1.1 Introduction
1.2 What Is New: Radical Changes in the Navigation of Distribution Channels
1.3 The Road Ahead
2.1 Introduction
2.2 An Organizing Framework Illustrated with Natura’s Distribution Channel
2.3 Push-Pull Inputs and Downstream Effects in PepsiCo’s Channel
2.4 Push and Pull for Services and Digital Channels
2.5 Beneficial and Harmful Feedback Loops in the Push-Pull System
3.1 Introduction
3.2 Uncoordinated Pricing and Selling Effort
3.3 Over- and Under-Distribution
3.4 Division of Work and Pay: Who Sold That?
3.5 Adapting to Change: Where Does the Future Lie?
4.1 Introduction
4.2 Brick-and-Mortar Intermediaries
4.3 New Digital Intermediaries
4.4 Support Service Providers
4.5 What’s Different about Today’s Channel Functions
5.1 Introduction
5.2 Power in the Channel and Its Sources
5.3 Consumer Search Loyalty: The Ultimate Source of Power
5.4 Economic Indicators of Market Power
6.1 Introduction
6.2 Applying Power in Channel Relationships
6.3 Investments and Safeguards: Efficient Partnership or Power Struggle?
6.4 The Challenge of Preserving Power
6.5 Vertical Restraints: Welfare Enhancing or Anticompetitive?
7.1 Introduction
7.2 A Framework for Measuring Distribution and Matching It to Demand
7.3 Measuring Stocking Outlet Findability: Metrics for Intensity of Distribution Coverage
7.4 Metrics for Distribution Depth
Appendix: An Example to Calculate Basic Distribution Metrics
8.1 Introduction
8.2 A Hierarchy of Performance Metrics
9.1 Introduction
9.2 Classic Categorizations of Products and Distribution Coverage
9.3 Consumer Search Loyalty and Distribution Elasticity
9.4 The Difficulties of Optimizing Distribution Coverage
10.1 Introduction
10.2 The Concept of a Velocity Graph
10.3 Insights from Velocity Graphs: An Illustration with Laundry Detergents
10.4 Velocity, State Franchise Laws, and Over-Distribution of U.S. Auto Makers
11.1 Introduction
11.2 A Variety of Own-Stores to Augment Distribution by Independent Resellers
11.3 The Inevitability and Challenge of Online Distribution
11.4 Be Clear about “Why” to Decide “How” to Distribute Online
12.1 Introduction
12.2 The Saga of Brooks Running and Amazon.com
12.3 Aggregation: Work Worth the Pay in the Online Travel Channel?
12.4 Building a Viable Revenue Model Online: News, Music, and TV
13.1 Introduction
13.2 Channel-Motivated Expansion of SKUs, Brands, and Categories
13.3 Portfolios of SKUs for a Portfolio of Channels
13.4 Portfolios of Brands to Protect Equity and Mitigate Channel Conflict
13.5 Expanding to Support an Exclusive or Direct Channel
13.6 Cautions At All Three Levels of Product Line Expansion
14.1 Introduction
14.2 Why One “Everyday” Price to Resellers Is Usually Not a Good Idea
14.3 The Many Varieties of Trade Promotions
14.4 The Challenge of Assessing the Costs and Profitability of Trade Promotion
Appendix: Trade Promotion, Retail Price Discrimination, and Promotion “Cost”: A Numerical Example
15.1 Introduction
15.2 The Goals and Challenges of Channel Incentives
15.3 How to Maintain Reseller Prices
15.4 Decide Whether to Differentiate or Harmonize Across Multiple Channels
15.5 Challenges Even When You Control Retail Price Directly
Appendix: Excerpts from Mizuno’s MAP Policy
16.1 Pulling (and Pushing) It All Together
16.2 Distribution Dashboards
16.3 The Magical Number Seven Plus or Minus Two Nuggets of Wisdom
16.4 Who Will Be the Masters of Multi-Channel Distribution?
