Distribution channels : understanding and managing channels to market / Julian Dent.
Material type: TextPublication details: London ; Philadelphia, PA : Kogan Page, c2011.Edition: 2nd edDescription: xi, 403 p. : ill. ; 24 cmISBN:- 9780749462697 (pbk.)
- 0749462698 (pbk.)
- 9780749452568
- 0749452560
- HF5415.129 .D46 2011
Item type | Current library | Collection | Call number | Copy number | Status | Date due | Barcode | |
---|---|---|---|---|---|---|---|---|
Books | Zetech Library - TRC Reference | Non-fiction | HF5415.129 .D46 2011 (Browse shelf(Opens below)) | C.1 | Not For Loan | Z007355 |
Includes bibliographical references and index.
How to get the best out of this book--The business of getting products and services to market--The role of the distributor--How the distributor business model works--Margins and profitability--Working capital--Productivity--Sustainability--Managing growth--How to sell to distributors--The roles of the final-tier trade channel players works-- Sales and utilization--Gross margin and recoverabilty--Working capital management--Value creation and growth--How to sell to final-tier trade channel players--The role of retailers--How to retail business model works--The measures that matter and how to manage with them--How to sell to retailers--Why franchise--How the franchised business model works--How to sell franchised systems.
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