5. Figure 13.2: Alternative Marketing Channels TYPES OF MARKETING CHANNELS

7. Dell Dell Computer: A Direct Seller of Computers

10. Table 13.1: Factors Influencing Marketing Channel Strategies Continued on next slide . . . Inexpensive Expensive Standardized Complex Durable Perishable Product factors Small orders Large orders Little technical knowledge and regular servicing not required Extensive technical knowledge and regular servicing required Geographically diverse Geographically concentrated Consumers Business users Market factors Characteristics of Long Channels Characteristics of Short Channels

11. Table 13.1: Factors Influencing Marketing Channel Strategies (Continued) Manufacturer feels dissatisfied with marketing intermediaries’ performance in promoting products Manufacturing feels satisfied with marketing intermediaries’ performance in promoting products Competitive factors Channel control not important Channel control important Limited product line Broad product line Manufacturer lacks adequate resources to perform channel functions Manufacturer has adequate resources to perform channel functions Producer factors Characteristics of Long Channels Characteristics of Short Channels

22. Ryder Ryder, a Member of the Supply Chain, Helps Firms Control Their Delivery Costs Copyright © 2001 by Harcourt, Inc. All rights reserved.

26. FedEx FedEx: Now Offering a Form of Multinational Intermodal Coordination for Freight When Speed Is Needed Copyright © 2001 by Harcourt, Inc. All rights reserved.

27. Table 13.2: Comparison of Transport Modes Very high Low Average Average High Very fast Air Low Very low Very limited High High Slow Pipeline High Average Very extensive High High Fast Truck Very low Very high Limited Very low Average Very slow Water Average High Low Low Average Average Rail Cost Flexibility in Handling Availabil- ity in Different Locations Frequency of Shipments Depend- ability in Meeting Schedules Speed Mode