Distribution channels :
Dent, Julian, 1957-
Distribution channels : understanding and managing channels to market / Julian Dent. - 2nd ed. - London ; Philadelphia, PA : Kogan Page, c2011. - xi, 403 p. : ill. ; 24 cm.
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.
9780749462697 (pbk.) 0749462698 (pbk.) 9780749452568 0749452560
2010050597
Marketing channels.
Business planning.
HF5415.129 / .D46 2011
Distribution channels : understanding and managing channels to market / Julian Dent. - 2nd ed. - London ; Philadelphia, PA : Kogan Page, c2011. - xi, 403 p. : ill. ; 24 cm.
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.
9780749462697 (pbk.) 0749462698 (pbk.) 9780749452568 0749452560
2010050597
Marketing channels.
Business planning.
HF5415.129 / .D46 2011