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Distribution Channels

Distribution Channels

Understanding and Managing Channels to Market

Julian Dent

From £29.16

Examine the chain that makes products and services available for market and learn how to make the most of each step in the process for optimum product delivery.

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About the book

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.

Table Of Contents

  • 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


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Book Details

  • EAN: 9780749462697
  • Edition: 2
  • Published: 3rd June 2011
  • Paperback
  • Format: 230x155
  • 416 pages

About the Author

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.

Julian Dent