Académique Documents
Professionnel Documents
Culture Documents
MANAGEMENT
SESSION 11:
INTERNATIONAL CHANNELS OF
DISTRIBUTION
1
CHANNELS OF DISTRIBUTION BARRIERS TO STANDARDIZATION
Regulation of Distribution
2
DIFFERENCES IN DISTRIBUTION FROM COUNTRY TO COUNTRY
LOCUS OF POWER
Extent of Disintermediation
Retailers as Channel Captains
TECHNOLOGICAL SOPHISTICATION
Computerized Inventory and Ordering Systems
Use of Scanner Systems/Smart Cards
Catalogue and In-Home Shopping
Internet Sites
3
COUNTRIES DIFFER IN EVOLUTION OF THE RETAIL SECTOR
Traditional
China
Greece OPP
India
Emergent ORT
Mexico U NIT
Brazil IES
Argentina ?
Malaysia Italy
Eastern Europe Portugal Structured
Taiwan Belgium
Spain Japan
South Korea France
Advanced
Denmark
Netherlands Germany
Multiplicity of formats
Sweden UK
Competitive intensity
Retail productivity Canada
Internationalization USA
Adoption of technology
Size of retail enterprise
Proportion of demand with organized retailers
4
Shopping
Shoppingonline
onlineisn’t
isn’tasaspopular
popularininEurope
Europeasasininthe
theU.S.
U.S.and
andJapan,
Japan,but
butthe
theregion
regionshould
shouldcatch
catch
up by 2003 as more e-tailing sites pop up. Browsing for books is popular everywhere,
up by 2003 as more e-tailing sites pop up. Browsing for books is popular everywhere, but but
Europeans
Europeansare
aremore
moreinterested
interestedinintravel
traveldeals.
deals. 5
TOP 10 RETAILERS WORLD-WIDE
1999 Total Forecast Sales, in Billions of Dollars
Source:
Source:Management
ManagementVentures
Ventures 6
7
INTERNATIONAL RETAIL EXPANSION STRATEGIES
Product Assortment/Mix
Standardized Adapted
Local Marketing/
Global Retailing Global Systems
Centralized
IKEA Walmart (?)
Management Systems/
Operating Skills
Global Marketing/ Multinational
Local Systems Retailing
Decentralized
C&A Carrefour
8
GLOBAL RETAIL ASSORTMENT STRATEGIES
A C
Benetton, Ikea, Habitat, Toys R Us, Virgin
Gap, H&M, C&A Douglas, Spar, Vobis
Private-label Manufacturer
Focus Brands Focus
B D
Marks & Spencer, Carrefour, Makro,
Migros Promodes, Yaohan
9
IMPLICATIONS
10