Professional Documents
Culture Documents
Producers
& Intermediaries
Manufacturers
Manufacturer direct
to customers
Independent Manufacturer
middlemen owned
Resell to
Industrial,
commercial,
Retailers other
or
Wholesalers
institutional
concerns
Agents, Brokers, & Commission Merchants 2
Commissions
on
sales or
purchases
2
Manufacturers Sales Branches & Offices
Distribute
Owned & operated by
manufacturers
manufacturers
products at
wholesale
19871997
69.7% Manufacturers sales branches
& offices
Manufacturers
Agents
Market coverage
Sales contacts
2
Agent Wholesalers Distribution Tasks
Selling agents
Market coverage
Sales contacts
Order processing
Marketing
information
Product availability
Customer services
2
Agent Wholesalers Distribution Tasks
Brokers
Market coverage
Sales contacts
Order processing
Marketing
information
Product availability
Customer services
2
Agent Wholesalers Distribution Tasks
Commission
Merchant
Market coverage
Sales contacts
Order processing
Breaking bulk
Credit
Holding inventory
Objective 6: 2
Retail Structure
Retail Trade
Increasing sales
In 1997
Charles Y. Lazarus
2
Distribution Tasks Performed by Retailers
Transportation agencies
Storage agencies
Order processing agencies
Advertising agencies
Financial agencies
Insurance companies
Marketing research firms