Professional Documents
Culture Documents
Module 8
Module 8
Module 8
HOW CAN A BUSINESS ENSURE THAT
ITS PRODUCTS REACH THE
TARGET MARKET?
HOW AND WHERE DO CUSTOMERS
PREFER TO BUY THE PRODUCT?
HOW
IMPORTANT ARE
FACTORS SUCH
AS STOCK
AVAILABILITY,
PRICE AND
SPEED?
LEARNING OUTCOMES
At the end of this module, the student shall be able to:
Define Inventory
Discuss stock turnover calculation
Discuss the Reorder Point calculation
Define Transportation
Discuss the transportation flow
PLACE
It refers to the
distribution or the
methods and location
you use for your products
or services to be easily
accessible to the target
customers.
PLACE
It ensures the adequate availability and
visibility of the right products,
in the right target markets,
at the right quantity,
at the right cost,
at the right condition,
at the right time,
any time and all the time.
PLACE
DISTRIBUTION CHANNEL
a.k.a.
MARKETING CHANNEL
PHARMACEUTICAL
DISTRIBUTION CHANNELS
DRUG END
MANUFACTURER USERS
PHARMACEUTICAL
DISTRIBUTION CHANNELS
“Sorry. No
available
LVPs…”
PHARMACEUTICAL
DISTRIBUTION CHANNELS
WHERE TO HOW TO
SELL THE BRING
PRODUCTS PRODUCTS TO
CONSUMERS
4 DISTRIBUTION CHANNELS
4 DISTRIBUTION CHANNELS
CHANNEL 1
-“Direct Channel”
-“Direct Selling”
- The manufacturers are selling directly
to the consumers.
4 DISTRIBUTION CHANNELS
CHANNEL 2
-“Retailer Channel”
- The manufacturers sells the product to
the retailer, then the retailer sells it to
the consumers.
4 DISTRIBUTION CHANNELS
CHANNEL 3
-“Wholesaler Channel”
- The manufacturers sells the product to
the wholesaler then the product goes to
the retailer. The retailer sells it to the
consumers.
4 DISTRIBUTION CHANNELS
CHANNEL 4
-“Agent/Broker Channel”
- The manufacturer sells the product to
the agent then the agent sells it to the
wholesaler. The product then goes to the
retailer. The latter shall sell it to the
consumers/end users.
4 DISTRIBUTION CHANNELS
MIDDLEMEN
MIDDLEMEN
-“Intermediaries”
- dealers or agents or
company intermediates
between the producer of goods
and the retailer or consumer
MIDDLEMEN
Strategies in deciding on the
Number of Middlemen to use:
INTENSIVE
DISTRIBUTION
Drug companies stock-
up their product lines in
as many sales outlets as
possible.
MIDDLEMEN
Strategies in deciding on the
Number of Middlemen to use:
EXCLUSIVE
DISTRIBUTION
Drug companies require
their consumers not to
carry competing lines.
MIDDLEMEN
31
SELECTIVE
DISTRIBUTION
Drug companies does
not have to spread
effort over many sales
outlets to develop long-
lasting relationships fast.
MIDDLEMEN
How to select Middlemen
AFTER-SALES AVERAGE
CUSTOMER SERVICE INVENTORY LEVELS
MIDDLEMEN
Checklist in evaluating the Middlemen
1 Order Processing
2 Warehousing
PHYSICAL DISTRIBUTION SYSTEM
3 Inventory
4 Transportation
1 ORDER PROCESSING
- sales orders are being processed on
schedule and are forwarded to the
Computer Data System for invoicing
4 TYPES OF WAREHOUSES
PRIVATE
WAREHOUSES
They are owned and operated by channel suppliers
and resellers and are used in their own distribution
activities.
2 WAREHOUSING
4 TYPES OF WAREHOUSES
PUBLIC
WAREHOUSES
4 TYPES OF WAREHOUSES
BONDED
WAREHOUSES
They allow drug firms to postpone tax payments until
they are ready to make deliveries to target consumers.
2 WAREHOUSING
4 TYPES OF WAREHOUSES
FIELD
WAREHOUSES
Mortgage arrangement in which a lender secures its
loan with lien on items stored in a warehouse.
3
48
INVENTORY
3 ASPECTS OF INVENTORY
MANAGEMENT
STOCK
TURNOVERS
The balance between sales and
inventory on hand
3 INVENTORY
3 ASPECTS OF INVENTORY
MANAGEMENT
STOCK
TURNOVERS
3 ASPECTS OF INVENTORY
MANAGEMENT
STOCK
TURNOVERS
Net Sales (yearly)
Annual rate of stock =
turnover (in pesos) Average inventory on hand (in pesos)
3 INVENTORY
3 ASPECTS OF INVENTORY
MANAGEMENT
STOCK
TURNOVERS
3 ASPECTS OF INVENTORY
MANAGEMENT
STOCK
TURNOVERS
3 ASPECTS OF INVENTORY
MANAGEMENT
WHEN TO
REORDER
REORDER POINT
It establishes an inventory level at which
new sales orders must be placed.
3
56
INVENTORY
3 ASPECTS OF INVENTORY
MANAGEMENT
REORDER
INVENTORY
Order lead time x Usage rate
Reorder Point =
x Safety stock
3
57
INVENTORY
3 ASPECTS OF INVENTORY
MANAGEMENT
HOW MUCH TO
REORDER
FACTORS:
Availability of quantity discounts
Inventory turnover
Resources of the firm
3
58
INVENTORY
3 ASPECTS OF INVENTORY
MANAGEMENT
HOW MUCH TO
REORDER
FACTORS:
Cost of processing each order
Costs of maintaining goods in inventory
4 TRANSPORTATION
RAIL ROADS
-They normally carry heavy
items that are low in value
over long distances.
LVPs
Veterinary products
Galenicals
8/7/2019
4 TRANSPORTATION
MOTOR CARRIERS
-Dominate in transporting
small shipments over short
distances and are more
flexible that rail because
they can readily pick-up
packages and promptly
deliver them to the end
users.
8/7/2019
4 TRANSPORTATION
WATERWAYS
-They are used primarily
for the shipment of low-
value freight and involve
the movement of drug
products on barges. While
water transportation is the
slowest, the rates are
extremely low.
8/7/2019
4 TRANSPORTATION
AIRWAYS
-They are the fastest but
payments are much higher
that rail rates and motor
rates.
8/7/2019