Distribution Channels back cover copy[!front cover!]Distribution ChannelsUnderstanding and Managing Channels to MarketJulian Dent[!KP logo!][!spine!]Distribution ChannelsJulian Dent[!insert KP logo!][!inside front flap!Distribution represents about 50 per centof the activities of almost every industry,so getting it right is critical to success.Distribution Channels explains how toget products and services to marketthrough the best routes or distributionchannels.Offering hands-on, practical advice andcompelling commercial insights,Distribution Channels addresses a rangeof issues, including: the role of the distributor; understanding distributionbusiness models; margins and profitability; working capital management andproductivity; sustainability and growth; selling to distributors; the roles of other channel players; how other channel businessmodels work; selling to other channel players; the role of retailers; how the retail business model works; selling to retailers.Complete with real examples drawn froma wide variety of situations and sectors,Distribution Channels gives readers theessential information needed to secureand extend distribution for all types ofproducts and services. For those indistribution and channel roles, it showshow to improve profitability and returnson capital.[!inside back flap!]Julian Dent is Chairman of VIAInternational, a specialistroutes-to-market consultancy. He alsoleads their Technology, Media andTelecommunications (TMT) industry team.He has over 25 years' experience indistribution throughout the world,specializing in channel strategy andimplementation, working globally atcorporate and regional levels.
His clientshave included Barclays Bank, BP, Esso,Hewlett-Packard, IBM, Microsoft, Nokia,Orange, Pfizer Consumer Healthcare,Philips, SGI, Subway and Xerox.[!back cover!]This accessible, rigorous new title explores the ways in which a business cansucceed in its distribution activities, through a thorough understanding of itsgo-to-market partners' business models.Distribution Channels demonstrates to readers why business models are soimportant, and provides key information about all of the players involved indistribution chains, including distributors, wholesalers, final-tier channel players andretailers. By interpreting the business models of various types of distribution channel,this comprehensive book illustrates how to optimize both the models and thecommercial relationships between the different parties, as well as how to getproducts and services to market through the best routes possible.Taking into account both the tactical and strategic dimensions of channel economics,Distribution Chann.