Your Small Business Marketing Connection
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                                      Exclusive Distribution
                                      Giving exclusivity enables the channel member to associate your product more closely with the channel member's other products.  With exclusivity, they channel member will typically have more motivation to push the product to the next level of distribution or to the consumers.

                                      Exclusive Distribution- Elements of Tradeoffs

                                      Possible easier to sell in
                                      Higher control
                                      Higher margins for all
                                      Less competition at point of sale
                                      More push in store
                                      Less coverage
                                      More association with channel
                                      Members attributes
                                      Possible guaranteed minimum sales

                                      Selective Distribution
                                      Selective distribution is the conceptual middle between exclusive and intensive distribution.  This allows some to resell the product but by not allowing everyone to carry the product you retain some control as to how it is resold. 


                                      Selective Distribution-the conceptual middle between exclusive and intensive distribution

                                      Resellers compete
                                      Less reseller loyalty

                                      Intensive Distribution
                                      Intensive distribution allows anyone who wants to carry the product to do so.  The objective is to be everywhere the end customer might be and possibly buy the product offering.  This is a good option for impulse purchases, such as candy and snacks.  The consumer does need to know the product exists and see the value in it.


                                      Intensive Distribution-the opposite extreme in the options

                                      High Coverage
                                      Convenience
                                      Lower Control
                                      Less Push in store
                                      More mass pull needed
                                      More Coverage
                                      Faster Sales Cycle Possible