Documenti di Didattica
Documenti di Professioni
Documenti di Cultura
Q&A
1. Define Distribution Channels with example.
A. Distribution through every reasonable outlet available e.g. ITC, HUL, P&G
A. Product Flow, Negotiation Flow, Ownership Flow, Information Flow, Promotion Flow
A. It is the efficient transfer of goods from the source of supply through the place of
manufacture to the point of consumption in a cost-effective way whilst providing an
acceptable service to the customer e.g. GATI, FedEx, Crystal Logistics
A. i. Facilitation – Bringing the buyers & sellers together & facilitating both the parties in
ii. Information – Giving the Information about the products/services to the customers.
iii. Promotion – Promoting the products/services, i.e., building & promoting the
producer’s brands
A. It helps to speed up in meeting the requirement of the consumers e.g. Delivering Pizza
A. When the producer, distributor & retailer act together as one team to provide service to
A. When there is a high degree of control over the channel for the company, this is known as
Corporate VMS. VMS here, combines successive stages of production and distribution
under single ownership, e.g., Goodyear, Bata having own retail stores; Shoppers’ Stop is
increasing its own products & brands in their stores to get this kind of leverage.
A. This channel co-ordinates distribution activities through market & gain economic power
from one channel member or from the shared power of two channel members, i.e. the co-
ordination is through the size and power of one of the members, e.g., Gillette, Coke &
HUL are able to command high level of co-operation from their intermediaries in terms
of displays, shelf space, pricing policies & promotion strategies.
A. Channel partner who stocks goods & distributes to downstream channel partners e.g.
Cadbury Chocolates are delivered to the retail stores through C&FA.
A. This system operates between two or more totally unrelated companies but the
arrangement of working together provides benefits to both, e.g., supermarkets having
ATMs of leading banks on their premises or Café Coffee Day outlets in airports.
A. Multiple, but not all outlets in the market e.g., Magnum Ice Cream
A. Only one outlet in a market may keep the product e.g. Harley Davidson Motorcycles
A. The negotiation flow represents the interplay of the buying & selling functions associated
with the transfer of title (right of ownership) among the intermediaries.
A. The ownership flow shows the movement of the title to the product as it is passed along
from the manufacturer to final consumers. It is only involved in the transportation of the
physical product itself.
A. The strategy to reach the customers through more than one channel e.g., Sony Music
Entertainment, Polo
A. The group of channel members to which a set of distribution tasks has been allocated.
A. Manufacturer→Agent→Wholesaler→Retailer→Consumer
A. This is a kind of channel partner who stocks a limited line of fast moving products. This
wholesaler provides merchandise at a reduced cost to the retailer by reducing service
offers & eliminating credit risk, e.g., Metro Cash & Carry.
A. A commercial establishment that buys from various sources for resale to retail stores.
Jobber offer flexibility of servicing small retailers and odd-lot requirements.
A. The wholesalers who sell their products exclusively to other manufacturers e.g.
Maintenance, Repair & Operating Supplies (MRO Items), Original Equipment
Manufacturers (OEMs).
A. Retailing Mix is the appropriate combination of product, price, place & promotion. These
includes Positioning (novelty offered in the process to the shopper, novelty in the
product/product assortment offered to the shopper), Store Location (Convenience,
coverage, catchment area, target market), Product Assortment & Services (Decision
about breadth & depth), Price (High or low prices, promotions or EDLP), Promotion
(Advertising, store display, events, PR, sales promotions), Store Atmosphere (design,
colour & layout of store).
A. Specialty Store is a store with narrow product lines with deep assortment – apparel,
furniture, books whereas Department Store is having several product lines in different
departments. Example of Specialty Store is Home Shop, Staples, Next. Departmental
stores are Shoppers Stop, Westside, More.
A. i. Mom-and-Pop Stores
ii. Category Killers
iii. Department Stores
iv. Malls
v. Specialty Stores
vi. Discount Stores
vii. Hypermarkets/ Supermarkets
viii. Convenience Stores
ix. E-Tailers
x. Vending
35. State the Positioning Strategies in Retailing.
A. Threetailing is the convergence of in-store, catalog, and online channels, e.g., JCPenney
are inviting customers to come in (store), call in (catalog), or log on (online) to shop.
A. Refer to the PPT & Notes for Role, Merits, Demerits & Levels of Franchising.
A. Refer to the PPT on Channel Design & Page 187-216 of Marketing Channels, Bert
Rosenbloom.
41. What is the relation between Channel Length & Degree of Standardization?
42. What are the alternative distribution channels to be considered while channel design?
A. i. Present Distributors
iii. Acquisition
v. Direct Mail
A. i. Replacement Rate
ii. Gross Margin
iii. Adjustment
iv. Time of Consumption
v. Searching Time
A. Market Size is the no. of customers in the market whereas Market Density is the no. of
customers per unit of land area.
45. State the merits & demerits of Multi-Level Marketing (MLM) with relevant examples.
49. What factors/guidelines would you consider while remunerating a Channel Partner?
50. What are the types of Programmes for supporting Channel Partners?
A. i. Co-operative
ii. Partnership or Strategic Alliance
iii. Distribution Programming
A. i. Selection
ii. Motivation
iii. Training
iv. Evaluation
A. EOQ is a useful way to approach the inventory decisions of how much to order & when?