GLOBAL

MARKETING
AND PHYSICAL
DISTRIBUTION
HEHEH Presented by
Group 3
 MEET
TEA
OUR
M

Yashinta Rosa I Dectychia Dina F Aura Altsareza D

C1H021013 C1H021027 C1H021052
 Distribution Channels: Objectives,
01
Terminology, and Structure

Marketing channels exist to create utility for customers.

The major categories of channel utility are:
• place utility (the availability of a product or service in a location that is convenient
to a potential customer),
• time utility (the availability of a product or service when desired by a customer),
• form utility (the availability of the product processed, prepared, in proper condition,
and/or ready to use), and
• information utility (the availability of answers to questions and general
communication about useful product features and benefits).
Consumer Products and Services

The characteristics of both buyers and products have an important influence on channel design.

The number of individual buyers and their geographic distributions, incomes, shopping habits,
and reactions to different selling methods frequently vary from country to country and may
require different channel approaches.

Product characteristics such as degree of standardization, perishability, bulk, service require?

ments, and unit price have an impact as well.
Consumer Products and Services
Industrial Products

Three basic elements are involved: the manufacturer’s sales force, distributors or
agents, and wholesalers.
A manufacturer can reach customers with its own sales force, a sales force that
calls on wholesalers who sell to customers, or a combination of these two
arrangements.
A manufacturer can also sell directly to wholesalers without using a sales force,
and wholesalers, in turn, can supply customers.
Industrial Products
 Establishing Channels and Working with
02
Channel Intermediaries
A global company expanding across
national boundaries must utilize existing
distribution channels or build its own.
Channel obstacles are often encountered
when a company enters a competitive
market where brands and supply
relationships are already established.
If management chooses direct
involvement, the company
establishes its own sales force or
operates its own retail stores
The other option is indirect
involvement, which entails utilizing
independent agents, distributors, and
retailers.
 Newcomers to a particular market generally want to limit their risk and
financial exposure. However, although initial results may be satisfactory, with
time headquarters may become dissatisfied with the local distributor’s
performance. This is when managers from the global company often intervene
and attempt to take control. Harvard professor David Arnold offers seven
specific guidelines to help prevent such problems from arising:
03 Global Retailing

any retailing activity that crosses

national boundaries.
 TYPES OF
RETAIL
OPERATIONS
Departement 06
01 Hypermarkets
Stores

Specialty
02 07 Supercenters
Retailers

03 Supermarkets 08 Superstores

Convenience 09 Shopping
04
Stores Malls

Discount 10 Outlate store

05
Retailers
 TRENDS
IN
GLOBAL
RETAILING

Environmental Factors

advantages do we have relative to the local competition

GLOBAL RETAILING MARKET EXPANSION STRATEGIES
04 Suply Chain & Logistic Definitions

SUPPLY CHAIN LOGISTIC

Includes all the firms that perform
The management process that
support activities by generating raw
integrates the activities of all
materials, converting them into
components or finished products, and
companies to ensure an efficient
making them available to customers flow of goods through the supply
chain
Physical Distribution, Supply Chains, and Logistics
Management
ORDER PROCESSING

Includes order entry in which the order is actually entered into a company’s information
system; order handling, which involves locating, assembling, and moving products into
distribution; and order delivery

WAREHOUSING

• Warehouses are used to store goods until they are sold

• Distribution centers are designed to efficiently receive goods from suppliers and then
fill orders for individual stores or customers
Physical Distribution, Supply Chains, and Logistics
Management
I NVENTORY MANAGEMENT

Ensures that a company neither runs out of manufacturing components or finished goods
nor incurs the expense and risk of carrying excessive stock of these items

TRANSPORTATION
Method or mode a company should utilize when moving products through domestic and
global channels; the most common modes of transportation are rail, truck, air, and water
Transportation
QnA
• Maharani (014) : Misal kamu jadi perusahaan dan ada
distributor yang meng-guide, apakah akan menerima atau harus
kamu yang guide distributor tersebut
• Maharani (014) : Perbedaan Hypermarket dan Superstore, dan
contoh nyata
• Rasyid (028) : Peranan analisis risiko dan keuangan untuk
distribusi