SlideShare a Scribd company logo
1 of 34
The Lean LaunchPad


Presentation examplesused in
Class 5 - Distribution Channels




                                  07/02/12
Book Publishing
Channel Example
Example: Book Publishing
             National
Publisher                 Printer   Wholesaler   Retailer   Customer
            Distributor




                                                                 2
Book Publishing
                             National
               Publisher                 Distributor   Retailer   Customer
                            Wholesaler

•Percent of      35%          15%           10%         40%
     Retail
                 $7.00        $3.00        $2.00       $8.00       $20.00



  • You get
     -35% of retail
     - the distributor gets 10%
     - the wholesaler gets 15%
     - the retailer gets 40%
          -less any discount they offer the customer


                                                                       3
Book Publishing Economics
                    National
Publisher                                   Wholesaler            Retailer            Customer
                   Distributor

        Allowances

                  Wholesale costs

                                    Bills
                                                                             Markup
                                                       Credit
                                                     guarantees
                               Payment
                              guarantees
         Payment
        guarantees

                             Return rights

                                 Credits

            Payments
                                                                                           4
Book Publishing Delivery
                   National
Publisher                          Printer       Wholesaler          Retailer
                  Distributor


 Prepare film
                                Receive
  (content)
                                 Schedules
                                 Print orders    Determine       Merchandise
                                 Bundle          allocations        titles
                                  counts
                                 Film

                                                                     Sell
                                                 Deliver orders
                                                                   magazines

 Establish        Prepare
                   galleys      Print and ship
  identity
                                 magazines
 Create
  demand

                                                  Dispose of      Acknowledge
                                                   returns          returns

                                                                           5
Medical Device
Channel Example
Product flow/Channel

Electronic                                                Partners/
  Health                   Fluid Synchrony
                                                           OEMS
 Records

             Electronic   Support Pump +        Bundled
              Records     Services Controller     Kits




                              Hospitals
                          (Anesthesiologists
Patients                   Neurosurgeons)


                             Pain Clinic
                          (Anesthesiologists
                           Neurosurgeons)
Hospitals

Pain Clinics
                         Channels (Direct)

               • Direct to institutions
                  • Some formularies involved in purchase decisions
                  • Some doctors make purchase decision directly
               • Device company/Doctor relationship is key
               • Heavily influenced by :
                  • Clinical study results
                  • Regulatory approval
                  • Reimbursement
Farm Sensor Industry
  Channel Example
Channel Model: Service Provider

                                            Product
                                             Money

            OEM                             Nutrient
                                             Data
                         Large farm




Us




                         Small farm




          USDA/EPA                     Licensing/sales
Channel Model: Service Provider

                                            Product
                                             Money

            OEM                             Nutrient
                                             Data
                         Large farm
                                       Product



Us




                         Small farm    Service



          USDA/EPA                     Licensing/sales
Dental Product
Channel Example
COST / PROFIT ANALYSIS

  Licensing Revenue Model


Per unit cost and profit estimation
          Our revenue 4-8% revenues                                      List price




                                                                                      End user
                      Univ.                Manufacturing
       Maintaining              Raw                        License
R&D                  License                    &                    Distribution
           IP          fee     materials                     fee
                                            Packaging




                                                                                          13
Licensing of Technology Ecosystem

             University           Insurance
                                   Agencies
 2-4% license fee
                                          $$$
             DMX
               R&D
             Products
            Procedures
                                 Health-Care
                IPs
                                  Providers:     $$   End
4-8% royalty                      Hospitals           User
                          ~$40   Practitioners
            Customer                Clinics
         segment: Large
           corporations
          J&J, GSK, 3M



                                                             14
Medical Device
Channel Example 2
•
•
•




•
•
•
Dental Product 2
Channel Example
Channels



   Direct Sales        Big Distributors




Private Practice   Institutional   Purchasing
    Dentist           Dentist      Department
Channels



   Direct Sales        Big Distributors

                                                80% Market Share
                                                30% Margin




Private Practice   Institutional   Purchasing
    Dentist           Dentist      Department
Channels
                                                Continuing
                                                Education    Magazines   Trade
                                                 Courses      & Email    Shows




   Direct Sales        Big Distributors

                                                 80% Market Share
                                                 30% Margin




Private Practice   Institutional   Purchasing
    Dentist           Dentist      Department
Online Rental
Channel Example
PM Tools
                                                                                               Rentpost.com
                                                             Listings                                  Rentjuice.com
                                                             Provider                          Buildium.com
                                                             Craigslist                              Rentingsmart.co
                        Potential                              Padmapper.com
                                                                                            Propertyware.com
                        Landlords                           Rent.com
                                                               Apartment.com                   propertymanagemnt360
              Show, Advise, Valuate
                                                           Forrent.com
                                                                 Rentjuice.com
       Realtors
                                                         Propertyware.co
                                                                   Trulia.com
         Sell, Advise
                                                                      Credit Checks
                        Landlords
                                                                    Safetenantcheck.c
                                                                              Erenter.com
                                                                      Buildium.com
      Property              Listings,
      Managers              Checks                       Payment Facilitator                               Maintenance
                            Rent Payment
         Listings,                                        Rentpayment.com                                    Ratings
         Checks                                                  Clearnow.com
         Rent Payment                                                                                         Yelp.com
                         Tenants                            Online Cheque
                                                                                                                   Angie’s List
                                                                 Rentingsmart.co
Maintenance
Furnishing      Moving                Find information           Maintenance Finding
       Service                                                         Zoospi.com
      Providers                                                              Redbeacon.com
                                                                     Taskrabbit.com
                                                                            Servicemagic.com             Schedule Tools
                                                                                                          Setster.com
                        Web Info                                                                                  Zoospi.com
                                                                                                                         23
Dental Product 3
Channel Example
COST / PROFIT ANALYSIS
   Direct Sales Revenue Model
                                               Our revenue   $27     List price   $40 *
 Per unit cost and profit estimation                                %32 cut




                                                                                      End user
     Raw active    Manufacturing &     Profit + R&D + License
                                                                   Distributor
     ingredient      Packaging                   fee


         $6            ? ($5)                ~$11                    ~$13



* Competition
• NuProprophy paste (Novamin$50)
• NuPro desensitizer (Novamin$93)
• MI varnish (Recaldent$100)
• Gluma desensitizer (Glutaraldehyde$130)
• Health-Dent desensitizer (Fluoride $49)
                                                                                                 25
Direct Sales Ecosystem
   R&D &                 University           Insurance
  Regulation
                                               Agencies
                           $?
                                                    $$??
 Raw Materials
 Manufacturing
                 $6/pk   DMX
                            R&D
                          Products
                                                Customer
                 $5/pk   Procedures
                                               Segments;
 Formulations                IPs
                                              Health-Care $$?? End
 &Packaging
                            -32%($27)          Providers:      User
                                               - Hospitals
                          Product            - Practitioners
                          Sales &     $40/pk     - Clinics
                         Distribution




                                                                      26
Channel Example
• F-dopa iodonium intermediate
              • F-dopamine iodonium intermediate       Precursor Synthesis
Reagents


              • ABX          • Siemens Explora
   GMP        • Eckert & Ziegler                       Precursor in Cassette
 Cassette     • GE MX module for TracerLab
Components


              • Eckert & Ziegler      • Synthra
   GMP        • Siemens Explora                        Cassette (device)
 Compliant    • Neoprobe      • TracerLab/ GE
Synthesizer

            •   Siemens PETNet
            •   GE Amersham
 PET Drug •     Cardinal Health                        Finished product
Distributor •   AAA • Iason


                                                  28
  I-Corps Final Presentation 12/14/11
Channel Example
Travel Industry
Channel Example
Travel Services:
Impact of Changing Technology
The Advent of GDS Systems (1980 -1995)
Turning the Screen Around
 Online Travel (1995-2010)

More Related Content

What's hot

Lecture 3 customer segments 120411
Lecture 3 customer segments 120411Lecture 3 customer segments 120411
Lecture 3 customer segments 120411
Stanford University
 
Presales, solution design & bid management an overview
Presales, solution design & bid management   an overviewPresales, solution design & bid management   an overview
Presales, solution design & bid management an overview
Mukesh Yadav
 
Nsf lecture 1 bus model cust dev
Nsf lecture 1 bus model cust devNsf lecture 1 bus model cust dev
Nsf lecture 1 bus model cust dev
Stanford University
 
Innovation strategyroadmap ppt
Innovation strategyroadmap pptInnovation strategyroadmap ppt
Innovation strategyroadmap ppt
Joe Hines
 

What's hot (20)

Lecture 3 customer segments 120411
Lecture 3 customer segments 120411Lecture 3 customer segments 120411
Lecture 3 customer segments 120411
 
Industry case study ip strategy HiLTI
Industry case study ip strategy HiLTIIndustry case study ip strategy HiLTI
Industry case study ip strategy HiLTI
 
Customer Development at Startup2Startup
Customer Development at Startup2StartupCustomer Development at Startup2Startup
Customer Development at Startup2Startup
 
Porters Five forces for Advertising and Branding Industry
Porters Five forces for Advertising and Branding IndustryPorters Five forces for Advertising and Branding Industry
Porters Five forces for Advertising and Branding Industry
 
Product Development Charter
Product Development CharterProduct Development Charter
Product Development Charter
 
Technology Commercialization Strategy
Technology Commercialization StrategyTechnology Commercialization Strategy
Technology Commercialization Strategy
 
Introducing the Product Mgmt Framework (PMF)
Introducing the Product Mgmt Framework (PMF)Introducing the Product Mgmt Framework (PMF)
Introducing the Product Mgmt Framework (PMF)
 
Presales, solution design & bid management an overview
Presales, solution design & bid management   an overviewPresales, solution design & bid management   an overview
Presales, solution design & bid management an overview
 
Philip Kotler Presentation on ASEAN Marketing Summit 2015
Philip Kotler Presentation on ASEAN Marketing Summit 2015Philip Kotler Presentation on ASEAN Marketing Summit 2015
Philip Kotler Presentation on ASEAN Marketing Summit 2015
 
Nsf lecture 1 bus model cust dev
Nsf lecture 1 bus model cust devNsf lecture 1 bus model cust dev
Nsf lecture 1 bus model cust dev
 
New Product Development Process
New Product Development ProcessNew Product Development Process
New Product Development Process
 
Disruption and Your Business
Disruption and Your BusinessDisruption and Your Business
Disruption and Your Business
 
Himont Case Q&A - Team of vvln sastry, saxena, sinha, sagar, sarvade
Himont Case Q&A - Team of vvln sastry, saxena, sinha, sagar, sarvadeHimont Case Q&A - Team of vvln sastry, saxena, sinha, sagar, sarvade
Himont Case Q&A - Team of vvln sastry, saxena, sinha, sagar, sarvade
 
Innovation strategyroadmap ppt
Innovation strategyroadmap pptInnovation strategyroadmap ppt
Innovation strategyroadmap ppt
 
Canvas examples
Canvas examplesCanvas examples
Canvas examples
 
Lecture 6 revenue model
Lecture 6   revenue modelLecture 6   revenue model
Lecture 6 revenue model
 
Business Models Template E145
Business Models Template E145Business Models Template E145
Business Models Template E145
 
Guide to New Product Development (NPD)
Guide to New Product Development (NPD)Guide to New Product Development (NPD)
Guide to New Product Development (NPD)
 
Nike; digital transformation case study
Nike; digital transformation case studyNike; digital transformation case study
Nike; digital transformation case study
 
Product strategy
Product strategyProduct strategy
Product strategy
 

Viewers also liked

Presentation examples for class 6 customer relationships
Presentation examples for class 6 customer relationshipsPresentation examples for class 6 customer relationships
Presentation examples for class 6 customer relationships
Stanford University
 
Chapter 10. distribution channel & logistics management
Chapter 10. distribution channel & logistics managementChapter 10. distribution channel & logistics management
Chapter 10. distribution channel & logistics management
Jags Jagdish
 
Channels of distribution
Channels of distributionChannels of distribution
Channels of distribution
vermamanju84
 
Channels of distribution
Channels of distributionChannels of distribution
Channels of distribution
Raveena Kaushal
 
DISTRIBUTION CHANNELS
DISTRIBUTION CHANNELSDISTRIBUTION CHANNELS
DISTRIBUTION CHANNELS
Rajesh kumar
 

Viewers also liked (11)

Presentation examples for class 6 customer relationships
Presentation examples for class 6 customer relationshipsPresentation examples for class 6 customer relationships
Presentation examples for class 6 customer relationships
 
Chapter 10. distribution channel & logistics management
Chapter 10. distribution channel & logistics managementChapter 10. distribution channel & logistics management
Chapter 10. distribution channel & logistics management
 
Service process
Service processService process
Service process
 
Service Delivery Management (Lucia Eversley)
Service Delivery Management (Lucia Eversley)Service Delivery Management (Lucia Eversley)
Service Delivery Management (Lucia Eversley)
 
Channels of distribution
Channels of distributionChannels of distribution
Channels of distribution
 
Employees’ roles in service delivery
Employees’ roles in service deliveryEmployees’ roles in service delivery
Employees’ roles in service delivery
 
Service delivery management
Service delivery managementService delivery management
Service delivery management
 
Integrated service marketing communication
Integrated service marketing communicationIntegrated service marketing communication
Integrated service marketing communication
 
Channels of distribution
Channels of distributionChannels of distribution
Channels of distribution
 
DISTRIBUTION CHANNELS
DISTRIBUTION CHANNELSDISTRIBUTION CHANNELS
DISTRIBUTION CHANNELS
 
Distribution channels marketing management ppt
Distribution channels marketing management pptDistribution channels marketing management ppt
Distribution channels marketing management ppt
 

Similar to Presentation examples for class 5 distribution channels

Lecture 3 NSF I-Corps March 2012 customers
Lecture 3 NSF I-Corps March 2012 customersLecture 3 NSF I-Corps March 2012 customers
Lecture 3 NSF I-Corps March 2012 customers
Stanford University
 
Lecture 4 distribution channels 120411
Lecture 4 distribution channels 120411Lecture 4 distribution channels 120411
Lecture 4 distribution channels 120411
Stanford University
 
Nsf online lecture 4 distribution channels
Nsf online lecture 4 distribution channelsNsf online lecture 4 distribution channels
Nsf online lecture 4 distribution channels
Stanford University
 
Presentation examples for class 7 revenue models
Presentation examples for class 7 revenue modelsPresentation examples for class 7 revenue models
Presentation examples for class 7 revenue models
Stanford University
 
Sweet sensors lecture 8 resources
Sweet sensors lecture 8 resourcesSweet sensors lecture 8 resources
Sweet sensors lecture 8 resources
Stanford University
 
Nsf online lecture 6 revenue models
Nsf online lecture 6 revenue modelsNsf online lecture 6 revenue models
Nsf online lecture 6 revenue models
Stanford University
 
What Can Bond Do For Your Company
What Can Bond Do For Your CompanyWhat Can Bond Do For Your Company
What Can Bond Do For Your Company
birney.james
 
Lean Launchpad Tucson - Distribution Channels
Lean Launchpad Tucson - Distribution ChannelsLean Launchpad Tucson - Distribution Channels
Lean Launchpad Tucson - Distribution Channels
Aaron Eden
 
Carbon cultures lecture 7 partners
Carbon cultures lecture 7 partnersCarbon cultures lecture 7 partners
Carbon cultures lecture 7 partners
Stanford University
 
Ad ecosystem-slides
Ad ecosystem-slidesAd ecosystem-slides
Ad ecosystem-slides
Eric Picard
 
Soliculture NSF Final Presentation
Soliculture NSF Final PresentationSoliculture NSF Final Presentation
Soliculture NSF Final Presentation
Stanford University
 
Management of Life Science Promotional Material
Management of Life Science Promotional MaterialManagement of Life Science Promotional Material
Management of Life Science Promotional Material
dirkbeth
 

Similar to Presentation examples for class 5 distribution channels (20)

Lecture 3 NSF I-Corps March 2012 customers
Lecture 3 NSF I-Corps March 2012 customersLecture 3 NSF I-Corps March 2012 customers
Lecture 3 NSF I-Corps March 2012 customers
 
Lecture 4 distribution channels 120411
Lecture 4 distribution channels 120411Lecture 4 distribution channels 120411
Lecture 4 distribution channels 120411
 
Nsf online lecture 4 distribution channels
Nsf online lecture 4 distribution channelsNsf online lecture 4 distribution channels
Nsf online lecture 4 distribution channels
 
Presentation examples for class 7 revenue models
Presentation examples for class 7 revenue modelsPresentation examples for class 7 revenue models
Presentation examples for class 7 revenue models
 
Sweet sensors lecture 8 resources
Sweet sensors lecture 8 resourcesSweet sensors lecture 8 resources
Sweet sensors lecture 8 resources
 
Inserogen lecture 7 partners
Inserogen lecture 7 partnersInserogen lecture 7 partners
Inserogen lecture 7 partners
 
Delft climate kic 070212 part 2
Delft climate kic 070212 part 2Delft climate kic 070212 part 2
Delft climate kic 070212 part 2
 
Nsf online lecture 6 revenue models
Nsf online lecture 6 revenue modelsNsf online lecture 6 revenue models
Nsf online lecture 6 revenue models
 
What Can Bond Do For Your Company
What Can Bond Do For Your CompanyWhat Can Bond Do For Your Company
What Can Bond Do For Your Company
 
Sen severe final presentation
Sen severe final presentationSen severe final presentation
Sen severe final presentation
 
Java micro-services
Java micro-servicesJava micro-services
Java micro-services
 
Lean Launchpad Tucson - Distribution Channels
Lean Launchpad Tucson - Distribution ChannelsLean Launchpad Tucson - Distribution Channels
Lean Launchpad Tucson - Distribution Channels
 
Best Practices in Forecasting & Optimization
Best Practices in Forecasting & OptimizationBest Practices in Forecasting & Optimization
Best Practices in Forecasting & Optimization
 
Carbon cultures lecture 7 partners
Carbon cultures lecture 7 partnersCarbon cultures lecture 7 partners
Carbon cultures lecture 7 partners
 
Inserogen lecture 8 resources
Inserogen lecture 8 resourcesInserogen lecture 8 resources
Inserogen lecture 8 resources
 
Ad ecosystem-slides
Ad ecosystem-slidesAd ecosystem-slides
Ad ecosystem-slides
 
2012數位趨勢高峰論壇--功典集團執行長陳傑豪
2012數位趨勢高峰論壇--功典集團執行長陳傑豪2012數位趨勢高峰論壇--功典集團執行長陳傑豪
2012數位趨勢高峰論壇--功典集團執行長陳傑豪
 
Soliculture NSF Final Presentation
Soliculture NSF Final PresentationSoliculture NSF Final Presentation
Soliculture NSF Final Presentation
 
Management of Life Science Promotional Material
Management of Life Science Promotional MaterialManagement of Life Science Promotional Material
Management of Life Science Promotional Material
 
Tycoon Medical Final Asia Practicum
Tycoon Medical Final Asia PracticumTycoon Medical Final Asia Practicum
Tycoon Medical Final Asia Practicum
 

More from Stanford University

More from Stanford University (20)

Team Networks - 2022 Technology, Innovation & Great Power Competition
Team Networks  - 2022 Technology, Innovation & Great Power CompetitionTeam Networks  - 2022 Technology, Innovation & Great Power Competition
Team Networks - 2022 Technology, Innovation & Great Power Competition
 
Team LiOn Batteries - 2022 Technology, Innovation & Great Power Competition
Team LiOn Batteries  - 2022 Technology, Innovation & Great Power CompetitionTeam LiOn Batteries  - 2022 Technology, Innovation & Great Power Competition
Team LiOn Batteries - 2022 Technology, Innovation & Great Power Competition
 
Team Quantum - 2022 Technology, Innovation & Great Power Competition
Team Quantum  - 2022 Technology, Innovation & Great Power CompetitionTeam Quantum  - 2022 Technology, Innovation & Great Power Competition
Team Quantum - 2022 Technology, Innovation & Great Power Competition
 
Team Disinformation - 2022 Technology, Innovation & Great Power Competition
Team Disinformation  - 2022 Technology, Innovation & Great Power CompetitionTeam Disinformation  - 2022 Technology, Innovation & Great Power Competition
Team Disinformation - 2022 Technology, Innovation & Great Power Competition
 
Team Wargames - 2022 Technology, Innovation & Great Power Competition
Team Wargames  - 2022 Technology, Innovation & Great Power CompetitionTeam Wargames  - 2022 Technology, Innovation & Great Power Competition
Team Wargames - 2022 Technology, Innovation & Great Power Competition
 
Team Acquistion - 2022 Technology, Innovation & Great Power Competition
Team Acquistion  - 2022 Technology, Innovation & Great Power Competition Team Acquistion  - 2022 Technology, Innovation & Great Power Competition
Team Acquistion - 2022 Technology, Innovation & Great Power Competition
 
Team Climate Change - 2022 Technology, Innovation & Great Power Competition
Team Climate Change - 2022 Technology, Innovation & Great Power Competition Team Climate Change - 2022 Technology, Innovation & Great Power Competition
Team Climate Change - 2022 Technology, Innovation & Great Power Competition
 
Altuna Engr245 2022 Lessons Learned
Altuna Engr245 2022 Lessons LearnedAltuna Engr245 2022 Lessons Learned
Altuna Engr245 2022 Lessons Learned
 
Invisa Engr245 2022 Lessons Learned
Invisa Engr245 2022 Lessons LearnedInvisa Engr245 2022 Lessons Learned
Invisa Engr245 2022 Lessons Learned
 
ānanda Engr245 2022 Lessons Learned
ānanda Engr245 2022 Lessons Learnedānanda Engr245 2022 Lessons Learned
ānanda Engr245 2022 Lessons Learned
 
Gordian Knot Center Roundtable w/Depty SecDef
Gordian Knot Center Roundtable w/Depty SecDef Gordian Knot Center Roundtable w/Depty SecDef
Gordian Knot Center Roundtable w/Depty SecDef
 
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...
 
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...
 
Team Catena - 2021 Technology, Innovation & Great Power Competition
Team Catena - 2021 Technology, Innovation & Great Power CompetitionTeam Catena - 2021 Technology, Innovation & Great Power Competition
Team Catena - 2021 Technology, Innovation & Great Power Competition
 
Team Apollo - 2021 Technology, Innovation & Great Power Competition
Team Apollo - 2021 Technology, Innovation & Great Power CompetitionTeam Apollo - 2021 Technology, Innovation & Great Power Competition
Team Apollo - 2021 Technology, Innovation & Great Power Competition
 
Team Drone - 2021 Technology, Innovation & Great Power Competition
Team Drone - 2021 Technology, Innovation & Great Power CompetitionTeam Drone - 2021 Technology, Innovation & Great Power Competition
Team Drone - 2021 Technology, Innovation & Great Power Competition
 
Team Short Circuit - 2021 Technology, Innovation & Great Power Competition
Team Short Circuit - 2021 Technology, Innovation & Great Power CompetitionTeam Short Circuit - 2021 Technology, Innovation & Great Power Competition
Team Short Circuit - 2021 Technology, Innovation & Great Power Competition
 
Team Aurora - 2021 Technology, Innovation & Great Power Competition
Team Aurora - 2021 Technology, Innovation & Great Power CompetitionTeam Aurora - 2021 Technology, Innovation & Great Power Competition
Team Aurora - 2021 Technology, Innovation & Great Power Competition
 
Team Conflicted Capital Team - 2021 Technology, Innovation & Great Power Comp...
Team Conflicted Capital Team - 2021 Technology, Innovation & Great Power Comp...Team Conflicted Capital Team - 2021 Technology, Innovation & Great Power Comp...
Team Conflicted Capital Team - 2021 Technology, Innovation & Great Power Comp...
 
Lecture 8 - Technology, Innovation and Great Power Competition - Cyber
Lecture 8 - Technology, Innovation and Great Power Competition - CyberLecture 8 - Technology, Innovation and Great Power Competition - Cyber
Lecture 8 - Technology, Innovation and Great Power Competition - Cyber
 

Recently uploaded

Making and Justifying Mathematical Decisions.pdf
Making and Justifying Mathematical Decisions.pdfMaking and Justifying Mathematical Decisions.pdf
Making and Justifying Mathematical Decisions.pdf
Chris Hunter
 
Beyond the EU: DORA and NIS 2 Directive's Global Impact
Beyond the EU: DORA and NIS 2 Directive's Global ImpactBeyond the EU: DORA and NIS 2 Directive's Global Impact
Beyond the EU: DORA and NIS 2 Directive's Global Impact
PECB
 
Activity 01 - Artificial Culture (1).pdf
Activity 01 - Artificial Culture (1).pdfActivity 01 - Artificial Culture (1).pdf
Activity 01 - Artificial Culture (1).pdf
ciinovamais
 
An Overview of Mutual Funds Bcom Project.pdf
An Overview of Mutual Funds Bcom Project.pdfAn Overview of Mutual Funds Bcom Project.pdf
An Overview of Mutual Funds Bcom Project.pdf
SanaAli374401
 
Gardella_Mateo_IntellectualProperty.pdf.
Gardella_Mateo_IntellectualProperty.pdf.Gardella_Mateo_IntellectualProperty.pdf.
Gardella_Mateo_IntellectualProperty.pdf.
MateoGardella
 
1029-Danh muc Sach Giao Khoa khoi 6.pdf
1029-Danh muc Sach Giao Khoa khoi  6.pdf1029-Danh muc Sach Giao Khoa khoi  6.pdf
1029-Danh muc Sach Giao Khoa khoi 6.pdf
QucHHunhnh
 

Recently uploaded (20)

psychiatric nursing HISTORY COLLECTION .docx
psychiatric  nursing HISTORY  COLLECTION  .docxpsychiatric  nursing HISTORY  COLLECTION  .docx
psychiatric nursing HISTORY COLLECTION .docx
 
Presentation by Andreas Schleicher Tackling the School Absenteeism Crisis 30 ...
Presentation by Andreas Schleicher Tackling the School Absenteeism Crisis 30 ...Presentation by Andreas Schleicher Tackling the School Absenteeism Crisis 30 ...
Presentation by Andreas Schleicher Tackling the School Absenteeism Crisis 30 ...
 
Measures of Central Tendency: Mean, Median and Mode
Measures of Central Tendency: Mean, Median and ModeMeasures of Central Tendency: Mean, Median and Mode
Measures of Central Tendency: Mean, Median and Mode
 
Making and Justifying Mathematical Decisions.pdf
Making and Justifying Mathematical Decisions.pdfMaking and Justifying Mathematical Decisions.pdf
Making and Justifying Mathematical Decisions.pdf
 
APM Welcome, APM North West Network Conference, Synergies Across Sectors
APM Welcome, APM North West Network Conference, Synergies Across SectorsAPM Welcome, APM North West Network Conference, Synergies Across Sectors
APM Welcome, APM North West Network Conference, Synergies Across Sectors
 
Beyond the EU: DORA and NIS 2 Directive's Global Impact
Beyond the EU: DORA and NIS 2 Directive's Global ImpactBeyond the EU: DORA and NIS 2 Directive's Global Impact
Beyond the EU: DORA and NIS 2 Directive's Global Impact
 
Activity 01 - Artificial Culture (1).pdf
Activity 01 - Artificial Culture (1).pdfActivity 01 - Artificial Culture (1).pdf
Activity 01 - Artificial Culture (1).pdf
 
Basic Civil Engineering first year Notes- Chapter 4 Building.pptx
Basic Civil Engineering first year Notes- Chapter 4 Building.pptxBasic Civil Engineering first year Notes- Chapter 4 Building.pptx
Basic Civil Engineering first year Notes- Chapter 4 Building.pptx
 
An Overview of Mutual Funds Bcom Project.pdf
An Overview of Mutual Funds Bcom Project.pdfAn Overview of Mutual Funds Bcom Project.pdf
An Overview of Mutual Funds Bcom Project.pdf
 
Application orientated numerical on hev.ppt
Application orientated numerical on hev.pptApplication orientated numerical on hev.ppt
Application orientated numerical on hev.ppt
 
Gardella_Mateo_IntellectualProperty.pdf.
Gardella_Mateo_IntellectualProperty.pdf.Gardella_Mateo_IntellectualProperty.pdf.
Gardella_Mateo_IntellectualProperty.pdf.
 
This PowerPoint helps students to consider the concept of infinity.
This PowerPoint helps students to consider the concept of infinity.This PowerPoint helps students to consider the concept of infinity.
This PowerPoint helps students to consider the concept of infinity.
 
Nutritional Needs Presentation - HLTH 104
Nutritional Needs Presentation - HLTH 104Nutritional Needs Presentation - HLTH 104
Nutritional Needs Presentation - HLTH 104
 
Key note speaker Neum_Admir Softic_ENG.pdf
Key note speaker Neum_Admir Softic_ENG.pdfKey note speaker Neum_Admir Softic_ENG.pdf
Key note speaker Neum_Admir Softic_ENG.pdf
 
Explore beautiful and ugly buildings. Mathematics helps us create beautiful d...
Explore beautiful and ugly buildings. Mathematics helps us create beautiful d...Explore beautiful and ugly buildings. Mathematics helps us create beautiful d...
Explore beautiful and ugly buildings. Mathematics helps us create beautiful d...
 
Grant Readiness 101 TechSoup and Remy Consulting
Grant Readiness 101 TechSoup and Remy ConsultingGrant Readiness 101 TechSoup and Remy Consulting
Grant Readiness 101 TechSoup and Remy Consulting
 
Measures of Dispersion and Variability: Range, QD, AD and SD
Measures of Dispersion and Variability: Range, QD, AD and SDMeasures of Dispersion and Variability: Range, QD, AD and SD
Measures of Dispersion and Variability: Range, QD, AD and SD
 
Paris 2024 Olympic Geographies - an activity
Paris 2024 Olympic Geographies - an activityParis 2024 Olympic Geographies - an activity
Paris 2024 Olympic Geographies - an activity
 
1029-Danh muc Sach Giao Khoa khoi 6.pdf
1029-Danh muc Sach Giao Khoa khoi  6.pdf1029-Danh muc Sach Giao Khoa khoi  6.pdf
1029-Danh muc Sach Giao Khoa khoi 6.pdf
 
INDIA QUIZ 2024 RLAC DELHI UNIVERSITY.pptx
INDIA QUIZ 2024 RLAC DELHI UNIVERSITY.pptxINDIA QUIZ 2024 RLAC DELHI UNIVERSITY.pptx
INDIA QUIZ 2024 RLAC DELHI UNIVERSITY.pptx
 

Presentation examples for class 5 distribution channels

  • 1. The Lean LaunchPad Presentation examplesused in Class 5 - Distribution Channels 07/02/12
  • 3. Example: Book Publishing National Publisher Printer Wholesaler Retailer Customer Distributor 2
  • 4. Book Publishing National Publisher Distributor Retailer Customer Wholesaler •Percent of 35% 15% 10% 40% Retail $7.00 $3.00 $2.00 $8.00 $20.00 • You get -35% of retail - the distributor gets 10% - the wholesaler gets 15% - the retailer gets 40% -less any discount they offer the customer 3
  • 5. Book Publishing Economics National Publisher Wholesaler Retailer Customer Distributor Allowances Wholesale costs Bills Markup Credit guarantees Payment guarantees Payment guarantees Return rights Credits Payments 4
  • 6. Book Publishing Delivery National Publisher Printer Wholesaler Retailer Distributor Prepare film Receive (content)  Schedules  Print orders Determine Merchandise  Bundle allocations titles counts  Film Sell Deliver orders magazines  Establish Prepare galleys Print and ship identity magazines  Create demand Dispose of Acknowledge returns returns 5
  • 8. Product flow/Channel Electronic Partners/ Health Fluid Synchrony OEMS Records Electronic Support Pump + Bundled Records Services Controller Kits Hospitals (Anesthesiologists Patients Neurosurgeons) Pain Clinic (Anesthesiologists Neurosurgeons)
  • 9. Hospitals Pain Clinics Channels (Direct) • Direct to institutions • Some formularies involved in purchase decisions • Some doctors make purchase decision directly • Device company/Doctor relationship is key • Heavily influenced by : • Clinical study results • Regulatory approval • Reimbursement
  • 10. Farm Sensor Industry Channel Example
  • 11. Channel Model: Service Provider Product Money OEM Nutrient Data Large farm Us Small farm USDA/EPA Licensing/sales
  • 12. Channel Model: Service Provider Product Money OEM Nutrient Data Large farm Product Us Small farm Service USDA/EPA Licensing/sales
  • 14. COST / PROFIT ANALYSIS Licensing Revenue Model Per unit cost and profit estimation Our revenue 4-8% revenues List price End user Univ. Manufacturing Maintaining Raw License R&D License & Distribution IP fee materials fee Packaging 13
  • 15. Licensing of Technology Ecosystem University Insurance Agencies 2-4% license fee $$$ DMX R&D Products Procedures Health-Care IPs Providers: $$ End 4-8% royalty Hospitals User ~$40 Practitioners Customer Clinics segment: Large corporations J&J, GSK, 3M 14
  • 18.
  • 20. Channels Direct Sales Big Distributors Private Practice Institutional Purchasing Dentist Dentist Department
  • 21. Channels Direct Sales Big Distributors 80% Market Share 30% Margin Private Practice Institutional Purchasing Dentist Dentist Department
  • 22. Channels Continuing Education Magazines Trade Courses & Email Shows Direct Sales Big Distributors 80% Market Share 30% Margin Private Practice Institutional Purchasing Dentist Dentist Department
  • 24. PM Tools Rentpost.com Listings Rentjuice.com Provider Buildium.com Craigslist Rentingsmart.co Potential Padmapper.com Propertyware.com Landlords Rent.com Apartment.com propertymanagemnt360 Show, Advise, Valuate Forrent.com Rentjuice.com Realtors Propertyware.co Trulia.com Sell, Advise Credit Checks Landlords Safetenantcheck.c Erenter.com Buildium.com Property Listings, Managers Checks Payment Facilitator Maintenance Rent Payment Listings, Rentpayment.com Ratings Checks Clearnow.com Rent Payment Yelp.com Tenants Online Cheque Angie’s List Rentingsmart.co Maintenance Furnishing Moving Find information Maintenance Finding Service Zoospi.com Providers Redbeacon.com Taskrabbit.com Servicemagic.com Schedule Tools Setster.com Web Info Zoospi.com 23
  • 26. COST / PROFIT ANALYSIS Direct Sales Revenue Model Our revenue $27 List price $40 * Per unit cost and profit estimation %32 cut End user Raw active Manufacturing & Profit + R&D + License Distributor ingredient Packaging fee $6 ? ($5) ~$11 ~$13 * Competition • NuProprophy paste (Novamin$50) • NuPro desensitizer (Novamin$93) • MI varnish (Recaldent$100) • Gluma desensitizer (Glutaraldehyde$130) • Health-Dent desensitizer (Fluoride $49) 25
  • 27. Direct Sales Ecosystem R&D & University Insurance Regulation Agencies $? $$?? Raw Materials Manufacturing $6/pk DMX R&D Products Customer $5/pk Procedures Segments; Formulations IPs Health-Care $$?? End &Packaging -32%($27) Providers: User - Hospitals Product - Practitioners Sales & $40/pk - Clinics Distribution 26
  • 29. • F-dopa iodonium intermediate • F-dopamine iodonium intermediate Precursor Synthesis Reagents • ABX • Siemens Explora GMP • Eckert & Ziegler Precursor in Cassette Cassette • GE MX module for TracerLab Components • Eckert & Ziegler • Synthra GMP • Siemens Explora Cassette (device) Compliant • Neoprobe • TracerLab/ GE Synthesizer • Siemens PETNet • GE Amersham PET Drug • Cardinal Health Finished product Distributor • AAA • Iason 28 I-Corps Final Presentation 12/14/11
  • 32. Travel Services: Impact of Changing Technology
  • 33. The Advent of GDS Systems (1980 -1995)
  • 34. Turning the Screen Around Online Travel (1995-2010)