Marketing strategy: Distribution and dealer relation...

 

Trade spending has become the single biggest cost for most fmcg manufacturers, as an increasingly condensed grocery retailer market finds more and more ways to squeeze money out of suppliers. Companie ...

In recent years, China has surpassed Japan and the major European car markets, and rapidly become the second largest automotive market in the world. Only in the United States of America are more vehic ...

In many national economies, the automotive business plays a major role - in Germany, for instance, 10% of the working population is in some way connected to the automotive industry. In automotive reta ...

In the car manufacturing industry, boosting unit sales and market share hinges on getting end users to value the actual sales interaction and customer service. While interaction with the client during ...

In the car industry and when it comes to generalist brands (vs niche/high end), image is built through communication, and particularly TV advertising. In many countries, the leading brand is actually ...

The US market is becoming increasingly multicultural, and as affluence grows among minority groups, more and more companies are interested in building their market share among these communities. This ...

Using a number of US examples, Gary Grossman (president and co-founder of Innovation & Development – IDI) explains how five research approaches can be used to develop products that consumers want to b ...

Walmart is growing at over 20% CAGR (compound Annual Growth Rate), has a database bigger than the Pentagon and more staff than the US military. In Europe, Carrefour and Tesco are powerful forces and a ...

Colin Bunn and Jonathan Banks, from ACNielsen, explore why promotions have superseded media in terms of marketing spend and how to measure if they add value. Using European Nielsen data, they discuss ...

In this introduction to Admap’s ‘Focus: retail promotions’, the author comments on the remorseless rise of retailer power at the expense of brand-building advertising. Not only has this resulted in r ...

This paper develops an automobile dealer distribution model taking into consideration the unbalance in economic base and comprehensive strength among the 266 regional major cities in China. Using the ...

Many automotive manufacturers conduct satisfaction surveys of their dealerships, either directly or through syndicated studies. The presumed benefit of this feedback is in helping to develop and imple ...

In this follow-up to ‘How people buy cars’ Admap, February 2003, Roderick White considers the importance of dealers, the knotty problem of perceptions of style and performance, and market segmentation ...

Argues, from work on shopper insights during the past 12 to 18 months, that there is a real opportunity for retailers and manufacturers to work together to use in-store marketing to build brand and ca ...

This paper is one of 18 selected by the Editorial Review Board of The Journal of Advertising Research to be a 'classic' - an article that has withstood the test of time. First published in 1984, Far ...

Argues that there is an untapped opportunity on the Internet for an updated database of stockists. Since retailers are often slow to stock new brands (because of the need to sell through old ones firs ...

This article describes how Coors have instituted a structure of category management to control and develop the relationship between distributor and supplier.

This paper summaries how the management of Brown and Williamson Korea Ltd. used a two stage marketing research project, with a one-stage follow-up study, to refine and develop a new retail distributio ...

Describes the innovatory home delivery sales systems adopted by Gakken Co Ltd in Japan, a company which publishes educational magazines and encyclopaedias, the problems it raised with booksellers and ...

The paper lists 17 key practices, processes and activities that taken together are closely associated with SME export performance. They relate primarily to export marketing strategy, with knowledge ma ...

Suppliers of routinely purchased products search for new ways to differentiate themselves in buyer-seller relationships. Research suggests that relationship benefits such as service support and person ...

The authors explore the variability of performance amongst franchisees in a given (Australian) system. Major contrasts are identified between high and average franchisee performers, suggesting that en ...

To survive in the increasingly competitive European retail motor industry, dealers need to minimise wasteful activity, reduce costs and prices, deliver greater customer value and thus try to maximise ...

Explores the relationship between powerful suppliers and retailers, in particular in transaction-specific investments (TSIs) necessary to enhance the supplier’s presence in the end market. Research s ...

Network marketing organisations (NMOs) are retail-selling operations that use independent distributors not only to buy and then resell their products at retail prices but also to recruit new distribut ...