营销渠道管理

参考教材考试信息:论⽂与闭卷考试
  1. 分销渠道的特征
    1. 分销渠道的起点是生产者,终点是消费者
    2. 分销渠道具有相对的稳定性
    3. 分销渠道是—条特定的流通路线
      九种分销渠道流程: 实物流、所有权流和促销流是向前流动;订货流、资金流是向后流动,分别由渠道中的后一成员流向前一成员;谈判流、融资流、风险流和信息流是双向流动,相互发生在渠道的每两个交易成员之间。
      1. 实物流(物流)。其主要表现形式是运输和储存。
      2. 所有权流(商流)。
      3. 促销流。
        促销流是通过广告、人员推销、销售促进、公共关系等方式由一个渠道成员向另一个渠道成员施加影响的过程。所有的渠道成员都有对顾客促销的职责
      4. 谈判流。
      5. 融资流。
      6. 风险流。
      7. 信息流。
      8. 订货流。
      9. 资金流。
    4. 在分销渠道中, 产品所有权录少要被转移一次
    5. 分销渠道中各成员有明确的职责分工
  2. 分销渠道与产品、价格、促销一起构成市场营销组合的四大要素。分销渠道的任务是在合适的时间、合适的地点,以合适的价格将合适的产品卖给消费者。离开了分销渠道, 再合适的价格、再好的广告宣传、再好的产品也不可能从生产领域转移到涫费领域。
  3. 分销渠道管理的内涵
    1. 分销渠道管理是—种跨组织管理
    2. 管理对象是所有分销渠道成员,重点是对中间商的管理
    3. 管理目的是实现生产商的分销目标
    4. 管理内容丰富
  4. 分销渠道管理的任务
    1. 决定分销渠道的模式
    2. 选择分销渠道成员
    3. 激励分销渠道成员
    4. 协调分销渠道成员关系、解决分销渠道冲突
    5. 调整分销渠道
  5. 分销渠道管理的过程可以分为:渠道的调查与分析、渠道目标的确定、渠道策略的确定、渠道策略的实施、渠道的控制、渠道效率的评估、渠道和渠道策略的调整或重建7 个主要步骤。
  6. 分销渠道战略规划程序
    分销渠道战略是指生产商或其他渠道成员为完成自己的任务和实现自己的目标,针对各种变化的市场机会和自身资源而制定的带有长期性、全局性、方向性的渠道规划。渠道战略的制定和实施要符合企业总体战略和相关的资源环境要求,并要和企业的其他子战略相互配合。制定分销渠道战略有助于提高分销效率和效益,有助于增强企业的应变能力,有助于使企业的竞争优势得到更充分的发挥,还有助于企业”战略网"的形成。
    1. 公司战略分析
      1. 成本领先战略。这一战略适用千价格敏感型消费者这一细分市场,成本领先战略一般总是与低成本制造、技术革命、待续的资本投入等联系在一起。但是,当某一行业的分销成本较高时,创造性的渠道战略同样也可以促成公司在此行业形成低成本定位。
      2. 差异化战略。此战略强调所提供产品或服务的独特性,以满足那些对价格不敏感的消费者的特殊需要。(都在妇女服饰店卖丝袜,结果有人在超市卖就有优势)
      3. 集中化战略。此战略要求公司把注意力媒中在一个行业中的某一特殊细分市场。实施梊中化战略的公司也可以通过运用总成本领先战略或差异化战略,或二者的综合来获取竞争优势。不过,值得注意的是,集中化战略的关键在千公司提供的产品和服务对独特的细分市场上的顾客要有强大的吸引力。
    2. 市场分析
      1. 市场界定。界定市场的标准,第一是顾客的衙求,第二是基础技术的类型,第三是服务的顾客群体。
      2. 市场细分。
    3. 竟争者分析。竞争者分析的第一步就是对行业结构(五力模型)的审视,这有助千洞察该行业的吸引力和竞争对手。另外要辨别竞争者和评估竞争者的优势和劣势,借此推测竞争对手面临新的经营组织进入该行业时的各种反应。
    4. 内部分析(SWOT)
    5. 环境分析。环境分析主要涉及一些影响公司战略定位的趋势、机遇、威胁和限制等(PEST)。
  7. 分销渠道战略目标设定。包括下面三大目标:市场疫盖率和分销密度、渠道灵活性、渠道控制度。
    1. 市场覆盖率和分销密度
      1. 密集分销。密集分销是指在尽可能多的地点分销产品,它与成本领先战略或目标市场的重点放在追求低价和便利的消费群的战略相匹配。
      2. 选择性分销。选择性分销是指在有限的地点分销产品,它与差异化战略相匹配。
      3. 排他性分销。即只有在非常少的地点分销其产品,它通常与集中化战略相匹配。
    2. 渠道灵活性。渠道灵活性是指渠道的结构易千变化的程度。
    3. 渠道控制度
  8. 分销渠道模式类型
    分销渠道模式是指分销渠道成员之间相互联系的紧密程度以及成员相互合作的组织形式。
    1. 松散型渠道模式也称为传统渠道模式,是指渠道由各个相互独立的成员组成,没有哪一个成员能够拥有足以支配其他成员的能力,每一个成员只关心自身的最大利益。适合小型企业、小规模生产企业。
    2. 垂直渠道系统是由生产商、批发商和零售商组成的一种统一的联合体
      1. 公司型垂直分销模式指一家公司拥有和统一治理若干工厂、批发机构和零售机构,控制分销渠道的若干层次,甚至整个分销渠道,综合经营生产、批发、零售业务。工商一体化是指大工业公司拥有、统一治理若干生产单位、商业机构;商工一体化是指由大零售公司拥有和治理若干生产单位。(权力)
      2. 管理型垂直分销模式是指由一个或少数几个实力强大、具有良好品牌声望的大公司依靠自身影响,通过强有力的管理将众多分销商聚集在一起而形成的渠道关系。(实力)
      3. 契约型垂直分销模式是指不同层次的独立生产商和经销商之间通过法律契约来确定它们之间的分销权利与义务关系,形成一个独立的分销系统。(契约)
    3. 水平型渠道模式,是指处同一层次而又无关联的渠道成员,为了充分利用各自的优势和资源而进行的横向联合的渠道系统。可以包括以下三种主要形式:生产商水平渠道校式、中间商水平渠道模式和促销联盟。
    4. 复合型渠迫模式是指根据企业自身在区域的特点和优势,将上述多种渠道模式结合
  9. 中国企业分销渠道模式的发展与趋势
    1. 以生产商与经销商的战略合作为主的渠道模式。其表现形式有三种,第一种是区域经销商体制,比如全国总代模式;第二种是生产商共建区域合资销售公司,以格力为代表;第三种是连锁加盟。
    2. 生产商主导的渠道扁平化模式。这个模式的特点就是生产商或者直接将大经销商改为按小行政区设翌的分销商,即深度分销模式;或者是将大经销商转变为服务分销商及终端的物流配送商。
    3. 生产商直控终端模式。
    4. 生产商直接销售给消费者模式,即真正的直销模式。
      1. 多层次传销。其原理是将员工变成经销商、将经销商先变成自己产品的消费者、让员工在人际关系网里现身说法实现销售,由此结成一个沿右人际关系“放射性“延展的销售网。其建立在五级三阶制原理上的奖励制度,为这个网络的运作提供了强大的利益驱动力,这一模式是销售的一场革命。
      2. 电视购物、目录邮购
      3. 电子商务,即网购
    5. 超级经销商, 中国渠道势力的崛起(苏宁)

分销渠道结构与设计

  1. 分销渠道结构是指分销系统中的成员的构成、地位及各成员间的相互关系。通常,分销渠道结构主要包括渠道的长度结构、宽度结构和广度结构。
  2. 分销渠道长度结构
    1. 分销渠道的长度(层级)
      分销渠道的长度/层级,是指产品或服务从生产商转移到最终消费者所经历的中间环节的数目。
      1. 零级渠道/直接渠道:没有渠道中间商参与的一种渠道结构。零级渠道有三种主要形式:直接销售(eg:人员销售)、直复营销(eg:通信销售)和厂家自办店(eg:连锁店)。直接销售和直复营销只是两种销售形式,它们只有被生产商使用时,才能称之为生产商的零级渠道,且二者是无店铺的零级渠道。
        1. 优点:
          1. 直接接触消费者,及时了解消费者的需要及偏好
          2. 降低产品在流通过程中的损耗以及付给中间商的费用
        2. 缺点:
          1. 在产品和目标顾客方面:提高了企业的经营成本,增加资金耗费及销售的风险,很难使产品在短期内广泛分销,很难迅速占领或巩固市场。
          2. 在商业协作伙伴方面:商业企业在销售方面比生产企业的经验丰富
          3. 在生产商与生产商之间:目标顾客的需求得不到及时满足时,同行生产商就可能趁势进入目标市场。在生产性团体市场中,企业的目标顾客常常是购买本企业产品的生产性用户,他们又往往是本企业专业化协作的伙伴。失去协作就会降低竞争力。
      2. 间接分销渠道
        1. 优点
          1. 市场稷盖面比较大
          2. 缓解生产商人力、财力、物力等不足
          3. 间接促销。消费者往往是货比数家后才购买产品,而一位中间商通常经销众多生产商的同类产品,中间商对同类产品的不同介绍和宣传,对产品起着促销的作用
          4. 有利千企业集中资源到自己的优势上。
        2. 缺点
          1. 生产商获取盂求信息的"滞后性”。
          2. 会加重消费者的负担
          3. 不利千直接与最终消费者沟通信息。
      3. 使用直接渠道或间接渠道的标准
        1. 经济的标准。重要的标准,因为利润是主要的目标。
        2. 控制的标准。两个或更多阶层的利己主义,会不会过于相对而产生危险性的冲突?两个或更多阶层的利己主义,会不会协调到结成联盟,以对抗生产商?渠道是否会具有某些特色而引起法律上的问题?
        3. 适用可能性的标准。假使这条路线严格限制了生产商的伸缩性,就可能在市场情况变化时,引起许多问题。
        4. 法律对分销的控制。独家代理或代销协定有可能受到反垄断性质的法律的限制。其主要的考虑为: 1、生产商是否控制了重要部分的市场? 2、协定是否将竞争者排挤出了市场?
        5. 直接分销渠道是产业用品分销渠道的主要类型。
  3. 分销渠道的宽度结构
    据每一层级渠道中中间商数狱的多少
    1. 渠道宽度的类型
      1. 密集分销渠道:
        密集分销渠道也被称为广泛型分销渠道,就是指生产商在某一地区尽可能多地使用许多负责任的、适当的批发商、零售商销售其产品。采用密集分销的产品,大炽是消费者购买频率很高的,盂要就近购买的一些商品比如消费品领域中的便利品,如饮料。
      2. 选择性分销渠道
        选择性分销渠道是指生产商在某一地区仅仅通过少数几个精心挑选的、最合适的中间商销售其产品。即可以保障覆盖率,又可以节约成本;即可以和经销商保持良好关系,又可以加强对其的控制力。
      3. 独家分销渠道
        独家分销渠道指的是生产商在某一地区仅选择一家中间商推销其产品。通常双方协商签订独家经销合同,规定经销商不得经营竞争者的产品,以便控制经销商的业务经营悄况,调动其经营积极性。适合早期攻城略地,后期可以转向选择性分销渠道。
  4. 老师建议讲雅芳的案例,从传销成功转向店铺销售。传销和合法的区别就是,合法是以销售额为提成,而不是将商品作为诱饵按照拉人头消费。而且传销有很多很多级,但是合法的一般都是三级销售。而且传销一定没有退货制度。
  5. 渠道宽度设计的影响因素
    1. 产品的性质
      产品的重量越大,渠道越窄;产品越轻,渠迨越宽。产品价值越大,渠道越窄;产品价值越小,渠逆越宽。越是非规格化产品,渠道就越窄;越是规格化产品,渠道就越宽。产品技术性越强,渠道越窄;技术性差的产品则需要采用较宽的渠道。产品生命周期越短,渠道越窄;产品生命周期越长,渠道越宽。耐用性也会影响渠道的宽度,耐用品一般适合较窄的分销渠道;非耐用产品一般适合较宽的分销渠迫。
    2. 市场特征
      市场规模越大,渠道就越宽;反之渠道就越窄。如果目标客户居住得比较分散,那么就需要多选择一些中间商来销售产品,满足目标地区消费者购买需求;而如果目标客户比较聚集,那么只盂要在聚梊点或附近选择少量的分销商就可以达到销售的目的。
    3. 目标顾客购买行为
      顾客购买季节性强的产品,生产商在应季时要求短时间达到一定的铺货率,因此适合选用较宽的分销渠道;顾客购买频率越高的产品,越需要利用更多的中间商进行分销;人们在购买日常生活用品时不愿意花费很多时间,跑很远的路途,因此适合较宽的渠道。而对千时装、电器、家具等产品,人们购买时,不惜花费时间和跑较远的路途,因此可选择较窄的渠道。
    4. 企业自身因素
      生产商对分销渠道有高强度控制欲望时, 一般采用较窄渠道。


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