Financial Services Marketing, 2nd Edition

13   Distribution channels

Routes-to-market

Learning objectives

At the end of this chapter you should be able to:

•  understand the distinctive nature of distribution in financial services;

•  explain the different forms of distribution used by financial services providers;

•  evaluate the strengths and weaknesses of different distribution channels;

•  appreciate how the internet and mobile capability are revolutionising the distribution of financial services.

13.1 Introduction

In any marketing mix, the place component (distribution) is concerned with making sure that a product reaches the target market at a convenient time and place. In relation to physical goods, distribution decisions are concerned with both channel management and logistics. ...