Distribution Channels: Understanding and Managing Channels to Market

This accessible, rigorous new title explores the ways in which a business can succeed in its distribution activities, through a thorough understanding of its go-to-market partners' business models.

Distribution Channels demonstrates to readers why business models are so important, and provides key information about all of the players involved in distribution chains, including distributors, wholesalers, final-tier channel players and retailers. By interpreting the business models of various types of distribution channel, this comprehensive book illustrates how to optimize both the models and the commercial relationships between the different parties, as well as how to get products and services to market through the best routes possible.

Taking into account both the tactical and strategic dimensions of channel economics, Distribution Channels provides readers with the knowledge needed to improve their business distribution models, whether they are responsible for the distribution channels of their company or if they are a part of that distribution channel.

Covering the whole process, including accessing and servicing markets and customers, controlling brands, creating differentiation, and improving the business distribution model, this book is an essential read for anyone involved in distribution channels.

About the Author:
Julian Dent is Chairman of VIA International, a specialist routes-to-market consultancy