1. MANAGING MARKETING CHANNELS OF DISTRIBUTION

2. APPLE STORES: CREATING A HIGH-TOUCH CUSTOMER EXPERIENCE IN A HIGH-TECH MARKETING CHANNEL

3. The variety of terms used for marketing intermediaries that vary in use in consumer and business markets

4. Intermediaries minimize transactions and the cost of distribution for producers and customers

6. Marketing channel intermediaries perform three functions, each consisting of different activities

8. Common marketing channels for consumer offerings by the kind and number of intermediaries

9. One Telecom Company’s Consumer Market Channels CUSTOMER ACQUISITION Business Office Smart Moves Newcomer Agents CUSTOMER DEVELOPMENT Best Customer Centers RSC Service Upselling Direct Mail Outbound Telemarketing Welcome Package Directory MASS MEDIA Advertising Response TV Radio Print Specialty MAILBOX MARKETING Direct Mail Catalog Internet FACE TO FACE Retail Stores Express Kiosks National Retailers Local Agents Direct Sales LIFESTYLE INTERCEPT Military Campus Retirement Kids Away Event Marketing On the Move AFFINITY Employee/ Employer Associations Co-Marketing Partners

11. Common marketing channels for business offerings by the kind and number of intermediaries

13. Consumer electronic marketing channels are similar to those for consumer and business offerings

15. HELP YOUR CHILD FEEL BETTER WITH TRIAMINIC ® PRODUCTS AND A REDBOX MOVIE RENTAL

16. 1. Customers demand it. 2. Market access. 3. Lower marketing and selling expenses. 4. Distributors perform necessary functions. 5. Reduced collection problems. The Top Five Reasons for Selling Through Distributors

17. Functions performed by independent wholesaler types

21. Three types of vertical marketing systems: corporate, contractual (most popular), and administered

24. McDonalds and H&R Block What vertical marketing system does each use?

29. Jiffy Lube and Petco What buyer requirements have been satisfied? 15-

30. GOING ONLINE Visit an Apple Store to See What All the Excitement is About

31. Apple Product Examples iPad iPhone MacBook Air iMac

33. USING MARKETING DASHBOARDS Channel Sales and Profit at Charlesburg Furniture

37. The Clayton Act and Sherman Act place legal restrictions on specific marketing channel strategies and practices