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
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.
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
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