Distribution channels: Canales de distribución

It is a business structure that goes from the point of origin of the product to the consumer.

● Punto de origen: Point of origin

● Consumidor: Consumer

Tipos de intermediarios: Types of intermediaries

● Intermediarios: Intermediaries
Distribution companies located between the producer and the end user.
● Detallistas: Retailers
They buy a lot of merchandise to sell it from one in one. The merchandise is sold for
family or personal use.
● Mayoristas: Wholesalers
Buy and sell large quantities of merchandise to sell to various stores.
● Agentes intermediarios: Intermediary agents
They never obtain the property of the products, but arrange the transfer of it.

Tipos de canales de distribución: Types of distribution channels

● Canal Directo: Direct channel

The producer has direct contact with the consumer
● Canal Indirecto: Indirect channel
Producer - retail - consumer
● Canal Mayorista: Wholesale channel
Producer- wholesaler- retailer- consumer
● Canal Agente/Intermediario: Agent / intermediary channel:
Producer - agent - wholesaler - retailer -consumer

Estrategias de cobertura del canal: Canal coverage strategies.

● Distribución intensiva: Intensive distribution

Have your products in stock in the maximum possible number of stores
● Distribución exclusiva: Exclusive distribution
The producer gives a limited number of dealers the exclusive right to distribute their
product in their territories.
● Distribución selectiva: Selective distribution
Use of more than one, but less than all, of the intermediaries who are willing to work
the company's products.

● Indicadores de gestión: Management indicators

 Helps organizations focus their efforts on knowledge deep of the results obtained in
its different operations, in order to carry out analyzes that facilitate the decision
making for the achievement of excellence.

● Comercio electronico: E-commerce

● Estrategia PUSH ( Empujar ): Push strategy

The goal is to achieve voluntary cooperation of the distributor due to the incentives
that are going to be granted, since due to this it is going to push the product towards
the consumer.

● Estrategia PULL ( Tirar ): Pull strategy

Aims to focus consumer promotion efforts final, avoiding intermediaries.

● B2C – Compañía a consumidor: Company to consumer or Business-to-consumer

Refers to the activity commercial between a business and a consumer individual.

● B2B - Negocio a negocio: Business to business

The commercial transaction is only carried out between companies that operate on
the Internet

● C2C – Consumidor a consumidor: Consumer to consumer

E-commerce between private Internet users.

● C2B – Consumidor a negocio: Consumer to Business

Transacción de negocio originada por el usuario final, siendo éste quien fija las
condiciones de venta a las empresas.

VOCABULARY
● Advertising: publicidad

● Advertisement: anuncio

● Advertising campaign: campaña publicitaria

● Brand: marca

● Brand value: valor de marca

● Brand loyalty: fidelidad a la marca

● Briefing: informe

● Budget: presupuesto

● Business: negocios
● Client: cliente

● Commercial strategy: estrategia comercial

● Company: empresa

● Competitor: competencia

● Competitive advantage: ventaja competitiva

● Consumer: consumidor

● Consumer behavior: comportamiento del consumidor

● Consumer needs: necesidades del consumidor

● Consumer preferences: preferencias del consumidor

● Customer satisfaction: conformidad del cliente

● Customer service: servicio al cliente

● Deal: acuerdo

● Demand: demanda

● Design: diseño

● Digital channels: plataformas digitales

● Digital strategy: estrategia digital

● Distribution chain: cadena de distribución

● Distribution channels: Canales de distribución

● Joint venture: empresa conjunta

● Lead: cliente potencial

● Market: mercado

● Marketing/mercadeo: Marketing
Techniques and studies that seek to improve the marketing of a product.

● Marketing manager: gerente de mercadeo

● Plan de mercadeo: Marketing plan
It is the set of processes to make the goods and services available to the consumer

● Marketing strategy: estrategia de mercadeo

● Market niche: nicho de mercado

● Estudio de mercado: Market research

The objective is to decrease marketing and distribution costs, increasing sales

● Market segment: segmento de mercado

● Comercialización: Merchandising
It arises from development and competition, strategies must be implemented to
survive in the market.

● Online shopping: ventas en línea

● Online store: tienda en línea

● Point of sale: punto de venta

● Precio: Price
It is used as a medium of exchange.

● Producto: Product
It satisfies a need and is offered to the market

● Pricing: fijación de precios

● Representative: agente

● Retail price: precio de venta

● Ventas: Sales
Quantity of goods or services sold in a certain period of time

● Sales agent: agente comercial

● Sales analysis: análisis de venta

● Sales point: punto de venta

● Services: servicios

● Social media: redes sociales

● Strategy: estrategia
● Strategic: estratégico

● SWOT analysis (strengths, weaknesses, opportunities and threats): Análisis FODA

(fortalezas, debilidades, oportunidades y amenazas)

● Value chain: cadena de valor

● Wholesale: al por mayor

● Wholesaler: mayorista

● Wholesale price: precio al por mayor