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This accessible, rigorous new title explores the ways in which a business can succeed in its distribution activities, through a thorough understanding of its go-to-market partners’ business models. Distribution Channels demonstrates to readers why business models are so important, and provides key information about all of the players involved in distribution chains, including distributors, wholesalers, final-tier channel players and retailers. By interpreting the business models of various types of distribution channel, this comprehensive book illustrates how to optimize both the models and the commercial relationships between the different parties, as well as how to get products and services to market through the best routes possible. Taking into account both the tactical and strategic dimensions of channel economics, Distribution Channels provides readers with the knowledge needed to improve their business distribution models, whether they are responsible for the distribution channels of their company or if they are a part of that distribution channel. Covering the whole process, including accessing and servicing markets and customers, controlling brands, creating differentiation, and improving the business distribution model, this book is an essential read for anyone involved in distribution channels. About The Author Julian Dent is Chairman of VIA International, a specialist routes-to-market consultancy. He has over 25 years’ experience in distribution throughout the world. His client list has included Barclays Bank, BP, Esso, Hewlett-Packard, IBM, Microsoft, Nokia, Orange, Pfizer Consumer Health care, Philips, SGI, Subway and Xerox. Table of Contents Preface Acknowledgements Part I Introduction and why business models matter Why business models matter Part 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 Part 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 Part 4 Retailers The role of retailers The measures that matter and how to manage with them How to sell to retailers