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Channel Management B2B Marketing Essay

… Although, the Atlantic Computer was the largest player in the computer industry with 30-year of selling high quality servers, however, the company was facing a stiff competition from Ontario Computer. Typically, Ontario Computer focused its market effort on low-end server market. Unlike Atlantic Computer, majority of Ontario Computer's sales were generated online, and overview of Ontario business model reveals that the company focused on operational excellence.

A list of alternatives

Jason Jowers contemplated on different pricing decision, and the first strategy was to identify "an exemplary customer from the most viable segment in discussing his proposed pricing strategy." (Sharadwaj, Gordon, 2007, P 3). Thus, Jason considered the following pricing strategies:

Status-quo pricing,

Competition-based pricing,

Cost-plus pricing,

Value-in-using pricing.


The report recommends that the company…. [read more]

Channel Management B2B Marketing Essay

… PPCo's selling to OEM, distributor, commercial distributors, and large distributors was the main cause of the gray market. The 5.25 floppy drives price competition had forced them to the seller at the same price. This option will allow them recap profits over time because the product offered at lowest realized gross margins will enable the introduction of products into the market.

The post analysis of the recommendations is that if each of the methods outline above would serve effectively to hundreds of customers buying in small but aggregate accounts. Eighty percent of the drives are sold to OEMs, with each customer buying a million dollars a year with the rest being sold over six hundred accounts. With the constant emergence of EOMs, PPCo must be…. [read more]

Brooks Brothers Distribution Marketing Channels Essay

… Distribution channels also support the price component of the marketing strategy. The cost of distribution will in part dictate what the company needs to charge for its goods. Wal-Mart charges very low prices in part because it has a very efficient, low-cost distribution system. Luxury goods companies often do not engage in price competition, so for Brooks Brothers the distribution system is more likely to support product availability and customer service levels as its main contribution to the firm's marketing efforts.

Online, distribution is a critical element of the marketing plan. Brooks Brothers' website (2011) makes note of the fact that the company offers free shipping on orders over $200. In this way, distribution is directly related to price. The ability of the company to…. [read more]

Distribution Analysis Report Channels Essay

… As the business model for Erb Asia is to initially sell entirely over the Internet and eventually branch into supporting a multitier distribution strategy that includes distributors, dealers, resellers and partners, the needs of channel partners is critical for the long-term success of any marketing strategy. For Erb Asia to grow into a globally-based brand, they will eventually need to also rely on distribution channels for the majority of their revenues as well. All of these factors are the most critical characteristics of their business, and the specific needs of their channel partners are discussed in this section.

Erb Asia needs to concentrate on how to make their resellers and channel partners successful over the long-term by concentrating on three distinct phases of the marketing…. [read more]

Distribution Channels Assessing Dell Essay

… Dell benefits significantly from having a multi-channel distribution system as their product strategies are so diverse, product lifecycles so varied in depth and complexity, and they serve a diverse array of customers. The best multi-channel distribution systems are those that allow a company to tailor their unique value proposition to the needs of a given market while still retaining their core strength in innovation and thought leadership (Frazier, 1999). Dell's greatest costs are in coordinating on the high-volume, low-margin products that they are most famous for. The laptops and desktop PCs rely on a strong horizontal market system for brad distribution. Dell's costs in this area include price protection on the existing inventory, significant costs for training and detailing of retail stores, and heavy costs…. [read more]

Distribution Channels I Email File Essay

… They will also be given other incentives such as bonuses for each time they beat targets Dent, 2011()

EndovileTire Solutions will also set up regional offices to help divide the country into sales territories. These will be headed by regional managers who will be in charge of developing dealerships and increasing brand recognition and awareness. For key areas, area managers will also be appointed. They will be based at the company's regional office and area offices will be opened as the company's sales grow in specific areas.

Variations in distribution by target market

Since EndovileTire's market targeting focuses majorly on a top down mechanism, targets will be set for each target market based on prevailing conditions and the potential that the market has. These targets…. [read more]

Distribution Strategy: Distribution Plays Essay

… This is primarily because consumers are lessening the number of trips they make to retail outlets as they increasingly prefer to buy products in bulk or once. The main reason or idea behind the reduced trips by consumers is the fact that lesser trips would lead to lesser opportunities to spend money. As a result, there is an expected increase in the sale of canned/preserved food because it is cheap and has a long shelf life. However, the industry is also likely to experience a decline in sales as economic recovery will make for consumers regain their confidence in spending. Actually, during periods of economic recovery, customers are likely to get back to more expensive alternatives, which result in decline in sales of canned/preserved food…. [read more]

Amazon Situation Overview Distribution Channels Essay

… For example, if I had customers that traditionally purchased my books at Barnes and Noble then it is possible that I would lose a significant portion of my sales. The only way that I would consider using Amazon as a publisher is if they "offered me a deal I couldn't refuse." Amazon might actually want to pay a client to publish with them so that they gain new customers. For example, if a customer historically purchased an author's book at Barnes and Noble, but had to now go to Amazon to get their favorite author's new book, then this would be a situation that would have tremendous value to Amazon that could help them create new customers.

Would it matter if you were working on…. [read more]

Distribution Strategy Business Plan

… Distribution Strategy

The product will be distributed from our warehouses to the contractors. The contractors will install our product in the new homes. The distribution will be done by truck, on a per-order basis. There are a couple of reasons for this. The first is that trucks can carry heavy goods at a relatively low price. They can go to remote sites -- some new housing developments will not even have completed roads when delivery is made. The use of a centralized warehouse is essential. The packages are put together using parts from different suppliers. They are assembled at the same warehouse facility that will serve as the shipping point. This facility will be centrally located on the Eastern seaboard. When we expand beyond this…. [read more]

Channel Structures Assessing the Effectiveness Essay

… The fact that branding has become an essential aspect for any company's social media strategies also supports this aspect of its contribution to profitability (Melo, Galan, 2011). Branding and global advertising campaigns are best managed as part of a global integrated marketing communications (IMC) strategy that have quantified goals as every other area of the marketing mix of a company (Kim, 2010). By having this focus on the contributions of branding and global advertising campaigns at a measurable level their impacts can be easily attributed to one type of program or platform decision vs. another, tying back to the effectiveness of a given social media strategy for example. All of the attributes of branding and advertising campaigns serve also serve as catalysts of activity throughout…. [read more]

Distribution Channels Marketing Term Paper

… '" Joseph Schumpeter as "the engine by which one mode of capitalist production and distribution is replaced by another" initially defined this principle. Wal-Mart has destroyed the idea that to buy music, one goes to a store that sells primarily music, like Sam Goody, or that to buy a lawn mower one goes to a manufacturer, or to the local hardware store -- or even, perhaps, Home Depot, another large store that still caters to a specific kind of product and customer. Wal-Mart literally has something to please and amuse everyone in the family, and at the right cost, and in the same place.

Cost and convenience for the consumers are the ultimate goal of the Wal-Mart distribution chain, as a way of maximizing its…. [read more]

Distribution Channels Term Paper

… Distribution Channels

Wal-Mart's Impact on the Toy Industry

The toy industry is experiencing premature market consolidation due to the pricing, distribution and marketing strategies and influences of Wal-Mart. The low cost retailers' approach to competing aggressively on price specifically over the holiday season continues to have significant financial impact on Toys-R-Us profitability. Following Thanksgiving, Wal-Mart has in the past launched an aggressive loss leader campaign to capture the majority of holiday toy sales every year. This strategy has been very successful for Wal-Mart, and is considered by many industry and financial analysts to be one of the reasons for Toys-R-Us has lower sales and profits. Competing aggressively on price and availability of a select set of toys every holiday season, Wal-Mart directly impacts the manufacturers…. [read more]

Channel Management Strategy for Edible Greeting Cards Research Paper

… Channel Management Strategy for Edible Greeting Cards

Edible greeting cards need to have a hybrid distribution channel that includes the traditional components of greeting cards, yet also capitalize on where consumers choose to purchase gifts and chocolates. Studies of consumers who are the most brand- and product loyal indicate they rely on multiple channels in making their purchasing decisions and choosing when and were to buy (Lee, Kim, 2009). This has been shown across many different product categories and underscores the criticality of the edible greeting cards having a well-define multichannel-based strategy.

Multichannel Management Considerations

In defining the channel management strategy for edible greeting cards, it's critical to focus on having a balance of in-store retail and online channels that can compliment each other. Online…. [read more]

Distribution and Promotion of Beer Redhook Ale in Nigeria Research Proposal

… Distribution and Promotion of Beer (Redhook Ale) in Nigeria

Distribution and Promotion of Redhook Ale in Nigeria

Throughout the past recent years, the business community has been subjected to numerous mutations. Two of the most important ones revolve around globalization (and its adjacent market liberalization) and to an increased emphasis placed on marketing strategies. Since the customers became the central part in the organizational play, companies strive more and more to satisfy their needs. This means that they properly identify the target market, the product placement, promotion or pricing strategies. A vital role in the success of a corporate product is the selected distribution strategy. The opportunities in this direction have multiplied throughout the past recent years, generally as the corporate operations have expanded globally.…. [read more]

Channel Management and B2B Marketing Essay

… Both these alternatives have their own advantages and disadvantages which the company has to evaluate in order to decide its future roadmap in the selling and distribution divisions (Rangan & Scott, 1994).

c. Recommendations:

The Management of Lotus Development Corporation is completely struck between the interests of two different stakeholders that are also indirect competitors to each other. If it chooses to close its personal selling division, it will have to lose the strong customer relationships which its 90-person sales force has built with individuals and corporate clients over the years. On the other hand, if it shows favor in the interests of its sales force, its dealers and distributors will switch to its competitors in order to safeguard themselves from the risk of poor…. [read more]

Distribution Levels Rolex Watches Essay

… Sephora - Supply Chain Management

The makeup retailer Sephora deliberately keeps extremely low inventories but showcases a wide variety of products. It offers medium to high-end products for consumers at a centralized location. It is important that Sephora does not build up too much inventory, given the 'trendiness' of makeup. Inventory from last years' lines Sephora cannot sell it is forced to discount and take a loss. However, on the other hand, it cannot simply keep inventories extremely low. Makeup is frequently needed 'here and now' and if a consumer cannot purchase his or her favorite makeup immediately he or she may go somewhere else, thus losing Sephora a potential customer.

Computerized technology allows Sephora to limit the amount of products on its shelves --…. [read more]

Channels of Distribution Term Paper

… ¶ … Distribution Channels, Expand Market Reach

The article appears in Business Wire, July 6, 2000, and concerns the transfer of an exclusive license for commodity multipurpose papers bearing the Xerox brand name to Georgia-Pacific Corp. This license gives the latter the right to distribute the paper, used for printing, copying, faxing and other business purposes, within the United States and Canada. The specific paper product includes: Xerox cut-sheet and production rolls of Xerox Premium Multipurpose 4024DP, Xerox Multipurpose 4200DP, and Xerox Primary Image business papers.

Georgia-Pacific will then use the Xerox brand name to sell the line of papers, and use Unisource Worldwide as distribution channel. Xerox and Georgia-Pacific will continue to work together as they have for more than 30 years. Existing distribution…. [read more]

Coach Channel Management Analysis Essay

… Due to this affluent and highly loyal customer base, Coach can afford to operation 169 department store shop-in-shops that are based on alliances with Japanese department stores (IBIS Research, 2012). Un addition the company has over two dozen factory stores in Japan and over a dozen factory stores in Hong Kong, Macau, and mainland China.

The following is an overview of their current distribution channel strategy:

Coach Inc., SWOT Analysis

Coach continues to be successful in a highly commoditized industry due to the following strengths, and the unique approach the company is taking to address weaknesses and threats. The opportunities are also very significant for the company, which could easily lead to Coach being over $5B in revenue by 2015 according to financial analysts' forecasts…. [read more]

Branding Pricing and Distribution Research Paper

… Mochalicious: Branding, Pricing, And Distribution Marketing Plan

The objective of this study is to create the domestic and global product branding strategy for Mochalicious coffee and to determine and detail the optimum pricing strategy. This study will examine how pricing strategy supports branding strategy and prepare a distribution channel analysis that identifies the wholesaler, distributors and retailer relationships including any e-Commerce. This study will also discuss a push or pull strategy and justify the rationale. Finally, this study will discuss how the distribution strategy fits the product / service, target market, and overall marketing strategy for the company.

Domestic and Global Product Branding Strategy

The work of Cooper (2010) reports that there is an emergence of a new generation of global brands. It is reported…. [read more]

Marketing Comparison of Distribution Strategies Essay

… In the summer there may be a greater demand for lighter more refreshing soups, such as carrot and coriander or gazpacho. The attribution strategy we need to accommodate the seasonal variations, which may be forecast based on previous sales and marketing research. The seasonal impact is likely to influence the distribution strategy greater the soup compared to cars, however the automobile market may not be totally immune, as one may speculate that soft top sports cars and cabriolets may be more demand in the summer months compared to winter.

Therefore, the distribution strategies of automobiles and soup is very different, one is an infrequent purchase it is highly considered, and may take time, with a need to consider the way stock is held due to…. [read more]

Channels of Distribution Term Paper

… For instance, a car company may wish to market a car as an ideal family off-road vehicle for camping overall, but an urban local retailer may wish to adopt a completely different image, based on local clientele. A wholesaler may wish to 'get rid' of a large amount of spring clothing en masse and offer a large discount, while the manufacturer fears that consumers will cease to buy at full price, because they know the clothing will soon be on sale.

All forms of marketing traditionally used by the manufacturers, wholesalers, and retailers delineated above usually make use of push technology, where advertising, discounts, and low prices 'push' the product to local consumers and national consumers.

However, the Internet and new, more personalized forms of…. [read more]

Pricing and Distribution Essay

… Should Bridal Shops offer Discounts and Reduce Prices?

As Saks, Bergdorf, Neiman-Marcus and other bridal shops are taking note, one of the major concerns is whether these shops should offer discounts and even reduce prices. Since managers know the value and impact of competition, they usually try to provide products with distinctive features through innovative strategies (Bertini & Wathieu 2010). However, price seems to be the most important factor that influences buying decisions because customers have a variety of options that are available in several store shelves. The problem of price being the main influence of consumer's buying decisions is difficult to overcome as many markets are currently mature enough to incorporate price-based competition.

In consideration of whether the specialty bridal shops should offer discounts…. [read more]

Stihl Incorporated Case Marketing Essay

… Any attempt to leverage the brand into these channels would ultimately degrade the existing distribution strategy and expose the organization to substantial levels of risk that are unnecessary in a privately held firm. The only possibility of entering these channels safely would be through the development of entirely different brand. Furthermore, since the Stihl model is geared toward producing high quality products, an entirely new production method would have to be created with new cost limitations. This would most likely dictate a market entry into these channels through an acquisition as opposed to trying to re-invent the wheel with its current manufacturing base.

Instead of trying to drastically change a model that has proven to be incredibly successful, when looking for future growth it may…. [read more]

International Channel Management the Japanese Term Paper

… Most Americans do not realize that the physical channels could be very different from the firms within America, and this phenomenon of misunderstandings and underestimations and also overestimations continues right down the line. Another major issue is that of a conflict with direct, at both field and at the management levels. This means that there is a certain amount of distrust in the idea of partners, and this holds true especially for those people who have never been in a channel relationship ever before. (The Beefs of Channel Managers)

One Company or organization that has used the method of Channel Management is Northern, a company that is the leading manufacturer of innovative types of storage management software for Windows NT/2000/XP environments. Lee Griffin was named…. [read more]

Pricing Strategy and Distribution Essay

… Distribution Channel Analysis

The selection of distribution channel partners is just as critical as the development and execution of the pricing strategy. For any high tech electronic product, there will be the need for creating a distribution network that can provide a strong level of support for the product, yet also allow for adjacent or vertical markets to also be sold into (Weitz, Wang, 2004). Figure 1 shows the configuration of a typical distribution channel for a high technology product. In defining the distribution channel fro the Tablet PC, the need for ensuring a full lifecycle of services is crucial. Being able to repair the devices in the field will be critical to providing revenue generation potential for resellers (which will be a big motivation…. [read more]

Smart Phone Pricing and Distribution Essay

… All pricing tactics need to underscore the need for communicating value as a platform and pervasive communications device first, with the series of applications supported and available due to the decision on using the Android operating system being mentioned second.

Legal and Ethical Issues of Pricing Tactics

The unethical and illegal traps marketers at times fall into with regard to pricing decisions include pricing fixing, price discrimination, and predatory pricing. All of these practices are often the result of companies facing severe price competition and a lack of product differentiation to the feature level. Choosing a value-based pricing strategy can help to alleviate the circumstances that lead marketers to engage in price fixing with competitors or engaging in price discrimination. Predatory pricing often occurs in…. [read more]

Pricing Strategy and Distribution Build-To-Order Marketing Plan

… As opposed to other approaches to defining pricing, this approach is equitable to each channel member and member of the value chain. There is also less room for price discrimination and fraudulent transactions when this is approach is used compared to more complex and challenging pricing schemes.

Distribution Channel Analysis

There will be a multichannel distribution channel strategy developed for the Eleftria netbook, as the build-to-order strategy can scale across indirect channel partners, online product configurators, and value-added resellers. The customization capability of the Eleftria netbook is ideally suited for a multichannel strategy as well. The following is an overview of the Eleftria Netbook distribution channel strategy. This channel strategy is deliberately designed to support multiple channels while also creating the opportunity to sell the…. [read more]

Marketing Strategy: Multiple Distribution Channels the Smartest Term Paper

… Marketing Strategy: Multiple Distribution Channels

The smartest and fastest growing Fortune 500 companies and above uses multiple channels of distribution to integrate processes within their company and provide consistent methods of delivery and service to customers. This paper will provide a detailed analysis of this hypothesis. The case study will include an overview of IBM and CHANEL Inc., as two primary companies using multiple distribution channels and technology successfully in the global marketplace to provide lower cost and services that are more convenient to internal and external customers.

By utilising multiple distribution challenges, companies can streamline business processes and create interactive Web applications throughout the company. This integrates web-based operations of a company with in-house company operations and manufacturing processes. In the global marketplace we…. [read more]

International Distribution Channels Strategic Alliances Article Review

… The cooperation of collation partners to common goals that transcend their specific geographic and even cultural limitations is based on how dependent international distribution partners are on each other for information and knowledge. The study shows that it isn't necessary the most measurable and quantifiable factors of performance that matter in international distribution channel agreements, it's how dependent those in the channel alliances and ISA frameworks are on each other for knowledge and market intelligence (Mehta, Polsa, Mazur, Xiucheng, Dubinsky, 2006). It is the inter-firm and extra-firm collaborative agreements that matter the most, not necessarily the current sales opportunities or deals occurring at any given point in time.

Implications for International Marketing Theory and Practice

As knowledge unifies international distribution channel partners and creates highly…. [read more]

Sales Channel Comparison Consumer Essay

… Costco uses this scarcity concept to motivate customers to buy the high-end furniture and electronics products especially (Hu, Chuang, 2009). All of these factors contribute to the urgency to buy even if a customer doesn't necessarily need the quantity needed. Costco has this down to a science and can predict across its demographic segments that will buy what level of products and spend how much per trip (Hu, Chuang, 2009). In addition to this approach of scarcity vs. abundance on product selections, the company is a heavy user of the customer experience for marketing. The pervasive use of samples throughout the stores is a case in point (Wu, 2010).

The cost of a yearly membership is worth it. The coupons and deals deliver a good…. [read more]

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