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Sales and Marketing Channels

How to Build and Manage Distribution Strategy

Utilize a complete economic framework for taking products and services to market with this updated and multi-sector approach to distribution strategy.
EAN: 9780749482145
Edition: 3
Format: 230x150
384 pages

About the book

Analyze, plan and manage profitable channels to market with this economic framework, ensuring maximum leverage of channel partners at every stage of the go-to-market process, with this fully revised third edition of the global bestseller, Distribution Channels - an essential toolkit for strategizing new and existing routes to market.

Unprecedented upheavals in routes-to-market are challenging businesses of all types. Products are becoming services, online and offline channels are integrating, and new distribution channels are dictating terms to producers. Placing market access at the heart of business and marketing strategy, this revised edition of Sales and Marketing Channels (originally Distribution Channels) addresses emerging business models and buying behaviours with practical steps, offering an efficient structure to extract tangible commercial value from partner relationships.

Often referred to as the "Place" P in the marketing mix, this book and its host of downloadable resources integrate innovative case studies like AirBNB, the largest seller of rooms without ownership of any; Transferwise, the peer-to-peer Forex; plus, the rise of online retailers like Amazon and ASOS versus the decline of traditional stores like Macy's or BHS.

Other updates include:
-The impact of cloud technology
-Advancing consumer channels
-Monetizing the distribution of intellectual property
-Plus the evolving 'gig economy', led by Uber and Deliveroo

About the authors

Julian Dent

Julian Dent is Chairman of VIA International, a specialist routes-to-market consultancy. He has over 35 years of global experience in distribution, specializing in channel strategy and implementation at global, corporate and regional levels. His clients cover industry sectors from FMCG to hospitality, construction and healthcare, eg Barclays bank, Cisco, Hyatt, Esso, IBM, Microsoft, Philips, Subway and Xerox. Julian is a Chartered Accountant and a Freeman of the City of London. He also works closely with the Global Technology Distribution Council to define accreditation for their industry-recognized awards.

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Michael White

Michael White has over 25 years' experience in the commercial and consumer market spaces, working with clients at worldwide and regional level on Marketing and Channel Strategy, Key Account Management, Channel Management and Return On Marketing Investment. White's prime focus over the last 10 years has been on the retail and consumer marketplaces, with projects in all major world markets, but with particular focus on Europe. He has extensive experience of working in cross-national teams, both within clients and across clients and their channel partners.Michael White is a Member of the Chartered Institute of Marketing? and an Associate Member of the Chartered Institute of Personnel Development.

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This book is a true tour de force on all things marketing, distribution, franchising and more. Dent and White have given us a highly compelling and practical blueprint for success in times of great change and disruption. Their updated treatise gives us practical 21st-century strategic insights into sales and marketing channel and distribution management. Heed these authors' advice or risk irrelevance and peril for your business and brand.

Joe Tripodi, CMO, Subway, and former CMO, Coca-Cola, Allstate, MasterCard, Bank of New York and Seagram’s