Managing Channels Of Distribution

Author : Kenneth ROLNICKI
Publisher : AMACOM
Page : 288 pages
File Size : 49,7 Mb
Release : 1998-01-06
Category : Business & Economics
ISBN : 9780814416037

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Managing Channels of Distribution by Kenneth ROLNICKI Pdf

"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."

Author : Linda Gorchels,Edward Marien,Chuck West
Publisher : McGraw Hill Professional
Page : 239 pages
File Size : 50,9 Mb
Release : 2004-05-22
Category : Business & Economics
ISBN : 9780071442954

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The Manager's Guide to Distribution Channels by Linda Gorchels,Edward Marien,Chuck West Pdf

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.

Author : Kenneth ROLNICKI
Publisher : AMACOM
Page : 298 pages
File Size : 40,5 Mb
Release : 1998-01-06
Category : Business & Economics
ISBN : 0814416039

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Managing Channels of Distribution by Kenneth ROLNICKI Pdf

"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."

Author : Julian Dent
Publisher : Kogan Page Publishers
Page : 416 pages
File Size : 45,5 Mb
Release : 2011-06-03
Category : Business & Economics
ISBN : 9780749462703

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Distribution Channels by Julian Dent Pdf

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.

Author : Charles A. Ingene,James R. Brown,the late Rajiv P. Dant
Publisher : Edward Elgar Publishing
Page : 608 pages
File Size : 46,8 Mb
Release : 2019
Category : Business & Economics
ISBN : 9780857938602

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Handbook of Research on Distribution Channels by Charles A. Ingene,James R. Brown,the late Rajiv P. Dant Pdf

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.

Author : Kusum L. Ailawadi,Paul W. Farris
Publisher : John Wiley & Sons
Page : 387 pages
File Size : 52,9 Mb
Release : 2020-04-14
Category : Business & Economics
ISBN : 9781119632887

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Getting Multi-Channel Distribution Right by Kusum L. Ailawadi,Paul W. Farris Pdf

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.

Author : Livio Moretti
Publisher : Springer
Page : 216 pages
File Size : 50,8 Mb
Release : 2018-11-02
Category : Business & Economics
ISBN : 9783319919591

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Distribution Strategy by Livio Moretti Pdf

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

Author : Kenneth Rolnicki
Publisher : Unknown
Page : 266 pages
File Size : 49,9 Mb
Release : 1998
Category : Marketing channels
ISBN : OCLC:670044678

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Managing Channels of Distribution by Kenneth Rolnicki Pdf

This "channelmaster's" handbook explores all the macro and micro business influences that affect channel management efficiency, the frustrating areas of channel power and conflict, the potentially dangerous issue of legalities (with an entire chapter devoted to antitrust concerns), and, most importantly, the channel design sequence. From basic concepts such as what the various channels of distribution are and why you use them to intricate issues like channel selection criteria, market coverage strategies, and channel candidate enticements, Managing Channels of Distribution gives you all the information you need to plan, implement, and manage a successful channel of distribution network.

Author : Robert Hastings
Publisher : Businessman 101
Page : 151 pages
File Size : 53,9 Mb
Release : 2011-05-09
Category : Business & Economics
ISBN : 9781460984482

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Channel sales and management in distribution by Robert Hastings Pdf

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.

Author : Julian Dent,Michael White
Publisher : Kogan Page Publishers
Page : 385 pages
File Size : 46,9 Mb
Release : 2018-04-03
Category : Business & Economics
ISBN : 9780749482152

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Sales and Marketing Channels by Julian Dent,Michael White Pdf

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

Author : Philippe Malaval,Christophe Bénaroya,Jonathan Aflalo
Publisher : Springer Science & Business Media
Page : 590 pages
File Size : 49,9 Mb
Release : 2013-11-12
Category : Business & Economics
ISBN : 9783319013541

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Aerospace Marketing Management by Philippe Malaval,Christophe Bénaroya,Jonathan Aflalo Pdf

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.

Author : Maureen Guirdham
Publisher : Pergamon
Page : 242 pages
File Size : 42,9 Mb
Release : 1972
Category : Marketing
ISBN : UOM:39076005812982

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Marketing: the Management of Distribution Channels by Maureen Guirdham Pdf

Author : Alexander Chernev
Publisher : Cerebellum Press
Page : 55 pages
File Size : 50,8 Mb
Release : 2024-05-18
Category : Business & Economics
ISBN : 8210379456XXX

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Managing Distribution Channels by Alexander Chernev Pdf

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).

Author : Lawrence J. Gitman,Carl Mcdaniel,Amit Shah
Publisher : Unknown
Page : 0 pages
File Size : 52,5 Mb
Release : 2023-05-19
Category : Electronic
ISBN : 1998109313

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Introduction to Business by Lawrence J. Gitman,Carl Mcdaniel,Amit Shah Pdf

Author : Bert Rosenbloom
Publisher : Unknown
Page : 536 pages
File Size : 41,5 Mb
Release : 1983
Category : Marketing channels
ISBN : OSU:32435002493443

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Marketing Channels by Bert Rosenbloom Pdf