"Channels of distribution is one of the hottest areas in marketing and sales today. And no one understands the subject better than Ken Rolnicki! Managing Channels of Distribution supplies a much-needed source of knowledge and expertise that professionals can rely on. Based on case studies and real-life experience, the book explains the complexities of managing multiple channels -- distributors, dealers, manufacturer's reps, VARs, private labels, brokers, wholesalers, retailers, and all the rest. In the process, Rolnicki explores both macro and micro business influences that affect channel effectiveness. Special attention is paid to the frustrating areas of channel power and conflict, the dangerous issue of legalities, and the most critical topic of all -- the channel design sequence."
Managing Channels of Distribution
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Editorial Reviews
Book Description
"Channels of distribution is one of the hottest areas in marketing and sales today. And no one understands the subject better than Ken Rolnicki!
Managing Channels of Distribution supplies a much-needed source of knowledge and expertise that professionals can rely on. Based on case studies and real-life experience, the book explains the complexities of managing multiple channels -- distributors, dealers, manufacturer’s reps, VARs, private labels, brokers, wholesalers, retailers, and all the rest.
In the process, Rolnicki explores both macro and micro business influences that affect channel effectiveness. Special attention is paid to the frustrating areas of channel power and conflict, the dangerous issue of legalities, and the most critical topic of all -- the channel design sequence."
About the Author
KENNETH ROLNICKI (Chicago, IL) is president of On Line Computers, a computer reseller. He has over 30 years of channel management experience, and nine years of experience as a seminar leader, teacher, and consultant.
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Most Helpful Customer Reviews
14 of 15 people found the following review helpful:
5.0 out of 5 stars
Perfect for the begining marketer!,
By Brian Martin (Dover, NH USA) - See all my reviews
This review is from: Managing Channels of Distribution: The Marketing Executive's Complete Guide (Hardcover)
This book is perfect for the person who does not even know where to start. It takes you through each stage of distribution, and how to evaluate what is best for your situation. An excellent buy when you need REAL answers.
14 of 15 people found the following review helpful:
5.0 out of 5 stars
A great practical guide,
By A Customer
This review is from: Managing Channels of Distribution: The Marketing Executive's Complete Guide (Hardcover)
If you are new in channels of distribution, this is a must read book! It gives you a very good insight on how to design, implement and manage your channel. The chapter on channel conflict specially draw my attention. The title of this book should read "Practical Guide on Managing Channels of Distribution". I don't think there is other book like this one. Congratulations to Ken.
16 of 19 people found the following review helpful:
5.0 out of 5 stars
Excellent book,
By A Customer
This review is from: Managing Channels of Distribution: The Marketing Executive's Complete Guide (Hardcover)
A very sound, practical guide to channel management. It's one of maybe a half dozen books on the subject that should be part of the "core curriculum". -Larry Friedman author, "The Channel Advantage"
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Inside This Book
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First Sentence:
This is a book about indirect marketing channels. Read the first page Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
channel design sequence, minimarketing plan, competitive channel analysis, user satisfaction requirements, business policy statement, macro market conditions, business closeness, channel reorganization, channel selection criteria, eagle distributors, channel marketing plan, channel marketing managers, distributor candidate, interpretational points, synthetic channel, channel telegraph, channel audit, pricing assistance, customer satisfaction requirements, channel candidates, joint sales calls, selected distributors, conflict eternal, direct salespeople, channel tasks Key Phrases - Capitalized Phrases (CAPs): (learn more)
Channel Design Sequence, Ken's Words of Wisdom, United States, Northwestern University, Kellogg Graduate School of Management, Department of Commerce, Eagles Don't Flock, Locating Channel Member Candidates, Floor New York New!
Books on Related Topics | Concordance | Text Stats Browse Sample Pages:
Front Cover | Table of Contents | First Pages | Index | Back Cover | Surprise Me!
This is a book about indirect marketing channels. Read the first page Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
channel design sequence, minimarketing plan, competitive channel analysis, user satisfaction requirements, business policy statement, macro market conditions, business closeness, channel reorganization, channel selection criteria, eagle distributors, channel marketing plan, channel marketing managers, distributor candidate, interpretational points, synthetic channel, channel telegraph, channel audit, pricing assistance, customer satisfaction requirements, channel candidates, joint sales calls, selected distributors, conflict eternal, direct salespeople, channel tasks Key Phrases - Capitalized Phrases (CAPs): (learn more)
Channel Design Sequence, Ken's Words of Wisdom, United States, Northwestern University, Kellogg Graduate School of Management, Department of Commerce, Eagles Don't Flock, Locating Channel Member Candidates, Floor New York New!
Books on Related Topics | Concordance | Text Stats Browse Sample Pages:
Front Cover | Table of Contents | First Pages | Index | Back Cover | Surprise Me!
Citations (learn more)
This book cites 2
books:
5
books
cite this book:
- on page 239, and page 240
- How to Develop and Manage Successful Distributor Channels in World Markets by William C. Fath in Back Matter
- Marketing Strategies, Tactics, and Techniques: A Handbook for Practitioners by Stuart Rogers in Back Matter
- Start Your Own Wholesale Distribution Business by Entrepreneur Press in Back Matter
- The Manager's Guide to Distribution Channels by Linda Gorchels on page 129
- The Marketing Toolkit for Growing Businesses: Tips, Techniques and Tools to Improve your Marketing by Jay B Lipe in Back Matter
- The Systems Thinking Approach to Strategic Planning and Management by Stephen Haines in Back Matter
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