MANAGING MARKETING

CHANNELS AND WHOLESALING

MADE BY CHIRAYU OLKAR

- AMBIKA PARMAR
- SNEHAL MISTRY
- DHRUVAL MISTRY
 DEFINATION

A marketing channel is a set of practices or

activities necessary to transfer the ownership of
goods from the point of production to the point of
consumption.

Dual Distribution channel

MARKETING INTERMEDIARIES
ROLES OF MARKETING CHANNEL
IN MARKETING STRATEGIES

Links producers to buyers.

Influences the firm's pricing strategy.
Affecting product strategy through branding,
policies, willingness to stock.
Customizes profits, install, maintain, offer credit,
etc.
HOW INTERMEDIARIES
MINIMIZE TRANSACTIONS
MARKETING CHANNEL
FUNCTIONS PERFORMED BY
INTERMEDIARIES
COMMON MARKETING
CHANNELS FOR CONSUMER
MARKETING
COMMON MARKETING
CHANNELS FOR BUSINESS
MARKETING
REPRESENTATIVE ELECTRONIC
MARKETING CHANNELS
THE VALUE-ADDS VS. COSTS OF
DIFFERENT CHANNELS
CHANNEL-MANAGEMENT DECISIONS
Selecting channel members
Training channel members

Motivating channel members

Evaluating channel members

Modifying channel members

WHAT IS CHANNEL CONFLICT?
Channel conflict occurs when one members
actions prevent another channel from achieving
its goal.
Types of channel conflict
Vertical
Horizontal
Multichannel
CAUSES OF CHANNEL CONFLICT
MARKETING CHANNELS AND LOGISTICS:
A CASE STUDY OF PEPSI INTERNATIONAL.
INTRODUCTION
Pepsi Cola International accessed the Ukrainian
market via exports back in 1968 and since then
has been trying to sustain its position in the
market.
MARKETING CHANNELS AND LOGISTICS: A
CASE STUDY OF PEPSI INTERNATIONAL.

Task 1
CHALLENGE 1: GAPS IN DEMAND AND
SUPPLY
CHALLENGE 2: CHANNEL CONFLICT
CHALLENGE 3: ENVIRONMENTAL
IMPACTS
CHALLENGE 4: THEFT
Task 2
SOLUTION 1: REDUCING DEMAND AND
SUPPLY GAPS
 SOLUTION 2: REDUCING CHANNEL CONFLICT

SOLUTION 3: REDUCING ENVIRONMENTAL

IMPACT

SOLUTION 4: REDUCING THEFT

CONCLUSION
If Pepsi is to gain competitive advantage in the
market, it needs to invest further in its supply-
chain management.
 Producer Customer

Producer Retailer Consumer

Producer Wholesaler retailer Customer

Producer Agent/Broker Wholesaler or Retailer

Customer
 THANK YOU