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Wholesaling: Evans & Berman
Wholesaling: Evans & Berman
Chapter Objectives
To define wholesaling and show its importance
To describe the three broad categories of wholesaling
(manufacturer/service provider wholesaling,
merchant wholesaling, and agents and brokers) and
the specific types of firms within each category
To examine recent trends in wholesaling
Provide a
trained
sales force
Provide
marketing &
research support
Gather
assortments
for customers
Facilitate
local
distribution
Process
returns
Wholesalers
provide some or all
of these functions
Take
responsibility
for inventory
obsolescence
Handle
financial
records
Provide
Purchase
warehousing & Offer financing
large quantities
delivery facilities
Copyright Atomic Dog Publishing, 2002
Manufacturer/
Service Provider
Wholesaler
Retailer
Manufacturer/
Service Provider
Wholesaler
Retailer
The Broad
Categories of
Wholesalers
There are three broad
categories of wholesalers:
Manufacturer/Service
Provider Wholesaling
Merchant Wholesaling
Agents and Brokers
Wholesalers have
obligations to both suppliers
and customers.
Copyright Atomic Dog Publishing, 2002
Control/
Functions
Ownership
Cash Flow
Best Use(s)
Merchant Wholesaling
Control/
Functions
Ownership
Cash Flow
Best Use(s)
Cash Flow
Best Use(s)
Full-Service
Merchant Wholesalers
1. General MerchandiseCarries nearly all items a customer usually needs
2. Specialty MerchandiseFocuses in a narrow product range, extensive
assortment
3. Rack JobberFurnishes racks and shelves, consignment sales
4. FranchiseUses a common business format, extensive management
services
5A. Producer-Owned Cooperative
Farmer controlled, profits divided
among members
Limited-Service
Merchant Wholesalers
1. Cash and CarryNo outside sales force, wholesale store for
business needs
2. Drop ShipperShips items without physically handling them
Chapter Summary