Distribution Channels: Understanding and Managing Channels to Market

by Julian Dent

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. By defining the role and significance of the various partners involved, including distributors, wholesalers, final-tier channel players, retailers and franchise systems, the text provides a clear understanding of the entire go-to-market process, whilst also explaining channel partners' business models and how to engage with them for effective market access.

Distribution Channels covers both the tactical and strategic dimensions of channel economics as well as containing information on accessing and servicing markets and customers, controlling brands, integrating web and online channels, building the value proposition and creating differentiation.

Comprehensive and clear, this book provides you with the knowledge needed to improve your business model to ensure maximum market exposure and successful product delivery.

Genres: Business

397 pages, Kindle Edition

First published September 1, 2008

About the author

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.

Reviews

[Catalin Preda · Rating 5 out of 5]

Offers great insights about the way business in conducted into all major type of players( from distributors to value added resellers and retailers).
Although the book camed out in 2008, most of it is still actual, excepting a bit the retail part which has shifted to online in the past 10 years.
All in all a good read which i can recommend for the people working in or with distribution systems.