Distribution Channels: Understanding and Managing Channels to Market

Distribution Channels explains how to get your products and services to market through the best routes or distribution channels. It covers the whole process, including accessing and servicing markets and customers, controlling brands, creating differentiation, and improving the business distribution model.

This book explores the way in which a business can make money from its distribution activities through a thorough understanding of all the different business models - and explains why business models are so important. It also provides key information about all of the partners involved in the distribution chains, including distributors, wholesalers, final tier channel players and retailers. By interpreting the business models of various types of distribution channels, it shows how to optimise both the models and the commercial relationships between the different parties.

Distribution Channels will show you how to use your business distribution model to cut costs within the company and increase profits. Complete with real examples drawn from a wide variety of situations and sectors, Distribution Channels will give you the knowledge needed to improve the distribution business model, whether you are responsible for the distribution channels of your company - or whether you are that distribution channel.

“"This is an outstanding resource presented in an easy-to-read... fashion." -- John D. Rosen, Amazon.com reviewer”

The book provides a valuable summary of the key ratios and margins that can be used to evaluate the business models of relevance to the particular stakeholder groups. Last, the author discusses strategies relating to the servicing of the stakeholders, and in particular how to sell to these stakeholders. Dent provides some great insights into how firms can use their newly acquired understanding of the various stakeholder groups to enhance strategic alliances and create sustainable advantage. Journal of Product & Brand Management, Vol 9, Issue 4

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.

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

Distribution represents about 50% of the activities of almost every industry and is critical to a company's success. Distribution is about more than logistics; it is about accessing and servicing markets and customers, controlling brands, creating differentiation, and improving the business model. This book targets those who are financially literate but new to the concerns of distribution, whether they are working for a supplier, a customer, or another player. It provides a fast track to the issues, measures, relationships and success factors involved in bringing products and services to market.

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