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Distribution channels: understanding and managing channels to market

Author: Dent, Julian Publisher: Kogan Page, 2008.Language: EnglishDescription: 322 p. : Graphs/Ill. ; 24 cm.ISBN: 9780749452568Type of document: Book Bibliography/Index:
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Item type Current location Collection Call number Status Date due Barcode Item holds
Book Asia Campus
Main Collection
Print HF5415.129 .D46 2008
(Browse shelf)
900190589
Available 900190589
Book Europe Campus
Main Collection
Print HF5415.129 .D46 2008
(Browse shelf)
001242836
Available 001242836
Total holds: 0

Digitized

Distribution Channels Understanding and Managing Channels to Market Contents Preface Acknowledgements Part 1 Introduction and why business models matter 1 Introduction Who this book is for What do we mean by business model? How this book is set out 2 Why business models matter Distribution matters Challenging business dynamics Business models are key to value propositions A structured approach to positioning your value proposition Be careful with comparisons Part 2 Distributors and wholesalers 3 The role of the distributor Distributors/wholesalers Customer role -- core functions Supplier role -- core functions 4 How the distributor business model works Role defines business model Profit is a very small number between two very big numbers Managing working capital is a balancing act The measures that matter and how to manage with them x xii 1 3 3 5 6 9 9 11 16 18 20 23 25 25 25 32 35 35 36 37 39 5 Margins and profitability Multiple margins Gross margin and value add Margin mix or blended margin Contribution margin Net margin and operating margin 6 Working capital Working capital management Supplier credit Inventory Customer credit Working capital cycle 7 Productivity Earn and turn Contribution margin return on inventory investment Returns on working capital 8 Sustainability Sustainability -- longer-term business health Return on net assets and return on capital employed Return on invested capital Value creation Managing value creation on an operational basis 9 Managing growth Growth dynamics Internally financed growth rate formula Economies of scale -- profitability Economies of scale -- working capital management Risks of growth -- diseconomies of scale 10 How to sell to distributors What we mean by selling to distributors The sales process Managing the account relationship Some rules of thumb for making compelling business cases Summary 41 41 41 44 48 53 57 57 58 60 63 65 69 69 71 74 81 81 81 83 84 90 93 93 94 95 99 100 101 101 102 107 111 114 Part 3 Final-tier trade channel players 11 The roles of the final-tier trade channel players The final-tier trade channel players The possible roles of final-tier trade channel players Matching channel roles to channel players Different roles command different compensation models Customer advocates and sell-with players Sell-with players and strategic alliances Applying this framework to your industry sector or channel 12 How the business model of the final-tier trade channel players works Role defines business model Services come from people, either directly or indirectly (eg web-delivered) Managing a service business Service-based business model Overview of service business model measures 13 Sales and utilization Sales Utilization 14 Gross margin and recoverability Gross margin Recoverability 15 Working capital management The cash-to-cash cycle Improving working capital 16 Value creation and growth Value creation and improving the numbers Managing growth ­ the integrated product and service business model 17 How to sell to final-tier trade channel players What we mean by selling to final-tier trade channel players Segmenting the final-tier trade channel What the final tier looks for in a vendor 117 119 119 122 127 130 136 139 140 141 141 142 143 159 160 163 163 171 177 177 182 185 185 188 193 193 199 203 203 204 206 What the final tier looks for in a distributor Managing the account relationship Some rules of thumb for making compelling business cases Selling 'with' the final tier in an advocacy role Conclusion Part 4 Retailers 18 The role of retailers Retailers and retailing Catalogue and online retailing 19 How the retail business model works Role defines business model Earn and turn Layout and planogramming Ranging and merchandising 215 219 221 224 226 227 229 229 233 237 237 243 245 248 20 The measures that matter and how to manage with them 251 Sales (or takings or revenues) 251 Margins 255 Direct product cost (DPC) and direct product profitability (DPP) 260 Turns and productivity 263 21 How to sell to retailers What we mean by selling to retailers The sales process Retailer challenges and their implications for suppliers Impact of the internet Managing retail relationships at a strategic level Managing retail relationships at a tactical level Selling in to the retailer's buying cycle and open-to-buy Should you deal with retailers direct or through a wholesaler? Summary Key ratios Glossary of technical terms Index 267 267 268 268 272 276 283 288 291 291 295 301 313

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