Matakuliah : J0084 / Introduction to Management
and Business
Tahun
: 2007
Versi
:1/3
Pertemuan 23 (Twentythird Meeting)
Distributing Product
Halaman 1
Learning Outcome
Student should be able to consider optimal
distribution Alternatives related to
different market scope level -> C3
Halaman 2
Learning Outline
• Distribution Channel
• Selecting Market Coverage
• Selecting Transportation to be Used for
Distribution
• How to Accelerate Distribution Process
• Retailer Background
• Distributor Background
• Vertical Channel Integration
Halaman 3
1. Distribution
Distribution Channel
Channel
a. Direct Channel
Producer
Consumer
Halaman 4
b. One Level Channel
Producer
Retailer A
Retailer B
Retailer C
Consumer
Consumer
Consumer
Halaman 5
c. Two Level Channel
Producer
Distributor
Retailer A
Retailer B
Retailer C
Consumer
Consumer
Consumer
Halaman 6
c. Determinant Factors of Optimal
Distribution Channel:
1) Transportation ease
2) Standardization degree
3) On-line order
Halaman 7
2. Selecting Market Coverage
a.
Distribution
a. Intensive
Intensive
Distribution
b. Selective
Distribution
b.
Selective
Distribution
c.
Distribution
c. Exclusive
Exclusive
Distribution
Select optimal market
coverage type
Halaman 8
3. Selecting Transportation Used
for Distribution
a. Truck
b. Train
c. Air Transportation
d. Water Transportation
e. Pipe Channel
Halaman 9
4. How to Accelerate Distribution Process
a. Accelerate Distribution Channels
Past
distribution
Process
Distribution
Center
Restructured
Distribution
Process
Distribution
center
Region
Warehousing
Customer
Customer
Halaman 10
b. Using Internet for Distribution
c. Integrate Production Process and
Distribution Process
E-Marketing Role
Halaman 11
5. Retailer Background
a. Outlet Amount
Independent
retail store
Chain store
b. Service Quality
Full service
retail store
Self service
retail store
c. Variety of Product
Specialty
retail store
Variety retail
store
d. Store VS
Non-store
Mail order
retailer
Home
shopping
networks
Website
Vending
machine
Halaman 12
6. Distributor Background
a. How Distributor Serve Producer
1) Warehousing
2) Selling Skill
3) Distribution to Retailer
4) Credit Risk
5) Information
Halaman 13
b. How Distributor Serve Retailer:
1) Warehousing
2) Promotion
3) Display
4) Credit Risk
5) Information
Halaman 14
7. Vertical Channel Integration
Vertical Channel
Integration by Producer
All costs?
Vertical Channel
Integration by Retailer
Production cost?
Product line?
Enough
Enough additional
additional
income?
income?
How relation to
retailer?
Skill to adapt in
process
production?
Halaman 15