1. Deciding on the company's value proposition to its customers.

2. Selecting the best channel design and network strategy for reaching the customers.

3. Developing operational excellence in sales forecasting, warehouse management, transportation management, and materials management.

4. Implementing the solution with the best information systems, equipment, policies, and procedures

Order processing

Warehousing

Inventory

Transportaion

Merchant wholesalers

Full-service wholesaling

Limited-service wholesaling

Brokers and agents

Manufacturers' and retailers' branches and offices

Specialized wholesalers

Selling and promoting

Buying and assortment building

Bulk breaking

Warehousing

Transportation

Financing

Risk bearing

Marketing information

Management service and counseling

Store Retailers

Non Retailing

Corporate retailing and Franchising

Target market

Product assortment

Procurement

Prices

Services

Store atmosphere

Store activities and experiences

Communications

Location

The Imprtance of Channels

Hybrid Channels and Multichannel Marketing

Value Networks

Channel Functions and Flows

Channel Levels

Service Sector Channels

Analyzing Customer Needs and Wants

Establishing Objectives and Constraints

Identifying Major Channel Alternatives

Evaluating Major Channel Alternatives

Selecting Channel Mambers

Training and Motivating Channel Members

Evaluating Channel Members

Modifying Channel Design and Arrangements

Channel Modification Decisions

Global Channel Considerations

Vertical Marketing Systems (VMSs)

Horizontal Marketing Systems

Integrating Multichannel Marketing Systems

Types of Conflict and Competition

Causes of Channel Conflict

Managing Channel Conflict

Dilution and Cannibalization

Legal and Ethical Issues in Channel Relations

Pure-Click Companies

Brick-and-Click Companies