Course Paper Guide for Distribution Management

Pages: 26 (3193 words) Published: July 11, 2011
UNIVERSITY OF SANTO TOMAS
College of Commerce and Business Administration
1st Semester, A.Y. 2011 – 2012

COURSE PAPER REQUIREMENT and PROCEDURES IN DISTRIBUTION MANAGEMENT (BA 20)

Tasks to accomplish:

1. Goal Setting for Distribution Plan
2. Analysis of the existing product to be studied (including SWOT Analysis) including existing distribution channels. 3. Segmenting the Market using the Service Outputs Demanded by the end-consumers 4. Choosing the Channel Formats to be used (retailer-based channel formats must be included) 5. Identifying the Channel Members, their responsibilities (channel flows to be performed), and knowing the Channel Structure and Intensity 6. The Gap Analysis: Identifying the demand-side and supply-side gaps and closing the gaps 7. Distribution Strategies

8. Recommendations

TASK 1: Goal-Setting for Distribution Plan

A. List down all the course paper’s specific objectives (minimum of 5; maximum of 10)

1) ____________________________________________________________

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2) ____________________________________________________________

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3) ____________________________________________________________

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4) ____________________________________________________________

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5) ____________________________________________________________

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6) ____________________________________________________________

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7) ____________________________________________________________

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8) ____________________________________________________________

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9) ____________________________________________________________

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10) ____________________________________________________________

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TASK 2: Analysis of the existing product to be studied (existing product chosen in Marketing Research subject), SWOT Analysis, and identification of existing distribution channels of the company

Worksheet:

1. List the Product(s) or Service(s) being studied (including the line and category, if applicable)

a. ____________________________________________

b. ____________________________________________

c. ____________________________________________

d. ____________________________________________

e. ____________________________________________

2. List the existing distribution channels for product(s) or lines of product(s) chosen.

f. ____________________________________________

g. ____________________________________________

h. ____________________________________________

i. ____________________________________________

j. ____________________________________________

3. List all the specific value-added services (service outputs) provided by the company.

Specific Value-added services provided| Generic Service Output: Description/process of service output| 1. | |
2. | |
3. | |
4. | |
5. | |
6. | |
7. | |

Task 2(3) Worksheet 1:

Specific Value-added services provided| Generic Service Output: Description/process of service output| 1. | |
2. | |
3. | |
4. | |
5. | |

Task 2(3) Worksheet 2:

Specific Value-added services provided| Generic Service Output: Description/process of service output| 6.| |
7.| |
8. | |
9. | |
10. | |

4. List down the company’s top-5 direct competitors in the industry, their strengths and their weaknesses.

Task 2 (4) Worksheet 1:

Company Name| Product(s) and/or service(s) and value-added services offered | Primary and secondary target market| Competitor’s distribution channels (channel types and formats used)| Competitor’s strengths(competitive advantages)| Competitor’s weaknesses(disadvantages)| | | | | | |

| | | | | |
| | | | | |

Task 2 (4) Worksheet 2:

Company Name| Product(s) and/or service(s) and value-added services...
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