Promotional Information

Distribution represents approximately 50% of almost every industrys activities Understanding distribution business models is critical to business success Contains numerous real-life examples from the authors 25 years experience in the field Covers both tactical and strategic dimensions of channel economics

Table of Contents

• Section - ONE: Introduction;
• • Chapter - 01: How to get the best out of this book;
  • Chapter - 02: The business of getting products and services to market;
• Section - TWO: Distributors and wholesalers;
• • Chapter - 03: The role of the distributor;
  • Chapter - 04: How the distributor business model works;
  • Chapter - 05: Margins and profitability;
  • Chapter - 06: Working capital;
  • Chapter - 07: Productivity;
  • Chapter - 08: Sustainability;
  • Chapter - 09: Managing growth;
  • Chapter - 10: How to sell to distributors;
• Section - THREE: Final-tier trade channel players;
• • Chapter - 11: The roles of the final-tier trade channel players;
  • Chapter - 12: How the business model of the final-tier trade channel players works;
  • Chapter - 13: Sales and utilization;
  • Chapter - 14: Gross margin and recoverability;
  • Chapter - 15: Working capital management;
  • Chapter - 16: Value creation and growth;
  • Chapter - 17: How to sell to final-tier trade channel players;
• Section - FOUR: Retailers;
• • Chapter - 18: The role of retailers;
  • Chapter - 19: How the retail business model works;
  • Chapter - 20: The measures that matter and how to manage with them;
  • Chapter - 21: How to sell to retailers;
• Section - FIVE: Franchising as a route to market;
• • Chapter - 22: Why franchise?;
  • Chapter - 23: How the franchised business model works;
  • Chapter - 24: The measures that matter and how to manage with them;
  • Chapter - 25: How to sell to franchised systems

About the Author

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.

Reviews

Praise for the previous edition: "A detailed book which sets out the mechanisms by which channels get product and sell it on at profit." - ITEuropa

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


"[W]hen a Master Builder like Julian Dent...takes 30 years of his experience in building channels and...decides to write Distribution Channels it pays to read the book... Our recommendation for vendors and distributors: get the book, read the book, and then re-read it on a regular basis." -Bob Snyder, Consumer I.T. "Logistics expert Julian Dent covers the factors that matter most to retailers and wholesalers and explains how suppliers should structure their commercial propositions to appeal to distributors. This is ...an in-depth examination of the ways goods move to market. Dent offers a guide to how distributors operate and lists the major financial indicators they use to track their performance. getAbstract recommends this thorough, instructive manual to distribution professionals and to marketing and sales executives who seek an advanced education about how their products reach their customers." --getAbstract