Dent, Julian  1957 - <br/><br/>
Distribution Channels :  Understanding and Managing Channels to Market / 
By J. Dent. 
 - London ;  Philadelphia ;  New Delhi :  Kogan Page,  2008. 
 - 322 p. :  tables ;  24 cm. 
<br/><br/> With hard and supercover  With love to my wife, Jan, and to our chidren , Laura and Ian 
<br/><br/>Index: pp. 313-322 
<br/><br/>Cont.: 1. Introduction and why business models matter -- Introduction -- Why business models matter -- Pt. 2. Distributors and wholesalers -- The role of the distributor -- How the distributor business model works -- Margins and profitability -- Working capital -- Productivity -- Sustainability -- Managing growth -- How to sell to distributors -- Pt. 3. Final-tier trade channel players -- The roles of the final-tier trade channel players -- How the business model of the final-tier trade channel players works -- Sales and utilization -- Gross margin and recoverability -- Working capital management -- Value creation and growth -- How to sell to final-tier trade channel players -- Pt. 4. Retailers -- The role of retailers -- How the retail business model works -- The measures that matter and how to manage with them -- How to sell to retailers. 
<br/><br/><label>ISBN: </label>978-0-7494-5256-8 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Marketing channels<br/>Business planning