Overview

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.

Full Product Details

9780749462697

Table of Contents

Reviews

<br>. ..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.

Praise for the previous edition: <br><br> A detailed book which sets out the mechanisms by which channels get product and sell it on at profit. - ITEuropa <br><br> This is an outstanding resource presented in an easy-to-read... fashion. -- John D. Rosen, Amazon.com reviewer

Praise for the previous edition: A detailed book which sets out the mechanisms by which channels get product and sell it on at profit. - ITEuropa This is an outstanding resource presented in an easy-to-read... fashion. -- John D. Rosen, Amazon.com reviewer

. ..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. Praise for the previous edition: A detailed book which sets out the mechanisms by which channels get product and sell it on at profit. - ITEuropa This is an outstanding resource presented in an easy-to-read... fashion. -- John D. Rosen, Amazon.com reviewer . ..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. Praise for the previous edition: A detailed book which sets out the mechanisms by which channels get product and sell it on at profit. - ITEuropa This is an outstanding resource presented in an easy-to-read... fashion. -- John D. Rosen, Amazon.com reviewer Praise for the previous edition: A detailed book which sets out the mechanisms by which channels get product and sell it on at profit. - ITEuropa This is an outstanding resource presented in an easy-to-read... fashion. -- John D. Rosen, Amazon.com reviewer Praise for the previous edition: A detailed book which sets out the mechanisms by which channels get product and sell it on at profit. - ITEuropa This is an outstanding resource presented in an easy-to-read... fashion. -- John D. Rosen, Amazon.com reviewer [W]hen 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 [W]hen 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 the previous edition: A detailed book which sets out the mechanisms by which channels get product and sell it on at profit. - ITEuropa This is an outstanding resource presented in an easy-to-read... fashion. -- John D. Rosen, Amazon.com reviewer

Author Information

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.

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