Channel Champions: How Leading Companies Build New Strategies to Serve Customers
Author:   Steven Wheeler ,  Evan Hirsh
Publisher:   John Wiley & Sons Inc
Volume:   4
ISBN:  

9780787950347


Pages:   256
Publication Date:   10 September 1999
Format:   Hardback
Availability:   Out of stock   Availability explained
The supplier is temporarily out of stock of this item. It will be ordered for you on backorder and shipped when it becomes available.

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Channel Champions: How Leading Companies Build New Strategies to Serve Customers


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Full Product Details

Author:   Steven Wheeler ,  Evan Hirsh
Publisher:   John Wiley & Sons Inc
Imprint:   Jossey-Bass Inc.,U.S.
Volume:   4
Dimensions:   Width: 12.00cm , Height: 3.50cm , Length: 28.00cm
Weight:   0.635kg
ISBN:  

9780787950347


ISBN 10:   0787950343
Pages:   256
Publication Date:   10 September 1999
Audience:   General/trade ,  General
Format:   Hardback
Publisher's Status:   Active
Availability:   Out of stock   Availability explained
The supplier is temporarily out of stock of this item. It will be ordered for you on backorder and shipped when it becomes available.

Table of Contents

Preface. (RE)THINK CHANNELS. The Channel Advantage: From Products to Customer Relationships. Channel Management: A Framework for Revolution. THE CHANNEL MANAGEMENT PROCESS. Step One: Understand Customer Needs. Step Two: Develop New Channel Concepts. Step Three: Pilot Test. Step Four: Rapid Roll-Out. Step Five: Study the Results and Adapt Your Channel. CHANNEL CHALLENGES. Managing Channel Conflict. Maximizing Channel Economics. The One-to-One Advantage.

Reviews

This book covers some of the most critical and important issues that will define future winners in many industries. --Karl-Erling Trogen, president and CEO, Volvo Truck Corp.<br><br> This book clearly shows that companies must change the paradigm of what business they are in to reflect the growing importance of distribution channels. --Stephen B. Hughes, president and CEO, Celestial Seasonings, Inc.


This book covers some of the most critical and important issues that will define future winners in many industries. --Karl-Erling Trogen, president and CEO, Volvo Truck Corp.<br> <br> This book clearly shows that companies must change the paradigm of what business they are in to reflect the growing importance of distribution channels. --Stephen B. Hughes, president and CEO, Celestial Seasonings, Inc.


-This book covers some of the most critical and important issues that will define future winners in many industries.- --Karl-Erling Trogen, president and CEO, Volvo Truck Corp. -This book clearly shows that companies must change the paradigm of what business they are in to reflect the growing importance of distribution channels.- --Stephen B. Hughes, president and CEO, Celestial Seasonings, Inc.


Author Information

EVAN HIRSH are vice presidents and partners at the leading management consulting firm of BoozoAllen & Hamilton. Both Wheeler and Hirsh specialize in marketing strategy and implementation; specifically, they focus on the channels through which companies sell and distribute their goods. Wheeler is based in Munich, Germany; Hirsh in Chicago, Illinois. Their groundbreaking approach has helped transform some of the world's largest and most well-known companies into true Channel Champions.

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