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Item Information   Holdings       More by this author     Baranowski, Stephen W.     Subjects     Selling     Product management     Marketing.     MSEM Thesis.     Browse Catalog     by author:      Baranowski, Stephen W.       by title:      How to choose the pr...         MARC Display

How to choose the proper distribution channel to bring a product to market in the industrial environment / by Stephen W. Baranowski. by Baranowski, Stephen W. Subjects Selling   Product management   Marketing.   MSEM Thesis. Description:  x, 125 leaves : ill. ; 29 cm. Contents:  Advisor: Julian Piekarski. Introduction -- Distribution channels -- Comparison between manufacturers' representatives and direct forces -- Product life cycles -- Distributors : building an effective partnership -- Selling your firm -- Switching from direct sales to reps -- Compensation -- Conclusion. This thesis compares the various distribution channels available to the industrial manufacturer to bring a product to market. The problem that was solved was to find the best method of distributing Programmable Controllers in the Connecticut Area for the Square D Company. I examined the present method of distributing this product and compared the pro’s and con’s of using a Direct Sales Force vs. Manufacturer’s Representatives vs. Distributors or Systems Integrators. The present dilemma is that the computer product described is not achieving the market share it should and various distribution methods have been unsuccessful. The methods used to solve this problem were: 1. Research the available types of distribution channels. 2. Compare the advantages and disadvantages of these channels. 3. Review where our products fit on the product life cycle curves. 4. Analyze the present method of distribution and other alternatives available. What was accomplished in this paper was finding the best method of distributing programmable controllers in Connecticut. The conclusion divides the programmable controller product line into two distinct stages in their product life cycle with appropriate marketing channels selected depending upon the value added by that channel and the market growth rate that could be expected. The recommendation for management section on pages 72 through 77 details a plan to increase the market share by utilizing more marketing channels to increase the breadth of distribution and to consider selling these new channels on a direct basis to decrease the length of our distribution channel making Square D more competitive.   Copy/Holding information Location Collection Call No. Status   Walter Schroeder Library Master's Theses AC805 .B37 [198-?] Available Add Copy to MyList Format: HTMLPlain textDelimited Subject:   Email to:

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