Customer Reviews

Managing Channels of Distribution: The Marketing Executive's Complete Guide

5 star:		(7)
4 star:		(1)
3 star:		(0)
2 star:		(0)
1 star:		(0)

 

 

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.

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.

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"

It's an easy, quick read and sticks to all the pertinent information without adding unnecessary complexities. The author speaks from experience of the ins and outs of designing and managing the channel. He is able to cover strategy, tactics and theory as well as get down to the nitty gritty personal relationships and politics of being a "channel master".

If you are designing a channel program, this books is an excellent place to start.

This book is a rare example on how it is easy to teach the concepts, show practical examples, and summarize everything in 250 pages without relying on unnecessary phrases and words that just repeat the same idea again and again and increase the size of the book to 1000 pages. The author provides detailed explanations on the structure and functioning of distribution channels and depicts a way to effectively build a succesful channel from scratch. He goes beyond the basic concepts to show additional and important information on antitrust laws and international distribution and competition.

I would recommend reading this book and keeping it as one of your reference books to consult whenever you're up to consider changes in the distribution system that arise because of competitive pressures, changes in customer behavior, or new product launches.

Brilliant! I've been involved with industrial distribution for well over twenty years. Rolnicki has proven there is still much to be learned, considered and applied. Must reading for anyone that has anything to do with any channel of distribution.

This is an excellent book, which helped my team to create an awesome strategy for an international company. It is a shame that the author died so long ago... and at the same time so incredible that he considered all the current issues of a company, such as its access to the internet!

Very well rounded hands-on guide to managing COD. Absolutely recommendable. Touches on strategic as well as competitive issues and ties everything nicely together with the management of COD. Great job Mr. Rolnicki - Thanx for teaching us! Your troops of Dec. '97 will accomplish the mission!