PARTICIPANT HANDBOOK Jean-Claude Larréché The Alfred H. Heineken Chaired Professor of Marketing INSEAD Hubert Gatignon The Claude Janssen Chaired Professor of Business Administration and Professor of Marketing INSEAD Rémi Triolet Partner, Director of R&D STRATX Copyright © StratX 2010-04-19 1 Publisher: StratX Production: Coptech, Inc., Woburn, Massachusetts Marketing Team Americas: Marketing Team EMEAA: Development Team Support Team Paul Ritmo & Andréa Hernandez Stéphanie
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Identify which channel of distribution will provide the best coverage of the target market for your product or service. For example, will you implement a direct, indirect, or dual distribution strategy? Describe your decision for choosing this particular distribution strategy. The products I will be selling is clothing like shirts, leggings, sports bras, socks. My channel of distribution that I think would provide the best coverage of the target market is the dual distribution strategy. It basically
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in tyre industry i. 41 plants in U.S. 43 plants Overseas ii. 2,000 distribution networks word wide. iii. Also known as “The Gorilla”. iv. Around 1,05,000 employees v. Ranked 3rd in worldwide sales of new tires. vi. Innovative in terms of technology ($1.5 b.) 2) Evolution of Goodyear’s distribution channels 4 channels of distribution: * Independent dealers: i. Accounted for 50% of sales revenues through 4,400 outlets (2500 active selling full line of Goodyear
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refers to channel members available to carry out channel work. Examples include: Company sales force Manufacturer’s agency Industrial distributors Company sales force strategies: a. b. c. d. Expand direct sales force Assign outside salespeople to territories Develop a separate sales force Telesales Number of marketing intermediaries to use at each level strategies: a. Intensive distribution- is a strategy used by producers of convenience products and common raw materials in which
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1. The different between push and pull supply chain. Answers: 1. A “push” promotional strategy makes use of a company's sales force and trade promotion activities to create consumer demand for a product. The producer promotes the product to wholesalers, the wholesalers promote it to retailers, and the retailers promote it to consumers. A good example of "push" selling is mobile phones, where the major handset manufacturers such as Nokia promote their products via retailers such as
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develop capabilities that support its supply chain strategy in Japan? Seven-Eleven has two levels of facility locations, one is distribution center, and another is retailer store. Distribution center is a platform to collect and allocate the order from supplier to retail store. Limited number of distribution center supports the near cluster stores. Distribution center focus on efficiency rather than responsiveness to transmit product. Seven-Eleven tends to open the stores in a dense network.
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particular target market in order to attain set profitability and sales. Marketing has a broad variety of ideas and activities thus focusing on one definition may be an impossible task. It clings on the fact that marketing is majorly concerned with an organizations products and its customers within a given target market (Bessen, 2011). All companies around the world market engage in marketing activities enabling them have required sales and profits. Blackberry Company is one such company because it
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Evaluation of the Effectiveness of Distribution Strategies on customer satisfaction: A case of Delta Beverages in Gweru 1.2 Back ground to the study Delta Beverages is a monopolistic producer of lagers in Zimbabwe. Though it has some competition from other liquor companies, the author is going to concentrate on Gweru as the area of research on customer dissatisfaction on distribution. According to Oxford Dictionary,’ distribution is the transport and supply
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revenues in the next decade, the following strategic actions must be taken: More effectively utilize the company’s Website and the vast reach of the Internet to expand customer base. Current Internet sales represent only four percent of total sales. The Internet can create the largest increase in sales with the least amount of fixed costs all with tremendous contribution margin. The upcoming Olympic Games present an opportunity for Roger’s Chocolates (RC) to showcase itself as a uniquely Canadian
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PepsiAmericas (PAS) is the world’s second largest manufacturer and distributor of Pepsi beverages, operating in nineteen mostly Midwestern states in the U.S. (69% of sales), central and Eastern Europe (26% of Sales) and the Caribbean (5% of sales). Net sales in 2008 totaled nearly $5 billion or 20% of PepsiCo’s total US beverage sales. In 2009 a recession hit the U.S. economy, but PepsiAmericas was also faced with two more important long-term challenges: (1) a declining U.S. market for carbonated
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