Lean LaunchPad Class 5 Distribution Channels Examples
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Lean LaunchPad Class 5 Distribution Channels Examples
- 1. The Lean LaunchPad Presentation examplesused in Class 5 - Distribution Channels 07/02/12
- 3. Example: Book Publishing National Publisher Printer Wholesaler Retailer Customer Distributor 2
- 4. Book Publishing National Publisher Distributor Retailer Customer Wholesaler •Percent of 35% 15% 10% 40% Retail $7.00 $3.00 $2.00 $8.00 $20.00 • You get -35% of retail - the distributor gets 10% - the wholesaler gets 15% - the retailer gets 40% -less any discount they offer the customer 3
- 5. Book Publishing Economics National Publisher Wholesaler Retailer Customer Distributor Allowances Wholesale costs Bills Markup Credit guarantees Payment guarantees Payment guarantees Return rights Credits Payments 4
- 6. Book Publishing Delivery National Publisher Printer Wholesaler Retailer Distributor Prepare film Receive (content) Schedules Print orders Determine Merchandise Bundle allocations titles counts Film Sell Deliver orders magazines Establish Prepare galleys Print and ship identity magazines Create demand Dispose of Acknowledge returns returns 5
- 8. Product flow/Channel Electronic Partners/ Health Fluid Synchrony OEMS Records Electronic Support Pump + Bundled Records Services Controller Kits Hospitals (Anesthesiologists Patients Neurosurgeons) Pain Clinic (Anesthesiologists Neurosurgeons)
- 9. Hospitals Pain Clinics Channels (Direct) • Direct to institutions • Some formularies involved in purchase decisions • Some doctors make purchase decision directly • Device company/Doctor relationship is key • Heavily influenced by : • Clinical study results • Regulatory approval • Reimbursement
- 10. Farm Sensor Industry Channel Example
- 11. Channel Model: Service Provider Product Money OEM Nutrient Data Large farm Us Small farm USDA/EPA Licensing/sales
- 12. Channel Model: Service Provider Product Money OEM Nutrient Data Large farm Product Us Small farm Service USDA/EPA Licensing/sales
- 14. COST / PROFIT ANALYSIS Licensing Revenue Model Per unit cost and profit estimation Our revenue 4-8% revenues List price End user Univ. Manufacturing Maintaining Raw License R&D License & Distribution IP fee materials fee Packaging 13
- 15. Licensing of Technology Ecosystem University Insurance Agencies 2-4% license fee $$$ DMX R&D Products Procedures Health-Care IPs Providers: $$ End 4-8% royalty Hospitals User ~$40 Practitioners Customer Clinics segment: Large corporations J&J, GSK, 3M 14
- 17. • • • • • •
- 19. Dental Product 2 Channel Example
- 20. Channels Direct Sales Big Distributors Private Practice Institutional Purchasing Dentist Dentist Department
- 21. Channels Direct Sales Big Distributors 80% Market Share 30% Margin Private Practice Institutional Purchasing Dentist Dentist Department
- 22. Channels Continuing Education Magazines Trade Courses & Email Shows Direct Sales Big Distributors 80% Market Share 30% Margin Private Practice Institutional Purchasing Dentist Dentist Department
- 24. PM Tools Rentpost.com Listings Rentjuice.com Provider Buildium.com Craigslist Rentingsmart.co Potential Padmapper.com Propertyware.com Landlords Rent.com Apartment.com propertymanagemnt360 Show, Advise, Valuate Forrent.com Rentjuice.com Realtors Propertyware.co Trulia.com Sell, Advise Credit Checks Landlords Safetenantcheck.c Erenter.com Buildium.com Property Listings, Managers Checks Payment Facilitator Maintenance Rent Payment Listings, Rentpayment.com Ratings Checks Clearnow.com Rent Payment Yelp.com Tenants Online Cheque Angie’s List Rentingsmart.co Maintenance Furnishing Moving Find information Maintenance Finding Service Zoospi.com Providers Redbeacon.com Taskrabbit.com Servicemagic.com Schedule Tools Setster.com Web Info Zoospi.com 23
- 25. Dental Product 3 Channel Example
- 26. COST / PROFIT ANALYSIS Direct Sales Revenue Model Our revenue $27 List price $40 * Per unit cost and profit estimation %32 cut End user Raw active Manufacturing & Profit + R&D + License Distributor ingredient Packaging fee $6 ? ($5) ~$11 ~$13 * Competition • NuProprophy paste (Novamin$50) • NuPro desensitizer (Novamin$93) • MI varnish (Recaldent$100) • Gluma desensitizer (Glutaraldehyde$130) • Health-Dent desensitizer (Fluoride $49) 25
- 27. Direct Sales Ecosystem R&D & University Insurance Regulation Agencies $? $$?? Raw Materials Manufacturing $6/pk DMX R&D Products Customer $5/pk Procedures Segments; Formulations IPs Health-Care $$?? End &Packaging -32%($27) Providers: User - Hospitals Product - Practitioners Sales & $40/pk - Clinics Distribution 26
- 28. Channel Example
- 29. • F-dopa iodonium intermediate • F-dopamine iodonium intermediate Precursor Synthesis Reagents • ABX • Siemens Explora GMP • Eckert & Ziegler Precursor in Cassette Cassette • GE MX module for TracerLab Components • Eckert & Ziegler • Synthra GMP • Siemens Explora Cassette (device) Compliant • Neoprobe • TracerLab/ GE Synthesizer • Siemens PETNet • GE Amersham PET Drug • Cardinal Health Finished product Distributor • AAA • Iason 28 I-Corps Final Presentation 12/14/11
- 30. Channel Example
- 32. Travel Services: Impact of Changing Technology
- 33. The Advent of GDS Systems (1980 -1995)
- 34. Turning the Screen Around Online Travel (1995-2010)