MODUL 12
Satu set ORGANISASI saling bergantung yang memudahkan
pemindahan kepemilikan sebagaimana produk
bergerak dari produsen ke pengguna bisnis atau konsumen.
Marketing Channels
Rantai terhubung dari
semua badan usaha, baik internal maupun
eksternal perusahaan, yang melakukan atau mendukung fungsi LOGISTICS.
Supply Chain
Spesialisasi dan pembagian kerja
Spesialisasi dan pembagian kerja
Mengatasi perbedaan
Mengatasi perbedaan
Memberikan efisiensi kontak
Menciptakan efisiensi yang lebih besar
Menyediakan biaya yang lebih rendah
Mencapai skala ekonomi
Produsen Aids yang kekurangan sumber daya untuk pasar secara langsung
Pengecer
Pengecer Sebuah perantara saluran yang menjual terutama untuk
PENGGUNA FINAL.
Sebuah perantara saluran yang menjual terutama untuk
PENGGUNA FINAL.
Pedagang Grosir
Pedagang Grosir
Sebuah Lembaga Yang MEMBELI barang Dari PRODUSEN, mengambil
Barang, menyimpannya di gudang Dan Menjualnya kemudian
mengirimkannya.
Sebuah Lembaga Yang MEMBELI barang Dari PRODUSEN, mengambil
Barang, menyimpannya di gudang Dan Menjualnya kemudian
mengirimkannya.
Agents and Brokers
Agents and Brokers
Grosir perantara yang
memfasilitasi penjualan produk dengan REPRESENTING anggota
saluran.
Grosir perantara yang
memfasilitasi penjualan produk dengan REPRESENTING anggota
Retailers
Retailers
Merchant Wholesalers
Merchant Wholesalers
Agents and
Brokers
Agents and
karakteristik produk
karakteristik produk
pertimbangan pembeli
pertimbangan pembeli
Karakteristik pasar
PROMOSI NEGOSIASI
PENGAMBILAN RISIKO
PENELITIAN FINANCING
DISTRIBUSI SECARA FISIK MENYIMPAN
SORTIR
FUNGSI FASILITAS
FUNGSI FASILITAS
FUNGSI
TRANSAKSIONAL
FUNGSI
TRANSAKSIONAL
FUNGSI LOGISTIK
CHANNEL
INTERMEDIARIES
CHANNEL
INTERMEDIARIES
Retailers
Wholesalers
Agents and Brokers
Retailers
Wholesalers
Agents and Brokers
CHANNEL FUNCTIONS
CHANNEL FUNCTIONS
Transactional Logistical
Facilitating
Transactional Logistical
Producer Producer Producer Producer
Consumers Consumers Consumers Consumers Retailers Retailers Retailers
Wholesalers Wholesalers Agents or
Brokers Wholesaler
Wholesaler Channel Channel Retailer
Retailer Channel Channel Direct
Direct Channel
Producer
Producer Producer Producer
Industrial
User IndustrialUser IndustrialUser Industrial
Distributor DistributorIndustrial Agents or
CONSUMER CHANNELS
CONSUMER CHANNELS
Direct
Retail
Wholesaler
Agent/broker
Direct
Retail
Wholesaler
Agent/broker
BUSINESS CHANNELS
BUSINESS CHANNELS
Direct
Industrial
Agent/broker
Agent/broker industrial
Direct
Industrial
Agent/broker
Agent/broker industrial
ALTERNATIVE CHANNELS
ALTERNATIVE CHANNELS
Multiple
Nontraditional
Strategic alliances
Multiple
Nontraditional
Factors
Factors
Affecting
Affecting
Channel
Channel
CHOICE
CHOICE
Factors
Factors
Affecting
Affecting
Channel
Channel
CHOICE
CHOICE
Producer Factors
Producer Factors
Product Factors
Product Factors
Market Factors
Market Factors
Exclusive Distribution
Exclusive Distribution
Selective Distribution
Selective Distribution
Intensive Distribution
Intensive Distribution Level of
Level of
Distribution
Distribution
INTENSITY
INTENSITY
Level of
Level of
Distribution
Distribution
INTENSITY
Market
Market
Factors
Factors
That Affect
That Affect
Channel
Channel
Choices
Choices
Market
Market
Factors
Factors
That Affect
That Affect
Channel
Channel
Choices
Choices
Customer profiles
Customer profiles
Consumer or Industrial Customer
Consumer or Industrial Customer
Size of market
Size of market
Product
Product
Factors
Factors
That Affect
That Affect
Channel
Channel
Choices
Choices
Product
Product
Factors
Factors
That Affect
That Affect
Channel
Channel
Choices
Choices
Product Complexity
Product Complexity
Product Standardization
Product Standardization
Product Life Cycle
Product Life Cycle
Product Delicacy
Product Delicacy
Product Price
Market
Market
Factors
Factors
That Affect
That Affect
Channel
Channel
Choices
Choices
Market
Market
Factors
Factors
That Affect
That Affect
Channel
Channel
Choices
Choices
Customer profiles
Customer profiles
Consumer or Industrial Customer
Consumer or Industrial Customer
Size of market
Size of market
Product
Product
Factors
Factors
That Affect
That Affect
Channel
Channel
Choices
Choices
Product
Product
Factors
Factors
That Affect
That Affect
Channel
Channel
Choices
Choices
Product Complexity
Product Complexity
Product Standardization
Product Standardization
Product Life Cycle
Product Life Cycle
Product Delicacy
Product Delicacy
Product Price
Producer
Producer
Factors
Factors
That Affect
That Affect
Channel
Channel
Choices
Choices
Producer
Producer
Factors
Factors
That Affect
That Affect
Channel
Channel
Choices
Choices
Producer Resources
Producer Resources
Number of Product Lines
Number of Product Lines
Desire for Channel Control
Partnering
Partnering
Conflict
Conflict
Leadership
Leadership
Control
Control
Power
Conflicts may occur if channel
members:
Have CONFLICTING goals
Fail to fulfill EXPECTATIONS of other channel members
Have IDEOLOGICAL differences
Supply
Sourcing & Procurement Sourcing & Procurement
Production Scheduling Production Scheduling
Order Processing Order Processing
Inventory Control Inventory Control
Warehouse & Materials Handling Warehouse & Materials Handling
Plan purchasing strategies
Develop specifications
Select suppliers
Negotiate price and service levels
Reduce costs
