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The Manager's Guide to Distribution Channels : General Finance & Investing - Linda Gorchels

The Manager's Guide to Distribution Channels

General Finance & Investing

Hardcover Published: 7th May 2004
ISBN: 9780071428682
Number Of Pages: 320

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Channel management has become one of the most important components of a firm's competitive strategy, with mistakes often costing companies millions--and channel managers their careers. "The Manager's Guide to Distribution Channels "provides managers and decision makers with proven tools and go-to-market strategies for refining channel strategies and managing distribution relationships. Self-assessment tools combine with realworld cases and examples to give managers a nontheoretical, balanced blend of thought-provoking insights and hands-on tactics.

Prefacep. ix
An Executive Overview of Channel Structurep. 1
Understanding Distributionp. 3
Strategic Fitp. 3
Management Issuesp. 14
Stages of Channel Redesignp. 20
Key Pointsp. 21
Forces Shaping Channel Strategyp. 23
Channel Strategy as Part of Overall Business Strategyp. 23
External Forces Impacting Channel Strategyp. 28
Internal Forces Shaping Channel Strategyp. 36
Key Pointsp. 44
Supply Chain Managementp. 45
Fulfilling the Demands of Supply Chain Trading Partnersp. 45
Supply Chain Core Processesp. 52
Key Pointsp. 53
Legal Issues and the Reseller Contractp. 55
Terminologyp. 56
The Legal Side of Marketing Policiesp. 57
Written Contractsp. 61
Key Pointsp. 66
Strategic Decisionsp. 67
Clarifying Requirements: A Roadmap for Business Executivesp. 69
Define Channel and Coverage Requirementsp. 69
Develop Channel Designp. 81
Select Suitable Channel Partnersp. 83
Establish Mutual Performance Expectationsp. 83
Improve Channel Effectivenessp. 84
Monitor Performance and Adjust Plansp. 85
Key Pointsp. 87
Channel Designp. 90
Revisiting Channel Goalsp. 91
Renovating Existing Channelsp. 94
Managing Multiple Channelsp. 97
Building Hybrid Channelsp. 100
Key Pointsp. 104
International Channel Designp. 105
Targeting World Marketsp. 105
Evaluating Different International Channel Structuresp. 107
Selecting the Right Channel Partnersp. 109
Managing the Channelp. 115
Key Pointsp. 116
Selecting Suitable Channel Partnersp. 118
Search Methodologyp. 119
Assessing Your Channel Candidatep. 123
Recruit and Sign the Best Candidatesp. 125
Key Pointsp. 129
Managing the Ongoing Relationshipp. 131
Understanding the Distributor's World: Implications for Suppliersp. 133
Distributor Definitionsp. 133
Manufacturer's Influencep. 134
Forces of Changep. 135
Manufacturing and Distributor Differencesp. 138
Changes in Distributor Operationsp. 141
Changes in Manufacturer and Distributor Relationshipsp. 142
Strategic Implications for Manufacturersp. 143
Key Pointsp. 146
Establishing Mutual Performance Expectationsp. 147
Traditional Role Expectationsp. 147
Manufacturer Plansp. 149
Distributor Plansp. 151
Distributor Profilesp. 155
How Distributors Evaluate Manufacturersp. 158
Penetration Indexp. 159
Key Pointsp. 160
Improving Channel Effectivenessp. 161
Six Components to Improve Channel Effectivenessp. 161
Selling to Your Distributorsp. 163
Selecting a Product Champion or Product-Line Specialistp. 166
Coaching Your Product-Line Specialistp. 168
Distributor Sales Trainingp. 182
Using Promotions and Advertisingp. 188
Acting as a Business Consultantp. 193
Key Pointsp. 194
Monitoring Performance and Adjusting Plansp. 195
Performance Monitoringp. 195
Adjustmentsp. 208
Key Pointsp. 210
Indexp. 213
Table of Contents provided by Ingram. All Rights Reserved.

ISBN: 9780071428682
ISBN-10: 0071428682
Series: General Finance & Investing
Audience: Professional
Format: Hardcover
Language: English
Number Of Pages: 320
Published: 7th May 2004
Publisher: McGraw-Hill Education - Europe
Country of Publication: US
Dimensions (cm): 23.5 x 16.0  x 1.6
Weight (kg): 0.51
Edition Number: 1

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