Documentos de Académico
Documentos de Profesional
Documentos de Cultura
intermediaries
Channel-Management Decisions
Selecting channel members Training and motivating channel members Evaluating channel members Modifying channel arrangements
Contractual VMSs
Wholesaler-sponsored voluntary chains Retailer cooperatives Franchise organizations
Brick-and-Click Companies Strategies for gaining acceptance from intermediaries when selling through intermediaries and online:
Offer different brands or products on the Internet. Offer offline partners higher commissions to cushion the negative impact on sales. Take orders on the Web site but have retailers deliver and collect payment.
Retailing
Retailing includes all the activities involved in selling goods or services directly to final consumers for personal, non business use
Private Labels
A private label (also called reseller, store, house, or distributor brands) is one retailers and wholesalers develop
Wholesaling
Wholesaling includes all the activities involved in selling goods and services to those who buy for resale or business use. Wholesaling excludes farmers, manufacturers, and retailers.
Wholesaling Functions
Selling and promotingsales force help manufacturers reach many small business customers at a relatively low cost Buying and assortment buildingselect items and build the assortment their customers need Bulk breakingbuy large carload lots and breaking the bulk into smaller units Warehousinghold inventories, and reduce inventory costs and risks to suppliers and customers
Transportationprovide quicker delivery to buyers because they are closer to the buyers Financinggrant credit, and finance suppliers by ordering early and paying bills on time Risk bearingabsorb some risk by taking title and bearing cost of theft, damage, spoilage, and obsolescence Market informationsupply competitor activities, new products, price developments, etc Management services and counselingtraining sales clerks, helping with store layouts and displays, etc.
Market Logistics
Market logistics involves planning the infrastructure to meet demand, then implementing and controlling the physical flows of materials and final goods from points of origin to points of use, to meet customer requirements at a profit
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