Week 1

 Hanya untuk yang mau belajar untuk dimanfaatkan
 Terlambat lebih dari 15 menit boleh masuk, tapi tidak boleh tanda tangan absensi
 Cell phone dimatikan / silent (no sms, WA, BBM, line, WeChat, what so ever)
 Tablet, laptop, tidak digunakan (keadaan tertutup) kecuali dengan perintah dosen
 Ijin ke toilet dan tidak kembali ke kelas, dianggap tidak hadir, dan absen dicoret
 Jika jumlah mahasiswa di akhir kuliah tidak sama dengan jumlah tanda tangan absensi, dosen berhak mencoret nama secara random agar jumlah mahasiswa sama dengan jumlah tanda tangan

Channel Management, Patrick Forsyth.
Capstone Publishing. 2002
Distribution Channel, Julian Dent. Kogan Page.
2008
Managing Business in Multi-Channel World,
Timmo Saarinen, Markku Tinnila, Anne Tseng.
Idea Group Publishing. 2006

You can download all ppt material and watch lectures video on: http://irfanprarendra.staff.telkomuniversity.ac.id/category/lectures/dcm/
I can be contacted at +6281911111080 and irfan.prarendra@gmail.com

Bring your Product available to your consumer, when they need them, in place of their preference, which give best value

DISTRIBUTION is the overall umbrella term encompassing the whole process of moving the product or services from manufactures to consumer/ shopper
CHANNELS OF DISTRIBUTION are the “routes” along which products “flow” as described above
CHANNEL MANAGEMENT is thus the process of managing the distribution of products and services
These “routes” usually named before the retailer end type of business or type of customer they served. (eg. Provision store channel, Medical store channel, supermarket channel, fashion store channel, horeca channel, etc)

Where is Distribution in The Company
Value Chain Activities?

The Needs to Distribute
Path to Purchase
More
Distribution
=
More Consumer can Find, Assess, and Buy

Conventional
Channel
• Brick & Mortar
Store
• Customized
Personal Service
• Logistic Cost occur before real sales to consumer exists
• Relatively higher infrastructure costs
Distribution Mainstream
Channel Mainstream
Internet Channel
• No real Brick &
Mortar Store
• Standard Service
• Logistic Cost that occur before real sales is inventory cost
• Delivery cost occur after sales made
• Relatively lower infrastructure cost
Mobile Terminal
• No real Brick &
Mortar Store
• Standard Service
& limited to data package
• Logistic Cost that occur before real sales is inventory cost
• Delivery cost occur after sales made
• Relatively lower infrastructure cost
Digital TV
• No real Brick &
Mortar Store
• Standard Service
• Logistic Cost that occur before real sales is inventory cost
• Delivery cost occur after sales made
• Relatively lower infrastructure cost
• High visibility cost

Conventional Channel Typical
Distribution Flow

Internet Channel Typical Distribution
Flow

Rules of The Game:
1. Product: Your consumer, customer, shopper don’t like your product, you’re finished
2. Channel: Your consumer, customer, shopper don’t like the way the product is being offered to them because it is inconvenient, slow, uncertain, or any other reason, they find another Channel or substitutes products

• Break up into 5 groups of 10 people
• Find as many channel you know to buy products as follows:
– Fresh food
– Snacks and soft drinks
– Cosmetics
– PC / laptop
– Fashion Clothes