000			01608nam a2200241 a 4500
001			000992762
003			AM-YeNLA
005			20230921145548.0
008			131114s2008 enk r 000 0 eng d
020			_a978-0-7494-5256-8
041	0		_aeng
100	1		_aDent, Julian _d1957 -
245	1	0	_aDistribution Channels : _bUnderstanding and Managing Channels to Market / _cBy J. Dent.
260			_aLondon ; _aPhiladelphia ; _aNew Delhi : _bKogan Page, _c2008.
300			_a322 p. : _btables ; _c24 cm.
500			_aWith hard and supercover
500			_aWith love to my wife, Jan, and to our chidren , Laura and Ian
504			_aIndex: pp. 313-322
505	0		_aCont.: 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.
650	1	4	_aMarketing channels
650	1	4	_aBusiness planning
942			_2udc _cBK
999			_c885372 _d885372