The Manager's Guide to Distribution Channels (General Finance & Investing)

 
9780071428682: The Manager's Guide to Distribution Channels (General Finance & Investing)

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 real world cases and examples to give managers a non-theoretical, balanced blend of thought-provoking insights and hands-on tactics.

"synopsis" may belong to another edition of this title.

Product Description:

Channel management has become one of the most important components of a firm's competitive strate....

From the Back Cover:

Valuable tools to manage and maximize each link in your firm's "go-to-market" chain

In today's every-penny-counts, globally competitive business arena, effective management of distribution channels is vital to a firm's competitive success. The Manager's Guide to Distribution Channels examines how today's most innovative corporations are literally rewriting the rules for channel management and redesigning their distribution strategies to take full advantage of ongoing technological and operational innovations.

Filled with market-proven tools and techniques for creating and managing channels that work in sync with your channel partners and end users, this real-world guidebook will show you how to:

  • Stay on top of changes in how customers want to buy and receive your product
  • Evaluate your channel in a step-by-step process
  • Align your firm's overall objectives with its channel objectives, and ensure a solid supporting infrastructure

Your markets and their needs change everyday. And while your firm's distribution strategies must be flexible enough to change with it, they must also be clear enough to be understood by each channel member. The Manager's Guide to Distribution Channels provides the knowledge and insights you need to create a profitable channel strategy, and expertly manage each channel relationship.

  • Dell Computer revolutionizes the computer industry by selling direct to end users, then successfully expands its distribution strategy to meet changing consumer demands
  • Avon goes beyond its legendary in-home sales channel, launching boutiques in established department stores to reach a younger, working market
  • Huffy relies on costly focus group results to launch a new bicycle line, yet overlooks one small but vital distribution detail--leading to what its CEO terms "a $5 million mistake"

In each case, a leading corporation made or attempted to make distribution channel decisions to better serve its end-customers and strengthen its long-term competitive position. Yet, as the market would prove, reliance on weak channel knowledge and market insight can derail even the most ambitious plans.

The Manager's Guide to Distribution Channels is your bottom-line guide to ensuring that your firm successfully tailors its channel strategy and management to the realities of the channel and needs of the marketplace. A step-by-step handbook to formulating your channel structure, strategy, and relationship management so that it is both market-driven and results-oriented, this easy-to-implement manual is divided into three equally valuable sections:

  • Part I provides an executive overview of distribution channel issues, and the myriad decisions necessary to improve the flow of product from raw material to end user

  • Part II defines channel and coverage requirements, while dealing with domestic and foreign channel design issues and selecting profitable channel partners

  • Part III covers strategies for making and managing strong channel relationships, from establishing mutual performance expectations to monitoring channel performance, and adjusting plans when necessary

Channel management is much more than simply the shipping and receiving of goods. It is the lifeblood of your business, and the key to its short- and long-term success. The Manager's Guide to Distribution Channels tells you everything you need to know to maximize the operational effectiveness and profitability of your marketing channels and distribution programs. It helps you manage your distribution relationships both individually and as a whole, and transforms your channel management program from an operational chore into a strategic competitive advantage.

"About this title" may belong to another edition of this title.

Top Search Results from the AbeBooks Marketplace

1.

Linda Gorchels, Edward Marien, Chuck West
Published by McGraw-Hill Education - Europe, United States (2004)
ISBN 10: 0071428682 ISBN 13: 9780071428682
New Hardcover Quantity Available: 1
Seller
The Book Depository
(London, United Kingdom)
Rating
[?]

Book Description McGraw-Hill Education - Europe, United States, 2004. Hardback. Book Condition: New. 229 x 155 mm. Language: English . Brand New Book. 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 real world cases and examples to give managers a non-theoretical, balanced blend of thought-provoking insights and hands-on tactics. Bookseller Inventory # AA39780071428682

More Information About This Seller | Ask Bookseller a Question

Buy New
25.89
Convert Currency

Add to Basket

Shipping: FREE
From United Kingdom to U.S.A.
Destination, Rates & Speeds

2.

Gorchels, Linda
Published by McGraw-Hill Education (2004)
ISBN 10: 0071428682 ISBN 13: 9780071428682
New Quantity Available: > 20
Seller
Pbshop
(Wood Dale, IL, U.S.A.)
Rating
[?]

Book Description McGraw-Hill Education, 2004. HRD. Book Condition: New. New Book.Shipped from US within 10 to 14 business days. Established seller since 2000. Bookseller Inventory # IB-9780071428682

More Information About This Seller | Ask Bookseller a Question

Buy New
23.63
Convert Currency

Add to Basket

Shipping: 3.07
Within U.S.A.
Destination, Rates & Speeds

3.

Linda Gorchels, Edward Marien, Chuck West
Published by McGraw-Hill Education - Europe, United States (2004)
ISBN 10: 0071428682 ISBN 13: 9780071428682
New Hardcover Quantity Available: 1
Seller
The Book Depository US
(London, United Kingdom)
Rating
[?]

Book Description McGraw-Hill Education - Europe, United States, 2004. Hardback. Book Condition: New. 229 x 155 mm. Language: English . Brand New Book. 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 real world cases and examples to give managers a non-theoretical, balanced blend of thought-provoking insights and hands-on tactics. Bookseller Inventory # AA39780071428682

More Information About This Seller | Ask Bookseller a Question

Buy New
26.78
Convert Currency

Add to Basket

Shipping: FREE
From United Kingdom to U.S.A.
Destination, Rates & Speeds

4.

Gorchels, Linda
ISBN 10: 0071428682 ISBN 13: 9780071428682
New Hardcover Quantity Available: > 20
Seller
BargainBookStores
(Grand Rapids, MI, U.S.A.)
Rating
[?]

Book Description Hardcover. Book Condition: New. Bookseller Inventory # 954908

More Information About This Seller | Ask Bookseller a Question

Buy New
23.88
Convert Currency

Add to Basket

Shipping: 3.07
Within U.S.A.
Destination, Rates & Speeds

5.

Gorchels, Linda; Marien, Edward; West, Chuck
Published by McGraw-Hill Education
ISBN 10: 0071428682 ISBN 13: 9780071428682
New Hardcover Quantity Available: 1
Seller
Bookhouse COM LLC
(Philadelphia, PA, U.S.A.)
Rating
[?]

Book Description McGraw-Hill Education. Hardcover. Book Condition: New. 0071428682. Bookseller Inventory # Z0071428682ZN

More Information About This Seller | Ask Bookseller a Question

Buy New
28.87
Convert Currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, Rates & Speeds

6.

Gorchels, Linda; Marien, Edward; West, Chuck
Published by McGraw-Hill Education
ISBN 10: 0071428682 ISBN 13: 9780071428682
New Hardcover Quantity Available: 1
Seller
BookShop4U
(PHILADELPHIA, PA, U.S.A.)
Rating
[?]

Book Description McGraw-Hill Education. Hardcover. Book Condition: New. 0071428682. Bookseller Inventory # Z0071428682ZN

More Information About This Seller | Ask Bookseller a Question

Buy New
28.87
Convert Currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, Rates & Speeds

7.

Gorchels, Linda; Marien, Edward; West, Chuck
Published by McGraw-Hill Education
ISBN 10: 0071428682 ISBN 13: 9780071428682
New Hardcover Quantity Available: 1
Seller
Vital Products COM LLC
(southampton, PA, U.S.A.)
Rating
[?]

Book Description McGraw-Hill Education. Hardcover. Book Condition: New. 0071428682. Bookseller Inventory # Z0071428682ZN

More Information About This Seller | Ask Bookseller a Question

Buy New
28.87
Convert Currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, Rates & Speeds

8.

Linda Gorchels; Edward Marien; Chuck West
Published by McGraw-Hill (2004)
ISBN 10: 0071428682 ISBN 13: 9780071428682
New Hardcover Quantity Available: 1
Seller
Ergodebooks
(RICHMOND, TX, U.S.A.)
Rating
[?]

Book Description McGraw-Hill, 2004. Hardcover. Book Condition: New. Bookseller Inventory # SONG0071428682

More Information About This Seller | Ask Bookseller a Question

Buy New
26.22
Convert Currency

Add to Basket

Shipping: 3.07
Within U.S.A.
Destination, Rates & Speeds

9.

Gorchels, Linda
Published by McGraw-Hill Education (2004)
ISBN 10: 0071428682 ISBN 13: 9780071428682
New Hardcover Quantity Available: 10
Seller
Murray Media
(North Miami Beach, FL, U.S.A.)
Rating
[?]

Book Description McGraw-Hill Education, 2004. Hardcover. Book Condition: New. Bookseller Inventory # 0071428682

More Information About This Seller | Ask Bookseller a Question

Buy New
27.07
Convert Currency

Add to Basket

Shipping: 2.30
Within U.S.A.
Destination, Rates & Speeds

10.

Linda Gorchels,Edward J. Marien,Chuck West
ISBN 10: 0071428682 ISBN 13: 9780071428682
New Quantity Available: 5
Seller
Chiron Media
(Wallingford, United Kingdom)
Rating
[?]

Book Description Book Condition: New. Brand new book, sourced directly from publisher. Dispatch time is 24-48 hours from our warehouse. Book will be sent in robust, secure packaging to ensure it reaches you securely. Bookseller Inventory # NU-ING-00416402

More Information About This Seller | Ask Bookseller a Question

Buy New
26.66
Convert Currency

Add to Basket

Shipping: 2.99
From United Kingdom to U.S.A.
Destination, Rates & Speeds

There are more copies of this book

View all search results for this book