...Suppose, you are the marketing manager of a food products company that is considering entering the Indian market. The retail system in India tends to be very fragmented. Also, retailers and wholesalers tend to have long-term ties with Indian food companies, which make access to distribution channels difficult. What distribution strategy would you advise the company to pursue? Why? Suppose, you are the marketing manager of a food products company that is considering entering the Indian market. The retail system in India tends to be very fragmented. Also, retailers and wholesalers tend to have long-term ties with Indian food companies, which make access to distribution channels difficult. What distribution strategy would you advise the company to pursue? Why? Suppose, you are the marketing manager of a food products company that is considering entering the Indian market. The retail system in India tends to be very fragmented. Also, retailers and wholesalers tend to have long-term ties with Indian food companies, which make access to distribution channels difficult. What distribution strategy would you advise the company to pursue? Why? Suppose, you are the marketing manager of a food products company that is considering entering the Indian market. The retail system in India tends to be very fragmented. Also, retailers and wholesalers tend to have long-term ties with Indian food companies, which make access to distribution channels difficult. What distribution strategy would you...
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...chain and logistics 5) more outlets in busy markets 6) try to target children and young population try to reach through mails, flyers etc THE IMPORTANCE OF CHANNELS OF DISTRIBUTION There are hundreds of thousands of marketing intermediaries whose job it is to help move goods from the raw-material state to producers and then on to consumers. MARKETING INTERMEDIARIES are organization that assist in moving goods and services from producer to industrial and consumer users. They are organizations (formerly called "middlemen") in the middle of a series of organizations that join together to help distribute goods. A CHANNEL OF DISTRIBUTION is the whole series of marketing intermediaries who join together to transport and store goods in their path from producers to consumers. A WHOLESALER is a marketing intermediary that sells to other organizations. A RETAILER is an organization that sells to ultimate consumers. CHANNELS OF DISTRIBUTION enhance communication flows and the flow of money and title to goods. The latest trend is to try to eliminate wholesalers and the need for retail stores by selling over the Internet. WHY MARKETING NEED INTERMEDIARIES Manufacturers don’t always need marketing intermediaries to sell their goods to consumer and industrial markets. Intermediaries perform certain functions better than most manufacturers. These functions include...
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...1. Introduction Australian retail petrol stations are operating through a network of different major oil company such as BP, Shell, Caltex, Mobil etc. Some are privately owned and operated; some are agents operating the service stations under an agreement with the oil companies; many are owned by those companies. They all provide essentially the same products to customers; the difference lies in their locations, value added service and their marketing programmes. The fuel price levels vary between service station operators due to “the location, quality or the price policies of the operators. Australian’s oil industry has some unique characteristics and very competitive local environment. Therefore, in many cases petrol suppliers use the lens to focus the elements of marketing mix so that the consumers receives an overall message about quality, cost, performance and the product’s position compared with competing brand. 2. Elements of Marketing Mix Marketing mix is the term used to describe the combination of the four inputs: the product, the price structure, the promotional activities, and the distribution system that the firm uses to pursue the sought level of sales in the target market. 2.1 Product The product aspects of marketing deal with the specifications of the actual goods or services, and how it relates to the end-user's needs and wants. The scope of a product generally includes supporting elements such as warranties, guarantees,and support. The product mix includes...
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...INTERPRETATION 41-46 CHAPTER-5 13 FINDINGS 51 14 SUGGESTIONS AND CONCLUSION 53-54 15 ANNEXURES 56 16 BIBLIOGRAPHY 62-69 LIST OF TABLES S. No. LIST OF TABLES PAGE No. 1 DISTRIBUTION OF SAMPLES ON THE BASIS OF AREA 12 2 DISTRIBUTION OF SAMPLES ON THE BASIS OF AGE 3 3 DISTRIBUTION OF SAMPLES ON THE BASIS OF GENDER 7-8 4 DISTRIBUTION OF SAMPLES ON THE BASIS OF MONTHLY INCOME 12-13 5 DISTRIBUTION OF SAMPLES ON THE BASIS OF OCCUPATION 15-17 6 DISTRIBUTION OF SAMPLES ON THE BASIS OF GAMILY SIZE 19-26 7 DISTRIBUTION OF SAMPLES ON THE BASIS OF MOTHER TONGUE 28 8 DISTRIBUTION OF SAMPLES ON THE BASIS OF NEWS PAPER 30 9 DISTRIBUTION OF SAMPLES ON THE BASIS OF RADIO STATION 32-34 10 DISTRIBUTION OF SAMPLES ON THE BASIS OF TV CHANNEL 36 11 DISTRIBUTION OF SAMPLES ON THE BASIS OF AWARENESS ABOUT WEDNESDAY BAZAAR 38-39 12 DISTRIBUTION OF SAMPLES ON THE BASIS OF GETING KNOWLEDGE ABOUT WEDNESDAY BAZAAR 41-46 13 DISTRIBUTION OF SAMPLES ON THE BASIS OF LIKENESS ABOUT WEDNESDAY BAZAAR OFFERS 51 14 DISTRIBUTION OF SAMPLES ON THE BASIS OF OPINION ABOUT WEDNESDAYBAZAAR 53-54 LIST OF GRAPHS S. No. LIST OF GRAPHS PAGE No. 1 DISTRIBUTION OF SAMPLES ON THE BASIS OF AREA 12 2 DISTRIBUTION OF SAMPLES ON THE BASIS OF AGE 3 3 DISTRIBUTION OF SAMPLES...
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...discounts, allowances, payment period, credit terms. Promotion: Sales promotion, advertising, sales force, public relations, and direct marketing. Place: Channels, coverage, assortments, locations, inventory, transport. Strategic Marketing Choose de value: STP: Segmentation, Targeting, and Positioning. The marketing staff must segment the market, select the appropriate market target, and develop the offering’s value positioning. Tactical Marketing Provide the value: Product development, service development, pricing, sourcing making, distributing. Communicate the value: Sales force, sales promotion, and advertising. Strategy Formulation: Overall cost leadership, differentiation, and focus. 1) Diagnose Advantages: Consumers can use safely and easily with no risk, and it poised no injury or poising. Target Market: Women Distribution: Direct through national grocery, hardware, and drug chains (Safeway, Kmart…). Pricing: $0.99 – Suggested Retail Price $2.49 (2 unit) – Cost $0.392 – Retail net revenue $0.75. Price Positioning: 5 to 10 times more expensive Sales expenses: $60,000 ($50K for travel, and sales calls - $10K advertising). Advertising: Good Housekeeping Magazine. Sales Forecast: 5 millions of units - Current Sales: Several hundred thousand. Budget: $250,000 for fixed costs. 2) Analysis General Marketing Strategy: Weak, wide, focus on women, without a proper segmentation. Product: Good, innovative, easy to use, advantageous, but unknown for...
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...main objectives of this study is to analyse the existing channel strategies, physical distribution, sales force design and marketing strategies of Colgate Palmolive in India and recommend the improvement if any on these areas. Furthermore the communication strategies are discussed in detail. The communication strategy includes the study of the message strategy, creative strategy, the positioning of various brands of Colgate as well as the use of the various communication channels. Colgate Palmolive India Headquarter in Mumbai with an annual Turnover around 1100 crs Market leaders in Oral care Colgate consistently won India¶s no 1 brand of the year award from last three years Colgate Ranked among Best Employer in India In the oral care product segment following Colgate Palmolive are the toothpaste available in Indian market: 1. Colgate Dental Cream 2. Colgate Total 12 3. Colgate Sensitive 4. Colgate Sensitive-Pro-Relief 5. Colgate Max Fresh 6. Colgate Kids Tooth Paste 7. Colgate Fresh Energy Gel 8. Colgate Herbal 9. Colgate Cibaca Family Protection 10. Colgate Active Salt 11. Colgate Maxwhite Marketing Channel Strategies: The company had 1713 direct stores as of may 2010. The oral care distribution network is distribution network is spread across 90 cities in India. The company products are available across 4.3 mn retail outlets. Flag ship Brand ± Colgate Dental Cream is the largest distributed product in...
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...CHAPTER 12 GLOBAL MARKETING CHANNELS AND PHYSICAL DISTRIBUTION SUMMARY A channel of distribution is the network of agencies and institutions that links producers with users. Physical distribution is the movement of goods through channels. Business –to-consumer marketing uses consumer channels; business-to-business marketing employs industrial channels to deliver products to manufacturers or other types of organizations. Peer-to-peer marketing via the Internet is another channel. Distributors and agents are key intermediaries in both channel types. Channel decisions are difficult to manage globally because of the variation in channel structures from country to country. Marketing channels can create place utility, time utility, form utility, and information utility for buyers. The characteristics of customers, products, middlemen, and environment all affect channel design and strategy. Consumer channels may be relatively direct, utilizing direct mail or door-to-door selling, as well as manufacturer-owned stores. A combination of manufacturers' sales force, agents-brokers, and wholesalers may also be used. Global retailing is a growing trend as successful retailers expand around the world in support of growth objectives. Retail operations takes many different forms, including department stores, specialty retailers, supermarkets, convenience stores, discount stores, warehouse clubs, hypermarkets, supercenters, category killers, and outlet malls. Selection, price...
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...Within the Distribution category, the business is categorized as OE or Retail, based on whether the customer is serviced directly, or through the Retail / Distribution network. In OE, there are sub-segments like OEM distribution, and in Retail sub-segments like GC/GP retail distribution, CR retail distribution, and geographic segmentation. In OEM distribution, the customers specify the grade of steel that they require and the company takes responsibility to supply them the same grade of steel in the agreed cut to size condition. In retail distribution, companies maintain stocks of material for feeding its retail chain and provide Value for money products. TATA STEEL DISTRIBUTION CHANNEL G C sheets: Traditionally G C sheets were considered as a commodity. Over time, TISCO has succeeded in differentiating its product and becoming a market leader. Presently it has 32% market share in the G C sheets industry. The company serves a wide variety of consumers, ranging from reputed contractors to retail users from the private sector organisation to the public sector undertakings. These consumers can be classified into 3 major groups: 1) Government 2) Retailer (B TO C) 3) Private sector consumers (B TO B) To cater to the needs of all its consumers, the company does both (B to B selling) and retail outlets (B to C selling). Bulk orders come under direct selling and small order from retail outlets. Tata steel has selected 28 distributors in different location across India. Every...
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...business models that management have deployed in order to achieve their strategic (or not so strategic) objectives. Gucci, the Italian luxury brand is a case in point. In the 1950s the brand enjoyed significant success. It was the status brand of choice for Hollywood film stars and European royalty. However, just over a generation later, the brand suffered a loss of cachet and the once profitable business made significant losses. The adoption of a business strategy (which sacrificed management control over product development and distribution in favour of seemingly indiscriminate licensing agreements), undermined the credibility of Gucci as an exclusive and aspirational fashion brand (Jackson and Haird, 2003). Tom Ford’s arrest of Gucci’s decline in the 1990s has been well documented (Moore and Fernie, 2004), and has been attributed to his adoption of a business model that maximised internal controls with respect to product sourcing, brand communications and distribution. Ford’s legacy has been the implementation of an integrative business model which maximised “back-end synergies” in relation to logistics, fiscal planning and real estate management for the purposes of cost management and resource utilisation efficiency. The “front-end” of the Gucci business model is concerned with the management of risk through the provision of a portfolio of distinctly positioned fashion brands and the maximisation of internal control through the abandoning of licensing agreements in favour of company-owned...
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...week 4 Distribution Randy Weatherford University of Phoenix week 4 Distribution Channels of distribution of sales for designer jeans for Starbucks new Starbutts. The key for distribution is to align the manufacture to the sales, shortest point where the manufacturer to the customer purchasing the product. First, Starbucks will assess the competitors line of product to identify all channels of categories so Starbucks can identify their where they can be successful. Competitors' distribution channels. As a starting point, make a list of any competitors that could compete directly with you for the same customers. Then divide these competitors into categories based on the distribution channels they currently use. The result will be a picture of which channels are being successfully used in your type of business and location. (2015, p. 1) The lines of distribution are as follows, first of all direct lines to currently own retail outlets, wholesale outlets, Direct mail through flyers or catalogs, telemarketing, Cyber marketing, and cable or TV advertisement. Each of these avenues provide value to the sale of the product. The wholesale and retail outlets provide a direct link between the customer and the manufacture but this can be the more expensive direction because the products provided are manufactured and shipped to the retail stores without orders in place. Direct mail through catalog or flyers provide the customers the options and saves Starbucks the capitol that...
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...fashion industry. A company that operates in a vertically integrated strategy has total control of the various business activities, such as designing, manufacturing, sourcing, and to distribution to retail stores. This gives the company total business management. 1. As completely as possible, explain the supply chain for Zara from raw materials to consumer purchase. (5 points) Zara makes about 40% of their raw material (fabric) and produces more than half of its own clothes. (Kotler and Armstrong). The remaining 60% is outsourced from within Spain, mostly from the La Curuna. Designing of clothes at Zara is done by creative teams of over 300 professionals at the headquarters in La Curuna, Spain. (Supply Chain Brain). After the designers complete a design they are sent to Zara’s production system to cut the fabric. The design is then sent for sewing by one of several hundred local cooperatives. After sewing, the clothes are returned to Zara’s facilities for ironing by an assembly line of workers. After this, the items are wrapped and transported on conveyor belts to a group of giant warehouses. This just-in-time (JIT) system enabled the company to establish a business model that allows self-containment throughout the stages of materials, manufacture, product completion and distribution to stores worldwide within just a few days In the warehouse, the customized machines, sort, pack, label, and allocates the clothing items for shipment to...
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...5 3.3.2. Distribution of Population (by) 6 4. Economic Statistics and Descriptions 6 4.1. Gross National Product (GNP) 6 4.2. Distribution of income (by) 6 4.3. Inflation Rate 6 4.4. Government Social Programs 6 4.5. Labor Force 6 4.6. Principal Industries 7 4.7. Foreign Investment 7 4.8. Infrastructure 7 4.9. Currency strength and stability and current rate of exchange 7 4.10 General Trade Restrictions and discussion of trade environment 7 4.12. Description of Religion and It’s Impact on Daily Life 7 5. Description of Daily Life and Lifestyles 8 5.1. Male/Female Roles in Society 8 5.2. Recreation/sports/and leisure activities 8 5.3. Impact of Technology (Available technologies and skill level of the general population and labor force) 8 8. COMPETITIVE ANALYSIS 8 8.1. Compare on market(Strength/weaknesses)/contrast your product with competitors’ products 8 8.2. Competitive brands available in the market 8 9. Estimated industry-wide sales (or volume) for year—all brands 8 10. Market Conditions Faced 9 10.1. Consumer buying habits 9 Distribution of similar or competitive products 9 10.2. Advertising and Promotion 9 10.3. Media that can be used to reach target market 9 Sales promotions customarily used in this product category 9 Pricing 9 11. MARKETING PLAN 9 Describe the target market 9 Geographic region(s); demographics, lifestyles, etc 9 11.1. Your Product 9 11.2. Positioning Strategy 9 11.3. Your Marketing Objectives...
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...Marketing Mix XXXXXXXXXXXXX MKT/421 October 16, 2013 XXXXXXXXXXXXXX Marketing Mix The Marketing Mix Marketing mix is a general phrase used to describe the different kinds of choices organizations have to make in the whole process of bringing a product or service to market. The marketing mix helps companies define the marketing elements for successfully positioning your market offer. The term "marketing mix" became popularized after Neil H. Borden published his 1964 article, The Concept of the Marketing Mix. Borden began using the term in his teaching in the late 1940's after James Culliton had described the marketing manager as a "mixer of ingredients". The ingredients in Borden's marketing mix included product planning, pricing, branding, distribution channels, personal selling, advertising, promotions, packaging, display, servicing, physical handling, and fact finding and analysis. E. Jerome McCarthy later grouped these ingredients into the four categories that today are known as the 4 P's of marketing. The marketing mix model can be used to help you decide how to take a new offer to market. It can also be used to test your existing marketing strategy. Whether you are considering a new or existing offer, the steps below help you define and improve your marketing mix. Marketing decisions generally fall into the following four controllable categories: * Product * Price * Place (distribution) * Promotion These four P's are the parameters that...
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...The Marketing Plan Developing a Marketing plan As with any business venture, your entry into international markets should be well planned. A detailed marketing plan should be developed to provide a blueprint for your marketing activities. Whether you are a small family run attraction or an international airline, the principles for a marketing plan are the same. The purpose of marketing is to match the right product to the right market, providing an optimum return on investment. It is more than just advertising. Essentially there are four elements (the four P’s) of marketing: product, price, place and promotion. A good marketing plan incorporates a combination of these elements. Writing a marketing plan is one of the most important steps that you can take to improve your business’s effectiveness and efficiency. The plan will guide your marketing decisions and assist in allocatingyour resources. It should incorporate: > Overall business objectives. What is it that your organisation wants to accomplish? > Assessment of the market environment. What are the factors, internally and externally, that will affect your business and servicing of identified markets? > Market Identification. What are the specific markets and segments that are most likely to use your product? > Marketing Objectives. Are the objectives for each target market measurable, achievable, time-specific, non-ambiguous and flexible? > Marketing Strategies. What is the best combination of the four P’s...
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...Acknowledgements Brief Contents 1. Introduction to Sales and Distribution Management Introduction 1 Evolution of Sales Management 1 What is Sales Management? 2 Nature and Importance of Sales Management 2 Relationship Selling 3 Varying Sales Responsibilities/Sales Positions 4 Importance of Personal Selling and Sales Management 4 Role and Skills of Modern Sales Managers 4 Skills of a Sales Manager 6 Types of Sales Managers/Sales Management Positions 6 Top-level (Strategic) Sales Managers 6 Middle-level (Tactical) Sales Managers 7 First-line (Operational) Sales Managers 7 Staff Sales Management Positions 8 Sales as a Career 8 Rewards in Sales Career 8 Salesperson to Sales Manager 9 Changing Role of a Salesforce 9 Women in Sales 11 Sales Objectives, Strategies and Tactics 12 Sales Objectives 12 Sales Strategies and Tactics 12 ii vii ix xiii xv 1 xviii Contents Emerging Trends in Sales Management 13 Global Perspective 13 Revolution in Technology 14 Customer Relationship Management (CRM) 14 Salesforce Diversity 14 Team Selling Approach 14 Managing Multi-channels 15 Ethical and Social Issues 15 Sales Professionalism 15 E-Selling 16 Linking Sales and Distribution Management 16 Distribution Channels 18 Maximising Customer Service 18 Sales Operations Planning 19 Summary 20 Glossary of Key Terms 21 Conceptual Questions 22 Objective Type Questions 23 Application Questions 24 Reference Notes 24 Case 1.1: PI Foods Ltd.—Managing Sales and Distribution 2. Personal Selling: Preparation and Process Introduction:...
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