Distribution Channels

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More About This Book

Overview

Distribution represents about 50% of the activities of almost every industry and is critical to a company’s success.  Distribution is about more than logistics; it is about accessing and servicing markets and customers, controlling brands, creating differentiation, and improving the business model.

 

This book targets those who are involved in the marketing and distribution of products and services, whether they are working for a supplier, a customer, or another player.  It provides a fast track to the issues, measures, relationships and success factors involved in bringing products and services to market, and is especially relevant for those who are looking for guidance in addressing the commercial and financial aspects of their role. It is also relevant to those who are financially literate but new to the concerns of distribution.

Product Details

  • ISBN-13: 9780749452568
  • Publisher: Kogan Page, Ltd
  • Publication date: 9/1/2008
  • Pages: 368
  • Sales rank: 880,403
  • Product dimensions: 6.20 (w) x 9.40 (h) x 1.20 (d)

Meet the Author

Julian Dent is Chairman of VIA International, a specialist routes-to-market consulting firm. He has over 25 years of experience in distribution throughout the world, specializing in channel strategy and implementation. His clients have included Barclays Bank, BP, Esso, IBM, Microsoft, Nokia, Subway and Zerox.

Table of Contents


Preface     x
Acknowledgements     xii
Introduction and why business models matter     1
Introduction     3
Who this book is for     3
What do we mean by business model?     5
How this book is set out     6
Why business models matter     9
Distribution matters     9
Challenging business dynamics     11
Business models are key to value propositions     16
A structured approach to positioning your value proposition     18
Be careful with comparisons     20
Distributors and wholesalers     23
The role of the distributor     25
Distributors/wholesalers     25
Customer role - core functions     25
Supplier role - core functions     32
How the distributor business model works     35
Role defines business model     35
Profit is a very small number between two very big numbers     36
Managing working capital is a balancing act     37
The measures that matter and how to manage with them     39
Margins and profitability     41
Multiple margins     41
Gross margin and value add     41
Margin mix or blended margin     44
Contribution margin     48
Net margin and operating margin     53
Working capital     57
Working capital management     57
Supplier credit     58
Inventory     60
Customer credit     63
Working capital cycle     65
Productivity     69
Earn and turn     69
Contribution margin return on inventory investment     71
Returns on working capital     74
Sustainability     81
Sustainability - longer-term business health     81
Return on net assets and return on capital employed     81
Return on invested capital     83
Value creation     84
Managing value creation on an operational basis     90
Managing growth     93
Growth dynamics     93
Internally financed growth rate formula     94
Economies of scale - profitability     95
Economies of scale - working capital management     99
Risks of growth - diseconomies of scale     100
How to sell to distributors     101
What we mean by selling to distributors     101
The sales process     102
Managing the account relationship     107
Some rules of thumb for making compelling business cases     111
Summary     114
Final-tier trade channel players     117
The roles of the final-tier trade channel players     119
The final-tier trade channel players     119
The possible roles of final-tier trade channel players     122
Matching channel roles to channel players     127
Different roles command different compensation models     130
Customer advocates and sell-with players     136
Sell-with players and strategic alliances     139
Applying this framework to your industry sector or channel     140
How the business model of the final-tier trade channel players works     141
Role defines business model     141
Services come from people, either directly or indirectly (eg web-delivered)     142
Managing a service business     143
Service-based business model     159
Overview of service business model measures     160
Sales and utilization     163
Sales     163
Utilization     171
Gross margin and recoverability     177
Gross margin      177
Recoverability     182
Working capital management     185
The cash-to-cash cycle     185
Improving working capital     188
Value creation and growth     193
Value creation and improving the numbers     193
Managing growth - the integrated product and service business model     199
How to sell to final-tier trade channel players     203
What we mean by selling to final-tier trade channel players     203
Segmenting the final-tier trade channel     204
What the final tier looks for in a vendor     206
What the final tier looks for in a distributor     215
Managing the account relationship     219
Some rules of thumb for making compelling business cases     221
Selling 'with' the final tier in an advocacy role     224
Conclusion     226
Retailers     227
The role of retailers     229
Retailers and retailing     229
Catalogue and online retailing     233
How the retail business model works     237
Role defines business model     237
Earn and turn     243
Layout and planogramming     245
Ranging and merchandising      248
The measures that matter and how to manage with them     251
Sales (or takings or revenues)     251
Margins     255
Direct product cost (DPC) and direct product profitability (DPP)     260
Turns and productivity     263
How to sell to retailers     267
What we mean by selling to retailers     267
The sales process     268
Retailer challenges and their implications for suppliers     268
Impact of the internet     272
Managing retail relationships at a strategic level     276
Managing retail relationships at a tactical level     283
Selling in to the retailer's buying cycle and open-to-buy     288
Should you deal with retailers direct or through a wholesaler?     291
Summary     291
Key ratios     295
Glossary of technical terms     301
Index     313
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