Distribution Channels: Understanding and Managing Channels to Market

by Julian Dent

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.

Genres: Business

336 pages, Hardcover

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.