Julian Dent, Michael White

Sales and Marketing Channels

How to Build and Manage Distribution Strategy

• Broschiertes Buch

Produktbeschreibung

Analyze, plan and manage profitable channels to market with this economic framework, ensuring maximum leverage of channel partners at every stage of the go-to-market process, with this fully revised third edition of the global bestseller, Distribution Channels - an essential toolkit for strategizing new and existing routes to market.

Unprecedented upheavals in routes-to-market are challenging businesses of all types. Products are becoming services, online and offline channels are integrating, and new distribution channels are dictating terms to producers. Placing market access at the heart of business and marketing strategy, this revised edition of Sales and Marketing Channels (originally Distribution Channels) addresses emerging business models and buying behaviours with practical steps, offering an efficient structure to extract tangible commercial value from partner relationships.

Often referred to as the "Place" P in the marketing mix, this book and its host of downloadable resources integrate innovative case studies like AirBNB, the largest seller of rooms without ownership of any; Transferwise, the peer-to-peer Forex; plus, the rise of online retailers like Amazon and ASOS versus the decline of traditional stores like Macy's or BHS.

Other updates include:
-The impact of cloud technology
-Advancing consumer channels
-Monetizing the distribution of intellectual property
-Plus the evolving 'gig economy', led by Uber and Deliveroo

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Produktdetails

• Verlag: Kogan Page
• Artikelnr. des Verlages: 8184
• 3. Aufl.
• Seitenzahl: 384
• Erscheinungstermin: 24. April 2018
• Englisch
• Abmessung: 233mm x 158mm x 22mm
• Gewicht: 575g
• ISBN-13: 9780749482145
• ISBN-10: 0749482141
• Artikelnr.: 48956228

Autorenporträt

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.

Inhaltsangabe

• Section - PART ONE: Introduction;
• Section - 01: How to get the best out of this book;
• Section - 02: The business of getting products and services to market;
• Section - 03: Major trends and developments in market access;
• Section - PART TWO: Distributors, wholesalers and intermediaries;
• Section - 04: The role of the distributor for sales and marketing channels;
• Section - 05: How the distributor business model works;
• Section - 06: Managing distributors - margins and profitability;
• Section - 07: Managing distributors - working capital;
• Section - 08: Managing distributors - productivity;
• Section - 09: Managing distributors - sustainability;
• Section - 10: Managing distributors - managing growth;
• Section - 11: Understanding the distribution landscape;
• Section - 12: How to get the best from distribution strategy;
• Section - PART THREE: Managing final-tier sales and marketing channels;
• Section - 13: The roles of the final-tier channel players;
• Section - 14: How the business model works for final-tier channel players;
• Section - 15: Managing final-tier channel players - sales and utilization;
• Section - 16: Managing final-tier channel players - gross margin and recoverability;
• Section - 17: Managing final-tier channel players - working capital management;
• Section - 18: Managing final-tier channel players - value creation and growth;
• Section - 19: How to get the best from final-tier channel players;
• Section - PART FOUR: Managing distribution in individual industry sectors;
• Section - 20: Introduction to managing distribution in individual industry sectors;
• Section - 21: Insights from managing capital goods distribution;
• Section - 22: Insights from managing consumer goods distribution and retailers;
• Section - 23: Insights from managing services distribution;
• Section - 24: Insights from managing hotels, restaurants, catering and travel distribution;
• Section - 25: Insights from managing intellectual property distribution;
• Section - 26: Insights from managing franchised distribution;
• Section - Appendix: Key ratios;
• Section - Appendix: Glossary of technical terms;

Rezensionen

"This book is a true tour de force on all things marketing, distribution, franchising and more. Dent and White have given us a highly compelling and practical blueprint for success in times of great change and disruption. Their updated treatise gives us practical 21st-century strategic insights into sales and marketing channel and distribution management. Heed these authors' advice or risk irrelevance and peril for your business and brand." Joe Tripodi, CMO, Subway, and former CMO, Coca-Cola, Allstate, MasterCard, Bank of New York and Seagram's