This document discusses marketing channels and strategies for distributing products and services. It identifies different types of buyers and reasons for using marketing channels, such as making products more available and financial needs. It then outlines consumer channel levels and intermediary distribution strategies like selective, exclusive, and intensive. The document also lists major channel alternatives like direct marketing, retail stores, and indirect channels. It analyzes these alternatives both qualitatively and quantitatively before discussing how to select stable and financially sound channel members that promote a company's image.

1. Pam Grey
October 21, 2010

2. Marketing Channels
“Companies are looking for different ways to
sell, distribute and service their products or
services”

5. Understanding Customer Needs
Buyer categories
• Habitual shopper
• High value deal seeker
• Variety loving shopper
• High involvement shopper

6. Why Use Marketing Channels
• Products more available
• Financial need
• Experience

7. Consumer Channel Levels
A B C D E

8. Intermediary Distribution Strategies
Selective
Exclusive
Intensive

9. Identifying Major Channel Alternatives
Direct
Marketing
Internet
Telemarketing
Retail stores
Indirect
Retail stores
Distributors
Value added
partners
Direct sales
Value added
partners
Sales force

10. Quantitative
Telemarketing
Retail stores
Distributers
Value added
partners
Sales Force
Cost per Transactionlow hig
h
Value-addofSalehig
h
Internet

11. Selecting Channel Members
• One that promotes the image of the company
• Location
• Stability and financially sound
• Growth potential

15. Conflicts

16. Ecommerce Marketing Practices

17. Pureclick

18. Brick and Click

19. Mobile Commerce (m-commerce)
$1.2 billion in 2009
$2.42 billion in 2010

20. We Made it!