Sales and Marketing Channels: How to Build and Manage Distribution Strategy

ISBN-13: 9780749482145 / Angielski / Miękka / 2018 / 384 str.

Julian Dent

Opis

Utilize a complete economic framework for taking products and services to market with this updated and multi-sector approach to distribution strategy.

Recenzje

"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

Spis treści

• 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;

O autorze

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.

Michael White has over 25 years' experience in the commercial and consumer market spaces, working with clients at worldwide and regional level on Marketing and Channel Strategy, Key Account Management, Channel Management and Return On Marketing Investment. White's prime focus over the last 10 years has been on the retail and consumer marketplaces, with projects in all major world markets, but with particular focus on Europe. He has extensive experience of working in cross-national teams, both within clients and across clients and their channel partners.

Michael White is a Member of the Chartered Institute of Marketing? and an Associate Member of the Chartered Institute of Personnel Development.