Time - available products

Place - locations where customers wish to purchas

Possession - access to use or store product

Planning - systemwide coordination

Sourcing - purchasing resources to support members

Delivery - activities that move the product through the chain

Relationships - activities that foster L-T customer relationships

producers that sell goods directly from their factories to end users

&

companies that sell their own products via the internet

can't possibly reach all (many) customers and retailers

*convenience goods (ex. gum)

Dual Distribution

2 + mktg channels to distribute the same product to the same target market

(ex. retail outlets & mail-order catalogs)

products by Org. A distributed though channels of Org. B

(ex. H20 through soft drink channels)

Customer Characteristics

Product Attributes

Org. Type

Competition

Mktg Environmental Forces

Intermediaries

uses all available outlets

↑ sales based on availibility

*convenience goods (ex. gum, bread, etc.)

uses only some available outlets

 customers compare prices, research, time, etc.

customer service

*shopping products (ex. TVs, stereos, etc.)

1 outlet for a large geographical area

*infrequent, long-lived, expensive products

(ex. Porsche, Bentley, etc.)

dominant member of a channel supply chain

(ex. Wal-Mart)