Distribution (business)

Distribution (or place) is one of the four elements of the marketing mix. Distribution is the process of making a service available for the consumer or business user that needs it. This can be done directly by the service provider, or using indirect channels with intermediaries.

The other three parts of the marketing mix are product, pricing, and promotion.

Channels and intermediaries

Distribution of products takes place by means of channels to become available on markets, in stores or in webshops. Channels are sets of interdependent organizer (called intermediaries) involved in making the product available for consumption to end-user.[1] This is mostly done by merchants or distributors, or in international context by importers. These parties mostly buy and resell products and have temporarily ownership. Agents and brokers are intermediaries that act on behalf of the producer but do not take title to the products

Channel design

A firm can design any number of channels they require. Channels can be distinguished by the number of intermediaries between producer and consumer.[1] If there are no intermediaries then you can talk of direct marketing. A level one channel has a single intermediary. This flow is typically from manufacturer to retailer to consumer.

A producer can choose how to how many channels he will sell. This creates three types of distribution:

Type Definition
Intensive distribution The producer's products are stocked in the majority of outlets.[1] This strategy is common for basic supplies, snack foods, magazines and soft drink beverages.[2]
Selective distribution Means that the producer relies on a few intermediaries to carry their product.[1] This strategy is commonly observed for more specialised goods that are carried through specialist dealers, for example, brands of craft tools, or large appliances.
Exclusive distribution Means that the producer selects only very few intermediaries.[1] Exclusive distribution is often characterised by exclusive dealing where the reseller carries only that producer's products to the exclusion of all others. This strategy is typical of luxury goods retailers such as Gucci.

Channel mix

In practice, many organizations use a mix of different channels; in particular, they may complement a direct sales-force who typically call on larger customers with agents who cover the smaller customers and prospects. In addition, online retailing or e-commerce is leading to disintermediation. Retailing via smartphone or m-commerce is also a growing area.

Managing channels

The firm's marketing department needs to design the most suitable channels for the firm's products, then select appropriate channel members or intermediaries. The firm needs to train staff of intermediaries and motivate the intermediary to sell the firm's products. The firm should monitor the channel's performance over time and modify the channel to enhance performance.

Channel motivation

To motivate intermediaries the firm can use positive actions, such as offering higher margins to the intermediary, special deals, premiums and allowances for advertising or display.[1] On the other hand, negative actions may be necessary, such as threatening to cut back on margin, or hold back delivery of product.

Channel conflict

Channel conflict can arise when one intermediary's actions prevent another intermediary from achieving their objectives.[1] Vertical channel conflict occurs between the levels within a channel and horizontal channel conflict occurs between intermediaries at the same level within a channel.

See also


  1. 1 2 3 4 5 6 7 Kotler, Keller and Burton, 2009. Marketing Management, Pearson Education Australia: Frenchs Forest
  2. "Intensive Distribution: Definition, Strategy & Examples". Inevitable Steps. June 26, 2015. Retrieved February 3, 2016.

External links

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