Distribution Channels
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Review
."..when 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.
Book Description
Distribution Channels examines the chain that makes a product available for market and how this can be used for optimum product delivery. Includes accessing and servicing markets and customers, controlling brands, building the value proposition and creating differentiation.
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Most Helpful Customer Reviews
2 of 4 people found the following review helpful
Format:Hardcover
This is an outstanding book that seamlessly combines channel economics theory and practice with channel strategy design and implementation content.
The volume explains in great details and rare clarity the dynamics of distributors' business models. It also enables the reader to quickly gain a succinct view of all the business drivers that matter to distributors and how to influence those drivers.
But it doesn't only do this. It also illustrates how to measure the value that each distributor (or set of distributors) delivers to the supplier and vice versa.
But it doesn't only do this. It also offers powerful frameworks that help analysing current distribution structures and designing rational distribution strategies.
And it also goes one step further by crystallising the linkages between customer experience and distribution routes.
Having been involved in channel strategy and management in various capacities during the course of my career, to me the question about this book is not whether it is good or bad. It is good. And it is also not about whether people working in distribution should buy it or not. They should. The question is where and when to buy it. "Here and now" seems a fairly sensible answer to me.
The volume explains in great details and rare clarity the dynamics of distributors' business models. It also enables the reader to quickly gain a succinct view of all the business drivers that matter to distributors and how to influence those drivers.
But it doesn't only do this. It also illustrates how to measure the value that each distributor (or set of distributors) delivers to the supplier and vice versa.
But it doesn't only do this. It also offers powerful frameworks that help analysing current distribution structures and designing rational distribution strategies.
And it also goes one step further by crystallising the linkages between customer experience and distribution routes.
Having been involved in channel strategy and management in various capacities during the course of my career, to me the question about this book is not whether it is good or bad. It is good. And it is also not about whether people working in distribution should buy it or not. They should. The question is where and when to buy it. "Here and now" seems a fairly sensible answer to me.
1 of 3 people found the following review helpful
Format:Hardcover
I have been looking for a book like this for ages. It covers all the areas I needed and has already proven to be of real pratical value in managing channel partners and developing a better go to market strategy. Too much lip service is paid to business management in channels, this book sets out the facts and the models that are needed to turn channel managers into business managers.
1 of 3 people found the following review helpful
Format:Hardcover
This is an excellent summary of all the major principles involved in either running or engaging with a distribution channel. It is remarkable in this age of cost awareness the lack of financial understanding of the channel and the massive impact it can have on the performance of an organisation. This book really helps to identify the main levers that channel managers can pull to improve the performanceIt is set out in an easy to understand format and makes it easy to implement some of the basic principles.
This should be compulsory reading for all those either working in the channel of engaged with it..
This should be compulsory reading for all those either working in the channel of engaged with it..
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