Download or read book Managing Channels of Distribution written by Kenneth ROLNICKI and published by AMACOM. This book was released on 1998-01-06 with total page 288 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Channels of distribution is one of the hottest areas in marketing and sales today. And no one understands the subject better than Ken Rolnicki! Managing Channels of Distribution supplies a much-needed source of knowledge and expertise that professionals can rely on. Based on case studies and real-life experience, the book explains the complexities of managing multiple channels -- distributors, dealers, manufacturer’s reps, VARs, private labels, brokers, wholesalers, retailers, and all the rest. In the process, Rolnicki explores both macro and micro business influences that affect channel effectiveness. Special attention is paid to the frustrating areas of channel power and conflict, the dangerous issue of legalities, and the most critical topic of all -- the channel design sequence."
Download or read book The Manager s Guide to Distribution Channels written by Linda Gorchels and published by McGraw Hill Professional. This book was released on 2004-05-22 with total page 239 pages. Available in PDF, EPUB and Kindle. Book excerpt: Channel management has become one of the most important components of a firm's competitive strategy, with mistakes often costing companies millions--and channel managers their careers. The Manager's Guide to Distribution Channels provides managers and decision makers with proven tools and go-to-market strategies for refining channel strategies and managing distribution relationships. Self-assessment tools combine with realworld cases and examples to give managers a nontheoretical, balanced blend of thought-provoking insights and hands-on tactics.
Download or read book Distribution Channels written by Julian Dent and published by Kogan Page Publishers. This book was released on 2011-06-03 with total page 416 pages. Available in PDF, EPUB and Kindle. Book excerpt: Using numerous real-life examples, Distribution Channels explores the chain that makes products and services available for market and explains how to make the most of each step of the process. By defining the role and significance of the various partners involved, including distributors, wholesalers, final-tier channel players, retailers and franchise systems, the text provides a clear understanding of the entire go-to-market process, whilst also explaining channel partners' business models and how to engage with them for effective market access. Distribution Channels covers both the tactical and strategic dimensions of channel economics as well as containing information on accessing and servicing markets and customers, controlling brands, integrating web and online channels, building the value proposition and creating differentiation. Comprehensive and clear, this book provides you with the knowledge needed to improve your business model to ensure maximum market exposure and successful product delivery. The book is also supported by online resources, including additional figures, bonus chapters, and lecture slides.
Download or read book Aerospace Marketing Management written by Philippe Malaval and published by Springer Science & Business Media. This book was released on 2013-11-12 with total page 600 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book presents an overall picture of both B2B and B2C marketing strategies, concepts and tools, in the aeronautics sector. This is a significant update to an earlier book successfully published in the nineties which was released in Europe, China, and the USA. It addresses the most recent trends such as Social Marketing and the internet, Customer Orientation, Project Marketing and Con current Engineering, Coopetition, and Extended Enterprise. Aerospace Marketing Management is the first marketing handbook richly illustrated with executive and expert inputs as well as examples from parts suppliers, aircraft builders, airlines, helicopter manufacturers, aeronautics service providers, airports, defence and military companies, and industrial integrators (tier-1, tier-2). This book is designed as a ready reference for professionals and graduates from both Engineering and Business Schools.
Download or read book Distribution Strategy written by Livio Moretti and published by Springer. This book was released on 2018-11-02 with total page 216 pages. Available in PDF, EPUB and Kindle. Book excerpt: This unique book helps business executives to improve their company's business performance by showing how to build an effective and future-proof distribution channel, and adopt effective commercial policies and value-based pricing strategies. For the first time, an ex-McKinsey consultant and general manager reveals the methodology adopted by successful Fortune 100 multinationals, offering readers a concise, informative and pragmatic guide to the core principles, with an abundance of concrete examples and visual frameworks. Every good business manager needs to have a microscope on one eye and a telescope on the other eye – this practical, easy to follow book, anchored in solid analytic principles, allows for fast and solid transitions between diagnosis, long-term strategic thinking, and short-term execution. Bruno Barcelos, General Manager Sandoz, a Novartis Company
Download or read book Sales and Marketing Channels written by Julian Dent and published by Kogan Page Publishers. This book was released on 2018-04-03 with total page 385 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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
Download or read book Introduction to Business written by Lawrence J. Gitman and published by . This book was released on 2023-05-19 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Handbook of Research on Distribution Channels written by Charles A. Ingene and published by Edward Elgar Publishing. This book was released on 2019 with total page 608 pages. Available in PDF, EPUB and Kindle. Book excerpt: Distribution channels are the most complex element of the marketing mix to fully grasp and to profitably manage. In this Handbook the authors present cutting-edge research on channel management and design from analytical, conceptual, and empirical perspectives. The breadth of this Handbook makes it appropriate for use in a doctoral course on distribution channels, or as a knowledge-broadening resource for faculty and researchers who wish to understand types of channels research that are outside the scope of their own approach to distribution.
Download or read book Managing the Supply Chain written by J.L. Gattorna and published by Bloomsbury Publishing. This book was released on 1996-08-16 with total page 378 pages. Available in PDF, EPUB and Kindle. Book excerpt: This text takes an updated view of the issues involved in supply chain management in today's business environment. In the 1990s, many businesses have gone through a number of changes, in particular through focusing on core activities and divesting themselves of many of the support functions traditionally carried out 'in house'. This development has led to the necessity for a broader concept of logistics that embraces the functions of both suppliers and customers into an integrated supply chain. The consequence of this is that the fundamental disciplines of logistics management must be reviewed and modified. Within this framework, the text addresses topics such as: - Value chain analysis - Activity based costing - Strategic partnerships and alliances - International operations - Optimisation - Best practice and benchmarking The book is ideal for students and practitioners in the field of logistics and supply chain management.
Download or read book Transforming Your Go to market Strategy written by V. Kasturi Rangan and published by Harvard Business Press. This book was released on 2006 with total page 314 pages. Available in PDF, EPUB and Kindle. Book excerpt: "A fresh approach to designing and managing channels for the long term, this book helps firms expand value for their customers and partners while buttressing their own bottom line."--Jacket.
Download or read book Managing Distribution written by Ravi Shanker and published by . This book was released on 1992 with total page 220 pages. Available in PDF, EPUB and Kindle. Book excerpt: With reference to the Indian scene.
Download or read book Managing Distribution Channels written by Alexander Chernev and published by Cerebellum Press. This book was released on with total page 55 pages. Available in PDF, EPUB and Kindle. Book excerpt: Distribution channels deliver the company’s offerings to its target customers. Managing distribution channels involves designing and streamlining the process of delivering a company’s offering in a way that creates value for target customers, the company, and its collaborators. The key aspects of managing distribution channels are the focus of this note. The discussion of distribution management is complemented by an overview of the relevant distribution concepts and just-in-time distribution. This note is an excerpt (Chapter 16) from Strategic Marketing Management: Theory and Practice by Alexander Chernev (Cerebellum Press, 2019).
Download or read book Getting Multi Channel Distribution Right written by Kusum L. Ailawadi and published by John Wiley & Sons. This book was released on 2020-04-14 with total page 387 pages. Available in PDF, EPUB and Kindle. Book excerpt: Getting Multi-Channel Distribution Right provides a comprehensive treatment of modern distribution strategy that is analytically solid, clearly written, and relevant for managers as well as MBA and executive MBA students, and the professors who train them. It covers concepts, metrics, tools, and strategic frameworks for managing distribution in physical and digital channels. Focusing on the challenges of managing multiple channels of distribution in an evolving marketplace—rather than the process of designing a distribution channel from scratch—it leans more heavily on metrics and tools and incorporates perspectives from academic research, as well as in-depth case studies from marketing and general management practice. Introduces an organizing framework of pull and push marketing for how suppliers work together with their channel partners. Integrates across physical and digital, independent and company-owned, routes to market. Maps the functions of traditional and newer intermediaries in the channel ecosystem and identifies the root causes of conflict between them. Provides tools and frameworks for how much distribution coverage is required and where. Shows how product line, pricing, trade promotions, and other channel incentives can help to coordinate multiple channels and manage conflict. Illustrates how push and pull metrics can be combined into valuable dashboards for identifying positive feedback opportunities and sustaining the channel partnership. With the help of Getting Multi-Channel Distribution Right you’ll discover how to successfully develop, execute, and adapt distribution strategy to the evolving marketplace.
Download or read book Marketing the Management of Distribution Channels written by Maureen Guirdham and published by Pergamon. This book was released on 1972 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Channel sales and management in distribution written by Robert Hastings and published by Businessman 101. This book was released on 2011-05-09 with total page 151 pages. Available in PDF, EPUB and Kindle. Book excerpt: OVERVIEWDistribution is the largest business in the world! It is bigger than mining or food or clothing and this book offers valuable insight and information regarding how to be a successful sales professional and manager in a channel business.Channel is the market layers through which distribution takes place and this book is designed to give the necessary skills in the distribution and channel market on sales and management with a rounded view of the required skills and knowledge. What makes this book unique is the insight and experience of the author who has been involved in the distribution market for over 30 years and he understands what makes it work and what makes a successful channel sales person and manager.This book Successful Channel Sales in Distribution offers a range of informative chapters which will guide you through distribution systems and the multi layers from the distributor down to the Value Added Reseller, System Integrators, Agents and appointed representatives.The book reviews the all important 80/20 principle in setting up a national channel market. Successful Channel sales reviews distribution partners and how they work, how relationship management works and what is the most successful and tried methods in partner retention programs. Several of the chapters are devoted to understanding the sales drivers in distribution channels and how to maximise the earnings and capability in your market of choice.THe book offers advice on how to understand the role of marketing and promotions including the 'push and pull' effect on the distributor to the reseller. There are sections on finance and 'channel metrics' as well as human resources and overall channel management techniques.How can you be successful within a channel structure? Who are the significant players in a channel structure and what skills do you need to understand and drive channel sales? All these questions are answered with informative advice on how to succeed and progress in a distribution market business.This book offers a professional approach in how to create a long term career in the channel business no matter if the distribution is aircraft or widgets!If you want to understand a channel sales cycle, relationship management, marketing and promotions, human resource, stockholding and the financial side of credit and credit management these subjects are all listed in easy to understand jargon and how each interlinks in the distribution chain.If you want to understand channel or you are an educated channel manager this is the book for you as it is written for those seeking a better understanding of channel management and sales expertise or are looking for a role in distribution.
Download or read book Marketing Channels written by Bert Rosenbloom and published by . This book was released on 1983 with total page 536 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Mathematical Models of Distribution Channels written by Charles A. Ingene and published by Springer Science & Business Media. This book was released on 2006-01-27 with total page 590 pages. Available in PDF, EPUB and Kindle. Book excerpt: Mathematical Models of Distribution Channels identifies eight "Channel Myths" that characterize almost all analytical research on distribution channels. The authors prove that models that incorporate one or more Channel Myths generate distorted conclusions; they also develop a methodology that will enable researchers to avoid falling under the influence of any Channel Myth.
