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.