• Research Paper on:
    Distribution Channel Choice; A Case Study

    Number of Pages: 8

     

    Summary of the research paper:

    This 8 page paper consider the case of a company that has to choose a distribution channel for a new product. The writer considers each channels and then uses weighted scoring to help make the decision, channels discussed include the existing network, a new distribution, making an acquisition and mail order.

    Name of Research Paper File: TS14_TEdischo.rtf

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    Unformatted Sample Text from the Research Paper:
    at. Here we will consider them in the form of a formal report to the directors. I. Purpose of the Report  A report has been requested into the best way in which to distribute a new product. Star chemicals has found they have a falling market share in a competitive  sector that is price sensitive. The increased economies of scale that new companies have gained are decreasing Star Chemicals profits and they are being undercut. The new product, a swimming  pool chemical, can be seen as an attempt at diversification. This may also be combined with the ability to differentiate as the product is also better than other on  the market, unlike the current marketplace. The report will consider the different forms of distribution along with the advantages and disadvantages  that may be seen with this market. There are five main routes, however as we will see only four can be seen as viable alternatives. We will consider each of  these alternatives and then look at a model which may be used in decision making process. II. Findings  There are five main ways the company may choose to distribute the product, these are the use of the current distributors, using new established distributors, acquisition, to private brand the  product and then distribute it or by direct mail. The later of these we will discredit for several reasons. The  current market place can be seen as one where the chemicals for swimming pools have their largest market place in the US where there are more swimming pools and there 

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