LOPEZ QUESADA, AGUSTIN / LÓPEZ-QUESADA FERNÁNDEZ, AGUSTÍN / GUSÓ SIERRA, ANDRÉS
Trade Distribution is the link between manufacturing and consumptionof services and goods. Its main role consists of delivering productsto consumers for
their use, exploitation or destruction. Generally, majority ofmanufacturers use intermediaries. We certainly can say that we will be outsourcing the trading of our products or services.
We could define our Distribution Policy as follows: "The meaningfuland methodical way of establishing to whom to sell by delivering theproduct or service at the best quality possible, on time, in full andat the right place."
An organisation can hardly set the product price without consideringwhich trade channel we will be using to reach the final consumer. Thenumber of third
parties involved in the distribution channel will be one of the keydrivers to consider, as each of them will contribute to increasing the final product or service cost price. Trade margin will be determinedby this kind of decisions.
INDEX
Introduction. Distribution as a key marketing tool
Trade channels
Strategic distribution development
Global channel profitability analysis
Information Systems, Communications and Monitoring for distributionchannels
Distribution trends
GLOSARY
BIBLIOGRAPHY
