Analyze, plan and manage profitable channels to market with this economic framework, ensuring maximum leverage of channel partners at every stage of the go-to-market process, with this fully revised third edition of the global bestseller, Distribution Channels - an essential toolkit for strategizing new and existing routes to market. Unprecedented upheavals in routes-to-market are challenging businesses of all types. Products are becoming services, online and offline channels are integrating, and new distribution channels are dictating terms to producers. Placing market access at the heart of business and marketing strategy, this revised edition of Sales and Marketing Channels (originally Distribution Channels) addresses emerging business models and buying behaviours with practical steps, offering an efficient structure to extract tangible commercial value from partner relationships. Often referred to as the "Place" P in the marketing mix, this book and its host of downloadable resources integrate innovative case studies like AirBNB, the largest seller of rooms without ownership of any; Transferwise, the peer-to-peer Forex; plus, the rise of online retailers like Amazon and ASOS versus the decline of traditional stores like Macy's or BHS. Other updates include: -The impact of cloud technology -Advancing consumer channels -Monetizing the distribution of intellectual property -Plus the evolving 'gig economy', led by Uber and Deliveroo

About the Author
Julian Dent is Chairman of VIA International, a specialist routes-to-market consultancy. He has more than 35 years of global experience in distribution, specializing in channel strategy and implementation at global, corporate and regional levels. His clients include Barclays, Esso, Hewlett-Packard, Hyatt, Microsoft, Philips, Subway and Xerox. Michael White is EMEA General Manager of Quadmark, a global channels and sales enablement consultancy. He has been a worldwide routes-to-market specialist for 30 years across multiple industries, leading commercial consumer channel strategy from formulation through to execution. His clients include Apple, Caterpillar, Cisco, Electrolux, PayPal and Procter & Gamble.

Reviews
"This book is a true tour de force on all things marketing, distribution, franchising and more. Dent and White have given us a highly compelling and practical blueprint for success in times of great change and disruption. Their updated treatise gives us practical 21st-century strategic insights into sales and marketing channel and distribution management. Heed these authors' advice or risk irrelevance and peril for your business and brand." * Joe Tripodi, CMO, Subway, and former CMO, Coca-Cola, Allstate, MasterCard, Bank of New York and Seagram's *
"With sales and marketing channels becoming ever more complex and challenging, the need for help constantly increases. This book hits the mark - I seriously suggest anyone involved in channels has this to hand. Dent and White stand head and shoulders above many others in demystifying the channel into understandable and executable components. Whether you are a channel novice or channel expert, this new edition is paramount for executives to account managers alike." * Jeremy Butt, SVP International, Mitel *
"This is the best book available for providing a deep understanding of channel business models and has helped us build more effective relationships with our channel partners." * Louis Gries, CEO, James Hardie Industries plc *
"This book is essential reading for any vendor working with indirect channels of distribution. The deep insights into channel business models it provides enable vendors to secure maximum value from both distributor and final-tier engagement." * Michael Urban, Corporate Vice President, Strategy, Transformation, Global Vendor Management, Tech Data Corporation *



Book Information
ISBN 9780749482145
Author Julian Dent
Format Paperback
Page Count 384
Imprint Kogan Page Ltd
Publisher Kogan Page Ltd
Weight(grams) 325g
Dimensions(mm) 257mm * 235mm * 21mm