Daily necessities

emergency items

Impulse purchases (toys, fruits) stimulated by sensory organs

Advantages: short channels, quick response to information, stable prices, easy to control, and good promotions Disadvantages: Greatly affected by traffic, blind sales area, high management costs

Advantages: wide market coverage, strong market penetration, clear responsibilities at all levels Disadvantages: many channels and links, difficult management, cross-selling and confusing prices

Advantages: Reach a consensus with middlemen, stable prices Disadvantages: The sales right lies entirely with the middleman, and the manufacturer controls the risk

Sub-assembly plant

Advantages: clear area of ​​responsibility, small and good service radius, timely delivery, less affected by cross-selling goods Disadvantages: Limited by regional market conditions, direct delivery must go through the manufacturer, and there are many management personnel.

The market for means of production serves people's production (for the purpose of social reproduction)

Derivativeness of requirements

Demand elasticity is small

Professional purchasing

Large amount purchased at one time

Customer concentration and stability

intangibility

inseparability

difference

non-storability

Non-transferability of title

Services for the human body

Ideology-oriented services: radio and television, consulting, concerts

people

Services for objects: storage, refueling

Services for intangible assets: information processing, accounting, banking, law, scientific research

thing

agent

broker

wholesaler

Retailer

contract

brand, engaging in activities beneficial to the other party

reward rights

power of coercion

statutory authority

Right of recognition, reward, coercion

Expertise, information, rewards

Expertise, information, rewards

Controlled by a few large manufacturers, no substitutes, forward integration

Important to buyers, differentiation

Haier, Wahaha

Wumart, Watsons

Walmart Huiyi

Conflicts arise between members due to interests

Inconsistent vendor support

dumping or channeling

Divided by channel member hierarchical relationship

Classification based on conflict of interest and confrontational behavior

According to the degree of channel conflict

Divided according to the direction of impact of channel conflicts on enterprise development

Goal difference

difference of opinion

Expectation difference

role misalignment

Difficulty communicating

Differences in decision-making authority

Scarce resources

Negotiate

adjust

arbitration

litigation

Comprehensive directory service provider

Commercial directory service provider

Professional directory service provider

Key words

Providing services for building and developing websites Sources of income: Rent from merchants renting servers, commission from sales revenue, etc.

Provide the required information: Search engines, virtual communities, e-mails, news and entertainment Tencent, Sina, NetEase

pure online retailer

Traditional retail companies go online

third party rating agency dianping.com

Provider of search and filtering services Compare Shopping Agents

virtual trading market Xianyu

Professional financial services Alipay, Tenpay

Market research and analysis information is inaccurate

Lack of effective support from senior management. low management level

Service standards are too complex, employees disapprove, and operational management is low

Organization fails to implement promotional standards

related to the aforementioned gap

Sales collection rate = actual sales received ÷ sales revenue × 100%

= Distribution channel expenses ÷ channel product sales × 100%

dynamic angle

Positive number, expenses increase, channel cost increases

= Distribution channel expense rate for the current period - Distribution channel expense rate for the previous period

Calculated based on overall market

Calculated by target market

Calculated according to the three major competitors

Calculated by largest competitor

=Sales of goods distributed through a certain channel ÷Total sales of the goods in the same period × 100%

= Sales growth rate this year ÷ Total sales last year × 100% = (Sales this year - Sales last year) ÷ Total sales last year × 100%

= Channel profit ÷ Channel product sales × 100%

= Channel profit ÷ Distribution channel cost × 100%

= Channel profit ÷ Channel asset occupation × 100%