Description
Book SynopsisJulian Dent is Chairman of VIA International, a specialist routes-to- market consultancy. He has over 25 years' experience in distribution throughout the world, specializing in channel strategy and implementation, working at global, corporate and regional levels. His clients have included Barclays Bank, BP, Esso, IBM, Microsoft, Nokia, Orange, Subway and Xerox.
Trade Review"Anyone who thinks distribution is easy should read this book, and keep it by their bed. With a thorough experience of monitoring and advising on the business, channel consultancy VIA's chairman Julian Dent has written what is actually a manual on how the business works. He is also able to point out how it differs from other apparently similar models, and where the special nature of technology product supply kicks in." * IT Europa *
"Recommended by the Global Technology Distribution Council as the reference book for anyone taking either the GTDC Certificate or GTDC Diploma accreditations." * Tim Curran, CEO, Global Technology Distribution Council *
"As a distributor, we use this book to educate all our product and sales managers as to how their performance affects our business model. It also shows our salespeople how they should engage with the final tier to make a compelling case for doing business with us." * Anton Herbst, CEO, MB Technologies *
Table of Contents
- Section - ONE: Introduction;
- Chapter - 01: How to get the best out of this book;
- Chapter - 02: The business of getting technology products and services to market;
- Section - TWO: Distributors and wholesalers;
- Chapter - 03: The role of the technology distributor;
- Chapter - 04: How the technology distributor business model works;
- Chapter - 05: Margins and profitability;
- Chapter - 06: Working capital;
- Chapter - 07: Productivity;
- Chapter - 08: Sustainability;
- Chapter - 09: Managing growth;
- Chapter - 10: The technology distribution landscape;
- Chapter - 11: How technology vendors can get the best from distribution;
- Section - THREE: Final-tier trade channel players;
- Chapter - 12: The roles of the final-tier trade channel players;
- Chapter - 13: How the business model of the final-tier trade channel players works;
- Chapter - 14: Sales and utilization;
- Chapter - 15: Gross margin and recoverability;
- Chapter - 16: Working capital management;
- Chapter - 17: Value creation and growth;
- Chapter - 18: How to sell to final-tier trade channel players;
- Section - FOUR: Retailers;
- Chapter - 19: The role of retailers;
- Chapter - 20: How the retail business model works;
- Chapter - 21: The measures that matter and how to manage with them;
- Chapter - 22: How to sell to retailers
