Using numerous real-life examples, Distribution Channels explores the chain that makes products and services available for market and explains how to make the most of each step of the process. By defining the role and significance of the various partners involved, including distributors, wholesalers, final-tier channel players, retailers and franchise systems, the text provides a clear understanding of the entire go-to-market process, whilst also explaining channel partners' business models and how to engage with them for effective market access.
Distribution Channels covers both the tactical and strategic dimensions of channel economics as well as containing information on accessing and servicing markets and customers, controlling brands, integrating web and online channels, building the value proposition and creating differentiation.
Comprehensive and clear, this book provides you with the knowledge needed to improve your business model to ensure maximum market exposure and successful product delivery. The book is also supported by online resources, including additional figures, bonus chapters, and lecture slides.
Rezensionen / Stimmen
"When a Master Builder like Julian Dent...takes 30 years of his experience in building channels and...decides to write Distribution Channels, it pays to read the book. Our recommendation for vendors and distributors: get the book, read the book, and then re-read it on a regular basis." * Bob Snyder, Consumer I.T. * "Logistics expert Julian Dent covers the factors that matter most to retailers and wholesalers, and explains how suppliers should structure their commercial propositions to appeal to distributors. This is ...an in-depth examination of the ways goods move to market. Dent offers a guide to how distributors operate and lists the major financial indicators they use to track their performance. getAbstract recommends this thorough, instructive manual to distribution professionals and to marketing and sales executives who seek an advanced education about how their products reach their customers." * getAbstract * "Praise for previous edition:
A detailed book which sets out the mechanisms by which channels get product and sell it on at profit." * ITEuropa *
Auflage
Sprache
Verlagsort
Zielgruppe
Für höhere Schule und Studium
Für Beruf und Forschung
Editions-Typ
Produkt-Hinweis
Maße
Höhe: 240 mm
Breite: 163 mm
Dicke: 27 mm
Gewicht
ISBN-13
978-0-7494-7657-1 (9780749476571)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Klassifikation
Julian Dent is Chairman of VIA International, a specialist routes-to- market consultancy. He has over 25 years' experience in distribution throughout the world, specializing in channel strategy and implementation, working at global, corporate and regional levels. His clients have included Barclays Bank, BP, Esso, IBM, Microsoft, Nokia, Orange, Subway and Xerox.
Section - ONE: Introduction;
Chapter - 01: How to get the best out of this book;
Chapter - 02: The business of getting products and services to market;
Section - TWO: Distributors and wholesalers;
Chapter - 03: The role of the distributor;
Chapter - 04: How the distributor business model works;
Chapter - 05: Margins and profitability;
Chapter - 06: Working capital;
Chapter - 07: Productivity;
Chapter - 08: Sustainability;
Chapter - 09: Managing growth;
Chapter - 10: How to sell to distributors;
Section - THREE: Final-tier trade channel players;
Chapter - 11: The roles of the final-tier trade channel players;
Chapter - 12: How the business model of the final-tier trade channel players works;
Chapter - 13: Sales and utilization;
Chapter - 14: Gross margin and recoverability;
Chapter - 15: Working capital management;
Chapter - 16: Value creation and growth;
Chapter - 17: How to sell to final-tier trade channel players;
Section - FOUR: Retailers;
Chapter - 18: The role of retailers;
Chapter - 19: How the retail business model works;
Chapter - 20: The measures that matter and how to manage with them;
Chapter - 21: How to sell to retailers;
Section - FIVE: Franchising as a route to market;
Chapter - 22: Why franchise?;
Chapter - 23: How the franchised business model works;
Chapter - 24: The measures that matter and how to manage with them;
Chapter - 25: How to sell to franchised systems
