Distribution Channels: Understanding and Managing Channels to Market Second Edition

As an attorney who advises and represents suppliers, dealers, distributors, and franchisees, I'm always looking for opportunities to better understand both my client's business model and the way my client fits in to the distribution system as a whole. "Distribution Channels" satisfies both needs. Written primarily from the perspective of (and for the benefit of) the supplier, it offers invaluable insight into: the structure of the distribution system as a whole; the respective roles of individual channel players; the methods for analyzing the performance of distributors and final-tier channel players; and the tools for most efficiently managing these players. While the book is certainly not short on formulas, these technical features are presented without lingering or boring the reader. The technical parts are intermingled with real-world examples (many of which I was at least partially familiar), retaining the reader's attention. Finally, by adopting the same analytical approach at all levels of the channel (from distributors or wholesalers to dealers and retailers), the book's format makes it easy to read, follow, and understand. It is a most worthwhile read, even for those- like me - who work outside of the channel.

The thing is, by reading the book, you can see that the author has a lot of experience on the subject of distribution. He frequently turns your attention on finance and analyzes how different businesses operate (wholesalers, retailers). He describes different models of distribution, players, finance, etd., by which you can base your model of distribution on (if you are a distributer or a supplier). I find this book quite useful and am going to read it once or twice again. Ough, and it isn't one of those books that you can read in one afternoon. A good pace is to read it few pages at a time and reflect a bit.T.C,Croatia

An excellent book that takes you through the business models of every link in the supply chain. The book helps you understand the customer that you may be trying to sell to and what drives them so you can design your value proposition for a successful business partnership for both parties. Very well written with thorough explanation of industry financial metrics. Worth the investment!

I may be a better book for B2C and franchising. For B2B type of business I was expecting a little more.

Good review of the channels and the finacial aspects of them! Despite I had tried to read many books that named themselves as similars, that is the first obe that really gors this way! I recommend!

I don't have much knowledge or information regarding the distribution industry or distribution jargon they use in this aspect of business so this book was great in outlining and summarizing key points in all the different aspects on distribution channels. This book especially helped me increase my business knowledge in marketing channels and addressed my questions regarding the what, why, and how of distribution.

Very intresting & practical book if you want to discover your way to market your product by distribution channels.

This is an outstanding resource presented in an easy-to-read (and refer to) fashion. Far too many businesspeople fail to appreciate the importance of distribution and the attendant channel economics: I have sat in many conferences that opened with "Now, assume we'll get the distribution we need." Assume! Julian Dent shows how to manage (not assume) that process and to do so in a way that is disciplined, measurable, and, ultimately, successful.