Distribution Management : a critical approach.

1.0Introduction Very few products are sold by their producer directly to the final customer. The vast majority pass through the hands of one or more intermediaries, such as wholesalers, dealers, brokers or retailers. When trading links are established between these intermediaries, a marketing channel is formed. Intermediaries create value by reducing the spatial separation - the physical distance between the actual point of production and the point of consumption - between manufacturers and final users …

…for free. At this point, Star Chemical Co. should very carefully choose one of the above distribution alternative channels. This would enable the company to broad its horizons by entering into new markets with virtually no previous experience in the marketing field needed. BIBLIOGRAPHY 1.McKinnon, Alan C. "Physical Distribution Systems". 1997. Routledge Publishing. 2.Christopher, Martin. "The strategy of Distribution Management". 1994. Butterworth-Heinemann. 3.Hawkins- Best- Coney. "Consumer Behaviour: Building Marketing Strategy". 1999. McGraw-Hill. 4.Pelton, Lou E. "Marketing Channels". 2001. McGraw-Hill.