Customer Reviews

Distribution Channels: Understanding and Managing Channels to Market

5 star:		(4)
4 star:		(1)
3 star:		(0)
2 star:		(0)
1 star:		(0)

 

 

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..

This book is the only one I know that presents information about the distribution business.

It is very useful to the people that work in wholesale distributors or that work in the vendors that sell to them.

It helps to identify what it is necessary to create a succesful company in this area.

It can be used as reference book in courses of Business and Economics to show how important and profitable can be to use distribution channels to address the end user.

The thing is, by reading the book, you can see that the author has a lot of experience on the subject of distribution. He frequently turns your attention on finance and analyzes how different businesses operate (wholesalers, retailers). He describes different models of distribution, players, finance, etd., by which you can base your model of distribution on (if you are a distributer or a supplier). I find this book quite useful and am going to read it once or twice again. Ough, and it isn't one of those books that you can read in one afternoon. A good pace is to read it few pages at a time and reflect a bit.

T.C,

Croatia

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.

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...