Distribution Channels: Understanding and Managing Channels to Market

Editor/Author Dent, Julian
Publication Year: 2011
Publisher: Kogan Page

Single-User Purchase Price: $162.95
Unlimited-User Purchase Price: Not Available
ISBN: 978-0-74-946270-3
Category: Business, Finance & Economics - Business
Image Count: 163
Book Status: Available
Table of Contents

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.

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Table of Contents

  • Preface
  • Preface to second edition
  • Acknowledgements
  • PART ONE Introduction
  • 1 How to get the best out of this book
  • 2 The business of getting products and services to market
  • PART TWO Distributors and wholesalers
  • 3 The role of the distributor
  • 4 How the distributor business model works
  • 5 Margins and profitability
  • 6 Working capital
  • 7 Productivity
  • 8 Sustainability
  • 9 Managing growth
  • 10 How to sell to distributors
  • PART THREE Final-tier trade channel players
  • 11 The roles of the final-tier trade channel players
  • 12 How the business model of the final-tier trade channel players works
  • 13 Sales and utilization
  • 14 Gross margin and recoverability
  • 15 Working capital management
  • 16 Value creation and growth
  • 17 How to sell to final-tier trade channel players
  • PART FOUR Retailers
  • 18 The role of retailers
  • 19 How the retail business model works
  • 20 The measures that matter and how to manage with them
  • 21 How to sell to retailers
  • PART FIVE Franchising as a route to market
  • 22 Why franchise?
  • 23 How the franchised business model works
  • 24 The measures that matter and how to manage with them
  • 25 How to sell to franchised systems
  • Key ratios
  • Glossary of technical terms