Abstract

Abstract This paper complements recent research on distribution in the airline industry by examining distribution channels for a range of surface transport businesses (coaches, rental cars, campervans, rail and inter-island ferries) in New Zealand. The study takes a national perspective, adopts a supply-side approach and is based on the analysis of information from in-depth interviews with selected providers. Particular emphasis is given to establishing the nature of the channels used and to the factors that contribute to differences and similarities in channel structures from one form of transport or product to another. Three broad classes of channels are identified: direct; conventional travel intermediaries; and local intermediaries. While carriers use multiple channels, broader patterns do emerge related to particular forms of travel and market segments.