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2nd shift lecs > place mix > Flashcards

place mix Flashcards

1
Q

refers to the activity designed to create value and utility by making the product/s available in the market place

A

Supply Chain

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2
Q

are sets of interdependent
organizations that make a product or service available for use or consumption. e.g. wholesalers and retailers.

A

Marketing / Distribution Channels

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3
Q

collect and process information obtained through
market research and for planning and organization processes of distribution of goods.

A

Reporting

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4
Q

provide marketing communication of information about
products to attract buyers

A

Promotion

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5
Q

establish and maintain
relationships with potential buyers, agreement on prices, volumes and terms of delivery

A

Establish contacts and negotiations

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6
Q

conclusion of contracts with other members of distribution
channel to purchase products from the manufacturer and monitor their implementation.

A

Ordering

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7
Q

production, sorting,
packing and wrapping, assembling products, after sales service.

A

Adapt products to customer requirements

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8
Q

the organization of transportation and
warehousing.

A

Physical movement of goods

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9
Q

search and distribution of the funds needed to cover the
operating cost of the distribution channel.

A

Financing

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10
Q

the responsibility for all processes in the channel of
distribution.

A

Risk-taking

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11
Q

Levels of Sales Channel

A
  • Producer of pharmaceutical products (pharmaceutical manufacturer)
  • Wholesale intermediary
    (national level, importer)
  • Wholesale intermediary (regional level)
  • Community or Hospital Pharmacy
  • Consumer (health care facilities, outpatients, inpatients)
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12
Q

three approaches to determining the degree of intensity of use of the channel:

A
  • Intensive Distribution
  • Exclusive Distribution
  • Selective or Targeted
    Distribution
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13
Q
  • For goods of daily demand requiring a large number of
    wholesalers and retailers
  • Target wide market coverage and high profits through quick
    selling of good
A

Intensive Distribution

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14
Q
  • Limited number of
    intermediaries are given
    exclusive right to sell
    products within the
    firm’s sales territories
  • Promotes responsible
    mediator and gives
    premium image
    allowing higher margins
A

Exclusive Distribution

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15
Q
  • Allows establishment of
    business relationship
    with select intermediaries
  • Achieve required
    market coverage with
    more stringent control
    and less cost
A

Selective or Targeted Distribution

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16
Q

Intermediaries who are owners of the goods

A

Wholesaler
Distributor
Retailer
Dealer

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17
Q
  • Receives a large amount of goods from different manufacturers and organize their movement in retail or direct distribution to consumers
  • Profit is formed from difference between buying and selling price of goods
A

Wholesaler

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18
Q
  • Performs mainly import operations and acts as dealer under contract between sellers and buyers of the products
  • Buys and sells goods on its own name and expense
A

Distributor

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19
Q
  • Independent intermediary specializing in the sale of durable goods requiring after-sales service
  • Refer also to reseller of goods
A

Dealer

19
Q
  • Legal entity that directly sells certain amount of goods to the final consumer
  • Products are obtained from wholesalers or manufacturers
A

Retailer

20
Q
  • Owns a warehouse and implements goods in benefit and at the expense of owner of goods under his/its name
  • Commission is % of operation amount or difference between designated price and selling price
A

Commissionaire

21
Q

Intermediaries who have no right of ownership on goods sold

A

Broker
Commissionaire
Consignee

22
Q
  • Brings buyer and seller together and receives agreed commission
  • Does not buy goods nor accept responsibility for them
A

Broker

23
Q
  • Owns a warehouse and implements goods in benefit and at the expense of owner of goods under the name of the owner
  • Remuneration is based on actual goods sold
A

Consignee

24
Q

Management of Distribution Channels

A
  1. Defining the objectives of sales
  2. Development of alternative options for the structure
    of distribution channels
  3. Selecting channel members
  4. Motivation of channel members
  5. Evaluation and monitoring activities of intermediaries
  6. Settlement of conflicts
25
Q
  • expansion of market reach
  • penetration into new market segments
  • increasing market share, sales or profits
A

Defining the objectives of sales

26
Q
  • Characteristics of end-users
  • Capability of intermediaries
  • Product characteristics
  • Competition
A
  1. Development of alternative options for the structure of
    distribution channels
27
Q

number, frequency of
purchase, demand for services

(Development of alternative options for the structure of
distribution channels)

A

Characteristics of end-users

28
Q

number and concentration, product range, customers

(Development of alternative options for the structure of
distribution channels)

A

Competition

28
Q

resources, expertise

(Development of alternative options for the structure of
distribution channels)

A

Capability of intermediaries

29
Q

technical specifications, storage conditions

(Development of alternative options for the structure of
distribution channels)

A

Product characteristics

30
Q
  • Chosen intermediary is not a mediator of a competitor
  • Specialized intermediaries with experience in the sale of
    product
  • Well-known company that has an impeccable industry
    reputation
  • Extend of equipment logistics of intermediary and skill
    level of employees
  • Location of the firm, field of expertise, marketing concept
    and program
A
  1. Selecting channel members
31
Q

Economic incentives
Compensation

A
  1. Motivation of channel members
32
Q

Increasing the number of intermediaries reduces business risks (t or f)

A

T

33
Q

like greater profit margins, cash bonuses, joint marketing campaigns, etc

A

Economic incentives

34
Q
  1. Evaluation and monitoring activities of intermediaries

6 C Concepts:

A

Cost Control Coverage Capital Character Continuity

35
Q

for accomplishment of agreed tasks like targets in market coverage, quality service, gathering of market information

A

Compensation

36
Q

Management of distribution channels involves identifying
and preventing potential conflicts.
a. Vertical conflicts
b. Horizontal conflicts
c. Multi-channel conflicts

A
  1. Settlement of Conflicts
37
Q

occur between different levels of channel (manufacturer-wholesaler; wholesaler-retailer)
* “bypassing” another channel member
* disagreements in profit distribution
* Manufacturer opinion that intermediary is not
promoting products
* attempt to establish control over the intermediary

A

Vertical conflicts

38
Q

occur between mediators of the same level
* competition between pharmacies, e.g. chain versus
independent
* competition among wholesalers

A

Horizontal conflicts

39
Q

between multiple separate channels with different method of distribution
established by the manufacturer to service the market
* Competition between
pharmacies and network
marketing of dietary
supplements

A

Multi-channel conflicts

40
Q

Top Challenges of the Pharmaceutical Supply Chain

A

-Lack of Coordination
-Inventory Management
-Demand Information
-Human Resource Dependency
-Order Management
-Shortage Avoidance
-Drug Expiration
-Warehouse Management
-Temperature Control
-Shipment Visibility

41
Q

are revolutionizing the way pharmaceutical companies handle critical processes, enabling them to streamline operations, improve efficiency, and enhance
patient safety

A

AI technologies

42
Q
  • AI algorithms analyze historical data, market trends, and external factors to provide accurate demand forecasts
  • Machine learning models allow pharmaceutical companies to optimize inventory levels, reduce waste and ensure timely availability of medications
A

Demand Forecasting and Inventory Optimization

43
Q
  • Optimize transportation logistics by considering various factors like traffic conditions, distance, and cost * Enables pharmaceutical companies to achieve efficient route planning, reduce transportation time, and improve overall supply chain efficiency.
  • Ensures temperature-sensitive drugs are transported under optimal conditions, maintaining product integrity throughout the journey
A

Intelligent Routing and Transportation Logistics

44
Q
  • By analyzing vast amounts of data, including supplier performance, weather patterns, regulatory changes, and market dynamics, AI algorithms can anticipate disruptions, quality issues, or delays
  • Allows companies to take preventive measures, such as alternative sourcing, early intervention, or adjusting production schedules, minimizing the impact on patient care.
A

Predictive Analytics for Risk Management

2nd shift lecs (21 decks)

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