Distribution channels : understanding and managing channels to market /
Dent, Julian,1957-
London : Kogan Page,
2010.
Includes index.
Pt. 1. Introduction and why business models matter -- Introduction -- Why business models matter -- Pt. 2. Distributors and wholesalers -- The role of the distributor -- How the distributor business model works -- Margins and profitability -- Working capital -- Productivity -- Sustainability -- Managing growth -- How to sell to distributors -- Pt. 3. Final-tier trade channel players -- The roles of the final-tier trade channel players -- How the business model of the final-tier trade channel players works -- Sales and utilization -- Gross margin and recoverability -- Working capital management -- Value creation and growth -- How to sell to final-tier trade channel players -- Pt. 4. Retailers -- The role of retailers -- How the retail business model works -- The measures that matter and how to manage with them -- How to sell to retailers.
Marketing channels.
Business planning.