Product Description

This book targets those who are involved in the marketing and distribution of products and services, whether they are working for a supplier, a customer, or another player. It provides a fast track to the issues, measures, relationships and success factors involved in bringing products and services to market, and is especially relevant for those who are looking for guidance in addressing the commercial and financial aspects of their role. It is also relevant to those who are financially literate but new to the concerns of distribution.

Product Details

• Amazon Sales Rank: #27560 in Books
• Published on: 2008-09-01
• Original language: English
• Number of items: 1
• Binding: Hardcover
• 322 pages

Review

Review

About the Author
Julian Dent is Chairman of VIA International, a specialist routes-to-market consulting firm. He has over 25 years of experience in distribution throughout the world, specializing in channel strategy and implementation. His clients have included Barclays Bank, BP, Esso, IBM, Microsoft, Nokia, Subway and Zerox.

Customer Reviews

a must for those dealing with the channel
This is an excellent summary of all the major principles involved in either running or engaging with a distribution channel. It is remarkable in this age of cost awareness the lack of financial understanding of the channel and the massive impact it can have on the performance of an organisation. This book really helps to identify the main levers that channel managers can pull to improve the performanceIt is set out in an easy to understand format and makes it easy to implement some of the basic principles.
This should be compulsory reading for all those either working in the channel of engaged with it..

A critical resource for students and managers
This is an outstanding resource presented in an easy-to-read (and refer to) fashion. Far too many businesspeople fail to appreciate the importance of distribution and the attendant channel economics: I have sat in many conferences that opened with "Now, assume we'll get the distribution we need." Assume! Julian Dent shows how to manage (not assume) that process and to do so in a way that is disciplined, measurable, and, ultimately, successful.

An excellent reading for anyone engaged in channel business and a complementary source for students
This book provides a comprehensive insight into the complexity of different distribution channels regardless of the fact, that you work for a supplier, distributor, service provider, retailor or any other business. It not just highlights the main connections between diverse tiers/BPs, but also explains the financial side of the channel business and gives easy to understand examples throughout the book...