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This case study will help business management students learn the dynamics of distribution management in the rural context. After working through the case and assignment questions, the students will be able to:▪ Understand the transformation of rural retail from traditional models to organized modern retail;▪ Understand the opportunities and challenges of rural markets with specific reference to automobile products;▪ Identify and evaluate the various distribution channels available for rural markets; and▪ Devise a suitable rural-centric distribution model for automobile products following an appropriate logistics system.

Manan Motors, a dealership of Honda Motorcycle & Scooter India (HMSI) Private Limited in Hathras City of Uttar Pradesh province in India, has been operating successfully for the past two decades. Mr Manoj Bansal, the director at Manan Motors, was primarily targeting the urban markets with 60% dependency on the scooter portfolio of HMSI. But multiple pressures like stringent vehicle emission norms, price rise of two-wheelers and the impact of the pandemic took a toll upon the urban business of Honda Motorcycle and Scooter India Limited and subsequently upon Manan Motors. The sales for HMSI dipped from 15,121 million units in 2020–2021 to 13,466 million units in 2021–2022. Consequently, Bansal decided to alter the business strategy of Manan Motors and shift its focus from the urban to the rural territory of Hathras, where it could foresee demand for entry-level two-wheelers (engine capacity between 75 and 110 cc). Rural markets were developing, so Bansal realized that supplying a low-cost, low-end model to the rural Indian market was an opportunity for his dealership. Bansal’s decision to focus on the rural vertical of its two-wheeler business stirred several questions that floated in his mind. Should they manage distribution on their own, or through some channel members, or should they follow a rural-specific modern retail model?

The case study is designed for use by a postgraduate or executive-level audience for subjects such as sales and distribution management, distribution management and rural marketing. Students will understand the concept of distribution management and associated keywords specific to rural markets. The case study provides an opportunity to discuss and decide how a company can penetrate the rural market and also discusses the opportunities and challenges of rural distribution.

Teaching notes are available for educators only.

CSS 9: Operations and logistics.

Drawing on the resource-based view, this study examines the effect of distribution adaptation on export performance. The study also examines the moderating role of responsiveness and commitment. Two distinct factors for commitment (i.e. managerial export commitment and financial export commitment) and two distinct factors for responsiveness (i.e. export customer responsiveness and export competitor responsiveness) are considered as moderators in the relationship between distribution adaptation and export performance.

Using a Spanish governmental database of exporting firms, this study collected data from 208 firms to run the analysis.

The results indicate that distribution adaptation has a positive impact on export performance. Findings also support the moderating roles of the two types of commitment and the two types of responsiveness. Managerial export commitment positively moderates the relationship, whereas financial export commitment plays a negative moderating role. Both export customer responsiveness and export competitor responsiveness have a positive moderating impact.

To consider distribution adaptation as a distinct variable rather than mixing it with other elements of the marketing mix. This distinction facilitates a clearer comprehension of its unique contribution to export performance. Two distinct factors for commitment and two distinct factors for responsiveness are considered. This approach offers a more detailed analysis of how the different aspects of commitment and responsiveness moderate this relationship.

Inspired by a food bank distribution operation, this paper aims to study synchronized vehicle routing for equitable and effective food allocation. The primary goal is to improve operational efficiency while ensuring equitable and effective food distribution among the partner agencies.

This study introduces a multiobjective Mixed Integer Programming (MIP) model aimed at addressing the complex challenge of effectively distributing food, particularly for food banks serving vulnerable populations in low-income urban and rural areas. The optimization approach described in this paper places a significant emphasis on social and economic considerations by fairly allocating food to food bank partner agencies while minimizing routing distance and waste. To assess the performance of the approach, this paper evaluates three distinct models, focusing on key performance measures such as effectiveness, equity and efficiency. The paper conducts a comprehensive numerical analysis using randomly generated data to gain insights into the trade-offs that arise and provide valuable managerial insights for food bank managers.

The results of the analysis highlight the models that perform better in terms of equity and effectiveness. Additionally, the results show that restocking the vehicles through the concept of synchronization improves the overall quantity of food allocation to partner agencies, thereby increasing accessibility.

This paper contributes significantly to the literature on optimization approaches in the field of humanitarian logistics.

This study provides food bank managers with three different models, each with a multifaceted nature of trade-offs, to better address the complex challenges of food insecurity.

This paper contributes significantly to social responsibility by enhancing the operational efficiency of food banks, ultimately improving their ability to serve communities in need.

To the best of the authors’ knowledge, this paper is the first to propose and analyze this new variant of vehicle routing problems in nonprofit settings.

A digital servitization ecosystem (DSE) is a cooperation model based on the concept of value cocreation. However, capability asymmetry among enterprises can lead to unfair benefit distribution and hinder value cocreation and digital service transformation. This paper aims to investigate the impact of the varying capabilities of enterprises (manufacturers, service providers and digital technology providers) on revenue distribution when these enterprises collaborate on digital servitization transformation. This analysis is performed from an ecosystem perspective to facilitate the stable development of DSEs.

The rise of DSEs has engendered extensive literature, and the distribution of benefits within DSEs is in dire need of new mechanisms to adapt to the new competitive environment. The importance of investment contribution, digital servitization level, digitalization level, risk-taking ability, digital servitization effort level and brand awareness is determined by combining the expert scoring method and the entropy value method to determine different weights for manufacturers, service providers and digital technology providers. The Shapley value is used to design the benefit distribution mechanism for stable cooperation among DSE enterprises, thus providing a more scientific basis for the development of cooperative relationships.

Digital servitization is a collaborative process that involves multienterprise activities, and it is significantly affected by digital servitization level and digitalization level. Moreover, constructing the modified Shapley value benefit distribution mechanism according to the relevant capabilities of digital servitization can promote the stable development of DSEs and value cocreation among members.

The main contributions of this study are as follows: First, it summarizes the stability-influencing factors of DSEs on the basis of empirical and literature research on the demand for enterprise digital servitization capabilities and transformation difficulties, delves deeper into the capability composition and cooperative relationship of DSE members and combines the expert scoring method and the entropy value method to determine the weighting to design the benefit distribution mechanism. Second, it reflects system stability and development by studying the revenue distribution of DSE members, thereby expanding the ecosystem construction and business model transformation of digital servitization in the existing research.

Over the last few years, distribution developments in non‐food have been considerable. Centralisation and contract distribution have gained favour, and an increasing number of companies are re‐appraising their choice of distribution channels and systems. Just as in food, distribution systems are having to be changed to meet the demands of the consumer.

One of the basic problems hindering effective implementation of the physical distribution management (PDM) concept in many companies today is organisational rigidity. By this is meant the inability and unwillingness of management to respond to the changing demands of new concepts and new techniques inherent in the successful adoption of PDM in existing corporate organisations. This rigidity manifests itself in two related ways: firstly, in the relationships structure within an organisation, and the place of physical distribution relative to other functional areas in management, such as marketing, production, finance, etc., and secondly, in the characteristics of distribution executives and their perceived role within an organisation.

Physical distribution organisations may be defined as organisational units whose duty is to administer economic activities that impact upon the flow of finished goods between points of production and consumption. Physical distribution components occupy a unique role in the organisation. Their mission has been defined as “getting the right assortment of materials to the right location in an efficient manner timely to marketing and manufacturing requirements”. To accomplish this mission there must be continual interaction between suppliers of materials and receivers of materials. Material suppliers can be thought of as the rest of the organisation of which the physical distribution component is a part, primarily the production or manufacturing component. Receivers of materials are the organisation's customers or distribution points. The physical distribution organisation, by virtue of the activities it performs, must deal with both the internal suppliers and the external receivers.

The physical distribution function of a firm is a complex process. It consists of all the activities involved in the flow of goods from the raw material supplier to the final consumer and incorporates the major activity centres of purchasing, warehousing, transportation, order processing, and inventory control. The goal of a firm's distribution operation is to insure that established customer service levels are achieved at a minimum total cost.

This study aims to estimate the firm size distributions that belong to the service sector and manufacturing sector in Korea.

When estimating the firm size distribution, the author considers the following two major factors. First, the firm size distribution can have a gamma distribution rather than traditional accepted distributions such as Pareto distribution or log-normal distribution. In particular, industry-specific enterprises can have different size distributions of the type of gamma distribution. Second, the firm size distribution that is applied to this study’s data set should reflect a number of factors. For example, estimating mixture gamma distribution for firm size distribution should be required and compared, because the total amount of configuration data is composed of small businesses, medium-sized and large companies.

Using 8,230 number of firm data in 2013, the author estimates mixture gamma distribution for the firm size.

From the comparison, empirical results are found for the following characteristics of core firm size distribution: first, the firm size distribution of the manufacturing sector has a longer tail than firm size distribution of the service sector. Second, the manufacturing firm size distribution dominates the entire country firm size distribution. Third, one factor among the three factors that make up the mixed gamma firm size distribution is described for 99 per cent of the firm size distributions. From the estimated firm size distributions of the service sector and manufacturing sector in Korea, the author simply implies the strategy and policy implications for the start-up firm.

The concept of the evolution of the distribution function is used to derive an energy‐scale distribution that is able to describe transport phenomena, including inter‐valley transfer effect, in the scale as small as the energy relaxation time. The energy‐scale distribution is used to study the evolution of electrons in n‐type GaAs under the influence of rapid change in field. Results indicate that, near the peak of strong velocity overshoot or the bottom of pronounced undershoot in the Γ valley caused by the rapid change in field, the energy‐scale distribution can not respond as fast as the distribution function calculated from the Monte Carlo method. The average velocity resulting from the energy‐scale distribution therefore leads to less pronounced overshoot and undershoot than those obtained from the Monte Carlo method. However, since velocity overshoot and undershoot are not pronounced in the L‐valleys, the L‐valley energy‐scale distribution is in excellent agreement with that determined by the Monte carlo simulation.