TY  - BOOK
AU  - Dent,Julian
TI  - Distribution channels: understanding and managing channels to market 
SN  - 9780749462697 (pbk.)
AV  - HF5415.129 .D46 2011
PY  - 2011///
CY  - London, Philadelphia, PA
PB  - Kogan Page
KW  - Marketing channels
KW  - Business planning
N1  - 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
ER  -