kinds

16. To accompany Basic Marketing, Shapiro, 8th Cdn Ed. ppt slides created and Copyright by Tim Richardson Chapter 11 Marketing 106 Slide 16 Accumulation - combining products from several different producers. “… make it more convenient for companies to buy and handle…” When farmers collect food, and sell them to buyers who gather large amounts for shipping to processors Page 3 7 0

17. To accompany Basic Marketing, Shapiro, 8th Cdn Ed. ppt slides created and Copyright by Tim Richardson Chapter 11 Marketing 106 Slide 17 The Accumulating Process

18. To accompany Basic Marketing, Shapiro, 8th Cdn Ed. ppt slides created and Copyright by Tim Richardson Chapter 11 Marketing 106 Slide 18 Breaking Bulk - take all the product and physically move it into small containers so it can be shipped to wholesalers. “… divide larger quantities into smaller quantities…” Page 3 7 0

19. To accompany Basic Marketing, Shapiro, 8th Cdn Ed. ppt slides created and Copyright by Tim Richardson Chapter 11 Marketing 106 Slide 19 Separating products into grades and qualities desired by different target markets. Eg. Food products, small onions, large onions, or white eggs, brown eggs or … Sorting Page 3 7 1

20. To accompany Basic Marketing, Shapiro, 8th Cdn Ed. ppt slides created and Copyright by Tim Richardson Chapter 11 Marketing 106 Slide 20 Taking heterogeneus commodities and sorting them into homogenous categories Eg. All apples into red apples and green apples Sorting Page 3 7 1

21. To accompany Basic Marketing, Shapiro, 8th Cdn Ed. ppt slides created and Copyright by Tim Richardson Chapter 11 Marketing 106 Slide 21 The process that helps producers, who produce different amounts, and different types, organize their products into categories/assortments to make it easier for the consumer to buy. WTGR Sorting

22. To accompany Basic Marketing, Shapiro, 8th Cdn Ed. ppt slides created and Copyright by Tim Richardson Chapter 11 Marketing 106 Slide 22 “… putting together a variety of products to give a target market what it wants…” ie. In this video store, mostly Asian films ie. In this record store, mostly hip hop ie. In this jewelry store, mostly chains Assorting Page 3 7 1

23. To accompany Basic Marketing, Shapiro, 8th Cdn Ed. ppt slides created and Copyright by Tim Richardson Chapter 11 Marketing 106 Slide 23 Some stores cannot take the full range of a company’s product line - they do not have the shelf space or floor space - so they carefully select the brands of several mfgs to sell. Assorting Page 3 7 1

24. To accompany Basic Marketing, Shapiro, 8th Cdn Ed. ppt slides created and Copyright by Tim Richardson Chapter 11 Marketing 106 Slide 24 PAGE 373 “A person, or company, that helps direct the activities of a whole channel, and tries to avoid, or solve conflicts…” However, some older products don’t have such a position.

25. To accompany Basic Marketing, Shapiro, 8th Cdn Ed. ppt slides created and Copyright by Tim Richardson Chapter 11 Marketing 106 Slide 25 PAGE 373 Can be,,, A strong wholesaler a market oriented producer a large retailer

26. To accompany Basic Marketing, Shapiro, 8th Cdn Ed. ppt slides created and Copyright by Tim Richardson Chapter 11 Marketing 106 Slide 26 PAGE 375 Sometimes Middlemen have a clear picture of what the customer wants, and who the producers are, so they arrange for producers to be in contact with the retailers, so more product can flow in the channel. The Middlemen makes more money by making nore commission on stuff sold. Note: explanation on bottom of page 374 and top of page 375

27. To accompany Basic Marketing, Shapiro, 8th Cdn Ed. ppt slides created and Copyright by Tim Richardson Chapter 11 Marketing 106 Slide 27 The whole channel focusses on the same target market at the end of the channel sometimes a large firm will buy up the smaller companies in the channel to have more control over the distribution (Corporate Channel Systems - page 376)

28. To accompany Basic Marketing, Shapiro, 8th Cdn Ed. ppt slides created and Copyright by Tim Richardson Chapter 11 Marketing 106 Slide 28 The paths goods follow from consumer to manufacturer or to marketing intermediaries. Common in the recycling industries. Eg. - Empty glass bottles - used batteries - used tires - used printer cartridges - Canon Reverse Channels Page 384

29. To accompany Basic Marketing, Shapiro, 8th Cdn Ed. ppt slides created and Copyright by Tim Richardson Chapter 11 Marketing 106 Slide 29 - used cartridges - Canon Reverse Channels

30. To accompany Basic Marketing, Shapiro, 8th Cdn Ed. ppt slides created and Copyright by Tim Richardson Chapter 11 Marketing 106 Slide 30 Also used for product recalls or for broken products that need to be fixed under Warranty - especially cars, tires and some expensive electronic consumer items. Reverse Channels Important to maintain consumer satisfaction and confidence.