MBA市场管理案例分析.ppt
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1、ALESSIEvolution of an Italian Design Factory,Marketing ManagementTeam CEMBA 06,How to control and expand distribution without compromising the brand image?,Distribution StructureDistribution and the Brand ImageChallenges Next Step,Why Controlling Distribution?,Control Brand Image Problem of heteroge
2、neity in retailer strategies over product displayDiversity in distribution channelsRecovering from price and brand confusion of past ten years Increase turnover,Distribution Structure,Use distribution asA channel of distributionDiversified channels:retail outlets,museum stores,gift shops,A place to
3、increase brand equityLuxury retail shops in ItalyOffering:between shopping and specialtyDesign-oriented table and kitchen productsShopping goods(not convenience goods!):about 50%purchases as gifts,wedding presents,Christmas:overall 25-30%of annual sales.Specialty goods:best sellers like M.Suicide,Ma
4、gic Bunny,etc Consumer side distribution structure 1983:Change into streamlined distribution system,Distribution Structure,Manufacturer,Independent Distributors,Retailers,Manufacturer,Retailers,orders-deliveries,orders-deliveries,orders,Single Country Independent agentsor subsidiaries,orders,deliver
5、ies,1983:streamlined distribution system,Hybrid channel administrationIndirect for orders and direct for deliveriesAgents:independent or company-owned subsidiaries Benefits:increase of control in distribution,reduction of functional discrepancies,reduction of delivery costs,economies of scale in ord
6、er management,better mapping in assortment of goods and better services by company-owned subsidiaries,Distribution Structure,Manufacturer,Retailers,orders,Single Country Agent,orders,deliveries,PUSH strategyInduce cooperation with retailers,keep inventory low,display products,and visibility on shelf
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