I N T E R N AT I O N A L D I S T R I B U T I O N

S YS T E M A N D L O G I S T I C S

1- DISTRIBUTION OBJECTIVES
A- CUSTOMER CHARACTERISTICS B- PRODUCT
CHARACTERISTICS C- ENVIRONMENTS
D- MIDDLEMEN CHARACTERISTICS
2 - D I S T R I B U T I O N S T R AT E G I E S
1- BASIC POLICY
2- COST
3- CAPITAL
4- CONTROL
5- COVERAGE
6- CHARACTER
7- CONTINUITY
3- DISTRIBUTION STRUCTURE
1- DOMESTIC MIDDLEMEN
A- EXPORT MANAGEMENT COMPANY
B- MANUFACUTRER’S EXPORT AGENT
C- BROKER
D- BUYER AGENTS
E- SELLING GROUP
F- NARAZI AGENTS
 2- DOMESTIC MERCHANT
MIDDLEMEN

A- EXPORT MERCHANTS AND EXPORT

JOBBERS
B- EXPORT BUYERS AND FOREIGN
IMPORTERS
C- EXPORT BUYERS
D - C O N S O R T I A ( கு ழு ம ங் க ளு ம் ) O F E X P O R T S
E - T R A D I N G C O M PA N I E S
F - C O M P L E M E N TA R Y M A R K E T E R S
 3-MIDDLEMEN IN FOREIGN
MARKETERS

1- AGENTS
2- BROKERS
3- MANUFACTURER’S REPRESENTATIVE
4- FACTORS
5- MANAGING AGENTS
FOREIGN MERCHANT MIDDLEMEN
1- DISTRIBUTORS
2- DEALERS
3- IMPORT JOBBERS
4- WHOLESALERS AND RETAILERS
5- AFFILIATED MIDDLEMEN
DIRECT DISTRIBUTIO N OR EXPORT

GOVERNMENT EFFORTS
 4 - D I S T R I B U T I O N PAT T E R N S
1- GENERAL PATTERNS
A- SOCIAL ACCEPTANCE B- MIDDLEMEN SERVICES C-
CHANNEL LENGTH D- COST AND MARGIN
2- INTENSITY PATTERNS
3- WHOLESALING PATTERNS
4- RETAILING PATTERNS
A- SIZE PATTERNS B- CHANGING PATTERNS
C- INNOVATION D- SELF SERVICE E- DISCOUNTING
CHAINSAND GROUPS F- RESISTANCE TO RETAILING
PATTERNS
B U I L D I N G I N T E R N AT I O N A L
CHANNEL

1- CHANNEL POLICY
2- TACTICAL DECISIONS
O P E R AT I O N A L C H A L L E N G E S

A- SELECTION B- MOTIVATION
C- TERMINATING MIDDLEMEN
S O LV I N G D I S T R I B U T I O N P R O B L E M S

A- NO CHANNEL B- BLOCKED CHANNEL

C- SERVICING

CHANNEL CONTROL
 6-DISTRIBUTION LOGISTICS

INDEPENDENCE OF PHYSICAL DISTRIBUTION

COST
BENEFITS
7 - M O D E O F T R A N S P O R TAT I O N

WATER WAYS
AIRWAYS

RAILWAYS
ROADWAYS