Page:

      DISTRIBUTION + MARKETING CHANNELS AT THE INDUSTRY

1

~ .. DISTRIBUTION + MARKETING CHANNELS

2

~ .... INTERMEDIARIES

~ .... CHANNEL LEVELS

3

~ ............ PRODUCT CHANNELS

~ ~ ...... Channels Direct to End User

~ ~ ...... Channels Via Sales-Force

~ ~ ...... Channels Via Sales Outlet

~ ~ ...... Channels Via Wholesaler

~ ~ ...... Channels Via Jobber

~ ~ ............ Operations

4

~ ~ ............ Markets + Trade Cell

5

~ ~ ............ Products

6

~ ~ ............ Competitors

7

~ .... CHANNEL FLOWS

8

~ .... INTERMEDIARIES

9

~ ...... PHYSICAL PRODUCT FLOWS

11

~ ...... OWNERSHIP FLOWS

13

~ ...... PAYMENT FLOWS

15

~ ...... INFORMATION FLOWS

17

~ ...... PROMOTIONAL FLOWS

20

~ .... PRODUCT FUNCTION CHECKLIST

21

~ ............ PRODUCT FUNCTION CHECKLIST

~ ~ ...... Contact

~ ~ ...... Merchandising

~ ~ ...... Pricing

~ ~ ...... Propaganda

~ ~ ...... Physical Handling

~ ~ ............ Operations

22

~ ~ ............ Markets + Trade Cell

23

~ ~ ............ Products

24

~ ~ ............ Competitors

25

~ .... CHANNEL CHANGES

~ ...... DISTRIBUTION CHANNEL INVESTMENT EFFECT FORECASTS

26

~ .... Distribution Channel Improvement Balance Sheet Forecast

27

~ ...... Distribution Channel Improvement Operational Costs Forecast

28

~ ........ Distribution Channel Improvement Financial Ratios

29

~ .......... Distribution Channel Improvement Operational Margins

30

~ .... VERTICAL CHANNEL

~ ...... Corporate system

~ ...... Administered system

~ ...... Contractual system

32

~ .... HORIZONTAL CHANNELS

~ .... CHANNEL POSITION

33

~ .... CHANNEL COMPETITION

~ ...... MARKETING EXPENDITURE EFFECT FORECASTS

34

~ .... Marketing Expenditure Balance Sheet Forecast

35

~ ...... Marketing Expenditure Operational Costs Forecast

36

~ ........ Marketing Expenditure Financial Ratios

37

~ .......... Marketing Expenditure Operational Margins

38

~ .... CHANNEL DESIGN

~ .... CHANNEL OBJECTIVES

~ ...... Customer Characteristics

~ ...... Product characteristics

39

~ ............ CHANNEL CHARACTERISTICS

~ ~ ...... Customer Strengths

~ ~ ...... Product Strengths

~ ~ ...... Competitive Strengths

~ ~ ...... In-House Strengths

~ ~ ...... Environmental Strengths

~ ~ ............ Operations

40

~ ~ ............ Markets + Trade Cell

41

~ ~ ............ Products

42

~ ~ ............ Competitors

43

~ ...... Distribution Channel characteristics

~ ...... Competitive characteristics

~ ...... Company characteristics

~ ...... Environmental characteristics

44

~ .... CHANNEL ALTERNATIVES

~ ...... Distinguishing the major channel alternatives

~ ...... Types of intermediaries

~ ...... Number of Intermediaries

45

~ ...... Specific marketing tasks of channel members

46

~ ...... Terms and responsibilities of channel members

~ ...... Price policy

~ ...... Conditions of sale

~ ...... Distributors' territorial rights

~ ...... Mutual services and responsibilities

47

~ ............ CHANNEL ALTERNATIVES

~ ~ ...... Type of Intermediaries

~ ~ ...... Numbers of Intermediaries

~ ~ ...... Marketing Effectiveness of Channels

~ ~ ...... Trading Terms of Channel Members

~ ~ ...... Responsibilities of Channel Members

~ ~ ............ Operations

48

~ ~ ............ Markets + Trade Cell

49

~ ~ ............ Products

50

~ ~ ............ Competitors

51

~ .... CHANNEL EVALUATION

~ ...... Economic criteria

52

~ ...... Control criteria

~ ...... ~ Vertical relations in the channel

~ ...... ~ Horizontal relations in the channel

~ ...... ~ Inter-channel conflict

~ ...... ~ Legal conflict

~ ...... Adaptive criteria

53

~ ............ CHANNEL EVALUATION

~ ~ ...... Channel Evaluation: Direct to End User

~ ~ ...... Channel Evaluation: Via Sales-Force

~ ~ ...... Channel Evaluation: Via Sales Outlet

~ ~ ...... Channel Evaluation: Via Wholesaler

~ ~ ...... Channel Evaluation: Via Jobber

~ ~ ............ Operations

54

~ ~ ............ Markets + Trade Cell

55

~ ~ ............ Products

56

~ ~ ............ Competitors

57

~ ............ PRODUCT CHANNEL EVALUATION

~ ~ ...... Vertical Relations

~ ~ ...... Horizontal Relations

~ ~ ...... Interchannel Conflict

~ ~ ...... Legal Conflict

~ ~ ...... Motivation

~ ~ ............ Operations

58

~ ~ ............ Markets + Trade Cell

59

~ ~ ............ Products

60

~ ~ ............ Competitors

61

~ ............ PRODUCT CHANNEL ADAPTABILITY

~ ~ ...... Probability of Channel Change

~ ~ ...... Easy of Exit from existing channels

~ ~ ...... Penalties in Exit from existing channels

~ ~ ...... Flexibility of Existing Channels

~ ~ ...... Potential for developing Existing Channels

~ ~ ............ Operations

62

~ ~ ............ Markets + Trade Cell

63

~ ~ ............ Products

64

~ ~ ............ Competitors

65

~ .... CHANNEL MANAGEMENT

~ ...... Selecting channel members

~ ...... Motivating channel members

66

~ ...... Evaluating channel members

67

~ ............ PRODUCT CHANNEL MANAGEMENT

~ ~ ...... Channel Selection Screening

~ ~ ...... Channel Motivation Programmed

~ ~ ...... Channel Evaluation & Rating

~ ~ ...... Channel Monitoring procedure

~ ~ ...... Channel Trouble-shooting procedure

~ ~ ............ Operations

68

~ ~ ............ Markets + Trade Cell

69

~ ~ ............ Products

70

~ ~ ............ Competitors

71

~ .... CHANNEL MODIFICATIONS

73

~ .... HISTORIC FINANCIAL DATA

74

~ .... Historic Balance Sheet

75

~ ~ ...... Historic Costs & Margins

76

~ ~ ........ Historic Financial Ratios & Margins

77

~ ~ .......... Historic Operational Ratios & Margins

78

~ .... Financial forecast notes

79

~ .... DISTRIBUTION + MARKETING CHANNELS FINANCIAL FORECASTS : Current to 2028

80

~ .... Base Forecast : Median Market Scenario Balance Sheet Forecast

81

~ ...... Base Forecast : Median Market Scenario Operational Costs Forecast

82

~ ........ Base Forecast : Median Market Scenario Financial Ratios

83

~ .......... Base Forecast : Median Market Scenario Operational Margins

84

~ .... Distribution & Product Delivery Cost Objectives Balance Sheet Forecast

85

~ ...... Distribution & Product Delivery Cost Objectives Operational Costs Forecast

86

~ ........ Distribution & Product Delivery Cost Objectives Financial Ratios

87

~ .......... Distribution & Product Delivery Cost Objectives Operational Margins

88

~ .... Customer / Order Processing Systems Investment Balance Sheet Forecast

89

~ ...... Customer / Order Processing Systems Investment Operational Costs Forecast

90

~ ........ Customer / Order Processing Systems Investment Financial Ratios

91

~ .......... Customer / Order Processing Systems Investment Operational Margins

92

~ .... Systems Investment Balance Sheet Forecast

93

~ ...... Systems Investment Operational Costs Forecast

94

~ ........ Systems Investment Financial Ratios

95

~ .......... Systems Investment Operational Margins

96

~ .... Customer Handling Improvements Balance Sheet Forecast

97

~ ...... Customer Handling Improvements Operational Costs Forecast

98

~ ........ Customer Handling Improvements Financial Ratios

99

~ .......... Customer Handling Improvements Operational Margins

101

~ .... Financial data definitions

INDEX