Name:                                                SID: 

The purpose of this exercise is for you to consider how your firm would deliver its product to its overseas buyers.  These ideas will be usable in your Project Part 2 under the ‘Place’ heading.

In each of these three sections below, discuss a distribution issue which would affect your company.  You could start by drawing a channel structure diagram as in Figure 8.1 on p272 of Czinkota to establish the route your product will take: referring also to Lecture 6 and Ch 7 might help as well since market entry is closely linked to distribution (note that Services are delivered in particular ways due to their nature: see market entry methods lecture. You could say which apply in your case and explain why).  Perhaps consider if your firm would use direct or indirect channels, and say why.  Have a look at your firm’s imported competitors (not the local ones in the foreign market) and see how they distribute in this or other overseas markets: note this as part of your answer below.  Consider some of the issues identified in Czinkota’s 11Cs model and see if they might be relevant to your company: you could identify one or two and show how they would determine your firm’s behaviour.  Comment on any problems specific to your product that would impact on the physical delivery of it, such as the need for refrigeration or speed of delivery or cost, and find some evidence to back this up.  Suggest where your retail chain or franchise outlets would...