Editorial: Research Frontiers in Wholesale Distribution

Journal of Management Research, 2009

Most introductory or intermediary marketing courses present marketing from a manufacturer's perspective, in which product distribution is treated as one of the marketing mix variables under the complete control of the manufacturer. Product distribution is assumed by a wide range of middlemen and various distribution agencies that operate in a distinct and separate market. Wholesaler -distributors represent one such type of middlemen and their marketing agenda do not always coincide with the one set out by manufacturers. Thus, the need to form partnerships or alliances via the use of marketing programs and other incentives in order to assure smooth product distribution from points of the production to end users. This paper, then, briefly explains the role of wholesaler-distributors in general, and specifically spells out what they actually do for their suppliers based on the types of marketing functions they perform. The functional approach is also used to analyze the various marketing tasks which are assumed by the wholesaler when taking on a new supplier's product line. . Consumers' willingness to buy food through the internet: A review of the literature and a model for future research,

Centre for Food Chain …, 2003

This discussion paper examines the evolving functions of the wholesale institutions in Western Europe and how they adapt to their new environments. The functions of wholesale markets considered in the economics and management literature include physical functions (gathering food products in a single spot helping the distribution of flows from scattered sources, storage, grading, delivery) and economic functions (favouring stakeholders' information and competition, banking). Through a review of selected case studies, in parallel with visits to wholesale markets in Europe (Paris, Rotterdam, London, Verona) and interviews with their management teams, we tried to relate the importance of wholesale markets in food marketing to the fulfilment of these functions. This led us to the following conclusions. The characteristics and dynamism of wholesale markets are highly variable from one city to another. These variations can be related to several factors : (i) the structure of final distribution, with variable importance of supermarkets, stores and restaurants, which makes the physical function of wholesale markets varyingly useful. In England the role of supermarkets in final distribution of fresh foods (e.g. fruit and vegetables) is much higher than in the other countries visited, with corresponding lower role of wholesale markets, (ii) the ability of market managers to adapt to changes in demand, in particular of offering a diverse range of products and food safety guarantees. For example, the traditional compartmentalisation of wholesale activities in London on different sites for different products may help explain their dwindling activity, whereas one-stop wholesale markets on the continent supplying their customers with everything they need has prevented these markets from losing too much market share to the cash-and-carry shops. Furthermore, a proactive regulatory environment, the switch to high quality produce and a strong public relations policy has also sustained sales from the Rungis wholesale market to its Parisian customers who demand high quality and traceability for their regionally specific food. These factors are themselves strongly influenced by cultural factors. This comparative study of food wholesale markets in Western Europe can help understand issues at stake when developing or renewing wholesale institutions in other parts of the world.

Economic Annals-ХХI, 2018

The article focuses on the problems of the development of wholesale trade in Ukraine. Adapting the activities of wholesalers to the changes taking place in the wholesale market and the development of e-commerce in the conditions of globalisation and the integration of economic processes require the formation of new ways of interaction in supply chains and optimisation of business processes. The purpose of the research is to develop proposals regarding the development of wholesale trade in Ukraine, taking into account the experience of European countries. To do the study, the authors applied comparative analysis and empirical research (in 2017, thirty enterprises of wholesale trade were investigated). Basing on the conducted research and taking into account the experience of the leading countries of the world, the following scenario of the development of wholesale trade in Ukraine is proposed. 1. On the basis of the conducted research it is proved that the wholesale turnover in Ukraine tends to decrease-61.1% of the answers, however 52.8% of the respondents claim through that the wholesale turnover at wholesale enterprises where the respondents work will increase in the next three years. They foresee the development of the horizontal integration of wholesalers, since wholesale trade enterprises have advantages and fundamental differences associated with the period of turnover of funds. Also, such is the respondents' opinion regarding the vertical integration of wholesale enterprises in retail trade. Only a small number of the respondents agreed that wholesale companies would merge with retailers. Therefore, we can assume that this trend is decreasing, and there will be no significant changes in this area in the coming years. 2. The most effective way is the development of wholesale trade as a result of focusing on one of the functions (for example, specialisation in providing logistics services, provision of warehouse services or services to ensure the organisation of goods, the development of 3 PL (PL-provider of logistics services), provision of logistic services by 4 PL-providers with regard to storage, transportation and processing of orders). Such functions are often assumed by the former distribution companies. We consider this direction of wholesale trade to be the most possible. However, this can be achieved only in the presence of warehouses. 3. We have provided a conceptual framework for the development of wholesale trade in accordance with the implementation of the omni-channel strategy. The application of e-commerce in the activities by wholesalers (for B2B businesses) increases the level of customer service in the modern environment. The respondents acknowledge the tendency to create their own online stores at wholesale enterprises-89%, which correlates with 97% of the respondents who will increase wholesale trade in e-commerce in the next three years. The introduction of e-commerce in the activities of wholesalers (for B2B businesses) will contribute to the enhanced level of customer service in the modern environment. Yet, the effective use of the omni-channel strategy is a complex process that requires integration of advanced technology and transformation of outdated organisational structures and business processes.

International Journal of Physical Distribution & Logistics Management, 2002

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2014

Role and position are key concepts in explaining both stability and change in distribution networks.Developing a shared understanding of roles with other actorshasbeen identified asa prerequisite for an actor thatwants to change theirposition in a network. Our research aims at understanding how such a shared perception of role develops through actors’ actions and interactions in networks. We explore the extent to which the concept of legitimacy helps in understanding the favourable conditions to develop a shared interpretation of role. The empirical setting of this research is the Frenchfreshfruit and vegetables (FFV) distribution that has been characterised by an important movement of disintermediation as large-scale retailers started to centralise their purchasing and marketing functions and to concentrate their supplies.Contrary to other product categories, wholesalers still keep on acting in such networks. Findings rely on a two-stepqualitative approach:a qualitative study based...

Problems and Perspectives, in: …, 2005

Analyszing the Cash and Carry Wholesaler's Right of Existence in the Distribution Channel" AUTHORS Mike Cant Louise van Scheers ARTICLE INFO Mike Cant and Louise van Scheers (2005). Analyszing the Cash and Carry Wholesaler's Right of Existence in the Distribution Channel. Problems and Perspectives in Management, 3(4) RELEASED ON Tuesday,

2004

The inspiration for doing this study came from an observation made by several researchers independently. The researchers had noticed significant differences between practices that they had encountered in companies and some common assumptions concerning grocery retailers' logistics processes. Since there currently is little factual information available on this subject, the study "Logistics processes of European grocery retailers" was launched. Data for the study was collected through in-depth interviews with twelve leading European grocery retailers. The interview questionnaire was designed to solicit and capture information regarding the companies' supply chains, key performance indicators, logistics processes, and challenges. The interviewees were mainly directors or managers in charge of logistics and supply chain management, development, category management, or information technology. The retailers represented six geographical areas: the Nordic countries, the UK, Northern Continental Europe, Western Continental Europe, Central Continental Europe, and Southern Continental Europe. The study resulted in interesting findings within three main areas: supply chain organization and performance, logistics processes, and information sharing and collaboration. In addition, a number of interesting practices were identified in areas ranging from assortment planning to distribution, supplier collaboration, and performance measurement. These are presented in thirteen case inserts in the report.

2010

Purpose Pharmaceutical distributors and wholesalers have played a key part in the pharmaceutical products supply chains in the United Kingdom and the USA for many years (HDMA, 2009). Their role is changing as control of the “space” between manufacturers and retailers has become contested (Corbin, 2006; PricewaterhouseCoopers, 2007; Savage and al., 2006), the economical crisis has taken hold and governments on both sides of the Atlantic have brought forward new legislation (Vecchione, 2009). This paper aims to show what the collaborative logistics practices of wholesalers are and how the strategies developed by the logistics service providers may make the pharmaceutical supply chain more sustainable. Research Approach This study analyses documents, websites and interviews of managers from British and American wholesalers and logistics service providers. We employed the Graneheim and Lundman (2004) methods to perform our content analysis. The software Nvivo 8 was used to analyse the c...

Industrial Marketing Management, 2003