Distribution Channel Management Week 1

 Hanya untuk yang mau belajar untuk dimanfaatkan  Terlambat lebih dari 15 menit boleh masuk, tapi tidak boleh tanda tangan absensi  Cell phone dimatikan / silent (no sms, WA, BBM, line, WeChat, what so ever)  Tablet, laptop, tidak digunakan (keadaan tertutup) kecuali dengan perintah dosen  Ijin ke toilet dan tidak kembali ke kelas, dianggap tidak hadir, dan absen dicoret  Jika jumlah mahasiswa di akhir kuliah tidak sama dengan jumlah tanda tangan absensi, dosen berhak mencoret nama secara random agar jumlah mahasiswa sama dengan jumlah tanda tangan

Syllabus Channel Management, Patrick Forsyth. Capstone Publishing Distribution Channel, Julian Dent. Kogan Page Managing Business in Multi-Channel World, Timmo Saarinen, Markku Tinnila, Anne Tseng. Idea Group Publishing. 2006

E-Learning Ready You can download all ppt material and watch lectures video on: I can be contacted at and

Bring your Product available to your consumer, when they need them, in place of their preference, which give best value

Distribution & Distribution Channel DISTRIBUTION is the overall umbrella term encompassing the whole process of moving the product or services from manufactures to consumer/ shopper CHANNELS OF DISTRIBUTION are the “routes” along which products “flow” as described above CHANNEL MANAGEMENT is thus the process of managing the distribution of products and services These “routes” usually named before the retailer end type of business or type of customer they served. (eg. Provision store channel, Medical store channel, supermarket channel, fashion store channel, horeca channel, etc)

Where is Distribution in The Company Value Chain Activities?

The Needs to Distribute Path to Purchase

Distribution Mainstream Channel Mainstream Conventional Channel Brick & Mortar Store Customized Personal Service Logistic Cost occur before real sales to consumer exists Relatively higher infrastructure costs Internet Channel No real Brick & Mortar Store Standard Service Logistic Cost that occur before real sales is inventory cost Delivery cost occur after sales made Relatively lower infrastructure cost Mobile Terminal No real Brick & Mortar Store Standard Service & limited to data package Logistic Cost that occur before real sales is inventory cost Delivery cost occur after sales made Relatively lower infrastructure cost Digital TV No real Brick & Mortar Store Standard Service Logistic Cost that occur before real sales is inventory cost Delivery cost occur after sales made Relatively lower infrastructure cost High visibility cost

Conventional Channel Typical Distribution Flow

Internet Channel Typical Distribution Flow

A Changing World Rules of The Game: 1.Product: Your consumer, customer, shopper don’t like your product, you’re finished 2.Channel: Your consumer, customer, shopper don’t like the way the product is being offered to them because it is inconvenient, slow, uncertain, or any other reason, they find another Channel or substitutes products

How many Channels you know? Break up into 5 groups of 10 people Find as many channel you know to buy products as follows: – Fresh food – Snacks and soft drinks – Cosmetics – PC / laptop – Fashion Clothes