Summary of Distribution Channels

Understanding & managing channels to market

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Distribution Channels book summary
No firm will distribute your products if you can’t demonstrate how it will benefit from working with you.


8 Overall

9 Applicability

8 Innovation

7 Style


If your company sells a product to consumers or other businesses, you’ll appreciate this inside view of the channels of distribution. Logistics expert Julian Dent covers the factors that matter most to retailers and wholesalers and explains how suppliers should structure their commercial propositions to appeal to distributors. This is not a casual or breezy read, but an in-depth examination of the ways goods move to market. Dent offers a guide to how distributors operate and lists the major financial indicators they use to track their performance. getAbstract recommends this thorough, instructive manual to distribution professionals and to marketing and sales executives who seek an advanced education about how their products reach their customers.

In this summary, you will learn

  • Why distribution is a critical part of every business
  • What roles different types of distributors play
  • How suppliers can optimize their distribution


Getting to Market – But How?
The way your firm handles distribution is crucial. Your distribution channels can dictate your profitability since approximately 50% of any product’s price represents the costs of moving it to the customer. Clearing a path to market through the right conduits...
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About the Author

Julian Dent heads VIA International, a consultancy that helps corporations and franchisers manage their distribution channels.

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