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Distribution Channels
Book

Distribution Channels

Understanding & managing channels to market

Julian Dent
Kogan Page, 2011

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Editorial Rating

8

Qualities

  • Innovative
  • Applicable

Recommendation

If your company sells a product to consumers or other businesses, you’ll appreciate this inside view of the channels of distribution. Logistics expert Julian Dent covers the factors that matter most to retailers and wholesalers and explains how suppliers should structure their commercial propositions to appeal to distributors. This is not a casual or breezy read, but an in-depth examination of the ways goods move to market. Dent offers a guide to how distributors operate and lists the major financial indicators they use to track their performance. getAbstract recommends this thorough, instructive manual to distribution professionals and to marketing and sales executives who seek an advanced education about how their products reach their customers.

Take-Aways

  • Getting your products to market the fastest, easiest and most profitable way is crucial.
  • Distribution costs account for approximately 50% of most products’ prices.
  • Some “distribution systems” sell directly to end customers and others are intermediaries, on one level or on several levels.

About the Author

Julian Dent heads VIA International, a consultancy that helps corporations and franchisers manage their distribution channels.

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