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PRO

DUC

ER

CON

SUM

ER

02/09/16

PLACING

INDIAN INSTITUTE OF MANAGEMENT

IIMRAIPUR


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Placing I! " C#ann$lManag$%$n&

MANOJ HRAHUL KHEDKAR

RISHIRAJ SINGH ASHIYA

SHAHUL HAMEEDVAMSY KRISHNA

IIMRAIPUR

INDIAN INSTITUTE OF MANAGEMENT RAIPUR


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AGENDA

02/09/16 In'ian In(&i&)&$ *+ Manag$%$n& Rai,)-

CONCEPT

C.ANNELS

TPES

ROLES

FUNCTIONS

SELECTION


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DISTRIUTION


CONCEPT

C.ANNELS

TPES

ROLES

FUNCTIONS

SELECTION

I& i( '$n$' a( $management *+ allac&i3i&i$( 4#ic# +acili&a&$movement an' co-

ordination *+ (),,l5 an''$%an' in c-$a&i*n *+ &i%$,lac$ )&ili&5 in g**'(


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DISTRIUTION


CONCEPT

C.ANNELS

TPES

ROLES

FUNCTIONS

SELECTION

I& i( $ A-& an' Sci$nc$ *+determining -$)i-$%$n&(ac!iring $%di"tri#!ting $% an'

nall5 maintaining$% inan *,$-a&i*nall5 -$a'5c*n'i&i*n +*- $i- $n&i-$ li+$


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TPES OF DISTRIUTION


CONCEPT

C.ANNELS

TPES

ROLES

FUNCTIONS

SELECTION


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C.ANNELS

T#$ $at% -*)g# 4#ic#g**'( an' ($-3ic$(&-a3$l +-*% $ vendorto t%e con"!mer *-

,a5%$n&( +*- *($,-*')c&( &-a3$l +-*% $c*n()%$- &* $ 3$n'*-


CONCEPT

C.ANNELS

TPES

ROLES

FUNCTIONS

SELECTION


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C.ANNELS

CONCEPT

TPES

ROLES

FUNCTIONS

SELECTION


MANUFACTURER

MANUFACTURER

MANUFACTURER

CUSTOMER

CUSTOMERRETAILER

RETAILER

7.OLESALE

RCUSTOMER

MANUFACTURER

RETAILER7.OLESAL

ERCUSTOMER

AGENTS

C.ANNELS


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C.ANNELS


MANUFACTURER

CUSTOMER

MANUFACTURER

CUSTOMERRETAILER

LE8EL0

LE8EL1


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C.ANNELS


MANUFACTURER

RETAILER7.OLESAL

ERCUSTOMER

LE8EL2


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C.ANNEL FLO7

G**'(/ S$-3ic$(

Pa5%$n& +*-G**'(/R$&)-n(

In+*-%a&i*n

FOR7ARD

AC7ARD

OT. 7AS

CU

STOMERS

C

OMP

ANMANUFACTURER

C.ANNELS

CONCEPT

TPES

ROLES

FUNCTIONS

SELECTION



12/4502/09/16 In'ian In(&i&)&$ *+ Manag$%$n& Rai,)-

INTERMEDIARIES

C.ANNELS

AGENTS

DISTRIUTORS

RETAILERS

7.OLESALERS

INTERMEDIARIES

Lin&" $rod!cer" &* *$-in&$-%$'ia-i$( *- $ )l&i%a&$:)5$-;

'romote( "e))( and ma&e-avai)a#)e a g**' *- ($-3ic$-*)g# c*n&-ac&)al

a--ang$%$n&( *- ,)-c#a($ an'-$(al$ *+ $ i&$%;

Eac# in&$-%$'ia-5 receive"t%e item at one $ricing

$oint and move" it to t%e


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AGENTS

An in'$,$n'$n& in'i3i')al *- c*%,an5 'rimar+ "e))ing arm *+ $ ,-*')c$-

an' -$,-$($n& $ ,-*')c$- &* )($-(;

Ag$n&( &a


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7.OLESALERS

Inde$endent)+ o,ned rm" a& &a


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DISTRIUTORS

Di(&-i:)&*-( *nl5 ca--5 com$)ementar+$rod!ct lin$( $i$- P$,(i *- C*


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RETAILERS

A retai)er ta&e" tit)e &* *- ,)-c#a($( ,-*')c&(+-*% *$- %a-


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TPES


CONCEPT

C.ANNELS

TPES

ROLES

FUNCTIONS

SELECTION


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INTENSI8E


CONCEPT

C.ANNELS

TPES

ROLES

FUNCTIONS

SELECTION


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SELECTI8E


CONCEPT

C.ANNELS

TPES

ROLES

FUNCTIONS

SELECTION


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E@CLUSI8E


CONCEPT

C.ANNELS

TPES

ROLES

FUNCTIONS

SELECTION


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ROLES


CONCEPT

C.ANNELS

TPES

ROLES

FUNCTIONS

SELECTION

PROMOTION

NEGOTIATIONINFORMATIO

N

ORDERING

P.SICALPOSSESSION

RIS TAING

FINANCING

TRANSFEROF TITLE


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PROMOTION

Ma-


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PROMOTION


PROMOTION


N

ORDERING

P.SICALPOSSESSION

RIS TAING

FINANCING

TRANSFEROF TITLE

ROLES


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NEGOTIATION

In&$-%$'ia-i$( *-%i''l$%$n negotiate$rice"an' *$- &$-%(

an' c*n'i&i*n( :$&4$$n:)5$- an' ($ll$-;

N* (al$ can &a


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NEGOTIATION


PROMOTION


N

ORDERING

P.SICALPOSSESSION

RIS TAING

FINANCING

TRANSFEROF TITLE

ROLES


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INFORMATION

Mi''l$%$n c*ll$c&in+*-%a&i*n a:*)& demand(com$etition $&c; +-*%

c*n()%$-( an' ,a(( *n &*%an)+ac&)-$-(;

T#$5 al(* ,-*3i'$ in+*-%a&i*n&* c*n()%$-( a:*)& n$4

,-*')c&( c#ang$( in '$(ign(&5l$ ,-ic$( $&c; *+ $i(&ing,-*')c&(


PROMOTION


N

ORDERING

P.SICALPOSSESSION

RIS TAING

FINANCING

TRANSFEROF TITLE

ROLES


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INFORMATION


PROMOTION


N

ORDERING

P.SICALPOSSESSION

RIS TAING

FINANCING

TRANSFEROF TITLE

ROLES


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ORDERING


7.OLESALERS

In&$-%$'ia-i$( c*ll$c& "ma))order" .rom con"!mer"

an' *n a& :a(i( ,lac$)arge order" ,it%man!.act!rer"

PROMOTION


N

ORDERING

P.SICALPOSSESSION

RIS TAING

FINANCING

TRANSFEROF TITLE

ROLES


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ORDERING


RETAIL OUTLETSPROMOTION


N

ORDERING

P.SICALPOSSESSION

RIS TAING

FINANCING

TRANSFEROF TITLE

ROLES


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P.SICAL POSSESSION

Mi''l$%$n &a


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TRANSFER OF TITLE

Mi''l$%$n &-an(+$- *4n$-(#i, *+g**'( +-*% ,-*')c$-( &* c*n()%$-(


PROMOTION


N

ORDERING

P.SICALPOSSESSION

RIS TAING

FINANCING

TRANSFEROF TITLE

ROLES


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FINANCING

In&$-%$'ia-i$( ,-*3i'$ nanciala((i(&anc$( a& 'iB$-$n& (&ag$( *+ $%a-


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RIS TAING


PROMOTION


NORDERING

P.SICALPOSSESSION

RIS TAING

FINANCING

TRANSFEROF TITLE

ROLES

In&$-%$'ia-i$( a(()%$ %*(& *+$ -i(


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FUNCTIONS


CONCEPT

C.ANNELS

TPES

ROLES

FUNCTIONS

SELECTION

INFORMATION FLO7

STIMULATE

PURC.ASING

STORAGEAND

MO8EMENT

PRICEFI@ING


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INFORMATION FLO7

In+*-%a&i*n *4( +-*%R$&ail$-( " 'i(&-i:)&*-(

Di(&-i:)&*-( " 7#*l$(al$-(

7#*l$(al$-( " c*%,an5

INFORMATION FLO7

STIMULATE

PURC.ASING

STORAGEAND

MO8EMENT

PRICEFI@ING

FUNCTIONS



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STIMULATE PURC.ASING

F*- i&( ,-*%*&i*n 8IP $nc*)-ag$(-$&ail$-( &* a'3$-&i($ in $ ci&5 *n

i&( :$#al+ an' (#a-$( (*%$ c*(& *+ i&

INFORMATION FLO7

STIMULATE

PURC.ASING

STORAGEAND

MO8EMENT

PRICEFI@ING

FUNCTIONS



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STORAGE AND MO8EMENT


INFORMATION FLO7

STIMULATE

PURC.ASING

STORAGEAND

MO8EMENT

PRICEFI@ING

FUNCTIONS

GAS CLINDERS ARE STORED IN T.E7ARE.OUSES AND T.EN MO8ED T.ROUG.

RETAILERS T


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PRICE FI@ING


INFORMATION FLO7

STIMULATE

PURC.ASING

STORAGEAND

MO8EMENT

PRICEFI@ING

FUNCTIONS

Factors Influencing the Selection of


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Factors Influencing the Selection of

Channel Members


P$-+*-%anc$

R$,)&a&i*n

C*n&-*l

E,$-i$nc$

C*(&

I%ag$ Selection ofSelection ofChannelChannel

MembersMembers

CONCEPT

C.ANNELS

TPES

ROLES

FUNCTIONS

SELECTION


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SELECTION


CONCEPT

C.ANNELS

TPES

ROLES

FUNCTIONS

SELECTION

MARETFACTORS

PRODUCTFACTORS

PRODUCERFACTORS


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MARET FACTORS

C)(&*%$- P-*l$(C*n()%$- *- In')(&-ial C*n()%$-Si$ *+ Ma-


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PRODUCT FACTORS

P-*')c& C*%,l$i&5 P-*')c& P-ic$ P-*')c& Li+$ C5cl$ P-*')c& D$licac5


CONCEPT

C.ANNELS

TPES

ROLE

FUNCTIONS

SELECTION

MARET

FACTORS

PRODUC

TFACTOR

S

PRODUCER

FACTORS

PRODUCER FACTORS


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PRODUCER FACTORS

P-*')c$- R$(*)-c$(

N)%:$- *+ P-*')c& Lin$(

D$(i-$ +*- C#ann$l C*n&-*l


CONCEPT

C.ANNELS

TPES

ROLE

FUNCTIONS

SELECTION

MARET

FACTORS

PRODUCT

FACTORS

PRODUCE

RFACTORS

C.ANNELS


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C.ANNELS

PROECT S.AT.

E C.OUPAL



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T.AN OU

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