Product Description

If product is no longer king, what is? Companies like Dell Computers, Lexus, Wal-Mart and Amazon.com have found phenomenal success by coming up with the answer-channels. The channels by which goods are marketed and distributed have become the new drivers of economic success. From these channels flow customer satisfaction, market share, revenue gains and profitability. It's not so much what you sell today, but how you sell it. And there is no going back.
In The Channel Advantage, Booz?Allen & Hamilton consultants Steven Wheeler an Evan Hirsh write about dozens of companies that have excelled in this channel-driven economy. In one telling example, Wheeler and Hirsch analyze the great success of Dell Computer. While Dell makes top-quality personal computers, it's the company's direct-to-customer sales channel that sets it apart. By building computers to order, Dell keeps inventory low, lets consumers buy exactly what they want, and pushes prices down by cutting out the middleman.
The Channel Advantage examines today's "Channel Champions," the companies that have mastered this new environment. Wheeler and Hirsh tell us how Lexus broke into the luxury car business by focusing so intensely on customer service that dealers personally called up customers to report a product recall. The authors also explain how the rise of Amazon.com represents the exploration of an entirely new channel: e-commerce via the Internet.
Wheeler and Hirsh, both partners at Booz?Allen & Hamilton, the leading management consulting firm, base their exploration and analysis on real-world experience working with clients. They've not only identified this change, they've lived-making The Channel Advantage a must-read for anyone who wants to understand what it takes to thrive in today's channel-based economy.

Product Details

• Amazon Sales Rank: #597379 in Books
• Published on: 1999-09
• Original language: English
• Number of items: 1
• Binding: Hardcover
• 256 pages

Review
"This book covers some of the most critical and important issues that will define future winners in many industries." --Karl-Erling Trogen, president and CEO, Volvo Truck Corp.

"This book clearly shows that companies must change the paradigm of what business they are in to reflect the growing importance of distribution channels." --Stephen B. Hughes, president and CEO, Celestial Seasonings, Inc.

From the Inside Flap
If product is no longer king, what is? Companies like Dell Computers, Lexus, Wal-Mart and Amazon.com have found phenomenal success by coming up with the answer-channels. The channels by which goods are marketed and distributed have become the new drivers of economic success. From these channels flow customer satisfaction, market share, revenue gains and profitability. It's not so much what you sell today, but how you sell it. And there is no going back.In The Channel Advantage, Booz?Allen & Hamilton consultants Steven Wheeler an Evan Hirsh write about dozens of companies that have excelled in this channel-driven economy. In one telling example, Wheeler and Hirsch analyze the great success of Dell Computer. While Dell makes top-quality personal computers, it's the company's direct-to-customer sales channel that sets it apart. By building computers to order, Dell keeps inventory low, lets consumers buy exactly what they want, and pushes prices down by cutting out the middleman.The Channel Advantage examines today's "Channel Champions," the companies that have mastered this new environment. Wheeler and Hirsh tell us how Lexus broke into the luxury car business by focusing so intensely on customer service that dealers personally called up customers to report a product recall. The authors also explain how the rise of Amazon.com represents the exploration of an entirely new channel: e-commerce via the Internet.Wheeler and Hirsh, both partners at Booz?Allen & Hamilton, the leading management consulting firm, base their exploration and analysis on real-world experience working with clients. They've not only identified this change, they've lived-making The Channel Advantage a must-read for anyone who wants to understand what it takes to thrive in today's channel-based economy.

From the Back Cover
Dell Computer, Lexus, Wal-Mart and Amazon.com have made it big in today's economy by understanding that it's not so mush what you sell-but how you sell it. The channels through which goods are marketed and distributed are the new drivers of commercial success. The Channel Advantage, written by two partners at the leading management consulting firm of Booz?Allen & Hamilton, examines the companies that have thrived in this channel-based world and the secretes of their success. It's a fascinating tale that all who care about business should read and absorb.

Customer Reviews

AVOID!
This is a book that offers zero new insights! What's worse... there are a lot of bold statements in this book, that I don't share. The authors have forgotten to share the evidence for these statements, so I can not take them very seriously.

Quite interesting book
Very interesting book. I don't mean practical but can potentialy open your eyes to the different aspects of channels integration and management. Cases could be very inspiring once reading them.

A must read for manufacturing execs and channel strategists!
While multiple books have been written about channel management, few can match the understanding and insight presented in The Channel Advantage. This book provides a framework for leveraging channels for growth, customer satisfaction, and competitive advantage. Including case studies from companies such as Saturn, The Home Depot, WW Grainger, GE, and Snap-on Tools, Evan Hirsh and Steven Wheeler identify the impact of a successful channel management strategy. Highly recommend!