دانلود کتاب Distribution Channels: Understanding and Managing Channels to Market

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Contents......Page 6
Preface......Page 10
Acknowledgements......Page 12
Part 1: Introduction and why business models matter......Page 13
Who this book is for......Page 15
What do we mean by business model?......Page 17
How this book is set out......Page 18
Distribution matters......Page 21
Challenging business dynamics......Page 23
Business models are key to value propositions......Page 28
A structured approach to positioning your value proposition......Page 30
Be careful with comparisons......Page 32
Part 2: Distributors and wholesalers......Page 35
Customer role – core functions......Page 37
Supplier role – core functions......Page 44
Role defines business model......Page 47
Profit is a very small number between two very big numbers......Page 48
Managing working capital is a balancing act......Page 49
The measures that matter and how to manage with them......Page 51
Gross margin and value add......Page 53
Margin mix or blended margin......Page 56
Contribution margin......Page 60
Net margin and operating margin......Page 65
Working capital management......Page 69
Supplier credit......Page 70
Inventory......Page 72
Customer credit......Page 75
Working capital cycle......Page 77
Earn and turn......Page 81
Contribution margin return on inventory investment......Page 83
Returns on working capital......Page 86
Return on net assets and return on capital employed......Page 93
Return on invested capital......Page 95
Value creation......Page 96
Managing value creation on an operational basis......Page 102
Growth dynamics......Page 105
Internally financed growth rate formula......Page 106
Economies of scale – profitability......Page 107
Economies of scale – working capital management......Page 111
Risks of growth – diseconomies of scale......Page 112
What we mean by selling to distributors......Page 113
The sales process......Page 114
Managing the account relationship......Page 119
Some rules of thumb for making compelling business cases......Page 123
Summary......Page 126
Part 3: Final-tier trade channel players......Page 129
The final-tier trade channel players......Page 131
The possible roles of final-tier trade channel players......Page 134
Matching channel roles to channel players......Page 139
Different roles command different compensation models......Page 142
Customer advocates and sell-with players......Page 148
Sell-with players and strategic alliances......Page 151
Applying this framework to your industry sector or channel......Page 152
Role defines business model......Page 153
Services come from people, either directly or indirectly (eg web-delivered)......Page 154
Managing a service business......Page 155
Service-based business model......Page 171
Overview of service business model measures......Page 172
Sales......Page 175
Utilization......Page 183
Gross margin......Page 189
Recoverability......Page 194
The cash-to-cash cycle......Page 197
Improving working capital......Page 200
Value creation and improving the numbers......Page 205
Managing growth – the integrated product and service business model......Page 211
What we mean by selling to final-tier trade channel players......Page 215
Segmenting the final-tier trade channel......Page 216
What the final tier looks for in a vendor......Page 218
What the final tier looks for in a distributor......Page 227
Managing the account relationship......Page 231
Some rules of thumb for making compelling business cases......Page 233
Selling ‘with’ the final tier in an advocacy role......Page 236
Conclusion......Page 238
Part 4: Retailers......Page 239
Retailers and retailing......Page 241
Catalogue and online retailing......Page 245
Role defines business model......Page 249
Earn and turn......Page 255
Layout and planogramming......Page 257
Ranging and merchandising......Page 260
Sales (or takings or revenues)......Page 263
Margins......Page 267
Direct product cost (DPC) and direct product profitability (DPP)......Page 272
Turns and productivity......Page 275
What we mean by selling to retailers......Page 279
Retailer challenges and their implications for suppliers......Page 280
Impact of the internet......Page 284
Managing retail relationships at a strategic level......Page 288
Managing retail relationships at a tactical level......Page 295
Selling in to the retailer’s buying cycle and open-to-buy......Page 300
Summary......Page 303
Key Ratios......Page 307
Glossary of technical terms......Page 313
Index......Page 325